SBI

DECEMBER 8, 2020

Whether you want to move more leads into the top of the funnel, optimize sales processes in the middle of the funnel, close more deals at the bottom of the funnel, or improve sales knowledge and skills improvement, this guide has you covered. I include more than 20 solutions that can make a huge impact on sales.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

The Pipeline

JANUARY 13, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. I had a call from Bob, a director of sales with software company. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

AUGUST 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. You can see her articles regularly on the Software Advice blog. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Zoominfo

JULY 3, 2020

Pipeline/Deals influenced by data #zoominfo — ZoomInfo (@ZoomInfo) April 27, 2011. When it comes to finding out technographic data, you can ask the following questions: What software do our target customers already use? Think about it this way: You want to get a birthday present for a close friend. Direct conversions 2.

Data 195

Data Account Based Marketing Demographics Campaigns 195

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. As companies work to establish processes that embrace and support the buying journey from contact to close, an interesting result occurs. April 15th, 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

JULY 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. As you grow your inbound strategies, follow one of the leading software and content providers in this small and medium business space, Hubspot.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

MTD Sales Training

DECEMBER 22, 2011

One of the most popular closes, (or should I say anti-closes), is when the sales person presents the offer and waits for the prospect to say something. The sales person does indeed accomplish something with this close…they make the whole situation much worse. The Incentive Close. Give me a pen, where do I sign?”

Incentives 291

Incentives Incentive Closing Follow-up 291

Partners in Excellence

JUNE 20, 2022

Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. That is 70% of the deals people thought they would close in the quarter didn’t; but “new deals,” deals that didn’t exist or weren’t in this quarter’s forecast were closed.

Revenue 102

Revenue Forecasting Resources Face-to-face 102

The Pipeline

OCTOBER 3, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. For Email Newsletters you can trust.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2010. November 2010.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

No More Cold Calling

JANUARY 19, 2012

If 2011 was a decent-to-good year, it is because you were focused. You paid close attention to your business, worked your plan (written or unwritten), were creative, experimented, and you fully played the game all year long. It was easy to be unsuccessful in 2011. I doubt you do either. It may not be your friend this year.

Referrals 209

Referrals Hiring Licensing Distribution 209

The Sales Hunter

JANUARY 31, 2012

Sure, there are those who will say they have tracking software in place to tell who visits. Cold-calling is for those of you who know the only thing separating you from being more successful is finding more prospects you can close. December 2011. November 2011. October 2011. September 2011. August 2011.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

HeavyHitter Sales

OCTOBER 4, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Sales Management 147

Sales Management Penetration Software Software 147

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” Mindtickle Mindtikle, a revenue enablement solution was founded in the year 2011.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

HeavyHitter Sales

JULY 1, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Study 163

Study Lead Rank Lead Scoring Penetration 163

HeavyHitter Sales

MARCH 11, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 140

Penetration Face-to-face Commission Software 140

Highspot

NOVEMBER 7, 2019

In order to close the deal, you need to engage on a personal and emotional level, and the best way to achieve that is through storytelling. ” If buyers purchased your software based on cost alone, they’d immediately switch to a competitor if they offered a cheaper price point. Storytelling is the oldest form of education.

Buyer 95

Buyer Software Software Call-back 95

HeavyHitter Sales

SEPTEMBER 9, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

JANUARY 1, 2012

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Trends 121

Trends Decision Maker Study Analysis 121

HeavyHitter Sales

APRIL 16, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 100

Penetration Software Software Trends 100

HeavyHitter Sales

MARCH 20, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Hiring 100

Hiring Penetration Decision Maker Forecasting 100

HeavyHitter Sales

FEBRUARY 22, 2012

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 112

Penetration Competition Examples Study 112

Gong.io

APRIL 23, 2019

Here’s my favorite example: Marketing software. In 2011, there were 150 marketing software vendors. Close-ended questions. It’ll give you insights you can use to close more deals, faster. Product differentiation is dead. Every category is exploding with competition to the point where product differences blur.

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

HeavyHitter Sales

NOVEMBER 26, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Forecasting 104

Forecasting Penetration Software Software 104

HeavyHitter Sales

JULY 19, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 104

Penetration Groups Face-to-face Follow-up 104

HeavyHitter Sales

MAY 5, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 102

Penetration Study Influencer Software 102

Zoominfo

JULY 3, 2020

Pipeline/Deals influenced by data #zoominfo — ZoomInfo (@ZoomInfo) April 27, 2011 How to use firmographic data As with most kinds of data, firmographic data can be used to build personalized content strategies. Could your product potentially replace a software they are already using by being more efficient or cost saving?

Data 100

Data Account Based Marketing Demographics Campaigns 100

Openview

OCTOBER 10, 2018

An analysis published by the Harvard Business Review revealed in 2011 that, coaching “ can improve performance up to 19%…even moderate improvement in coaching quality—simply from below to above average—can mean a six to eight percent increase in performance across 50% of your sales force ”. Time to close a deal (Deal Close Time).

Sales Coaching 101

Sales Coaching Coaching Analysis SAP 101

HeavyHitter Sales

JULY 1, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 112

Penetration Software Software Sales 112

HeavyHitter Sales

AUGUST 13, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Meeting 102

Meeting Hiring Webinar Metrics Real Estate 102

HeavyHitter Sales

DECEMBER 19, 2009

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Forecasting 92

Forecasting Penetration Software Software 92

HeavyHitter Sales

APRIL 17, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Sales Management 131

Sales Management Penetration Software Software 131

HeavyHitter Sales

AUGUST 15, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Lead Rank 119

Lead Rank Lead Scoring Penetration Software 119

HeavyHitter Sales

OCTOBER 15, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 138

Penetration Study Decision Maker Software 138

Score More Sales

APRIL 21, 2014

Remembering Pamela Paul’s New York Times article, Don’t Call Me I Won’t Call You back in 2011, it garnered 468 reader’s comments. ” But other than my Silicon Valley software-as-a-service clients, most of MY mid-market clients don’t use Google Hangouts and a great number don’t use Skype.

Skype 243

Skype InsideSales Call-back Google 243

HeavyHitter Sales

SEPTEMBER 25, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Objections 104

Objections Hiring Vendor Sales Cycle 104

HeavyHitter Sales

JUNE 1, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98