Sales

6 Steps to an Effective Account-Based Selling Strategy

Shifting to an account-based focus isn’t a new concept but there has been a bigger swing towards the strategy over the last few years. This revitalization is being driven by a few different factors but primarily there has been a bigger emphasis on customer-centricity; for many companies, this approach is becoming almost like their new mantra. Additionally, sales processes are getting more complex and are requiring increased buy-in from more stakeholders, making a targeted approach the key to being more effective. Furthermore, by pursuing an Account-Based Selling strategy you can effectively invert the way in which you nurture leads –…

3 Metrics That Will Align Sales And Marketing Today

When sales and marketing are aligned and work together with cooperative goals and strategies it improves results for businesses. Revenues are increased, sales cycles are shortened, conversion rates are improved, and, most importantly, sales forecast accuracy is enhanced. But these aren’t the only metrics that should be tracked to understand and optimize your sales and marketing (Smarketing) efforts.  In this article, we will take a look at three key metrics that are generally overlooked by companies and give deeper insight into how effectively your marketing strategies are aiding your sales pipeline. We have segmented them over the two disciplines to…

8 Early Signs Your Pipeline is At Risk

B2B sales are getting more and more competitive, the landscape has changed dramatically over the last few years and continues to do so. With new paths to entry and increasing avenues to connect with a prospect, sales teams are being pushed to achieve more with increased efficiency. This means making sure that your sales pipeline is solid and continuously provides legitimate opportunities to drive sales forward is of increasing importance. So being able to identify when your pipeline of opportunities is at risk can literally make or break your sales quota for the quarter or even the year! Below we…

How to Analyze Your Sales Pipeline – Optimize Your Pipeline for Growth

Ultimately, the key aspect of analyzing your pipeline is to understand enough about it to be able to make smart decisions and actualize growth. By building up data-based insights into your pipeline you gain actionable intelligence which can be used to identify the quickest routes to grow revenue.  Of course, not all companies will have the same concepts and schemes in place so therefore their routes to increasing revenue will be different. That said, the principles we have laid out below will apply to most situations, and give you an insight into how you can optimize your sales pipeline for…

How to Analyze your Sales Pipeline – Impact of Effective Pipeline Reviews

One of the most important things for effective sales pipeline analysis is having a regular pipeline review process. By having the process on a regular basis you are able to assess your pipeline is performing across your entire team and gauge the consistency of what your teams are generating making it easier to predict your revenue. A pipeline review also lets your whole team assess your pipeline against established key metrics that have been previously outlined enabling you to understand the health of each of your opportunities. This understanding provides the insight needed for you to update quarterly sales forecasts…

How to Analyze your Sales Pipeline – Measuring Your Pipeline Health

The key to understanding how your pipeline is performing is knowing what state it is in. The gauge of that is pipeline health. In the first of our series, we looked at creating the foundations of your pipeline and the metrics that are needed to know what is happening within it.  In this article, we will be looking at how each of the metrics works to give you a complete view of your pipeline. By analyzing each of the metrics as well as the overall sales environment you can build a clear path to optimizing your pipeline and sales process….

How to Analyze your Sales Pipeline – Setting the Foundations

For sales leaders and managers, the sales pipeline is your key to understanding what is happening across your sales process. It gives you the visibility to track your customer’s journey from a qualified prospect through to a paying customer and beyond (depending on your business model). So when it comes to analyzing your sales pipeline the key fact that you need to understand is precisely why a prospect is progressing or not. To build that picture you need to identify what contributing factors and considerations, positive or negative, are impacting that prospects journey and how they can be overcome. One…

What Ebsta can do to measure sales pipeline health?

It’s that time again, new sales goals. If you’re feeling a little overwhelmed with your sales goals, you’re not alone. But let’s face it, it’s never too late to get your head around a plan. 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 pipeline health?  We’ve recently launched a Revenue Intelligence Platform…

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…