I noticed a conversation on Linked-In about RPM and realized that once again my buzzword dictionary is out of date. A little research introduced me to the concept of Revenue Performance Management, which (I understand) offers the benefit of being able to examine mid quarter revenue results, compare them to end quarter projections and then …
It was very recently brought to my attention that when we migrated the Boxpilot blog, one of the earliest posts was lost. Since it was one of my favorites, I’ve taken the liberty of reposting it here. It’s been a year and a half since I wrote this post and while the market has continued …
Connect Your Reps with Prospects Sooner, Not Later Read More »
As the company leading the evolution from B2B marketing automation software to revenue performance management, Marketo has an abundance of knowledge to share about: Getting your sales and marketing teams working better together to accelerate predictable revenue growth Best practices to measure and optimize your revenue generation How companies have been able to thrive in …
Having followed many discussions lately on cold calling, it was something of a surprise to follow a discussion that accepted that cold calls are still a reality of sales and marketing for many companies. Rather than talk about how cold calling should be replaced with inbound lead generation (usually leveraged off social and email marketing …
Background – A North American security software developer, selling to business organizations of all sizes, was concerned about the low rate of maintenance agreement renewals from its base of smaller customers (under 50 seats). Because they already knew that a call from the sales reps at 90, 60 and if necessary 30 days, was the …
Case Study – Solving a Small Account Renewal Challenge Read More »
Every marketer and business executive understands the concept of positioning. They position and reposition product lines, service offerings and corporate identities all the time. And now it’s time for businesses to take a long hard look at how to reposition their sales teams within a business environment filled with buyers who avoid sales like the …
Here’s a brief synopsis of a presentation scheduled for the Continuing Education Marketing Conference – August 29-30/12 in Chicago. How to add a human voice to your website, social media, and email marketing to promote any type of event. Websites, Social Media, and Email are terrific ways to promote your events, but what about human …
CASE STUDY Background – A major software organization was looking to reduce the lag time on service renewals and improve cash flow. It was decided to include maintenance renewals as part of the sales team’s responsibilities. An email program, with messages going out in each reps name was undertaken and the sales reps were also …
This is a case study Background – A software organization specializing in payment solutions for professional practices had a short term opportunity to boost sales to meet a compliance deadline. Challenge – The potential base of smaller medical practices was too large to manage with outbound calling from their own sales team. The solution they …
Guided Voicemail- Live Message – Fast Communications for a Time Limited Offer Read More »
Background: A large non-software client needed to improve their renewal rates and the accuracy of revenue projections. In a weak market the contract renewal rate had been declining and even with over 61 dedicated phone reps, over 40% of renewal sales lapsed without any sales follow up. Challenge: Because the previous sales management had supported …
More Renewals and Better Forecasts with Guided Voicemail Read More »
