The Pipeline

JANUARY 19, 2021

Your software may enable production efficiencies, but the product is then integrated into another process, and so on. But When prospecting, not selling, you should share the ultimate outcome right at the start. What’s The Ultimate? The endpoint is often well beyond your product or the component your product or service is part of.

Territories 241

Territories Energy Up-Sell Software 241

The Pipeline

JANUARY 10, 2022

His newest venture, a software company called Huey.io, takes his people-first mentality to new heights — inspired by his own experience going through multiple mergers, and born out of a desire to help teams grasp the bigger picture, Huey.io helps put employees at every level into the drivers’ seats.

Software 173

Software Software Meeting Opportunity 173

The Pipeline

NOVEMBER 2, 2017

We sell software”, “we sell hardware, solutions, integration, systems, trucking services, etc.” When was the last time you heard your VP of Sales, “I wanna buy me a piece of software that will process leads based on an algorithm designed to….” 80% of the responses to that question talk to deliverables. “We

Travel 253

Travel Margin Buyer Exercises 253

The Pipeline

JUNE 17, 2021

Matt Roberts is a tech founder and wants leaders to rethink why and how goals are set and teams managed as part of his OKR consultancy and software business – ZOKRI. Google perfect team formula. About Matt Roberts. The post Want to increase sales? appeared first on TiborShanto.com.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

The Pipeline

JUNE 14, 2013

I recall meeting with a VP of sales from a software company, the latest killer app, and while he agreed to take the appointment knowing what I do, it seemed his objective was to validate how their product and sale were different than anything I had seen to date. Me : Am I right in thinking that all your reps are all delivering quota?

Sales Qualified Lead 288

Sales Qualified Lead Fashion Top of Funnel Lead Rank 288

The Pipeline

MAY 13, 2013

Others stated a number of different career plans, some very specific, marketing, finance, construction, software design, and more. The same department pegs the number of lawyers at under 1 million, and software developers (systems and applications) also under 1 million.

Construction 267

Construction Software Software Sales Leadership 267

The Pipeline

AUGUST 23, 2013

One way to do this is with customer relationship management (CRM) software. That software will allow you to align your offline marketing and sales efforts with the needs of each customer profile. CRM software will only come in handy if you’re tracking the right information, which is pretty much all information about a customer.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

The Pipeline

DECEMBER 11, 2014

CRM software can be tough to choose, but it is imperative to your team’s success. Act-On is robust marketing automation software that delivers the customer information you need without drowning you in data. Clari’s goal is to give your team all the benefits of data without wasting their time on data entry. Salesforce.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

The Pipeline

DECEMBER 26, 2013

I came across an interesting article that talked about salespeople who were pitching CRM software to companies. Only 5 out of the 7 could actually input the information – it seems that the other two, while probably a good face for the company, couldn’t actually use the software.

Hiring 256

Hiring Face-to-face Small Business Small Business 256

The Pipeline

MARCH 15, 2013

You can use these computers just for data storage or to host and run your business software. Taking advantage of cloud technology means that you won’t have to spend any money on your own network or multiple software licenses; and you don’t need to have space for your own data servers.

Hiring 281

Hiring Licensing Guidelines Government 281

The Pipeline

OCTOBER 2, 2014

As an industry we have tried to take the bite of scripts by hiding them in apps or software, even taking up new (and silly) labels like “Talk Track” and more. While I understand the reason for the resistance to scripts, I really don’t get it.

Cold Calling 310

Cold Calling Face-to-face Call-back Quota 310

The Pipeline

JULY 16, 2019

All but one said, “I sell software” when pushed, “the provides BI to drive efficiencies in inventory management.” (The set up was that they are at a relevant trade show and meet someone in a coffee line who could be a potential buyer who poses the question “what do you sell?”). The other one said she sells “solutions” (who doesn’t).

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Pipeline

OCTOBER 10, 2016

CRM Software: When your CRM software is linked to your VoIP system, the two can work in tandem to give you the best possible tracking available. This allows you to see which hours and departments received the most phone traffic, so you can tell whether you’re staffed accordingly or whether you need to be making more sales calls.

Outbound 120

Outbound Inbound CRM Report 120

The Pipeline

MARCH 3, 2014

So I did a quick search through my e-mails, sales software, LinkedIn, but nothing. I speak to a lot of people, did not recognize the name of the rep or the company, maybe this was due to the excesses of the holidays. I looked at the company page, not anyone I had prospected, nor were they at the top of my hit parade.

Inbound 287

Inbound Outbound Follow-up Energy 287

The Pipeline

AUGUST 5, 2011

We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. You can see her articles regularly on the Software Advice blog. We were honestly amazed at the great tools we found.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

JANUARY 24, 2014

Places that hold information to consider are cloud storage services or CRM software. Make sure that outside vendors know how important it is to keep your customers’ info safe – most, if not all companies outsource some of their file storage or data encryption to another company or service.

Outsourcing Services 267

Outsourcing Services Customer Cancellation Loyalty 267

The Pipeline

JULY 27, 2017

Go ahead, try it now, we’ll be here, I gotta check my e-mail anyways. Good, you’re back, gave it a go? Here are the types of answers I get when I do this with teams: “I sell…. Transportation services. Marketing Automation. Recruiting. IT Integration. Engineering.

Transportation 225

Transportation Trade Show Exercises Call-back 225

The Pipeline

MARCH 22, 2013

Kim Willington is a freelance writer and researcher, where she has recently been researching service desk software. Share your tips for success in the comments! About Kim Willington. While away from work, she enjoys antiquing and hiking with her retriever, Spencer.

Twitter 266

Twitter Social Media Promotion Advertising 266

The Pipeline

APRIL 1, 2013

Yes, this requires effort, but in the end a lot less effort than the effort it take to push things up the generic hill, the hill where you and every other generic rep looks frighteningly the same and unappealing.

Wireless 280

Wireless Transportation Margin Follow-up 280

The Pipeline

NOVEMBER 18, 2013

I hear hardware, software, applications, blah blah services, etc. Typically I ask this from all groups I work with and over 80% of the time what I hear back are very much the deliverables that their company usually delivers.

Objections 284

Objections Buyer Up-Sell Engineering 284

The Pipeline

FEBRUARY 6, 2014

By utilizing the latest in social marketing software and technology, business leaders can mobilize these social relationships to generate new customers, and they can track and manage social behavior that is critical to the success of their company. Who are your Potential Channels and how Well can they Perform?

Channels 296

Channels Influencer Lead Rank Referrals 296

The Pipeline

JUNE 12, 2018

.’ They set out and buy things defined in outcomes and future states, a difficult language for many sellers. What Do You Sell?

Objections 205

Objections Buyer Face-to-face Sales 205

The Pipeline

DECEMBER 10, 2012

Doesn’t matter if I am working with software companies, wireless, service providers, you name it, it is much the same. What I never understand is why companies, and sales leaders participate in this silly ritual. You see this in almost every industry, employees, specifically sales people, move from one market player to another.

Hiring 254

Hiring Wireless Sports Territories 254

The Pipeline

JANUARY 18, 2013

To solve this problem, ContactMonkey ’s developers created the software, which was recently launched. The idea for ContactMonkey emerged when Scott Pielsticker, a serial entrepreneur, was frustrated with not knowing if his sales pitches were getting read or were resonating. Here is an example, a seller fires off an e-mail to a prospect.

Decision Maker 276

Decision Maker Commission Compensation Proposal 276

The Pipeline

JULY 11, 2016

Did the provider of the service, hardware, software or what have you, manufacture the impetus for change, and is the only one pointing to it, or did it evolve because of a hole in the market? The question that needs to be answered is whether the change was either needed, due to a shift in the market or a flaw with previous iteration.

Lead Rank 120

Lead Rank Sales Qualified Lead Campaigns Up-Sell 120

The Pipeline

AUGUST 13, 2012

For example, if you sell IT related solutions (software/hardware/applications) you have all faced a scenario where everything was in place, then someone in the IT group throws up the argument that they can build it better, or decide to put it so low on the priority list that you’ll likely retire before it moves far enough up the list.

Decision Maker 255

Decision Maker Face-to-face Objections Forecasting 255

The Pipeline

MARCH 19, 2012

Based on your offering there could be different elements that come into play, different product lines, software vs. professional services, as an example. While we talk about “a sales cycle”, but the reality is that a sales person could in fact have multiple cycles unfolding at the same time, all different in length.

Strategy 267

Strategy Sales Cycle Face-to-face Buyer 267

The Pipeline

JULY 7, 2016

How they bought software last year or the year before, unless there is an entirely new crew, in which case exploring their past will still provide visibility to how they do things. First is across time. Look to the past, present and future. Looking to the past will not only tell how they do things, people don’t change dramatically.

Decision Maker 120

Decision Maker Objections Vendor Software 120

The Pipeline

JANUARY 13, 2012

I had a call from Bob, a director of sales with software company. Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

JULY 23, 2015

It is not about “the” enterprise software, but the impact as they view it. Instead they are focused on their objectives 12 – 18 months forward, they are consumed by those outcomes, and their impact on their company, be that profits, market share, Wall Street reaction, and more.

Decision Maker 120

Decision Maker Objections Case Study Face-to-face 120

The Pipeline

JANUARY 19, 2015

They will usually tell me things like: I sell hardware – software – any kindaware. When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. MFP Printers.

How To 120

How To Objections System Quota 120

The Pipeline

APRIL 7, 2016

In the process you can get them to consider things they can use now in their current setting, these can be small add-ons, software that enhances their current solution, ways of testing alternatives, and more.

Segment 120

Segment Prospecting Groups Quota 120

The Pipeline

DECEMBER 10, 2012

Doesn’t matter if I am working with software companies, wireless, service providers, you name it, it is much the same. What I never understand is why companies, and sales leaders participate in this silly ritual. You see this in almost every industry, employees, specifically sales people, move from one market player to another.

Hiring 120

Hiring Wireless Sports Territories 120

The Pipeline

OCTOBER 3, 2011

A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. The first encounter was with a CSR, who quickly tried to convince me that it had nothing to do with their (lack of) service, and was likely my router.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

JULY 29, 2011

As you grow your inbound strategies, follow one of the leading software and content providers in this small and medium business space, Hubspot. And the easier and more comprehensive your software, the better. Ask what their timeline is and schedule action items and follow-ups in conjunction with them.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

MAY 12, 2011

He is internationally known for his ground breaking work in evaluating sales people, he is the developer of a tool for evaluating sales forces, and the co-developer of several software and web applications that help sales managers coach and hold their salespeople accountable.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

APRIL 15, 2011

Marketing automation software generates the data marketers need to provide new levels of support to sales. The challenge is in developing the processes for sharing the data in ways that help salespeople have better conversations and more relevant interactions that serve buyers’ needs.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217