The Pipeline

SEPTEMBER 3, 2014

Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern. Social Sales. Modern Sales. This is NOT another Marketing-Still-Sucks-Here’s-What-You-Need-To-Do-Better rant. Smart sales is an ‘and’ not an ‘or.’ Sales Process Sales Skills Tibor Shanto'

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. ZoomInfo knows that even minutes can matter when you’re looking for prospects. We actually helped start this category back in 2014 through a partnership with Bombora.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Heck, it’s hard to imagine increasing sales by as little as 10% without implementing some sort of change. I’m betting your answer is YES.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. Certain elements of your planning process will always need to be addressed. That should raise a big red flag.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. You feel like a human yo-yo.

Territories 308

Territories Compensation Buyer Google 308

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? How To Fix: Let the prospect make the next move.

B2B 91

B2B Ideal Customer Profile Top of Funnel Prospecting 91

SBI Growth

SEPTEMBER 20, 2013

Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Prospect Interviews. Sales Rep Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

The Pipeline

OCTOBER 12, 2013

October 23 - Time – Prospecting – And Getting the Jump On Both. Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Sales Process Sales Skills Tibor Shanto' Click here for more detail and registration. What’s in Your Pipeline? Tibor Shanto .

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Pipeline

JULY 11, 2014

As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. Date: July 17, 2014 at 1:00 PM Eastern. Sales Execution Selling to Executives Tibor Shanto' The Objective Seller Webinar.

Webinar Metrics 292

Webinar Metrics Objections Loyalty Segment 292

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. A compelling message is a sales rep’s most valuable weapon. Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

The Sales Hunter

NOVEMBER 19, 2013

You must find ways to streamline your sales process. The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. What is your sales process? First, it depends.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Well, maybe.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

The Pipeline

SEPTEMBER 23, 2013

There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe. Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. Sales Process Sales Success Tibor Shanto'

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

The Sales Hunter

FEBRUARY 11, 2014

Not the profile of your prospect — the profile of your customer. Key is targeting the prospecting process against those who meet the profile. Reason I firmly believe this is because the most valuable asset in the sales process is your time. It doesn’t matter how engaging the prospect is.

Ideal Customer Profile 210

Ideal Customer Profile Customer Face-to-face Prospecting 210

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Aventioninc.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. Go see a prospect. Watch the rep work – is he using your sales process? He responded with 8 tips. Visit a customer.

Hiring 303

Hiring Trends Call-back Research 303

Troops

DECEMBER 13, 2018

Sales Optimism Is Not Great for Forecasting. Two that happen in almost every sales team are: Pursuing prospects who aren’t a great long-term fit for the product (which leads to churn). Joe is a Senior Manager of Solutions Engineering for Optimizely , and he manages a team of five sales engineers. Sign up for a free trial.

Churn 59

Churn Engineering Forecasting Positioning 59

SBI Growth

AUGUST 14, 2013

As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. Competitors are beating your sales team consistently. Modernizing Your Sales Process.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. I asked David what a sales person should do in a company that has not yet embraced these new behaviors (social selling).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

DECEMBER 30, 2013

Marketing leaders should feel great about having a solid marketing plan locked in. Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January. CMO Impact at Sales Kick-off.

Face-to-face 300

Face-to-face Lead Rank Lead Generation Google 300

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Today we’ll address step #3 of the LinkedIn sales process. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

The Pipeline

JULY 11, 2014

As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. Date: July 17, 2014 at 1:00 PM Eastern. Sales Execution Selling to Executives Tibor Shanto' The Objective Seller Webinar.

Webinar Metrics 163

Webinar Metrics Objections Loyalty Segment 163

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market. For a time.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. in sales revenue ( source ). Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). 2. The rise of big data. 3. Automation becomes standard.

B2B 225

B2B Social Media CRM Social Selling 225

Customer Centric Selling

NOVEMBER 20, 2013

For the complete list of Jim Welch''s New Year Preparation Tips, register for SBI''s Sales & Marketing Research Review. Discover insights and market trends from SBI''s research in 2013. For a list of 2014 sales training workshops open for registration, go here. Go see a prospect. Visit a customer.

Training 45

Training Hiring Trends Call-back 45

Your Sales Management Guru

APRIL 6, 2015

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance.

Sales Process 40

Sales Process Benefit System Sales Management 40

Pointclear

MAY 5, 2017

Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 120

Webinar Metrics Strategy Hiring Hubspot 120

No More Cold Calling

AUGUST 11, 2016

And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you! You’ve heard it.

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

SBI

APRIL 15, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations ? For sales, we solve the problems of reducing pipeline risk, improving forecast accuracy and the efficiency of a team’s sales process.

Up-Sell 127

Up-Sell Revenue Lead Rank Closing 127

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Salesmate

SEPTEMBER 1, 2021

This myth is by those people who believe that they need to make 100 calls in order to get 5 leads and make 1 sale. I used to cold call businesses trying to sell them SEO services back in 2013-2014. The actual technique employed by a sales team may not necessarily be reflective of its results. That’s lousy thinking.

Sales Goal 98

Sales Goal Call-back Pivotal Cold Calling 98