{"id":10267,"date":"2021-01-06T20:45:36","date_gmt":"2021-01-06T20:45:36","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?page_id=10267"},"modified":"2021-08-31T17:29:25","modified_gmt":"2021-08-31T17:29:25","slug":"blog","status":"publish","type":"page","link":"http:\/\/somametrics.com\/clone\/resources\/blog\/","title":{"rendered":"Blog"},"content":{"rendered":"\t\t
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Home<\/a><\/span><\/p>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Blogs<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\t\t\t\t\t\"\"\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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\"Average<\/div>\n\t\t<\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tThe Impact of Average Deal Size on Sales Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJanuary 24, 2023\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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Average Deal Size is one of the most powerful and least utilized levers for increasing overall sales without incurring any additional costs.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tNew Revenue Math: Driving Predictable Revenue Growth at a Declining Cost Curve\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Elevate your prospecting programs without increasing sales or marketing spend. That’s the new revenue math for the modern B2B seller.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tSDR Performance Gap: Bridging Top & Bottom Performers\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tSeptember 9, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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Want to bridge the SDR performance gap? SOMAmetrics Intelligent Prospecting (SIP) delivers situational fluency for every product you sell.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tMeeting Acceptance Rates: SDR Best Practice 4\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tSeptember 7, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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Of the meetings set and attended, how many actually end up on the sales pipeline? What are our meeting acceptance rates? SIP can help.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tMeeting Attendance Rates: SDR Best Practice 3\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Prospects can cancel, reschedule, or just not show up at all. A meeting is nothing without good meeting attendance rates. SIP can help.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tImproving Conversion Rates: SDR Best Practice 2\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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It\u2019s time to make sure that every connection counts and none are wasted, which is improving conversion rates are so important. SIP can help.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tImproving Connect Rates: SDR Best Practice 1\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Connect rates have dropped by 50% since 2014, which is why practices for improving connect rates are so important. Learn how SIP can help.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tSDR Best Practices: Overview\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The job of Sales Development Reps (SDRs) is becoming increasingly more difficult. But at the same time, their job is more important than ever before. Prospective buyers are becoming more elusive, making the job difficult. They are also more elusive than ever before, and sales executives are struggling to find qualified leads. In fact, connect<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tRadical Pipeline Strategy \u2014 Use SDRs to Build and Grow Your Sales Pipeline\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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This blog outlines the top tested SDR best practices that have proven successful at over 65 companies. You will learn what SDRs should be focused on, and how to pay them to ensure that your company consistently builds a quality sales pipeline.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tPerformance Improvement Plans: Why I Hate Them\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tAugust 2, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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There are two sides to everything: Yin and Yang; Good and Evil; Hot and Cold; Black and White. For Sales Management, its two sides are the fun and not so fun parts of managing a team. While managing teams has its benefits, team management also includes making tough decisions. You might think about various practices<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\"GOSPA<\/div>\n\t\t<\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tGOSPA Planning: Manage Your SDR Team Their Way\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJuly 26, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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Your company has assigned its targets for the year. How does your team translate those targets into viable actions for them to achieve their goals? GOSPA is a short planning tool that helps team members to stay on track throughout the year.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tBuilding a Unique CRM Ecosystem to Access Important KPIs\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJuly 19, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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This blog discusses the importance of building a SDR specific eco-system within your CRM. SDRs aren\u2019t Sales people; they are tasked with finding qualified prospects which build a quality pipeline for your company. The CRM fields required to support your SDR team are addressed in this blog, and in the book The Radical Pipeline Strategy: How to Grow Pipeline and Revenue by Optimizing Sales Development. <\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\"SDR<\/div>\n\t\t<\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tSDR Attrition Rate is Sky High: How to Reduce Turnover\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJuly 15, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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This blogpost explains the underlying cause behind sky high, SDR attrition rates. It also delves into the effect on quotas and performance, as well as solutions for hiring and retention.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\"Use<\/div>\n\t\t<\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tUse SPIFs to Spice Up SDR Performance\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJuly 12, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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This blog elaborates on the best way to utilize Sales Performance Incentive Funds (SPIFs) to energize your team. Use SPIFs to provide an incentive to improve lackluster KPI\u2019s and other performance metrics.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tTrack These Metrics to Build a Viable Sales Pipeline\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Sales leaders who want to impact this quarter will need to focus on the number of MQL\u2019s they need to hit their SQL quotas. This blog highlights the numbers sales leaders should address, to ensure that they are primed and ready to hit their revenue targets.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tSales Engagement Platforms: The Wild, Hungry Beasts!\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJune 27, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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Sales Engagement Platforms (SEPs) are all the rage. This blog outlines what you must do to get the most out of your SEP, since they are only great tools if they are managed and refreshed on a regular and consistent basis. <\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\"complex<\/div>\n\t\t<\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tNavigating Complex Sales: Build a Sales Development Team to Support Pipeline Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\tJune 20, 2022\t\t<\/span>\n\t\t\t\t\n\t\t\tNo Comments\t\t<\/span>\n\t\t\t\t<\/div>\n\t\t\t\t
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This blog presents a case for building a highly skilled SDR team to generate quality meetings and to build a sales pipeline for your Sales Organization.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tSDR Candidates: Best Interview Questions to Find the Right Fit\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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This blog highlights the top questions SDR Managers will want to use to identify strong potential SDR candidates. These questions have worked at 65+ companies.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\"Using<\/div>\n\t\t<\/a>\n\t\t\t\t
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\n\t\t\t\n\t\t\t\tUse Task Force Teams to End the Great Reshuffle\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Learn effective methods for managing your sales and SDR teams through the development and implementation of task force teams.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tProspects are Real People Too: Using Prospect Personas to Land Calls\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Guiding SDRs to see that prospects are real people\u2014by creating prospect personas\u2014provides them with insight into your prospects’ world.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tHow Difficult Is It to Generate a Meeting? Common Misuses of SDR Teams in Appointment Setting\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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What are the challenges to appointment setting? Here are common misuses and best practices implemented by SOMAmetrics at over 65 companies.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\t5 Reasons Why Your Sales Development Team Is Failing\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Here are 5 reasons why your sales development team is failing, the underlying reasons for these, and how to fix the problem.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\t4 Sales Development Manager Oversights That Hurt SDR Teams\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Regardless of whether the Sales Development team in your company is under Sales or Marketing, your Sales Development Manager must manage the SDR team like a Sales Manager manages her sales team. 1. SDR Team Managers need to manage by two sets of numbers Over the years, I have learned that the job of an<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tWhy Sales Development Representatives Underperform\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Before sales development representatives existed, remember telemarketers? Without caller ID, we didn\u2019t know who was calling until we picked up the phone. We were trapped in by someone on the other end trying to sell us something, not taking \u201cno\u201d for an answer. We hated it. And so did the telemarketers. They mostly got yelled<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tGrow Sales Pipeline and Drive Revenue Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Grow Your Sales Pipeline to Fix Missed Revenue Targets How can you grow your sales pipeline and consequently fix missed revenue targets? If you think of your total revenue operations, it is likely fed by four major revenue streams: New orders from totally new logos Reorders or renewals from current customers Upgrades, up-sales, and add-ons<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Strategic SDR Compensation Plan\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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A strategic SDR compensation plan naturally aligns the objectives of the SDR team with that of the Sales Organization. For example, restaurants figured out a long time ago that if they made their waiters share tips with bartenders and busboys, everyone made more money. In fact, the better tippers got their drinks made first and<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tSDR Team Design: Four Common Mistakes to Avoid\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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In this blog, we will quickly cover four major mistakes made in setting up Sales Development Reps (SDRs). Each mistake has the potential of severely limiting performance. Unfortunately, a number of companies commit two or more of these mistakes, significantly hampering pipeline growth. SDR Team Design Mistake 1: It\u2019s an Entry Level Job The work<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe SDR Funnel Math \u2013 Fix the Key Metrics Before You Increase the Size of Your SDR Team\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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As we work with clients, we hear the same questions over and over again: Should we hire more Sales Development Reps (SDRs), or sales reps? Or both? And our response has been invariably the same\u2014it depends. If your conversion metrics are all good, then by all means hire more. If not, fix your conversion metrics<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Hidden Cost of Sales\u2014Low SDR\/BDR Performance\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The Story Behind Rising Cost of Sales According to HubSpot, the cost of new customer acquisition (cost of sales and marketing) has increased by 60% over the past six years or so. What makes this even more alarming is that when we combine it with another finding. A 2019 Accenture study reported that 80% B2B<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tQuadrant 3: Customer Retention and Upselling to Drive Sales\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Quadrant 3 is all about encouraging existing customers to buy new products; generally upgrades, add-ons, and bundles. In general, the goal is to increase the number of products your customers use by about 15-20% per year. It may seem like a big ask, but keep in mind that, apart from Quadrant 2, these buyers have<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tQuadrant 2: Customer Retention Strategy for Increased ROI\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Hubspot has shown that customer acquisition costs have skyrocketed by as much as 60% in recent years, making the customers that you do have that much more profitable to your business. As McKinsey notes, if you\u2019ve already spent a sizable amount of time and money to acquire a new customer and they churn early in<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tQuadrant 1: High Growth Sales Strategy\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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According to Hubspot, customer acquisition costs have skyrocketed in recent years, increasing by as much as 60%. What this means for B2B companies is that it will be crucial, now more than ever, to have an effective Sales strategy that will optimize customer acquisition and drive down costs.\u00a0Customer acquisition falls within the first Quadrant of<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThree Ways to Categorize B2B Buyers\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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There\u2019s a few different ways we like to categorize buyers. Though they are by no means fool-proof indicators of any individual’s behavior or preferences, these classifications can help us organize the strategies we use to educate different prospects at a more broad, macro level.\u00a0 In this discussion, we\u2019ll be looking at three different categorizations of<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tHow Prospect Education Can Drive the Sales Funnel\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The Sales Funnel is a way of defining the process. Prospects will go through when getting educated enough to want to meet with Sales. In the following sections, we\u2019ll be breaking down the three stages of the Sales Funnel that make up the buyer\u2019s journey. Additionally, we\u2019ll highlight which Prospect Education content will be the<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tEducating Prospects: Why It’s Crucial in 2021\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The Pandemic changed how we do business in countless ways, and the business leaders who have thrived post-Pandemic have been those who have adapted their strategies to the new demands of their clients. In any business world, but especially that which we\u2019re seeing today in the wake of the Pandemic, educating prospects is crucial in order<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Four Quadrants Model of High Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The Four Quadrants of High Growth is a sales strategy that enables B2B companies to deploy their limited marketing and sales resources to maximize revenues.<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tHow to Write Engaging B2B Email Sequences\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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As email marketing has become the most effective way to initiate contact with leads today, thoughtfully coordinated and targeted email sequences can drive curiosity and engagement in prospects \u2014 which will prepare them to eventually schedule an appointment with a Sales rep. Understanding your audience when crafting email marketing campaigns is vital to sending out<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Innovative Content That Engages Leads to Talk With Sales Reps\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Engaging online content is quickly becoming one of the most important resources available to Business Development Representatives (BDRs) today. As email marketing has become the most efficient way to initiate contact with leads, BDRs are turning to prospect engagement content to get attention and pique interest when sending out emails. In the following sections, we\u2019ll<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tHow Business Leaders are Optimizing BDR Training in 2021\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The pandemic pushed a lot of businesses to change how they operate, including those in the B2B selling space. As Sales Enablement has adopted a wider role in business today, we\u2019ve started to see shifts in how business leaders train their BDRs (Business Development Reps). In the following sections, we\u2019ll look at which new practices<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tEmail Marketing: How BDRs Connect With Leads Today\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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The primary role of Business Development Representatives (BDRs) has always been to be \u2018tele-prospectors,\u2019 using the phone to find, qualify, and set appointments. Until recently, BDRs have always used cold calling to initiate contact with prospects, but various shifts in buyer behavior have made the phone call a much less effective medium for connecting with<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThree Things Sales Enablement should include in BDR Training Packs\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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In the increasingly competitive market today, connecting with leads can be challenging for BDRs. Often, the difference between a successful cold call (one that ends in setting an appointment) and an unsuccessful one is as simple as how efficiently the Business Development Rep (BDR) can talk with prospects. Often, BDRs are the first people that prospects<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Psychology of the B2B Buyer\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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B2C marketing these days is all about buyer psychology. When marketers create campaigns, they consider their intended demographic at every step of the way\u4e00 and tailor their approach to maximize their impact. They use the latest neurological and behavioral insights available to them to psychologically influence their exact audience, which in turn increases engagement, piques<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tMillennials in the Workforce: Why Virtual B2B Marketing is Here to Stay\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Although millennials generally have a stronger fluency in and preference for the use of technology in the workplace, it\u2019s only been due to the COVID-19 pandemic (and the need for high adaptability that it demanded) that they\u2019ve actually seen a widespread professional and preferential transition to virtual technology in business. In B2B marketing, both buyers<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tOptimizing Marketing Strategies for B2B Buyer Types\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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We know that optimizing your marketing approach for each of the fundamental B2B  buyer types leads to higher engagement and better brand recognition, but how can you choose the right approach\u4e00with the most effective words and the most influential underlying messages\u4e00to best speak to these audiences? How do you choose which aspect of your product<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tFive Factors Affecting Revenue Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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According to research from Gartner, only 6% of chief sales officers (CSOs) report that they are extremely confident in their team\u2019s ability to meet or exceed their revenue goals. This means that for the vast majority of sales leaders, reaching revenue growth targets is a high-priority challenge. At the same time, the B2B purchasing process<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tWhy Virtual B2B Marketing is Here to Stay\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Among other changes, the COVID-19 pandemic spurred the marketing and business industries to adapt quickly to an online-only working environment. This transition is something that B2B marketing has been hesitant to do for years, even though B2C marketing had largely already taken the leap. However, many of the changes to the industry brought on by<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Best Marketing Strategies for B2B Buyer Types\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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We know that it\u2019s important to optimize your marketing strategy for each of the B2B buyer types if you\u2019re going to make an impactful marketing campaign, but which specific strategies yield the best results for each type of buyer?\u00a0 What\u2019s important to know here is that the way you\u2019ll reach each of the buyer types<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tThe Growth Marketer\u2019s Cheat Sheet: How to Drive Sales Growth\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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As potential customers increasingly rely on online research to substantiate purchasing decisions, your content is becoming more crucial to sales growth than ever before\u2014which is why you must efficiently create a high volume of high-quality B2B marketing content to reach your future buyers. Content Types: Demand Gen vs. Lead Gen First, let\u2019s establish the types<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tData Analysis for SEO\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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\u200b\u200bData Analysis After Identifying Site Bottlenecks, Delivering Solutions, and understanding Measurement tools, we can now begin the deeper data analysis and provide tangible meaning to the data presented. Benchmarks also ensure that we are comparing apples to apples when looking at data. For our purposes, as we are looking for performance improvements for a site<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tMeasurement & Reiterative Testing for SEO\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Introduction We can begin gathering data to determine how the solutions are affecting the site and, as a result, reaching business performance targets once you have Identified Site Bottlenecks and done an in-depth study of the Solution Delivery. Follow the steps below to gain a better grasp of all the actions required to properly gather,<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\tSales Growth by the Numbers\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t
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Sales Pipeline Value The value of your sales pipeline is the single most important factor impacting your sales growth rates. Therefore, increasing the value of your sales pipeline increases your company\u2019s sales growth rates \u2014 it\u2019s as simple as that. Before we explain why, let\u2019s take a step back and define what a sales pipeline<\/p>\n\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\tRead More \u00bb\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Categories<\/h5>\n\t\t\t