The Pipeline

MAY 7, 2019

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. This leads to their success standing on twiggy legs.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. Promotions and new employees. How do you create stickiness?

Hiring 95

Hiring Sales Cycle Promotion Territories 95

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. You’ve tracked down an employee at the prospect and the pay range seems about right. Figure out if a foundation for your sales success is in place with the prospective employer. Are the best performers given the best territories? Follow @pseidell.

Territories 300

Territories Real Estate Compensation Quota 300

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 115

Tools Closing Territories Hubspot 115

Apptivo

FEBRUARY 20, 2023

A good lead management software ensures that every lead from web forms, emails, and chat is automatically fed into the CRM system, preventing prospects from falling through the cracks. This is where you educate and demonstrate value through content and promotional offers, assisting them in their decision-making process.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. Find out what is driving their desire for promotion.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Sales and Marketing Management

MAY 24, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? The decisions your prospects and customers are making. Just think about all the situations that might crop up suddenly, presenting challenges that you need to address right away.

Territories 185

Territories Margin Training Pipeline 185

Janek Performance Group

SEPTEMBER 29, 2021

The modern salesperson is collaborating with prospects with digital tools virtually and not physically traveling to the prospect’s place of business as often. Promote More Women: If you want to attract more women in sales, promote more women to sales leadership roles. This is one of the fastest paths to more diversity.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

AUGUST 21, 2013

In an attempt to keep them, companies will promote them to being managers, and without a managed and planed transition, they instantly create two problems. Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. Tibor Shanto.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. It sets the stage for sales by creating a favorable market environment.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. It sets the stage for sales by creating a favorable market environment.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. Still, virtual events were unchartered territory. Along the same lines, we paid extra for a thought leadership program at one event.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. Not to mention the pundits who promote this type of lazy order taking; how can one present an entire “sales” methodology predicated on taking orders rather than making a sale? That is why it is a “sales process”, not a “buying process”.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

Women Sales Pros

JANUARY 24, 2020

In fact, according to an HP study, women only apply for a position or promotion when they are confident they are 100% qualified versus men at 60%. I noticed a change in my career when I was working for a narcissist which required that I learn to have courage and self-promote. The only way for women to grow and change is to start.

Territories 147

Territories Telecommunications Lead Rank Lead Scoring 147

The Bridge Group

SEPTEMBER 19, 2017

A few weeks ago, I shared my research on the failure rate of SDR-to-AE promotions. The post-promotion failure rate for SDRs with 11 or fewer months experience was 55%. Why risk promoting SDRs to AEs at all? You’re looking for the "the trifecta" from your SDR-to-AE promotions: Lower attrition rates than external hires.

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Hubspot Sales

MARCH 7, 2018

Net Promoter Score (NPS). How are your salespeople contributing to the expansion of your business in their given territory? Of the new prospects your reps reach out to, how many convert to customers ? Are lower-performing reps approaching bad-fit prospects? New Leads/Opportunities. Client Acquisition Rates.

Lead Rank 144

Lead Rank Lead Scoring Sales Management Scale 144

SBI Growth

AUGUST 10, 2012

Set territory revenue/unit goals by product. A new button or feature will rarely improve your buyer’s life; providing a solution that makes your buyer more money and a promotion will. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory?

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Hubspot Sales

MAY 17, 2018

Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. Ultimately, however, prospective customers aren’t immediately interested in you, your product, or its features. Storytelling humanizes your pitch and process, and it creates lasting connections with prospective customers. The Best Sales Pitch.

Hiring 93

Hiring Banking Face-to-face Retention 93

LinkedFusion

OCTOBER 12, 2022

Typical Sales Process Prospecting → Preparation → Approach → Presentation → Handling objections → Closing → Follow-up Why is LinkedIn the best choice for sales prospecting? LinkedIn is the world’s largest professional network with more than 850 million members in more than 200 countries and territories worldwide.

LinkedIn 52

LinkedIn Top of Funnel Networking Groups 52

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Contact person got promoted. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. Prospects want to trust your offering. It will be harder to convince prospects to pay more for a product or service they've already gotten for a lower price.

Social Media 104

Social Media Discount Promotion Social Selling 104

SBI Growth

AUGUST 7, 2013

The newly promoted manager repeats behavior that made him successful as a rep. He is getting in front of prospects and valued customers. He’s looking at compensation analysis, territory design, and sales structure. Not all “A” Player sales reps were meant to be managers. He neglects his skill development and sales initiatives.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Zoominfo

OCTOBER 6, 2020

Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to Sales Manager, you should consider a middle ground: a team lead role for the inbound crew. What does success look like and the timeline toward promotion? Things are great, but your time is also stretched too thin. What’s next?

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

SBI Growth

JUNE 2, 2013

This means some territories are not producing to expected or potential revenues. This isn’t a ‘turnover’ issue if the vacancies are for promotions (good for you!). Increase in Sales rep LinkedIn activity not related to prospects or customers. More vacancies equals higher turnover. It could mean they are on the way out.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. We’d let the prospect know that we’ll cease prospecting them. If we gained permission, we’d follow up months down the line with a relevant case study, when that prospect made any announcements or role changes, or if their company experienced any big news.

Account 102

Account Hiring Intent Signal Conference 102

Janek Performance Group

MARCH 12, 2024

2) Don’t Ignore the Candidate’s Red Flags Perhaps your prospective sales rep has an impressive resume, one which lists a series of excellent sales positions with an exciting range of duties, goals, and accomplishments. What matters is the potential mentor’s approach to sales and prospecting. 5) Exit Interview: What Went Wrong?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

HeavyHitter Sales

DECEMBER 17, 2012

to promote domain expertise.          Technical application segmented by the different solutions the company offers to promote extremely deep technical knowledge. The reason for this is because the “black hole” of the sales process is what happens during and at the close of sales calls.

Trends 153

Trends Decision Maker Territories Analysis 153

Hubspot Sales

JANUARY 9, 2018

Pricing and promotions. If you have territories, assign a sub-goal to each. Identify 100 potential prospects and assign tiger team to each. Pricing and promotions. In this section, describe your pricing and any promotions you’re planning on running. What is a sales plan template? Revenue targets. Team structure.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Zoominfo

OCTOBER 6, 2020

Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to sales manager, you should consider a middle ground: a team lead role for the inbound crew. What does success look like and the timeline toward promotion? Things are great, but your time is also stretched too thin. What’s next?

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Sales Hacker

JUNE 15, 2023

Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. This ensures leads receive timely attention, and provides instant responses to potential prospects. Round-robin routing promotes equal opportunities and prevents bias or disparities in lead distribution.

Lead Rank 75

Lead Rank Lead Scoring Leads Marketing Qualified Lead 75

DiscoverOrg Sales

FEBRUARY 13, 2019

This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Smooth Sale

MAY 23, 2023

Although his pain point, the title applies directly to the sales profession and still holds today as we need to connect with prospective clients as we develop our audience. Standing out from the crowd left a mark of interest on my prospects, who welcomed me and directed me to the CEO’s office. But for most, that did not occur.

Hiring 78

Hiring Influencer Networking Lead Rank 78

Hubspot Sales

AUGUST 25, 2018

Promotions take longer than the average tenure. Lack of promotion might also be a reason reps churn quickly. The average rep tenure sits at 18 months and the average time a rep spends as an SDR prior to an account executive promotion is between 13-18 months. Communicate clearly around promotions.

Hiring 111

Hiring Churn Survey Promotion 111

Sales Hacker

APRIL 6, 2020

The result: we win more deals because the bulk of our sales efforts are laser focused on prospects who are ready to engage. Companies like DropBox, Zapier, and Hubspot all leverage a freemium model to promote adoption. It’s important to make sure your request is processed for your account executives’ territories.

Intent Data 75

Intent Data Lead Rank Intent Enterprise 75

Cincom Smart Selling

JUNE 30, 2015

Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. Engaging Prospects. As a consequence, sales folks are expected to deliver value to prospects from the beginning. You post the newsletter and do some basic promotion.

Prospecting 48

Prospecting Construction Promotion Telemarketing 48

Crunchbase

NOVEMBER 18, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. As a result, their interactions with prospects and clients tend to be more thoughtful and thorough, which results in better conversion ratios and happier customers. This article is part of the Crunchbase Community Contributor Series. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Avoid overlap in our call lists so reps weren’t repeating calls to the same prospects. Here’s how we did it. Is cold calling dead?

Cold Calling 200

Cold Calling Call-back Competition Scale 200