Page 148 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

These technology use cases have not only created better buying experiences for
customers and shortened sales cycles for salespeople, but also automated the
collection of critical data needed to manage the sales organization and the
broader company. By implementing technology that actually helps the
salesperson, adoption rises and, in turn, the integrity of the data becomes far
more accurate.

Sales executives gain increased visibility into the answers to the following
questions:

1. Is our pipeline positioned to achieve this quarter's target?

2. What are we forecasting for total revenue this quarter?

3. Is our “top of the funnel” activity on par with what will be needed to set us
up for next quarter?

4. Where does each salesperson rank in total funnel activity (leads sourced,
voicemails, connects, discovery calls, presentations, etc.) by day, by week,
and by month?

5. How does a salesperson's current activity compare to her historic
performance?

6. Is the sales team working with each newly generated lead in accordance with
our Sales Service Level Agreement (SLA)?

7. Are there any leads, especially high-priority leads like demo requests or free
trials, slipping through the cracks?

Marketers gain increased visibility into the answers to the following questions:

1. Are the leads I am producing being worked according to the Sales Service
Level Agreement?

2. Which types of leads are accelerating through the buyer journey and which
types are not?

3. Which salespeople are most effectively leveraging the collateral my team has
made available?

4. Which collateral produces the highest level of prospect engagement? Are
there particular slides or pages that are popular? Are there particular slides or
pages that are ignored?

5. Is the sales team using the latest collateral?