Sales

What Ebsta can do to measure sales pipeline health?

New year, new sales goals. Welcome back to the office. If you’re feeling a little overwhelmed with your sales goals for 2021, you’re not alone. But let’s face it, it’s never too late to get your head around a plan for the new year. In the previous installment, we looked at how to improve sales pipeline accuracy. But we only scratched the surface. In this blog, we’ll be sharing what Ebsta can do to measure your sales pipeline health – in order to develop a true understanding of the quality of your 2021 pipeline. So, how does Ebsta measure your…

3 Ways to Improve Sales Pipeline Accuracy

Managing the sales pipeline is a critical aspect of managing team performance. If you were promoted from the field, you probably already know that the sales pipeline holds information about pending sales opportunities and consists of various stages relating to the advancement of those opportunities. But before we proceed, let’s look into what is sales pipeline and why is it so instrumental in selling success. What is a Sales Pipeline? A sales pipeline is a set of stages that a prospect moves through, as they progress from a new lead to a customer. Once each pipeline stage is completed, the prospect…

How to Sell in Today’s Customer-Led Economy

Consumers have power in this customer-led economy. In the last decade, after the 2008 financial crisis and with the rise of digital communications, we’ve seen a massive shift in how businesses try to position themselves to potential customers. Is your business prepared to embrace that shift? Rising Expectations in the Face of Increasing Options In a world led and dominated by technology, it’s not easy to reconcile company-driven objectives with customer expectations. Marketing, always a core business function, is only rising in importance in this customer-led economy. Take the marketing technology industry as an example. Over the past few years, thousands…

3 Reasons Why Salespeople Don’t Use Salesforce

Let’s face it, sales reps hate using CRM. On a day to day basis, you’re too busy calling prospects, mining leads and booking meetings to even remember to log into Salesforce. As a sales rep, there’s absolutely nothing more frustrating than having to spend time manually logging emails and calls. Why? Because it’s a tedious task that doesn’t impact your sales targets. Believe it or not but if you want your sales team to succeed, it’s vital that CRM is properly utilised through accurate data. Data accuracy is really important, and here’s why: Inaccurate or incomplete data can lead to…

Six revenue indicators that give businesses a complete advantage

When you oversee a multi-department operation, you open the door to a lot of possible metrics and indicators. Too much information can be just as paralyzing as too little. So, how do those in revenue operations identify the most revealing metrics aligned to how the revenue is really behaving? It’s worth noting that when the measures become the target, they cease to be good measures. That means you should avoid drawing your conclusions from looking at the figures in isolation and always seek to understand the wider context and reasons behind them. Start asking how your revenue indicators collectively communicate…

What is Revenue Operations?

They say all roads lead to Rome. If you imagine Rome as revenue, then the role of revenue operations is to make sure that those roads are built in the most efficient way and that they are effectively signposted. Revenue operations, or “rev ops” in it’s shortened form, is the strategic alignment of sales, marketing, finance, and service departments to optimize revenue across the customer’s lifecycle. It’s where the science of sales analytics and the art of customer engagement are wrapped into a process to systematically improve how businesses generate revenue. At the heart of rev ops is the customer,…

How to End an Email Professionally: Sign-Offs to Use and Avoid

How to End an Email Professionally How you end an email and your email sign-offs are important. It leaves your recipient with a lasting impression of you – and you want to make sure that impression is a positive one. A professional email closing leaves the reader with a good impression of you and of your business. An unprofessional email closing has the opposite effect. You don’t want to use the same sign-off in every situation, however. Depending on the type of email you’re sending and how well you know its recipient, you can tweak your sign-off for best results….

Account Based Selling: B2B Sales Strategy

Account Based Sales: B2B Sales Strategy Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies. What is Account Based Selling?  Account-Based Sales Development (ABSD) is a strategic prospecting process that involves selling to targeted and highly valued accounts rather than focusing your prospecting efforts at…

Relationship Mapping Guide to Sales Success

Guide to Relationship Mapping for Success  In the business world, potential clients say “pass” all the time due to weak relationships and a lack of understanding. And so do existing clients. It’s a convenient way to move decisions forward. The more complicated the decision, the more at stake, the more important relationships become. What is Relationship Mapping?  Relationship mapping is a tool that helps companies: Win new clients Protect existing accounts Grow revenue among existing accounts Traditionally, relationship mapping meant actually building out a visual chart of all the key stakeholders. You’d typically create a card for each stakeholder, including…

The Ultimate Guide to Sales Prospecting

How does your sales crew approach their prospecting? For over 40% of sales professionals, it’s the most challenging part of the sales process. Even worse, prospecting has only become more challenging over time. Potential buyers are often inundated with hundreds of promotional emails on any given day. That’s why roughly 1 out of every 5 sales emails are opened, let alone further considered. Cold calls have fared a similar fate. From 2007 to 2013, the average number of cold calls required to reach a new prospect jumped from 3.68 to 8. On a day-to-day basis, these numbers can demoralize sales…