Blog

6 Sales Metrics to Rank Your Salespeople
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This blog post recommends six sales ranking metrics and how to best manage them.

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Quick and Easy Guide to Account-Based Lead Scoring
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This blog post focuses on how you can use an account-based marketing strategy as part of your current lead scoring process.

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Quick and Easy Guide to Behavior Scoring
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Lead scoring helps you quickly identify those leads that are sales ready and those that need more nurturing.

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Quick and Easy Guide to Demographic Scoring
Pete Furseth

Do you have a good way to prioritize your leads based on your buyer personas? This blog post focuses on a methodology you can use for demographic lead scoring.

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Account score: Account-based Lead Scoring
Quick and Easy Guide to Managing Your Leads
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Do you know what your marketing funnel looks like? People are hitting your website, attending webinars, downloading gated content, and others are being emailed without response. Each of these people might be potential buyers. How do you manage which leads are sales ready and which should remain in the marketing funnel?

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Marketing ROI – a top 5 marketing priority for 5 straight years!
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At its core, figuring out marketing ROI seems pretty basic. When you get into the details, however, it quickly becomes complex. This blog post will identify these complexities and provide insight on how to handle them.

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How to Clean Up Your Marketing Data in 5 Easy Steps
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DATA, DATA, DATA! Everyone keeps talking about data. As a purveyor of data analytics, we can’t help but talk about data. We love clean data! As a marketer, you should love clean data, too. Clean data is the key to delivering the right message, to the right people, at the right time.

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16 Metrics to Track the Health of Your Sales Pipeline
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Based on seeing Sales Pipelines of many shapes, we have created a Sales Pipeline “Health Check.” You can use it to help understand your Sales Pipeline and make sure you have the visibility into your business that you deserve. The 16 metrics outlined below should be evaluated weekly and compared through time to understand if your CRM quality is trending in the correct direction.

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Optimization: Choosing the best Direction
Optimal GPS Directions vs Sales Optimization – If your GPS gives you the “best” route home, will you take it?
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The technology we rely upon to pick our most efficient route home can also help us in our jobs. Specifically, this blog post focuses on how you can use this technology to optimize your sales resource planning.

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Gears of Machine Learning
How to Use Machine Learning to Value Your Sales Funnel
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Data sciences are applied to many industries, but there is a notable lack of adoption among sales organizations. Despite the fact that sales forecasting often tops sales leader’s list of challenges, these predictive analytics techniques have not taken hold.

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5 Tips to Align Sales and Marketing
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In high-growth companies your goal is to achieve sustainable revenue growth. To do this you need to attract new customer and grow the relationship with your existing customers. Everything that the sales and marketing teams do must align to achieve this goal.

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Score-Based Approach to Marketing Attribution
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In high-growth companies your goal is to achieve sustainable revenue growth. To do this you need to attract new customer and grow the relationship with your existing customers. Everything that the sales and marketing teams do must align to achieve this goal.

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Optimization – Marketing Mix
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If you have a marketing automation platform, or a disciplined way to track your marketing programs, then you have enough data to optimize your marketing program mix. The optimal marketing mix refers to how to best spread your marketing investment to increase conversion rates to qualified leads and won deals, which ultimately drive revenue.

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sale resource planning
Optimization – Sales Resource Plan
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The goal of an optimal sales resource plan is to achieve your revenue goals while minimizing your sales cost. The result is a plan that tells you how to grow your sales team at the minimum cost, or how much additional revenue to expect from your existing team.

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Optimization Button
Optimization – The Secret to Increasing Revenue
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Optimization is simply about finding the best way forward for your business. It is a tool you can use to increase revenue without additional investment, or decrease cost while still achieving your goals.

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Sales Efficiency Ramp Rates – How much should you invest in improving them?
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Salespeoples’ Efficiency In a recent blog post, we covered how to measure the efficiency of your salespeople. Knowing this information is critical to ensure you are adequately resourced to achieve…

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Sales Efficiency – what should you really expect from your team?
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At ORM we recommend the following approach to determine your sales efficiency. We evaluate the sales efficiency by salesperson, sales position, territory, and month for at least a two year period.

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