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 108

Revenue Forecasting Face-to-face Resources 108

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

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. For Email Newsletters you can trust. February 2012.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

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. sales training. sales training tip. training tip. December 2011. April 2011.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

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. Sales Training. February 2012.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

HeavyHitter Sales

JUNE 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.

Training 90

Training Penetration Sales Cycle ROI 90

Openview

OCTOBER 10, 2018

While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., Time to close a deal (Deal Close Time). At SAP, we were able to leverage a large number, approximately 600, of trained and certified coaches with our organization.

Sales Coaching 101

Sales Coaching Coaching Analysis SAP 101

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

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

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

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. Over the last four years we''ve increased our close percentage in opportunities from 21% to 34%. The software company was among them.

Training 45

Training Buying Cycle Collateral Software 45

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

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

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

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 Sales 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

HeavyHitter Sales

FEBRUARY 23, 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 110

Penetration Software Software Sales 110

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

HeavyHitter Sales

AUGUST 2, 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 108

Penetration Decision Maker Software Software 108

HeavyHitter Sales

OCTOBER 21, 2007

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.

Training 60

Training Webinar Metrics ROI Penetration 60

LeadFuze

AUGUST 5, 2021

5 Best Sales Role Play Scenarios to Train Your New Hires. +24 John was a keynote speaker at this year’s Rainmaker Conference , and is known for his dynamic sales training strategies, as well as his 12 Guiding Principles to Success in Sales, Business and Life. The Gist: G2 Crowd is a massive name in the software space.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

HeavyHitter Sales

SEPTEMBER 1, 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.

Health Care 68

Health Care Penetration Decision Maker Government 68

HeavyHitter Sales

SEPTEMBER 8, 2008

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.

Conference 68

Conference Call-back Sales Meeting Meeting 68

HeavyHitter Sales

AUGUST 19, 2008

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 68

Lead Rank Lead Scoring Penetration Journal 68

HeavyHitter Sales

NOVEMBER 7, 2007

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.

Webinar Metrics 60

Webinar Metrics Strategy Decision Maker Forecasting 60

Openview

SEPTEMBER 26, 2017

What’s amazing about NetSuite is that their software can literally be used by any company. By mid 2011 three things happened – first, someone above my pay grade did an analysis and figured out we were not even close to meeting hiring goals to keep pace with growth targets.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

HeavyHitter Sales

FEBRUARY 7, 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.

Penetration 60

Penetration Face-to-face Motivation Sales 60

HeavyHitter Sales

JANUARY 25, 2008

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 68

Meeting Penetration Relationals Study 68

HeavyHitter Sales

JULY 1, 2007

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.

How To 60

How To Penetration Software Software 60

HeavyHitter Sales

MAY 11, 2008

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 60

Penetration Sales Software Software 60

Delicious Sales

MAY 2, 2012

Training (4995). Software (1035). Closing (3085). 2011 (3304). will state that fast will result in closing more deals, but slow will result in closing bigger deals. . Sales (12918). Marketing (6398). Prospecting (4539). Tools (2872). Sales Management (2614). Customer Service (995). Inside Sales (849).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

HeavyHitter Sales

SEPTEMBER 28, 2007

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.

How To 60

How To Penetration Lead Generation Case Study 60

HeavyHitter Sales

SEPTEMBER 12, 2008

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 Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Crunchbase

MAY 14, 2020

Prior to joining Mixpanel he helped build and scale Stripe’s sales organization and served as an adviser to B2B software companies at Bain & Company for over two years. Director of Sales Execution and Evolution at JB Sales Training. She’s an advocate for women in the aviation industry and beyond, and an accomplished sales leader.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

HeavyHitter Sales

SEPTEMBER 23, 2007

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 60

Meeting How To Penetration Sales 60

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall. Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Sales Hacker

DECEMBER 2, 2019

Every sales org feels the pressure to close deals faster. She worked at HubSpot from 2009 to 2015 and was part of the enterprise scale up from 2011 through the IPO in 2014. So that’s how I got into software. Number two: We want to close more deals each month. That’s number 2, closing more deals.

Scale 52

Scale Hiring Hubspot Ideal Customer Profile 52