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Why are Sales Opportunities Lost?


This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. In all likelihood this opportunity had a high profile within the company and […]. The post Why are Sales Opportunities Lost? A notable function a sales manager must master is understanding why sales are won or lost.

Introducing Custom Opportunity Forms


The post Introducing Custom Opportunity Forms appeared first on Pipeliner CRM Blog. A CRM solution is only as good as its flexibility. This is also important for the data forms within the CRM software—no two companies are going to use the same fields, the same arrangement of fields, or even the same field names. Tips and Tricks

The Opportunity Before the Opportunity

Dave Stein's Blog

You’re going to have to up your game, and the best time to get started is when there is no opportunity on the horizon. Therefore, engaging with a customer in the pre-opportunity phase, before they’re buying, offers some distinct advantages. Account Management Buyers Opportunity Management Sales StrategyIf you want to engage your customer, you have to earn the right.

Opportunities for Success in the Sales Technique Wars


The post Opportunities for Success in the Sales Technique Wars appeared first on Pipeliner CRM Blog. Editor’s Note: Today we welcome a new guest contributor to the blog — Sales expert and author Tibor Shanto. All Tibor’s areas of expertise contain the word “Sales,” which will only be to the benefit of our audience! Sales Effectiveness

Customer Fade-away and Lost Sales Opportunities

Babette Ten Haken

Customer fade-away represents not only lost initial sales opportunities. Your organization also loses the opportunity to renew and retain these customers. You were busy chasing after high roller, big name, sexy sales opportunities and got so caught up in the drama, you took your eyes off the rest of your customer base. Customer Fade-away happens. Let’s see. That’s remarkable.

Use Lost Opportunities to Enhance Your Marketing Content Creation


The post Use Lost Opportunities to Enhance Your Marketing Content Creation appeared first on Pipeliner CRM Blog. Global SaaS software revenues are forecasted to reach $106B in 2016, increasing 21% over projected 2015 spending levels (Forrester). It’s a great time to be at a SaaS company however, not every B2B transaction ends in a closed won. Sales Management

Marketing Opportunities Abound Provided…

Increase Sales

There are many marketing opportunities to attract attention and begin to build relationships provided the following elements are in place: An ideal customer profile. Marketing Be the Red Jacket ideal customer profile marketing opportunities sales gurus sales leads SMB Deep pockets are no longer required to market a business.  Social media has especially leveled the SMB market place. 

Creating Opportunities > Qualifying Opportunities

The Sales Blog

What if you are supposed to be creating opportunities? Qualifying Opportunities. The questions that you would ask to qualify don’t create value for your prospective client, and they don’t do anything to create opportunities. Qualifying has nothing to do with opportunity creation in sales where your prospects are known, targeted, and pursued over time.


Lost Opportunities

Fill the Funnel

Lost opportunities.  We know that this happens to most of us every day, money flying out the window. Don’t let lost opportunities continue in your professional life. Social Web Web Tools Chimpadeedee Chimpadeedoo constant contact funnel LinkedIn Lost opportunities MailChimp Profile prospects Ratepoint social media twitterHow many followers do you have on Twitter?

Pipeliner CRM Buying Center Turns Opportunities into Relationship Graphs


The post Pipeliner CRM Buying Center Turns Opportunities into Relationship Graphs appeared first on Pipeliner CRM Blog. With the latest release of Pipeliner CRM, we introduced the new Pipeliner CRM Buying Center feature. The Buying Center has been spruced up and is easier to use than ever. You can: Automatically [.] Tips and Tricks

Sales Techniques: Opportunity Management


As a lead moves along the sales pipeline, at some point it becomes an opportunity. Whereas qualifying a lead might be relatively simple, opportunity management is a bit more complex. The post Sales Techniques: Opportunity Management appeared first on Pipeliner CRM Blog. Opportunity Management Sales Effectiveness This is because the stakes [.]

Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities

Understanding the Sales Force

About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. I just love it when cool gets cooler and I'm not talking about the winter weather in New England. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and already developed the concept as a new feature for their world-class CRM application, Membrain.

Sales Tips: "Trust but Verify" Opportunities

Customer Centric Selling

Sales Tips: "Trust but Verify" Opportunities. If and when the seller indicates the buyer has agreed to provide access, the manager can then grade the opportunity at the “Champion” milestone. By doing so the opportunity remains at the milestone. Taking this approach with sellers in grading pipelines can allow much better visibility into qualifying opportunities.

Keep Opportunities from Stalling With this One Magic Question

Smart Selling Tools

From an opportunity stand-point, (and at the risk of stating the obvious), the best time to gather the ammunition needed to fight status quo is the moment of peak interest. An undefined, overarching sense of uncertainty and doubt will surely build momentum until the prospect just doesn’t want to move forward with anything i.e. the opportunity stalls. It’s a powerful force.

Sales Force, Sales Management and Opportunity Cost


Next up in our series on highly applicable economic principles is one called opportunity cost. Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. The post Sales Force, Sales Management and Opportunity Cost appeared first on Pipeliner CRM Blog. Sales Management Salespreneurs

Sizing up opportunities in the mid market

Brian Vellmure

It will continue to provide opportunity for many market participants, but may also lead to calamity as aging ownership fails to provide proper leadership for a networked age, and/or fails to properly transition their organizations into more capable hands. The post Sizing up opportunities in the mid market appeared first on Value Creator. Welcome to the Mid Market. The Coming Change.

How The Best Sales VPs Manage Opportunities

Sales Benchmark Index

The typical sales VP looks at late-stage opportunities. They can’t let one opportunity slip, regardless of its importance. Meanwhile, he is reducing the average sales price on every closing. 3) The Third Month Traffic Jam: At the end of the quarter, the VP can’t close every opportunity. They coach the sales rep on best practices for other opportunities.

How Is Your Opportunity Management?


But they can become so focused in on their individual sales cycles that they can neglect the fact that part of all sales strategies is the actual management of opportunities—confidently keeping on top of them, making sure all of them are moving along, and knowing where [.] The post How Is Your Opportunity Management? Opportunity Management Sales Effectiveness

Are You Missing the “Network” Opportunity?

Sales Benchmark Index

Is your team and organization taking advantage of the “network” opportunity? In other words, are you embracing networks to drive leads and opportunities? I recently read a great article from Reid Hoffman, the founder of LinkedIn. The main theme was asking if you were “Network Literate” As a Marketing Leader, you may think you are a master of the domain.

Ten Mistakes That Kill Sales Opportunities

The Sales Blog

Ten Mistakes That Kill Sales Opportunities is a post from: The Sales Blog | S. Not Doing Discovery : If you don’t do the discovery work necessary to know exactly how to help your prospective client, you aren’t going to create or win an opportunity. Transactional Deal Breaker mistakes No Deal Sales Opportunities Anthony Iannarino. Deal-breaker. No deal. It’s over. Zilch.

Can You Create Selling Opportunities Out Of Nothing?

MTD Sales Training

Buyer Types Sales Planning creating selling opportunities how to make sales out of nothingOne of the keys to opening the door to a buyer’s wallet is to determine the position they are in at this moment, and how that position could change in the future. It’s really important to ascertain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Powerful Questions to Qualify Sales Opportunities

Score More Sales

It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Increase Opportunities. The post Powerful Questions to Qualify Sales Opportunities appeared first on Score More Sales.

Chapter 3 of Our Series on Managing a Social Sales Team: Using Social Profiles as a Branding Opportunity


The post Chapter 3 of Our Series on Managing a Social Sales Team: Using Social Profiles as a Branding Opportunity appeared first on Pipeliner CRM Blog. Editor’s Note: Today we are posting Chapter 3 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. Social Selling

Rethinking Account And Opportunity Prioritization

Partners in Excellence

Developing a rich, multi-dimensional characterization of our sweet spots–the accounts we target, and the opportunities—their urgency to change, is critical in maximizing the effectiveness and impact of our marketing and sales programs.  Then it becomes very easy to start prioritizing your account and opportunity development efforts.  But any of these are huge. 

The Opportunities We Are Blind To

Partners in Excellence

Customers will let their fingers do the digital walking, SEO, PPC and other techniques will enable those customers to find us, our marketing automation tools will capture and nurture those customers through their quest to learn, SDR’s will intercept them at just the right point and then we magically have a qualified opportunity. There are far more opportunities in which to compete!

Sales Training: Profiling and Qualifying Opportunities


Within sales strategies, qualifying opportunities is often not given the total attention it deserves. In the past, “qualifying” usually went about as far as, “Do they have the budget?” It has been found over time, however, that the more qualification is done of an opportunity, the better the control the salesperson will have of it. [.] Opportunity Management Sales Effectiveness

How to Filter Open Opportunities without Planned Activities


The post How to Filter Open Opportunities without Planned Activities appeared first on Pipeliner CRM Blog. Every sales rep is inundated with dozens of Tasks in various states of completion. Research to do, calls to make, meetings to attend, and a host of other activities. It is very challenging for the sales rep (or their sales manager!) to keep track of it all. Tips and Tricks

How I Embarrassed Myself and Botched a Big Sales Opportunity

Jill Konrath's Fresh Sales Strategies Blog

When I began working in sales, I was on a mission to get up to speed as fast as possible. read all the sales books, went to seminars and took everything I learned as the gospel truth. Winning Deals

Listening Biases: how we restrict opportunity

Sharon Drew Morgan

Certainly our creativity and opportunities, our choices of jobs, mates, friends, etc. And we lose the opportunity to be better, stronger, kinder, and more creative. __. Listening Biases: how we restrict opportunity is a post from: I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.

Improve Productivity to Grow Sales Opportunities

Score More Sales

Increase Opportunities. The post Improve Productivity to Grow Sales Opportunities appeared first on Score More Sales. There is so much noise out there on how to be your most productive as a seller that I think sometimes people get confused or perhaps paralyzed in what to do. Instead, you keep doing what you’ve done before and you’re getting the same, less-productive results.

Five Reasons Your Opportunity Stalled

The Sales Blog

Five Reasons Your Opportunity Stalled is a post from: The Sales Blog | S. The best way to deal with the stalled opportunity is not allow it to stall in the first place. It’s much more difficult to restart a stalled opportunity than it is to take the actions necessary to keep it moving through the process. Following your sales process helps prevent stalled opportunities.

How Predictive Opportunity Scoring Can Help You Prioritize Deals

The Sales Insider

Opportunity Scoring Predictive Scoring sales opportunitiesWe all succeed at times and fail at times. And then, we look back in retrospect and wonder how things could have gone differently. But if we could start our endeavors with this hindsight, we could avoid many failures.

Generate 25%+ of Sales Pipeline Opportunities from Marketing

Sales Benchmark Index

World Class firms generate qualified leads with the following benefits directly attributed to marketing: Marketing Contribution to Sales Funnel – Leads provided by marketing account for 25%+ of the total opportunity pipeline. B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Today’s Status Quo.

Sales Strategies: Levels of Opportunity Evaluation


In recent years, opportunity evaluation within sales strategies has been being given a prime level of importance. The reasons for this may or may not seem obvious, but for anyone that has gotten halfway through a sales cycle and had it fall apart, it starts becoming clear that the more fully an opportunity is evaluated, [.] Opportunity Management Sales Effectiveness

3 Early Bird Tactics to Uncover New Sales Opportunities

Jill Konrath's Fresh Sales Strategies Blog

InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect. Here's what the early bird does to find those undiscovered opportunities. Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors. If you join them, your chances of winning are slim.

4 Questions in Qualifying Sales Opportunities


There is truth in the statement that the better an opportunity is qualified, the higher the chances of bringing it in as a closed sale. For those opportunities that aren’t actually qualified, better qualification routinely performed as part of pipeline management means plentiful time saved for salespeople; they won’t be chasing down deals that will [.]

Use Prescriptive Opportunity Scoring to Win More Deals This Quarter

The Sales Insider

Opportunity Scoring prescriptive sales forecastingEven with all its metrics and indicators, sales is very subjective. Despite the advances in online procurement, there are still many businesses that rely on human-to-human contact to make sales. And humans are prone to making judgments based on emotions.

Identifying Leads, Prospects, and Opportunities

The Sales Blog

answered by telling him my version of the difference, and I added the definition of an opportunity to help him with his question. What Is an Opportunity. And finally we come to opportunities. In order for a prospect to become an opportunity, they have to agree that they have something that they want to change and they are considering you as a potential partner in helping them make that change. Or it might be helping them to take advantage of some future-oriented opportunity. What Are Leads. lead is the name of a company or a person. What Is a Prospect.

Five Signs You're Missing Sales Opportunities


Available Free for a limited time! I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time. Lead Generation Sales Leads

The Sea of Missed LinkedIn Opportunities and Scarcity Thinking

Increase Sales

Is your scarcity thinking preventing you from capitalizing on the many LinkedIn opportunities?  If you have had any of these thoughts, then you are potentially locked into scarcity thinking and drowning in the sea of missed LinkedIn opportunities. Third, why are you worried about how this will benefit LinkedIn and fail to recognize the opportunity for yourself? Meaningless ?