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Sales management: Does more activity increase sales?

From the PILYTIX Series: “Challenging Conventional Sales Wisdom”: Sales management using high call volume to ensure conversions Smile and dial: Does more activity increase sales? The mindset and philosophy driving most sales management teams is to mandate a set level of expected daily prospect calls. 50 calls a day? Great idea! 100? Even better! And […]

08-20-21

More sales reps means more sales – or does it?

From the PILYTIX Series “Challenging Conventional Wisdom”: Do more sales reps mean more sales? “You don’t lose money when you add new sales reps.” “Any additional funding needs to go to sales headcount.” “We know that when we hire a new sales class, we achieve a 1.5x return on our investment in the first year. […]

08-20-21

Three Problems with Lead Scoring

Sales leaders don’t always recognize problems with lead scoring The typical North American sports team has a CRM with hundreds of thousands – or more – contact records. Teams look to target their “best” prospects by leveraging various lead scoring tools and methodologies. Major cash investments into these systems, in theory, should provide these sales […]

08-20-21

Cost containment strategy for fundraising

Leverage personnel resources as a cost containment strategy for fundraising Very few organizations have the luxury to spend uncontrollably without consideration of revenue, donations, or income. Typically, executives are accountable to make decisions that drive financial growth while containing and often reducing costs. Two cost containment options available for fundraising organizations are both difficult and […]

08-02-21

Hidden Costs in Fundraising Organizations

Hidden costs in fundraising organizations are illusive Many colleges and universities look to reduce non-essential costs from their budgets, especially during challenging times.  Typically, finance professionals examine the income statement to reduce or eliminate unnecessary line items.  Hidden costs in fundraising organizations are difficult to identify. Typically, they lead directly to greater expenses elsewhere that […]

07-30-21

Behaviors Change, So Should Contact Scores

The problem with typical contact scoring Universities typically have a tremendously vast contact database accumulated from multiple sources. Typical contact scoring models do not take changing data into account. In fact, data points used for scoring are often pre-defined data fields, static, rarely updated and/or quite stale. Occasionally, expensive demographic data appends and data garnered […]

07-25-21