Sales

Using compound effect to build sales pipeline

Compound Effect – How Does It Impact Sales and Prospecting?

The sales process has evolved – and searching for whales has been exposed to be an inefficient strategy. Once upon a time, it was commonplace for sales leaders to be those who could sway even the most hardnosed of prospects. Nowadays, however, the vast majority of prospects can see through this charade, and with the dawn of the internet, have a wealth of tools at their disposal to make an informed decision, not just an emotional one. This has forced sales tactics to evolve, and the modern salesperson needs to be able to diagnose their prospect’s problems and focus their…

Ebsta Revenue Intelligence platform in office environment

What is pipeline health – and how do you solve it when it’s at risk?

Understanding how your sales pipeline is performing is key to generating sales – without a healthy flow of leads coming into and moving along your pipeline, sales begin to stagnate and revenue begins to drop. Needless to say, sales leaders and managers need to be aware of this essential insight to ensure future success. So, how measured and actioned upon? In the article below, we will break down the KPIs that you should be tracking for a holistic overview of your pipeline health. Additionally, we will introduce you to how Ebsta’s Revenue Intelligence Platform which empowers you with the real-time…

Representation of Relationship intelligence mapping

How to Build an Account-Based Selling Strategy using Revenue Intelligence

One of the key goals of B2B sales is to establish and nurture connections with target customer accounts. These connections provide the anchor points for all of your interactions going forward with that account. Now, note that we didn’t say relationships, we said connections. Relationships are what grows from the initial contact (connections) you make with your customers; they have metrics that can be measured and show how effectively your sales team is strengthening the links your company has with key stakeholders.  So how can you use that insight to understand your prospective customers better? This is where Relationship Intelligence…

Sales Pipeline KPIs graph

10 Sales KPIs You Should Be Tracking for Pipeline Performance

Understanding how your sales pipeline is performing is key to everything for sales leaders. Without being able to see what is happening and why – you can’t accurately forecast, predict revenue for the period, or, fundamentally, know if your sales process works. However, getting a strong grip on what shows progress can be extremely difficult, and a lack of visibility into performance can mean that you are unsure what decisions are the correct ones. Thankfully, we have a solution for you – below are 10 of the top sales KPIs that you should be keeping a close eye on to…

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….