process, technology technology, process edges, core single source of truth, sales enablement technology
HubSpot Sales Enablement
Evaluate each rep’s sales velocity and look for areas that can be improved. Recalculate the SLA to make it more reasonable. Hire more salespeople. Have your marketing team nurture the leads sales can’t get to until sales is able to contact them.
At a steady rate, about 10 leads each week. They should deliver as many leads as possible in the first half of the month so sales has the whole month to work with them. The should deliver as many leads as possible in the last half of the month to help sales hit their quota. …
Have marketing nurture them. Have sales contact them. Have both marketing and sales work with them. Ignore them.
A vision inspires long-term action, and goals track individual steps toward achieving that vision. Goals state what a company wants to accomplish, and a vision is a description of how those goals will be accomplished. Goals are used to measure performance internally, and a vision is the messaging used to communicate those goals externally. A vision is …
Contact the leads marketing generates within a certain timeframe. Contact a certain percentage of the leads marketing generates. Close a certain number of deals. Nothing — the SLA outlines the service marketing will provide to sales.
To replace your processes. To provide visibility across teams. To measure the outcomes of your strategy. To automate parts of your strategy.
Helping them stop using whatever their previous solution was, even if they were “making do” without a product. Helping them cancel any contracts with other service providers. Helping them understand why they should never go back to using their old solution. Helping them encourage their friends not to use the solution they were using previously.