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The LeadG2 Blog

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Technology, The Key to Unlocking Increased Sales Productivity

Posted by Brian Hasenbauer

March 20, 2017


Each year at budget time, most B2B companies face a similar challenge. How do we increase our revenue from the prior year? For many, the simple answer is hiring more salespeople. After all, if our average salesperson makes $100,000 and they are selling $1,000,000 worth of business, you can easily increase your sales by hiring 2 or 3 more salespeople. The bottom line expense would be $200-$300k for salaries, but the increase in sales would be $1,800,000-$1,900,000. Of course, you also need to factor in your management span and the possibility of needing additional sales managers to account for the increased size of your sales team. Also factor in sales training and other overhead that a growing sales team needs to be effective.

On paper, increasing the size of your sales team each year is a great strategy for increasing sales on an annual basis. However, at some point, it gets very expensive to carry the overhead and expense of a well-paid sales team, and at some point there will be diminishing returns as most markets are only so big.  

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Topics: sales management, brianhasenbauer, marketing automation, productivity, sales enablement

5 Common Complaints from Sales (And What to Do About Them)

Posted by Dean Moothart

February 22, 2017

As a group, salespeople typically aren’t shy about providing feedback and sharing their opinions. Oftentimes, you don’t even have to ask them. They’ll volunteer their unsolicited points of view about what works and what doesn’t work with your organization’s sales and marketing strategy. Sometimes, the best first step to take toward improving sales performance is to stop and listen to what your sales team has to say.

I spend a lot of time listening to salespeople. Below is a synopsis of the most common complaints I hear.    

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Topics: salespeople, deanmoothart, sales enablement

Sales Enablement Tools Are Bridging the Gap Between Sales and Marketing — and Winning More Sales

Posted by Dean Moothart

November 9, 2016

 

“Sales enablement” is a term that seems to get thrown around quite a lot. I’ve found, however, that many sales and marketing professionals really don’t understand what “sales enablement” is or why it’s important. My definition is pretty simple. Sales enablement is any tool or process that supports the sales function—helping salespeople guide their prospects through their buying journey—from exploration to evaluation to final decision making and close.  

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Topics: Sales, deanmoothart, sales and marketing alignment, sales enablement

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