The Impact of Average Deal Size on Sales Growth
January 24, 2023
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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.
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New Revenue Math: Driving Predictable Revenue Growth at a Declining Cost Curve
November 2, 2022
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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.
SDR Performance Gap: Bridging Top & Bottom Performers
September 9, 2022
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Want to bridge the SDR performance gap? SOMAmetrics Intelligent Prospecting (SIP) delivers situational fluency for every product you sell.
Meeting Acceptance Rates: SDR Best Practice 4
September 7, 2022
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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.
Meeting Attendance Rates: SDR Best Practice 3
August 31, 2022
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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.
Improving Conversion Rates: SDR Best Practice 2
August 24, 2022
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It’s time to make sure that every connection counts and none are wasted, which is improving conversion rates are so important. SIP can help.
Improving Connect Rates: SDR Best Practice 1
August 17, 2022
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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.
SDR Best Practices: Overview
August 10, 2022
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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
Radical Pipeline Strategy — Use SDRs to Build and Grow Your Sales Pipeline
August 9, 2022
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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.
Performance Improvement Plans: Why I Hate Them
August 2, 2022
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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
GOSPA Planning: Manage Your SDR Team Their Way
July 26, 2022
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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.
Building a Unique CRM Ecosystem to Access Important KPIs
July 19, 2022
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This blog discusses the importance of building a SDR specific eco-system within your CRM. SDRs aren’t 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.
SDR Attrition Rate is Sky High: How to Reduce Turnover
July 15, 2022
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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.
Use SPIFs to Spice Up SDR Performance
July 12, 2022
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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’s and other performance metrics.
Track These Metrics to Build a Viable Sales Pipeline
July 6, 2022
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Sales leaders who want to impact this quarter will need to focus on the number of MQL’s 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.
Sales Engagement Platforms: The Wild, Hungry Beasts!
June 27, 2022
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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.
Navigating Complex Sales: Build a Sales Development Team to Support Pipeline Growth
June 20, 2022
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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.
SDR Candidates: Best Interview Questions to Find the Right Fit
June 13, 2022
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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.
Use Task Force Teams to End the Great Reshuffle
June 6, 2022
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Learn effective methods for managing your sales and SDR teams through the development and implementation of task force teams.
Prospects are Real People Too: Using Prospect Personas to Land Calls
June 1, 2022
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Guiding SDRs to see that prospects are real people—by creating prospect personas—provides them with insight into your prospects’ world.
How Difficult Is It to Generate a Meeting? Common Misuses of SDR Teams in Appointment Setting
May 2, 2022
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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.
5 Reasons Why Your Sales Development Team Is Failing
March 4, 2022
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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.
4 Sales Development Manager Oversights That Hurt SDR Teams
February 25, 2022
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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
Why Sales Development Representatives Underperform
February 18, 2022
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Before sales development representatives existed, remember telemarketers? Without caller ID, we didn’t 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 “no” for an answer. We hated it. And so did the telemarketers. They mostly got yelled
Grow Sales Pipeline and Drive Revenue Growth
February 11, 2022
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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
The Strategic SDR Compensation Plan
February 4, 2022
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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
SDR Team Design: Four Common Mistakes to Avoid
January 21, 2022
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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’s an Entry Level Job The work
The SDR Funnel Math – Fix the Key Metrics Before You Increase the Size of Your SDR Team
January 12, 2022
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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—it depends. If your conversion metrics are all good, then by all means hire more. If not, fix your conversion metrics
The Hidden Cost of Sales—Low SDR/BDR Performance
January 5, 2022
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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
Quadrant 3: Customer Retention and Upselling to Drive Sales
December 22, 2021
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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
Quadrant 2: Customer Retention Strategy for Increased ROI
December 15, 2021
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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’ve already spent a sizable amount of time and money to acquire a new customer and they churn early in
Quadrant 1: High Growth Sales Strategy
December 7, 2021
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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. Customer acquisition falls within the first Quadrant of
Three Ways to Categorize B2B Buyers
December 1, 2021
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There’s 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. In this discussion, we’ll be looking at three different categorizations of
How Prospect Education Can Drive the Sales Funnel
November 30, 2021
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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’ll be breaking down the three stages of the Sales Funnel that make up the buyer’s journey. Additionally, we’ll highlight which Prospect Education content will be the
Educating Prospects: Why It’s Crucial in 2021
November 23, 2021
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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’re seeing today in the wake of the Pandemic, educating prospects is crucial in order
The Four Quadrants Model of High Growth
November 20, 2021
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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.
How to Write Engaging B2B Email Sequences
November 19, 2021
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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 — 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
The Innovative Content That Engages Leads to Talk With Sales Reps
November 11, 2021
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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’ll
How Business Leaders are Optimizing BDR Training in 2021
November 3, 2021
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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’ve started to see shifts in how business leaders train their BDRs (Business Development Reps). In the following sections, we’ll look at which new practices
Email Marketing: How BDRs Connect With Leads Today
October 27, 2021
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The primary role of Business Development Representatives (BDRs) has always been to be ‘tele-prospectors,’ 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
Three Things Sales Enablement should include in BDR Training Packs
October 22, 2021
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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
The Psychology of the B2B Buyer
October 19, 2021
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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一 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
Millennials in the Workforce: Why Virtual B2B Marketing is Here to Stay
October 12, 2021
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Although millennials generally have a stronger fluency in and preference for the use of technology in the workplace, it’s only been due to the COVID-19 pandemic (and the need for high adaptability that it demanded) that they’ve actually seen a widespread professional and preferential transition to virtual technology in business. In B2B marketing, both buyers
Optimizing Marketing Strategies for B2B Buyer Types
October 5, 2021
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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一with the most effective words and the most influential underlying messages一to best speak to these audiences? How do you choose which aspect of your product
Five Factors Affecting Revenue Growth
September 28, 2021
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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’s 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
Why Virtual B2B Marketing is Here to Stay
September 21, 2021
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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
The Best Marketing Strategies for B2B Buyer Types
September 14, 2021
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We know that it’s important to optimize your marketing strategy for each of the B2B buyer types if you’re going to make an impactful marketing campaign, but which specific strategies yield the best results for each type of buyer? What’s important to know here is that the way you’ll reach each of the buyer types
The Growth Marketer’s Cheat Sheet: How to Drive Sales Growth
September 7, 2021
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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—which 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’s establish the types
Data Analysis for SEO
September 3, 2021
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Data 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
Measurement & Reiterative Testing for SEO
August 19, 2021
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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,
Sales Growth by the Numbers
August 10, 2021
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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’s sales growth rates — it’s as simple as that. Before we explain why, let’s take a step back and define what a sales pipeline
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