Published By: Marketo
Published Date: Mar 18, 2019
The role of marketing is constantly evolving. More than ever, marketing has to prove its impact on the success of the business. Outside executives often believe that marketing exists solely to support sales, or as an arts function that hosts company events and puts logos on t-shirts. With the pressure increasing, the growing imperative for marketers to prove their worth has arrived. It’s time for marketers to take control over the revenue process, earn the respect of their organizational peers, and earn a seat at the table. What must marketers do to be seen as an integral part of the machine that drives revenue and growth?
Download The Definitive Guide to Marketing Metrics and Analytics to learn about:
Establishing a culture of accountability
Planning programs with ROI in mind
Creating a framework for measurement
Embracing revenue performance management
Mastering the art of forecasting
Building dashboards to inform complex decisions
Implementation across teams, tactics, and technolog
The digital economy is dramatically changing how consumers shop and interact with businesses.
They expect a fast, convenient and highly secure digital experience. With the average company lifespan decreasing rapidly, merchants have to operate as a true digital enterprise to stay competitive and to stay in business.
Payment and fraud management is no longer a back-office utility. It is a prime differentiator, critical to achieving competitive advantage, improving customer experience and reducing risk. Digital transformation is not simply a market buzz word. It is real. And those who don’t embrace it are in a position to lose. By 2020, eCommerce sales as a percentage of retail sales are forecast to be 12.4% compared to 8.0% in 2016, according to eMarketer. And engaging customers digitally across channels remains a top digital initiative. While there are several drivers of growth in the digital economy, none are more significant than the force of mobile and cloud technologies. Innovation
Your sales forecast is an essential part of your business plan.
This guide will show you step by step how to set up a sales
forecast that works.
Setting up a sales forecast allows you to anticipate your future sales
volume and make more informed decisions about your cashflow.
Imagine you are selling ski apparel. Obviously, you are going to sell more
in the winter and less in the summer. That’s a simple example
of making a forecast - it helps you to predict future demand in order to
guide profitability and make the most informed decisions. Continuing
with this example, in the summer you could have discounts and special
offers in order to maintain sales.
With this ebook you will learn to:
• Design your sales forecast
• Know who should participate in the design
• Anticipate the problems you’ll come across along the way
• Analyse the data correctly
Published By: Anaplan
Published Date: Mar 29, 2018
Finance has a mandate to become a strategic business partner. Integrated business planning offers organizations the ability to align operations and sales strategy with the company’s continuous financial performance. An increasing number of organizations have shown that even small steps toward integrated business planning have helped them deliver immediate benefits to the business, including light-touch forecasts, rapid “what-if” analyses, and more accurate budgets. Improved collaboration between departments, driving more awareness and shared understanding of potential issues, allows the business to take the prompt and incisive actions needed to keep performance on track. The question to consider is not “When are we going to do this?” but “Why don’t we start now?” because time is ticking away.
Published By: Anaplan
Published Date: Nov 27, 2017
"Your sales compensation plan must align to market practices to attract, motivate, and retain the right talent. But only 20 percent of companies surveyed reported complete alignment between the sales compensation program and company objectives.
To achieve the full benefit of an aligned sales compensation plan and a productive sale force, it is best to streamline the many siloed sales planning processes, including:
• Cost of sales
• Account potential
• Sales capacity
• Territory and quota
• Sales forecasting
Download this white paper to see how successful compensation programs can collate numerous data inputs and align processes to meet business goals."
For sales teams to be successful in the age of the customer, they need tools that help them close more deals, faster. Some CRM tools are underused because they’re not geared to helping reps sell in the modern era. This may be because they’re complicated to use; because they’re isolated from the apps your reps use every day; or because they don’t give reps the information they need.
Today, sales automation is not (just) about managing accounts, contacts, and activities. It’s about gaining insight that provides a competitive edge, having access to predictive information, being able to collaborate in real time, creating quotes in front of the customer, updating forecasts. All at any time, from any place, using mobile devices—all helping to drive sales and pipeline.
The rapid adoption of Office 365 means that work created using the Microsoft product contains a large amount of the business world’s sensitive information. In fact, in most enterprises using Office 365, more than half of that highly valuable information — including business plans, sales data, product designs, M&A details and financial forecasts — is contained within Excel, PowerPoint, Word, Outlook and other Microsoft software. Securing the information created with its products has emerged as a primary concern for CSOs, CIOs, IT departments and other C-level executives.
If you want to solve for the enterprise sales problem, there are three parts to the equation you need to revisit:
• How you manage your deals from the moment they enter pipeline • How you inspect your pipeline • How you forecast
In short, the single largest opportunity for sales organizations to transform their effectiveness lies in how they execute the critical OTC process.
The key to successful sales forecasting starts with pipeline measurement — consistent tracking in each stage of the sales cycle will bring consistent results. Careful focus on ?ve areas will strengthen the sales forecast process to drive better capacity planning, smoother operations, and most importantly, more revenue! The five metrics for every sales leader:
Pipeline Coverage & Mix
Compliance & Commitments
Download now to learn more!
Part art, part science, sales forecasting can be daunting for new and experienced sales leaders alike. Your sales forecast is required for successful company planning, and when it goes wrong, the dominoes begin to fall: your executives, investors, and even the public may question your credibility.
Download now to find out!
Like fine-tuning the sales process itself, managing your Pipeline requires you to closely inspect (and clearly define) each opportunity stage, carefully track the right sales metrics, and keep a close eye on the opportunities that your reps are working on.
If you want to improve your sales team's results, you need to start by asking the right questions. Download this new best-practices eBook to learn about the 12 key questions for data-driven Sales Managers. This informative guide will help you:
- Determine Key Metrics For Sales Management
- Improve Sales Team Productivity
- Closed-Won More Deals
Download a free copy of "12 Must-Ask Questions for Data-Driven Sales Managers" today.
How confident are you in the accuracy of your sales forecast? If the end of every quarter is a surprise and you're never sure if you'll hit your number, you probably need to change the way you forecast.
Reducing the price of slow-selling product lines can be an effective way to drive sales and reclaim valuable selling space – but how do retailers ensure that these markdowns are profitable?
Read this case study to learn how Coop Danmark replaced its complex markdown spreadsheets with Markdown Optimization solutions from IBM. Today, the company has deep insight into the optimal percentage and duration for markdowns, based on customer demand forecasts and inventory data at each retail store. This helps the company to boost sales while protecting margins.
As the landscape of modern sales evolves based on global trends, sales people are finding themselves stretched to do more, sell on the go, and make quota faster.
Today, sales leaders need to increase productivity and reduce friction in the sales process in order to hit their quotas.
This white paper orchestrates the five steps necessary to improve your sales pipeline and forecast.
Published By: Salesforce
Published Date: Nov 18, 2014
"A growing business needs a good Customer Relationship Management (CRM) application. It helps you manage critical customer information in one place — and gives you a complete view of your business. You’ll gain key business insights that help you close more deals, boost sales, and improve forecasting accuracy. But is now the right time for you?
Read this e-book to get practical advice on:
• Signs your business needs a CRM
• How CRM can improve sales and productivity
• Building your CRM strategy
• How to maximize your ROI
Download Your Complete CRM Handbook now so you can decide when your business should invest in a CRM.
Working with BrightStar Partners, an Avnet Services company, and IBM, the PDZA team has developed a new analytics solution that combines real-time weather data with ticket sales and attendance information to help forecast visitor numbers much more accurately than ever before.
Watch Oracle’s Thomas Kurian and Doug Clemmans as they explain:
Why today’s sales processes have rendered many CRM systems obsolete
How Oracle Sales Cloud enables smarter selling, leveraging mobile, social, and big data
How smarter selling allows reps to sell more, managers to know more and companies to grow more.
You’ll also hear from customers and see a demonstration of Oracle Sales Cloud’s “zero training” user interface.
Register to watch now.
This Clearslide-commissioned profile of US enterprise sales leaders evaluates the current adoption trends surrounding sales engagement platforms as well as the challenges that sales leaders and sellers face, based on Forrester's own market data and a custom study of the same audience.
Published By: ClearSlide
Published Date: Oct 24, 2013
Many sales leaders are learning that a successful approach to enablement includes providing reps with tools that can help them monitor and track the steps the buyer has already taken on his or her journey. This guide will show you how.
Published By: ClearSlide
Published Date: Oct 24, 2013
To explore how effectively sales organizations are dealing with change, CSO Insights conducted a Sales Engagement Optimization (SEO) study, gathering input from 354 firms. Download now to see the results.
Published By: ClearSlide
Published Date: Oct 24, 2013
Some salespeople are just naturally better than the rest. But with the right insights from technology, you can create more top sellers within your organization.These 5 tips can help you transform your entire team into top sellers.
Picking up the phone is not only one of the best ways to connect with customers, it’s one of the best prospecting tools you can have in your arsenal. It’s the way to take the lead. and succeed. Product Features:
• Best practices to prepare for a call
• How to efficiently organize your sales team
• Tips on how to make a connection every time
• A list of external resources for further study
Published By: GoodData
Published Date: Aug 02, 2013
Explore over 50 critical sales metrics in a live, checkable and drill able environment. View essential metrics for executive overview, pipeline management, product and regional analysis, and team management, as well as vivid visualizations of historical performance trends.
Download this White Paper for more information!
DatacenterDynamics is a brand of DCD Group, a global B2B media and publishing company that develops products to help senior professionals in the world's most ICT dependent organizations make risk-based infrastructure and capacity decisions.
Our portfolio of live events, online and print publishing, business intelligence and professional development brands are centred on the complexities of technology convergence. Operating in 42 different countries, we have developed a unique global knowledge and networking platform, which is trusted by over 30,000 ICT, engineering and technology professionals.
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