Blogs

SDR Best Practices, by SOMAmetrics

SDR Best Practices: Overview

The job of Sales Development Reps (SDRs) is becoming increasingly more difficult. But at the same time, their job is more important than ever before. Prospective buyers are becoming more elusive, making the job difficult. They are also more elusive than ever before, and sales executives are struggling to find qualified leads. In fact, connect

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Performance Improvement Plans

Performance Improvement Plans: Why I Hate Them

There are two sides to everything: Yin and Yang; Good and Evil; Hot and Cold; Black and White. For Sales Management, its two sides are the fun and not so fun parts of managing a team. While managing teams has its benefits, team management also includes making tough decisions. You might think about various practices

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GOSPA Planning by SOMAmetrics

GOSPA Planning: Manage Your SDR Team Their Way

Your company has assigned its targets for the year. How does your team translate those targets into viable actions for them to achieve their goals? GOSPA is a short planning tool that helps team members to stay on track throughout the year.

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Building a Unique CRM Ecosystem to Access Important KPIs by SOMAmetrics

Building a Unique CRM Ecosystem to Access Important KPIs

This blog discusses the importance of building a SDR specific eco-system within your CRM. SDRs aren’t Sales people; they are tasked with finding qualified prospects which build a quality pipeline for your company. The CRM fields required to support your SDR team are addressed in this blog, and in the book The Radical Pipeline Strategy: How to Grow Pipeline and Revenue by Optimizing Sales Development.

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Use SPIFs to Spice Up SDR Performance

Use SPIFs to Spice Up SDR Performance

This blog elaborates on the best way to utilize Sales Performance Incentive Funds (SPIFs) to energize your team. Use SPIFs to provide an incentive to improve lackluster KPI’s and other performance metrics.

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Track These Metrics to Build a Viable Sales Pipeline by SOMAmetrics

Track These Metrics to Build a Viable Sales Pipeline

Sales leaders who want to impact this quarter will need to focus on the number of MQL’s they need to hit their SQL quotas. This blog highlights the numbers sales leaders should address, to ensure that they are primed and ready to hit their revenue targets.

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sales development manager

4 Sales Development Manager Oversights That Hurt SDR Teams

Regardless of whether the Sales Development team in your company is under Sales or Marketing, your Sales Development Manager must manage the SDR team like a Sales Manager manages her sales team. 1. SDR Team Managers need to manage by two sets of numbers Over the years, I have learned that the job of an

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sales development representatives

Why Sales Development Representatives Underperform

Before sales development representatives existed, remember telemarketers? Without caller ID, we didn’t know who was calling until we picked up the phone. We were trapped in by someone on the other end trying to sell us something, not taking “no” for an answer. We hated it. And so did the telemarketers. They mostly got yelled

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grow sales pipeline

Grow Sales Pipeline and Drive Revenue Growth

Grow Your Sales Pipeline to Fix Missed Revenue Targets How can you grow your sales pipeline and consequently fix missed revenue targets? If you think of your total revenue operations, it is likely fed by four major revenue streams: New orders from totally new logos Reorders or renewals from current customers Upgrades, up-sales, and add-ons

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Strategic SDR compensation

The Strategic SDR Compensation Plan

A strategic SDR compensation plan naturally aligns the objectives of the SDR team with that of the Sales Organization. For example, restaurants figured out a long time ago that if they made their waiters share tips with bartenders and busboys, everyone made more money. In fact, the better tippers got their drinks made first and

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SDR Team Design: Four Common Mistakes to Avoid

In this blog, we will quickly cover four major mistakes made in setting up Sales Development Reps (SDRs). Each mistake has the potential of severely limiting performance. Unfortunately, a number of companies commit two or more of these mistakes, significantly hampering pipeline growth. SDR Team Design Mistake 1: It’s an Entry Level Job The work

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cost of sales

The Hidden Cost of Sales—Low SDR/BDR Performance

The Story Behind Rising Cost of Sales According to HubSpot, the cost of new customer acquisition (cost of sales and marketing) has increased by 60% over the past six years or so. What makes this even more alarming is that when we combine it with another finding. A 2019 Accenture study reported that 80% B2B

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customer retention

Quadrant 3: Customer Retention and Upselling to Drive Sales

Quadrant 3 is all about encouraging existing customers to buy new products; generally upgrades, add-ons, and bundles. In general, the goal is to increase the number of products your customers use by about 15-20% per year. It may seem like a big ask, but keep in mind that, apart from Quadrant 2, these buyers have

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customer retention

Quadrant 2: Customer Retention Strategy for Increased ROI

Hubspot has shown that customer acquisition costs have skyrocketed by as much as 60% in recent years, making the customers that you do have that much more profitable to your business. As McKinsey notes, if you’ve already spent a sizable amount of time and money to acquire a new customer and they churn early in

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sales strategy

Quadrant 1: High Growth Sales Strategy

According to Hubspot, customer acquisition costs have skyrocketed in recent years, increasing by as much as 60%. What this means for B2B companies is that it will be crucial, now more than ever, to have an effective Sales strategy that will optimize customer acquisition and drive down costs. Customer acquisition falls within the first Quadrant of

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Three Ways to Categorize B2B Buyers

There’s a few different ways we like to categorize buyers. Though they are by no means fool-proof indicators of any individual’s behavior or preferences, these classifications can help us organize the strategies we use to educate different prospects at a more broad, macro level.  In this discussion, we’ll be looking at three different categorizations of

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How Prospect Education Can Drive the Sales Funnel

The Sales Funnel is a way of defining the process. Prospects will go through when getting educated enough to want to meet with Sales. In the following sections, we’ll be breaking down the three stages of the Sales Funnel that make up the buyer’s journey. Additionally, we’ll highlight which Prospect Education content will be the

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Educating Prospects: Why It’s Crucial in 2021

The Pandemic changed how we do business in countless ways, and the business leaders who have thrived post-Pandemic have been those who have adapted their strategies to the new demands of their clients. In any business world, but especially that which we’re seeing today in the wake of the Pandemic, educating prospects is crucial in order

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How to Write Engaging B2B Email Sequences

As email marketing has become the most effective way to initiate contact with leads today, thoughtfully coordinated and targeted email sequences can drive curiosity and engagement in prospects — which will prepare them to eventually schedule an appointment with a Sales rep. Understanding your audience when crafting email marketing campaigns is vital to sending out

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The Innovative Content That Engages Leads to Talk With Sales Reps

Engaging online content is quickly becoming one of the most important resources available to Business Development Representatives (BDRs) today. As email marketing has become the most efficient way to initiate contact with leads, BDRs are turning to prospect engagement content to get attention and pique interest when sending out emails. In the following sections, we’ll

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How Business Leaders are Optimizing BDR Training in 2021

The pandemic pushed a lot of businesses to change how they operate, including those in the B2B selling space. As Sales Enablement has adopted a wider role in business today, we’ve started to see shifts in how business leaders train their BDRs (Business Development Reps). In the following sections, we’ll look at which new practices

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Email Marketing: How BDRs Connect With Leads Today

The primary role of Business Development Representatives (BDRs) has always been to be ‘tele-prospectors,’ using the phone to find, qualify, and set appointments. Until recently, BDRs have always used cold calling to initiate contact with prospects, but various shifts in buyer behavior have made the phone call a much less effective medium for connecting with

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Three Things Sales Enablement should include in BDR Training Packs

In the increasingly competitive market today, connecting with leads can be challenging for BDRs. Often, the difference between a successful cold call (one that ends in setting an appointment) and an unsuccessful one is as simple as how efficiently the Business Development Rep (BDR) can talk with prospects. Often, BDRs are the first people that prospects

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The Psychology of the B2B Buyer

The Psychology of the B2B Buyer

B2C marketing these days is all about buyer psychology. When marketers create campaigns, they consider their intended demographic at every step of the way一 and tailor their approach to maximize their impact. They use the latest neurological and behavioral insights available to them to psychologically influence their exact audience, which in turn increases engagement, piques

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Millennials in the Workforce: Why Virtual B2B Marketing is Here to Stay

Millennials in the Workforce: Why Virtual B2B Marketing is Here to Stay

Although millennials generally have a stronger fluency in and preference for the use of technology in the workplace, it’s only been due to the COVID-19 pandemic (and the need for high adaptability that it demanded) that they’ve actually seen a widespread professional and preferential transition to virtual technology in business. In B2B marketing, both buyers

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Optimizing Marketing Strategies

Optimizing Marketing Strategies for B2B Buyer Types

We know that optimizing your marketing approach for each of the fundamental B2B  buyer types leads to higher engagement and better brand recognition, but how can you choose the right approach一with the most effective words and the most influential underlying messages一to best speak to these audiences? How do you choose which aspect of your product

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Factors of Revenue Growth

Five Factors Affecting Revenue Growth

According to research from Gartner, only 6% of chief sales officers (CSOs) report that they are extremely confident in their team’s ability to meet or exceed their revenue goals. This means that for the vast majority of sales leaders, reaching revenue growth targets is a high-priority challenge. At the same time, the B2B purchasing process

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Virtual B2B Marketing

Why Virtual B2B Marketing is Here to Stay

Among other changes, the COVID-19 pandemic spurred the marketing and business industries to adapt quickly to an online-only working environment. This transition is something that B2B marketing has been hesitant to do for years, even though B2C marketing had largely already taken the leap. However, many of the changes to the industry brought on by

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Virtual Marketing Strategies B2B Marketing

The Best Marketing Strategies for B2B Buyer Types

We know that it’s important to optimize your marketing strategy for each of the B2B buyer types if you’re going to make an impactful marketing campaign, but which specific strategies yield the best results for each type of buyer?  What’s important to know here is that the way you’ll reach each of the buyer types

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The Growth Marketer’s Cheat Sheet: How to Drive Sales Growth

As potential customers increasingly rely on online research to substantiate purchasing decisions, your content is becoming more crucial to sales growth than ever before—which is why you must efficiently create a high volume of high-quality B2B marketing content to reach your future buyers. Content Types: Demand Gen vs. Lead Gen First, let’s establish the types

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Sales Growth by the Numbers

Sales Pipeline Value The value of your sales pipeline is the single most important factor impacting your sales growth rates. Therefore, increasing the value of your sales pipeline increases your company’s sales growth rates — it’s as simple as that. Before we explain why, let’s take a step back and define what a sales pipeline

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Lead Generation: Quality vs. Quantity

Which would you rather pass along to your sales team: a large number of leads of varying levels of quality, or a select handful of high-quality leads? At first glance, a large number of leads might seem more valuable than a mere handful. More leads mean more opportunities to make sales, right?  In reality, it’s

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The Importance of High-Quality Leads

High-quality leads are crucial to increasing sales growth, which means successful marketers must know how to attract this type of lead through their lead generation strategies and decision-enabling content.  Why is lead generation so important? In today’s digital-first environment, B2B buyers prefer spending more time researching products online and less time speaking with salespeople, which

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