The Pipeline

MAY 7, 2019

Selective Training. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. The issue is less about style and more about market view. Witness the recent B2B Sales Handbook from the folks at Autoklose. When you ask them straight up, they always have a reason or excuse.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Sales Evangelist

AUGUST 11, 2019

The Pipeline Hoax The American dream or the pipeline hoax? Bankers wanted to get more mortgages so they could sell these mortgages to the secondary market. Sales reps are expected to have as many deals as possible in the pipeline. Salespeople sometimes mask leads in later stages of the pipeline as opportunities.

Pipeline 40

Pipeline Sales Qualified Lead Handbook Education 40

SBI

AUGUST 1, 2018

Employee handbook? Product training? But we all know the reality – even with the most organized onboarding program, it’s going to take weeks of reinforcement, training, and coaching, and months before it can be determined whether a new sales rep is successful. Meetings and assignments? eLearning modules?

Sales Talent 95

Sales Talent Hiring Lead Rank Handbook 95

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! One of great parts of the book are Colleen’s Power Tips.

Handbook 87

Handbook Negotiation Call-back Sales 87

No More Cold Calling

SEPTEMBER 27, 2011

Referral Selling Training Programs. Pick Up the PACE Handbook. No other sales or marketing strategy comes close to the results you get through referrals. Regularly fill your pipeline with highly qualified leads who are ready and willing to talk to you. Practically no marketing cost so far this year. Speaking Video.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

Sales Hacker

SEPTEMBER 24, 2018

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount. The Journal of Marketing Research has called Influence “among the most important books written in the last ten years.”. Simplified. by Mike Weinber.

Strategy 68

Strategy Influencer Ideal Customer Profile Handbook 68

LeadFuze

DECEMBER 31, 2021

Who currently have job openings for marketing help. If you know your win rate, then it is easy to calculate how many deals are needed in the pipeline. The majority of reps and sales leaders agree that the top three performance metrics are Revenue Generated, Pipeline Created, and Opportunities Created. Who use Hubspot.

Strategy 52

Strategy Hiring Churn Lead Rank 52