The Pipeline

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A Better Way To Data Driven Discovery

The Pipeline

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Based on commonly cited data, that’s not really working out these days. A better way to data driven Discovery.

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Five Data Points To Sales Success

The Pipeline

Rather than measuring everything, we focus on five data points to drive sales success. Sadly, most salespeople do not know these simple data points, either intentionally or other unknown reasons. Five Data Points To Success. If you know five data points, data points every rep should know, and you are set.

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Sales Data Or Insight Driven?

The Pipeline

The other day I go a resume that had a familiar phrase in it, “John Smith – A Data Driven Sales Professional. No doubt the age of “big data” or perhaps a better label being used by some, “fast data”, is upon us. Data is a commodity, information is a commodity. Or maybe it was just me).

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No BS – Just Facts – Data and – How #Webinar

The Pipeline

No BS – Just the Facts, the Data and the How – Register Now! Learn how Arctic Wolf Networks leveraged strategy, technology, data and professional development to increase productivity, opportunities and revenues. The post No BS – Just Facts – Data and – How #Webinar appeared first on Renbor Sales Solutions Inc.

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How’s That 80/20 Working For You?

The Pipeline

Based on CSO Insights Data, the trend is clear and continuous, quota attainment is stuck in the mid 50%. This is surprising given how much data and information is available to all. But as the 20% know, data is not insight, a mistake the 80% live by. The rise of sales disablement, the corroborators of data abuse.

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The Ones Worth Your Time

The Pipeline

It gets even tougher when you apply the data to your execution, leaving little room for hope. After a time, you find the following: 30% of your deals close on the 4 th meeting (or meaningful interactions, not check-ins, or delivering data requested). This now leaves you chasing something the data says only has a 5% chance of closing.

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A Complete Prospecting System

The Pipeline

Add to that a complete lack of usable data, and you have the makings for blind spots in your endeavors. No process, incomplete data, a vacuum of leadership, can explain why prospecting continues to be a challenge, and why only about 50% of B2B reps achieve quota. Data-driven decisions and coaching – Leadership.

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