The Pipeline

NOVEMBER 30, 2021

Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. Succeeding in sales take more effort than many are willing to give.

Sports 188

Sports Intent B2B Education 188

The Pipeline

MAY 14, 2019

I can understand why someone getting feedback like this, would line up with the “Sales is not a numbers game” camp. What people get wrong, is there is no such thing as a good number or a bad number. What people get wrong, is there is no such thing as a good number or a bad number. By Tibor Shanto. Numbers Don’t Care.

Sage 313

Sage Quota Coaching Proposal 313

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. Big Messages .

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

The Pipeline

AUGUST 6, 2019

One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Add to that reps’ propensity to look at things with rose-tinted glasses. So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things. By Tibor Shanto.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

Partners in Excellence

APRIL 8, 2024

Add on to this the terrifying data on sales performance–a few numbers from EBSTA, in the second half of 2023, 73% of reps missed quota, 23% of reps contribute 83% of revenue (our good friend, Pareto, again), 39% of deals slipping, and win rates plummeting another 47%. Yet there are so many challenges and barriers.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool. If your On.

Hiring 203

Hiring Top of Funnel Company Funnel 203

No More Cold Calling

AUGUST 30, 2018

There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Even if they do know each other, name dropping is not the same thing as having a referral. Big problem—the kind of problem that will keep a sales leader up at night, or worse, get a sales leader canned.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 118

Data Discount How To Quota 118

Pipeliner

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Through actionable insights, sales cycles are shortened and win rates are increased.

Revenue 98

Revenue Forecasting Lead Rank Quota 98

Vengreso

NOVEMBER 3, 2022

With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy.

Top of Funnel 116

Top of Funnel Quota Trends B2C 116

The Pipeline

APRIL 6, 2021

So, how does this apply to sales? It dominates and rules every conversation, casting a shadow over every sales conversation you have. If you want to be successful in B2B sales, you gotta stop selling like you’re in Stockholm. Most salespeople see their product as a security blanket, not as a potential deterrent to sales success.

SME 299

SME Lead Rank Lead Scoring Discount 299

Pipeliner

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. Someone will simply say, “We need to grow by 10 percent per year” and this is shoved in as a quota and forecast.

Forecasting 98

Forecasting Quota Account Lead Rank 98

Pipeliner

FEBRUARY 4, 2022

There are a lot of people out there who might be especially nervous about hitting your sales quota after the shifts that COVID-19 has brought into the climate. Some of you might have been nervous about hitting your quota. However, everyone has been through experiences in the past. Busting Quota.

Quota 98

Quota Sports Education Coaching 98

Zoominfo

OCTOBER 28, 2020

When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales? Here’s. The catch 22?

B2B 246

B2B Hiring Demographics SalesForce 246

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. We adopt strategies to get around them, past them, or manipulate them.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100

Partners in Excellence

OCTOBER 21, 2022

We’ve created formulas for sales success in SaaS. It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. the industry growth rate has been over 20% in the past, but is projected to be about 11.7% B in the past 10 years. One wonders, “Is that all there is?”

Cancellation 85

Cancellation Quota Face-to-face Industry 85

Partners in Excellence

MAY 30, 2023

All entertaining, but designed for very different times and circumstances–yet we keep going back to the same old things. We have our classic, “marketing catches them/sales skins them” approach. Marketing creates awareness/demand, sales qualifies/closes. I realized, 90% of the content is repeats.

Face-to-face 104

Face-to-face Proposal Hiring Quota 104

Sales and Marketing Management

JULY 6, 2017

For most organizations, the answer is to gain visibility into the activities of individual sales reps. Nor can they make smart investments in improving sales capability. Are they tracking toward quota? In the past decade, attention has shifted from seller activity to sales manager activity as a key driver of performance.

Sales Management 205

Sales Management Quota Territories CRM 205

The Pipeline

JUNE 11, 2019

” Something that can also be used to describe sales and prospecting. As I have discussed in the past, I understand that rejection is not pleasant. I don’t like it, most people good at prospecting don’t like, but they have put things in context. By Tibor Shanto. Rejection Hurts.

Quota 295

Quota Prospecting Exact Study 295

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Pipeline

MARCH 16, 2020

While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. Things will come to a grinding halt. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19. Assuming it was calibrated properly, to begin with. Trickle Down.

Objections 310

Objections SME Lead Rank Lead Scoring 310

SBI Growth

JUNE 25, 2013

If only you could get some quota relief. If you are an “A” Player Sales Leader looking to reduce your quota, read on. The Quota Reduction Guide has 4 benefits: Get your number reduced. Identify which quota reduction strategy is best for you. Executing Quota Reduction. You hate missing the number.

Quota 300

Quota Forecasting Follow-up Coaching 300

Sales Hacker

MARCH 30, 2023

Quota attainment. If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. Variable OTE.

Compensation 74

Compensation Hiring Salary Quota 74

Partners in Excellence

DECEMBER 6, 2022

This time of year, sometimes we look back to see what’s happened how things have changed and the progress we’ve made. A few colleagues and I sat down, looking at research data of overall sales performance for a number of years. We looked at reports from prior to 2015, we saw reports like 60%+ of salespeople meeting quota.

Face-to-face 95

Face-to-face Maximizer Report Buying Cycle 95

Alice Heiman

JANUARY 6, 2023

Looking forward to 2023, I have every reason to be optimistic and will stay focused on the positive things. I read at least one book a month and this past year so many important books on selling were published. As Anthony Iannarino points out, it’s time to unlearn much of the sales methodology that worked 10 years ago.

Lead Rank 138

Lead Rank Sales Methodology Promotion Quota 138

The Pipeline

OCTOBER 5, 2017

It would be easy, and unfair, to blame sales people for this, but in many ways, it is the fault of their managers, and others in the organization that are paid to enable sales. By Tibor Shanto – tibor.shanto@sellbetter.ca. Real or Fantasy. Statistics.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Partners in Excellence

JUNE 30, 2023

And finding one thing that had expired would cause her to immediately start searching our cabinets, banishing anything that was past it’s used by date. ”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.”

Coaching 62

Coaching Call-back Quota Selling Skills 62

Hubspot Sales

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. 20 different sales orgs. Want more content like this?

Ideal Customer Profile 82

Ideal Customer Profile Inbound Lead Rank Lead Scoring 82

Zoominfo

JANUARY 28, 2021

Is it possible to replicate the infectious energy of the sales floor at the end of a quarter in a virtual world? That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams. Breaking News: Broadcast Sports Sales Updates Live.

Hiring 228

Hiring Sports Nonprofit Segment 228

Zoominfo

DECEMBER 14, 2021

Sales plays an outsized role in driving growth at many organizations. Yet despite its importance, recent data suggests that sales as a profession is facing a looming hiring crisis. Data from ZipRecruiter indicates that sales vacancy listings are reaching unprecedented highs , up 65 percent to more than 700,000 listings as of July 2021.

Hiring 100

Hiring Face-to-face Sports Scale 100

Zoominfo

SEPTEMBER 10, 2021

Q: What do sales leaders, meteorologists, and economists all have in common? It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Accurate sales forecasting is one of the most important skills sales leaders and sales organizations as a whole can have.

Sales Forecasts 242

Sales Forecasts Forecasting Data Decision Maker 242

The Pipeline

SEPTEMBER 11, 2018

” Good salespeople think the same way, understanding that time works differently for quota killers. Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. Most sellers have no clue how long their sales cycle is. Do The Math.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Pipeliner

JUNE 1, 2020

There are a lot of people out there who might be especially nervous about hitting your quota after the shifts that COVID-19 has brought into the climate. Some of you might have been nervous about hitting your quota before the pandemic hit, and are even more nervous about it now. The importance of one on one coaching.

Quota 88

Quota Coaching Call-back Report 88

Hubspot Sales

JUNE 8, 2022

But if you're in the midst of a summer slump, the worst thing you can do is panic. How will this summer compare to past, pre-pandemic summers? If you notice these trends with your own business, continue reading to learn the best tips for increasing sales in the summer. Prospects are on vacation. Calls go unanswered. Web Traffic.

Data 123

Data How To Call-back Collateral 123

Partners in Excellence

JUNE 21, 2020

Over the past several weeks, I’ve gotten into a number of discussions about the “economics of selling.” In one conversation, a statement struck me, “Sales people have to pay their own way.” In one conversation, a statement struck me, “Sales people have to pay their own way.”

Enterprise 94

Enterprise Enterprise Revenue Quota 94

SBI

SEPTEMBER 16, 2020

JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health. But, a quota-crushing sales team isn’t built overnight.

Lead Rank 172

Lead Rank Lead Scoring Call-back Hiring 172

Zoominfo

JANUARY 12, 2022

In a recent webinar hosted by the Global Inside Sales Association , several women from the ZoomInfo sales team shared why sales was the right career move for them and discussed ways to be successful as a female in a male-dominated industry. Be Comfortable with Change — and Failure Sales isn’t for the faint of heart.

Lead Rank 100

Lead Rank Lead Scoring Hiring Leads 100