The Pipeline

MARCH 18, 2011

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. We’ve become a generation of retarded under-performing sales semi-professionals. December 2007.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Pointclear

APRIL 7, 2015

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Score More Sales

MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. Sellers and sales organizations, like most everyone, often see change as hard. What’s in it for you, if you are a seller or sales leader is MORE revenues, and some great satisfaction in learning new strategies for building business.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Score More Sales

JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. It can take weeks or months for some in sales to truly qualify a sales opportunity. If you would like more on this, visit our recent Inside Sales Power Tip on Listening.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

FEBRUARY 10, 2014

Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. She wrote in detail about her points on the Smart Selling Blog.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Score More Sales

NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Last week I was interviewed on the OpenView Lab blog about ways to keep focus through the end of the year. Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

Score More Sales

DECEMBER 10, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

SBI Growth

DECEMBER 24, 2012

Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Without researching how customers make a purchase decision, your sales force could be misaligned. Too Much Love for the Legacy Sales Organization.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

Score More Sales

JANUARY 16, 2013

As a sales professional, do you invest in getting known in your marketplace and in growing your career? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. We also know how little time most sales reps spend on this part of their day.

Outbound 241

Outbound Influencer LinkedIn Analysis 241

Score More Sales

APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Score More Sales

APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

The Pipeline

NOVEMBER 22, 2014

The first is over at Top Sales World , where they are set to recognize a number of leaders in some key areas related to sales and marketing. The first is for Top Sales & Marketing Blog 2014 , and if you are regular reader of this blog, I would truly appreciate your support. What’s in Your Pipeline?

Webinar Metrics 267

Webinar Metrics Exercises Objections Lead Management 267

Score More Sales

FEBRUARY 28, 2014

Salespeople love a great sales pitch. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. You can mail one to me at the Score More Sales office. Score More Sales, LLC.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Score More Sales

JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Just like most humans, many sales professionals fear rejection. Asking for referrals as a regular part of a company’s sales activities requires organization, process, and a plan.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. An LDR is not a sales rep either.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

MARCH 5, 2013

Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. This will give you an objective view of your entire sales funnel. How to Spot Issues.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. Leads suck. The nail stuck.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Pipeliner

OCTOBER 20, 2020

As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation. This article doesn’t touch that subject but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management.

Lead Management 92

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 92

Score More Sales

DECEMBER 26, 2013

What if you had a sales dashboard? If you are not one of those sellers, and would like a very simple way to get your week off to a great start, consider downloading our free Weekly Sales Dashboard – Generic version free download here. What videos or blogs? Weekly Sales Dashboard FREE DOWNLOAD click here.

Hiring 231

Hiring Scale Ideal Customer Profile Sales Methodology 231

SBI Growth

NOVEMBER 15, 2012

For your CEO, results equal leads that generate new business. For your sales force, results equal leads that are ready to buy. Without all four elements of Lead Generation, you won’t produce the expected results. She also realized she didn’t have a dedicated resource to nurture leads that aren’t sales ready.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

The Pipeline

AUGUST 23, 2013

This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. One way to do this is with customer relationship management (CRM) software. Sales isn’t an out-of-the-box solution for most brands. The Pipeline Guest Post - Susan Payton.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. In the past, leads could be generated and then handed off to sales.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Score More Sales

APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. The difference I am finding now is that some sales reps are oblivious to the importance of correct spelling, good grammar, and the right words when communicating by email. Word choices.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. With many in sales, follow-up effort is focused less about them and more about you, your products, and services.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Score More Sales

MAY 20, 2013

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

SBI Growth

JUNE 10, 2013

You''ve seen this before: a sales leader makes an urgent call to the HR business partner. Or, the sales talent isn’t ready to handle a sudden competitive threat. This post will help sales leaders Make the Number with the help of their HR partners. The post focuses on the major HR risks to sales objectives.

Top of Funnel 257

Top of Funnel Sales Talent Churn Call-back 257

Score More Sales

MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. LinkedIn Power Tips for Sales.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

AUGUST 26, 2013

What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. One-two Punch – LinkedIn plus SalesLoft = Easy Leads System. Feedback on tools (as a comment on the blog) is extremely helpful to others. As a sales professional, we are huge fans of LinkedIn.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Marketing Qualified Lead 217

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently.

InsideView 249

InsideView Research Prospecting Eloqua 249

Score More Sales

JANUARY 24, 2013

Lead with adding value – forwarding a white paper, blog post, or article about a topic of interest to your buyer or strategic partner – generate interest, and differentiate yourself from all the noise. Just because you met on Linkedin does not mean that you need to only connect through LinkedIn.

LinkedIn 229

LinkedIn Skype Networking Promotion 229

Score More Sales

DECEMBER 24, 2013

Sales teams that perform the best tend to have specialists at every part of the sales pipeline. How can you focus on your strengths to grow your pipeline and ultimately your sales? Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 227

Inside Sales Decision Maker Lead Rank Lead Scoring 227

Score More Sales

JANUARY 7, 2013

Imagine me stopping to read the one that came in with this first sentence: I’m a sales guy. I love your blog. It wasn’t until THEN that he went on to tell me about the company he works for with the amazing sales app he wants me to know about. Now lots of folks say nice stuff to get a response, right?

Outbound 245

Outbound Energy Industry Influencer 245

Score More Sales

MARCH 1, 2013

How you feel about your sales position directly affects your success. This includes the belief that sales is an admirable profession and that by helping others get involved with your company’s products and services you are contributing to your community and society in a positive, helpful way. Focus on the positives.

Consumer 255

Consumer Outbound Study Positioning 255

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish? This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224