The Pipeline

NOVEMBER 13, 2014

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Not only that but depending on who you are prospecting, it is important to note that some groups’ social media activity is in decline. These are people who of their own volition initiated a buying cycle.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

DiscoverOrg Sales

APRIL 11, 2016

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” So, what is a lead in a sales context? This is where sales intelligence can play a very important role.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. Why is employee count important for sales? Sales and marketing professionals use employee counts to understand a company’s size. I would know.

Social Media 179

Social Media Media LinkedIn Data 179

Hubspot Sales

OCTOBER 5, 2020

SDRs need to prioritize meaningful connections with prospects. Timing — He says, "Only a very small percentage of your territory is in an active buying cycle and looking for your product. Remain Curious and Intentional to Have Meaningful Conversations. But how can you make sure those connections aren't trivial?

Hubspot 136

Hubspot Intent How To Buying Cycle 136

Partners in Excellence

MAY 29, 2022

Almost universally, manages say, “Do more—do more prospecting, find more opportunities, fill up your pipeline.” Sometimes, “getting more opportunities,” causes sales people to reduce deal/pipeline quality. ” But we could chase bigger sales of those products. in three years.

Pipeline 82

Pipeline Analysis Sales Cycle Buying Cycle 82

Partners in Excellence

AUGUST 22, 2019

Too often, as executives look to improve sales performance, they look to doing something new or different. Any of these can improve sales performance, but the come with their costs. As in (1), these opportunities are low probability, but consume lots of sales time. ” Make sure your people are executing the sales process.

Ideal Customer Profile 91

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 91

Partners in Excellence

APRIL 28, 2021

We talk to prospects/customers. We have meetings on deal, pipeline, prospecting, account, and territory reviews. If we are meeting with customers, it could be agreeing on actions and next steps they, we, or together we might make in moving them through their buying cycle. We spend our day in meetings.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process. Myth #1: Sales is a Numbers Game.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Tony Hughes

MARCH 4, 2018

It's the end of the sales world as we know it. Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Sales drones are an amusing but eerie concept to me.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Cincom Smart Selling

OCTOBER 31, 2017

The Sales Case. Configure-price-quote covers a lot of functional territory. Conventional wisdom tells us that the answer to this question is found within your sales operation. Your sales force can answer part of the question, but it cannot give you a complete answer. Establishing the need for CPQ from a sales perspective.

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

The Sales Case. Configure-price-quote covers a lot of functional territory. Conventional wisdom tells us that the answer to this question is found within your sales operation. Your sales force can answer part of the question, but it cannot give you a complete answer. Establishing the need for CPQ from a sales perspective.

Discount 48

Discount Call-back Enterprise Enterprise 48

Pipeliner

MARCH 15, 2018

and sales, the importance of asking the right questions, on reaching executives early in the sales cycle, seeing through the customer’s eyes, and the most important sales challenge of 2018. Additionally, I am honored to be part of this exclusive group of sales thought leaders who are all at the top of their game.”.

Territories 49

Territories Quota Forecasting Pipeline 49

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. By that I mean their entry points within prospect organizations are low, but willing to talk with them. Marketing organizations by default now own the top of sales funnels. I suggest organizations step back and consider that buying cycles start in one of two ways: 1.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Sales Evangelist

SEPTEMBER 1, 2019

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” The business development reps may be the ones finding new prospects for the business.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Customer Centric Selling

MARCH 4, 2016

Sales Tips: WHY Do Your Salespeople Hate CRMs? Implementing software within sales organizations such as a Customer Relationship Management (CRM) system is a significant undertaking ( What is CRM? ). CEO, CFO, VP of Marketing and VP of Sales realize high benefit with minimal disruption from implementing CRM.

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

SBI

MAY 28, 2015

Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. People buy from people they like. A number of factors are affecting change on the sales process on both the buyer and the seller side. Myth #1: Sales is a Numbers Game. Sales is not a numbers game.

BANT 50

BANT Sales Qualified Lead Quota Lead Rank 50

Jonathan Farrington

APRIL 10, 2014

As a consequence, sales success today demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. More often than not, a ‘flashy’ sales presentation alone alienates, rather than persuades. can undermine the sales relationship.

Buying Cycle 40

Buying Cycle Territories Buyer Vendor 40

The Bridge Group

MARCH 9, 2018

By way of orientation, their average deal is six figures and the sales cycles run 6–8 months. This included the heads field sales, marketing, sales operations, and sales development. Next, they moved to mapping out prospect personas. Questions included: what departments are key to our sale?

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Jonathan Farrington

MAY 15, 2014

To begin with, it now costs fifteen times – yes, that’s what I said , fifteen times - as much to locate, qualify and sell to a new prospect as it does an existing customer. It should have been a non-sales event, which would allow you to discover what business might be forthcoming from each client/customer in 2013.

Customer 47

Customer Face-to-face Account Margin 47

Jonathan Farrington

APRIL 29, 2013

As a consequence sales success today demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. More often than not, a ‘flashy’ sales presentation alone alienates, rather than persuades. can undermine the sales relationship.

Buying Cycle 38

Buying Cycle Territories Up-Sell Buyer 38

Jonathan Farrington

FEBRUARY 11, 2013

To begin with, it now costs fifteen times – yes, that’s what I said , fifteen times – as much to locate, qualify and sell to a new prospect as it does an existing customer. It should have been a non-sales event, which would allow you to discover what business might be forthcoming from each client/customer in 2013.

Customer 45

Customer Face-to-face Account Margin 45

Jonathan Farrington

JANUARY 11, 2012

As a consequence, sales success today demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. More often than not, a ‘flashy’ sales presentation alone alienates, rather than persuades. can undermine the sales relationship.

Buyer 39

Buyer Lead Rank Lead Scoring Buying Cycle 39

Sales and Marketing Management

DECEMBER 15, 2017

In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Identify a common set of target accounts for sales and marketing. Prospects expect cold calls and emails to be personalized. Reduce time spent on research.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

LeadFuze

MAY 11, 2021

What is B2B Sales Experience. B2B sales experience is the experience that a business-to-business customer has while they work with you. This can include the process of how to buy, when, and what type of support they get, as well as any other interactions from your company. B2B Sales Vs. B2C Sales: 4 Differentiators.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

Partners in Excellence

FEBRUARY 9, 2024

Customers don’t want to talk, we struggle to find enough qualified prospects to build healthy pipelines. Then, we have the buying/selling cycle. And if the seller didn’t have a predecessor, they are developing their territory from scratch. Let’s focus on top sales executives.

Churn 119

Churn Ideal Customer Profile Loyalty Pipeline 119

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. I’ll minimize repeating what I said in those articles, here they are: Pipeline Quality Win Rates Leveraging Deal Size And Sales Cycle In this article, I want to start tying some ideas together, wrapping up this series.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Growbots

APRIL 17, 2018

A Players are selective about vendors they work for and favor start-ups that offer large territories, lucrative commission structures, and potential equity. Here are some common behaviors and habits of B and C Players that ultimately hurt their sales performance. 3 Bad Sales Habits That Hurt Your Performance.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73

Tony Hughes

MARCH 7, 2018

What do complex sales and the radioactive decay rate of atoms have in common? I wanted to share some of my unique thoughts about this concept as it relates to the natural world and how I see the ramifications of decay rates and how they're impacting enterprise deals and influencing sales cycle stagnation, or acceleration.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Nudge.ai

SEPTEMBER 14, 2017

In the last ~10 years, we’ve focused too much on the sales process, the automation, the metrics, and the mechanics of selling. And we’ve been losing the softer side of sales – the “relationship” with our buyers, deeply understanding their needs, and providing customer value. The Impact Of Our Automation Obsession Is Real.

Hiring 31

Hiring Survey Call-back Churn 31