The Pipeline

NOVEMBER 23, 2021

It’s a short week, leading to a short time to the end of the sales year, so I thought I would make this short and to the point. There are times to go after new things, and times to take stock of what you have or can get. If your sales cycles is longer than 30 days, 2021 does not exist any more. One being add-ons.

Video 334

Video Trends Sales Cycle Account 334

Mr. Inside Sales

JULY 6, 2021

Stalled sale. Let me think about these and get back with you.”. Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. You can use the intel you got from your initial pitch to open up the upsell.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

No More Cold Calling

JUNE 25, 2020

How to stop ignoring your best source of new revenue. Are you looking for your B2B sales leads in all the wrong places? Are you looking for your B2B sales leads in all the wrong places? There’s a better way, but it takes guts and conviction from every sales leader. They’ll drive new revenue the fastest.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Mr. Inside Sales

SEPTEMBER 20, 2022

The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice. And then when a prospect blows you off with, “Can you email something to me?” [Take their email down and then email them your information right now.].

Face-to-face 177

Face-to-face Gatekeeper Decision Maker Licensing 177

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? Why the sudden interest in referral sales? Layer the pandemic over that economic downturn—well, it gets worse. The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. You can ask: During the sales process when you’ve added value.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

SEPTEMBER 12, 2023

As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for business will quickly fall apart without a foundation of accurate, timely, and comprehensive data. The magic of GenAI lies in its ability to predict what humans want.

Data 147

Data Scale Lead Rank Hiring 147

Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. Me : “Can you point me to your cheapest mattress?”

Commission 94

Commission Call-back Hotels Sales 94

Zoominfo

AUGUST 2, 2021

As a marketer, you know how to get your audience’s attention. You create engaging content and people click on your offers. How do you get visitors’ attention and start a productive sales conversation? Let’s look at best practices for using chatbots to convert your leads. Personalize Your Chat Messages.

Sales Qualified Lead 246

Sales Qualified Lead B2B Lead Rank Lead Scoring 246

Partners in Excellence

MARCH 14, 2024

Get the data, understand it, and face the music. Stopping things is more important than starting new recovery initiatives. Churning through programs and initiatives merely waste resources and time. How do we survive (though some real leaders are asking themselves how we thrive.) We’ve emerged better than before.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. Without some sort of change, we never get a purchase order.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Zoominfo

FEBRUARY 22, 2021

Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales. The key is in knowing your personality type. Sales for Introverts. While they might not seem like likely candidates, their reserved, reflective natures actually have a lot of value in sales. Defining Extroverts.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

Partners in Excellence

OCTOBER 5, 2023

Recently, working with a client, we were talking about a major change initiative. I asked the question, “How will you be making a decision on how do implement this initiative?” In complex B2B initiatives, the reality is they probably don’t know! What should I be looking at? Let me backtrack a little.

Face-to-face 96

Face-to-face Buying Cycle B2B Customer 96

Anne Miller

JULY 15, 2023

You are the sales manager of this tech firm. The good news is your company has a new product to offer the market. The bad news is your team doesn’t see how to approach or easily present it to prospects. The sales reps weren’t against the innovation. The sales reps weren’t against the innovation.

Up-Sell 117

Up-Sell Relationals Prospecting Energy 117

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. To craft an effective modern sales playbook , data and analytics must reign supreme. What is a Sales Strategy?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Zoominfo

JULY 12, 2021

Imagine your sales team is extremely close to signing an important deal with a prospect. Everyone’s anxious to get the contract signed and the gong in the corner of the office is ready to bang. It’s time to bring in your CEO to close the deal. The sales team was able to solve the issues for the prospect.

Closing 246

Closing How To Call-back Buyer 246

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. There is so much data around how we are getting involved later and later.

Competition 107

Competition Customer Buying Cycle Vendor 107

Partners in Excellence

DECEMBER 21, 2023

Or the lost opportunity our customers experience in failing to successfully manage a change initiative. Do we really care about our customers and their success, or are we more focused on our success–and getting customers to buy is the inconvenience that impacts our ability to achieve our goals. You already know that.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Smooth Sale

DECEMBER 23, 2023

Photo by 652234 via Pixabay Attract the Right Job Or Clientele: How to Save Money When Running Your Construction Business Like any other business, the construction industry depends on a healthy cash flow to stay healthy. If your contractors lack the training for their onsite tasks, your company could be liable for any injuries or damages.

Construction 106

Construction Hiring How To Vendor 106

SalesLoft

MARCH 28, 2024

A foundation of sharing When Rob’s team was looking for a new sales technology to support and grow their business, they learned that an important part of what comes with a new sales solution is actually the helpfulness of the vendor — and how willing they are to share their knowledge and expertise. Rob Cummerson , that’s who.

Marketing Qualified Lead 90

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads 90

BrainShark

MARCH 3, 2024

You know sales enablement is important and choosing the right technology to help power your team is critical. Whether sales enablement technology is a new initiative for your organization, or your current solution isn’t getting the job done, you need key decision makers on board with your vision for success.

Sales Enablement 62

Sales Enablement Decision Maker Hiring Proposal 62

Gong.io

FEBRUARY 23, 2023

We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. The past three years have brought us no shortage of external factors that have dramatically transformed our buying processes. That probably raises your hackles a bit.

Data 121

Data Closing Buyer Call-back 121

Vainu

SEPTEMBER 20, 2023

Being on a call with a prospect and realizing they’re not a good fit, won’t get much value from your product or service, and are unlikely to buy anything from you doesn’t feel great. All in all, these are not ideal feelings to feel. While that statistic might be somewhat reassuring, it is also a little worrying.

Prospecting 62

Prospecting How To Groups Data 62

Hubspot Sales

DECEMBER 23, 2021

A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. A patron comes into your restaurant and orders a cheeseburger. Let's jump in.

Forecasting 139

Forecasting Knowledge Base Buyer Persona Software 139

BuzzBoard

MARCH 22, 2024

Key Takeaways from the Post: Understand Your Prospect: Have a nuanced grasp of the audience mindset to solve a real problem they care about right now. Get More Context: Gain more powerful insights into your prospects, and uncover their underlying thoughts and needs through generative AI-powered tools.

Scale 101

Scale Ideal Customer Profile Sales Qualified Lead Lead Rank 101

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. Please allow for a full disclosure first.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

SalesFuel

MARCH 11, 2024

Sales leaders recently gathered to discuss the many ways that buyers are changing. As Amari Gonzalez writes for LinkedIn : “Over the past few months, we sat down with some of the most innovative sales leaders today … And [we] asked them how they are connecting with buyers.” A variety of factors are influencing their behavior shifts.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. To find out, I surveyed 150+ consumers to get their take — and to learn how salespeople can best navigate these preferences.

Buyer 83

Buyer Data Consumer Retail 83

SBI

SEPTEMBER 16, 2020

SELLING AS A BUYING EXPERIENCE. Q: HOW SHOULD COMPANIES DECIDE WHICH BUYING EXPERIENCE IMPROVEMENT INITIATIVES TO START WITH - ASSUMING THEY CAN'T DO ALL AT ONCE? . But, a quota-crushing sales team isn’t built overnight. As such, companies should prioritize understanding what works and replicating it.

Lead Rank 172

Lead Rank Lead Scoring Call-back Hiring 172

Partners in Excellence

FEBRUARY 9, 2024

Yet I’m stunned by the number of people, when confronted with it, shrug their shoulders, saying, “Get over it, that’s the way of work these days……” I’m stunned by the “acceptance” of this problem, particularly by leaders. Then, we have the buying/selling cycle.

Churn 109

Churn Ideal Customer Profile Loyalty Pipeline 109

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? What is sales qualification?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Nutshell

MAY 1, 2023

It doesn’t matter how good a salesperson you are, you can’t convert every single lead that comes your way—mostly because a handful of your leads won’t be a good fit for the products or services you sell. This is why sales qualifying questions are so important. POV: Seth Meyers getting ready to qualify you.

Sales Qualified Lead 115

Sales Qualified Lead Ideal Customer Profile Top of Funnel Decision Maker 115

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. To combat ghosting, you have to understand what’s causing your client to avoid you.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

SBI

AUGUST 23, 2021

Bigtincan (ASX:BTH), the global leader in Sales Enablement automation, announced it has entered into a binding agreement to acquire 100% of Brainshark, Inc. Combining Brainshark with Bigtincan’s Sales Enablement platform will be transformative for customers and their customer-facing teams. Brainshark”).

Face-to-face 138

Face-to-face Lead Rank Lead Scoring Hotels 138

Partners in Excellence

APRIL 24, 2023

Listening to sales executives, the focus is, constantly, making your numbers. Then you have people like me saying, “You have to be helpful to your customers, you have to create value in their buying process!” We adopt strategies to get around them, past them, or manipulate them.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100