The Pipeline

SEPTEMBER 11, 2017

If you are in sales, especially leading a team, this should be a major concern, especially if you “have a sales process” you think is driving your success. It may be more accurate that it is driving reps’ results, not how they achieve those results; in fact, if they did follow the process, the result would be more success.

Decision Maker 264

Decision Maker Groups Follow-up Quota 264

The Pipeline

AUGUST 20, 2019

For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. Is it a surprise, like it hasn’t happened every year before this? What makes you think your prospects can’t do all that and chew gum at the same time? Look Around.

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Pipeline Face-to-face Discount Buyer 254

Zoominfo

FEBRUARY 23, 2021

B2B sales prospecting is a stage of the sales process that involves looking for potential buyers, customers, or clients, and then nurturing those relationships as a way to convert them into new business. And the only way to achieve this is through regular and effective sales prospecting. How to Prospect: Step by Step.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Allego

JUNE 21, 2023

“It was the best of times, it was the worst of times, …” —Charles Dickens, A Tale of Two Cities Looking at what is happening in sales these days, one can’t help but feel a mix of excitement and concern. 8 Stats About Today’s B2B Buying Experience 67% of buyers are opting away from in-person interactions.

Revenue 118

Revenue SalesForce Hiring Face-to-face 118

Sales Hacker

FEBRUARY 21, 2024

They convert better than any other sales channel and afford a more natural and authentic sales process. 84% of all buying decisions start with a referral. However, they don’t happen as much as they should. However, the process of making a warm introduction can be time-consuming and burdensome.

Referrals 77

Referrals Buyer Persona Networking Consumer 77

Zoominfo

AUGUST 2, 2021

Set up Chat for Real-Time Engagement. Real time engagement is a crucial part of generating demand. You want to capture website visitors when they’re the most receptive, such as when they’re on a particular product page or when they’ve spent a certain amount of time on your website. The result? Personalize Your Chat Messages.

Sales Qualified Lead 246

Sales Qualified Lead B2B Lead Rank Lead Scoring 246

Zoominfo

MAY 23, 2023

It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions.

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Intent Data Intent Account Data 130

Hubspot Sales

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. 4 Reasons Your Prospects Ghost You 1. The timing isn’t right. Many moons ago, I was pitching a huge deal to Sony Pictures. Boom — ghosted.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

SalesLoft

APRIL 25, 2024

A lot of the time, yes, I get the commission check, and I get a lot of the credit for being the seller. Because the only way I meet my goal at the end of the day is from all their hard work and how they genuinely care about the customer. So that was a long process. The customer is on board. The contract is signed. Now what?

Commission 52

Commission How To Scale Enterprise 52

Partners in Excellence

JANUARY 30, 2022

It’s easy to understand how customers struggle with complex B2B buying. It’s easy to understand how many buying initiatives fail. The reality is customers don’t know how to buy, and have all sorts of things that divert them from their buying efforts (for example, their day jobs).

Customer 85

Customer How To Face-to-face Construction 85

Partners in Excellence

APRIL 24, 2023

Then you have people like me saying, “You have to be helpful to your customers, you have to create value in their buying process!” The implicit thinking is, we don’t have the time to help, we are chasing after our number. Listening to sales executives, the focus is, constantly, making your numbers.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100

Partners in Excellence

MARCH 2, 2021

Things change constantly, each customer situation is unique–to them, at a moment in time. Things change constantly, each customer situation is unique–to them, at a moment in time. This is why the majority of change initiatives, buying efforts end in failure. What would happen if we started changing that focus?

Face-to-face 117

Face-to-face Sales Enablement Trends Channels 117

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. If you’re building a sales process for the first time — or tweaking an existing sales process — it’s important to get this right. And I get it.

Sales Process 87

Sales Process Hiring Ideal Customer Profile Call-back 87

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Nutshell

APRIL 3, 2024

By creating a clear focus and process for your audits, you can ensure that you find the information you’re looking for and create meaningful reports for your stakeholders or points of contact! How to conduct an SEO website audit 1. An SEO website audit is essentially an in-depth snapshot of your website at a specific point in time.

How To 71

How To Google Analytics Lead Rank Lead Scoring 71

Partners in Excellence

MARCH 17, 2020

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. So, in the best of times, buying is difficult. But buying will not stop.

Face-to-face 107

Face-to-face Sales Talent Up-Sell Customer 107

Alice Heiman

APRIL 14, 2021

But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. M any organizations don’t realize that acquiring new customers costs five times as much as retaining current ones. That won’t happen unless you cultivate loyal customers.

Retention 143

Retention Account Customer Referrals 143

Sales Hacker

DECEMBER 21, 2023

We’ll discuss her experience building Stytch’s SE organization from 0-1, the areas of most significant impact, and share some of her practical tips and learnings from the past year at Stytch. Here are the areas of greatest impact SEs have made at Stytch: 1. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%.

Engineering 97

Engineering Face-to-face Scale Proposal 97

Product Management University

OCTOBER 16, 2023

Let’s run with it and see what happens. If we go back to post 3 of 10 , you’ll see the ripple effect of a customer-facing portfolio vision in full swing when it’s time to craft your portfolio (and product) positioning! Here’s a simple example of portfolio positioning and how it makes your product positioning more strategic.

Positioning 59

Positioning Face-to-face Lead Rank Lead Scoring 59

Partners in Excellence

AUGUST 7, 2020

They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Implicit in these questions is there is a defined, linear buying process. but they don’t know how to buy.

Customer 116

Customer Vendor Groups B2B 116

Allego

SEPTEMBER 8, 2021

The nature of virtual selling is that meeting time is shorter, it’s harder to build rapport, and you need to make every minute count. One thing hasn’t changed: Good selling still depends on the seller’s ability to craft an engaging buying experience. Think of sales activities as happening either “frontstage” of “backstage.”.

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Sales Meeting Meeting Face-to-face Wireless 155

Hubspot Sales

MARCH 27, 2023

That starts with asking the right questions at the right time. During this stage, they’ll be internally setting budgets and priorities, and it's the best time to get your foot in the door. Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But be careful here.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

Sales Hacker Training

AUGUST 25, 2021

” “I’m not interested at this time.”. With a standardized Sequences and Snippets plan, we could make sure reps send the most relevant messaging to their prospects at the right time —without sounding like a robot. We decided on a four-step game plan: 1. It was time to call in the experts. I’m not blaming our SDRs.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Hubspot Sales

AUGUST 8, 2023

Any prospect who buys from you is trusting that your solution is the best possible fit to suit their needs and that you‘re selling it because you sincerely believe that — but legitimate trust isn’t rooted exclusively in goodwill and friendliness. Authority is central to staying in control of the sales process. Let’s dive in.

Hubspot 87

Hubspot Prospecting Education Call-back 87

Hubspot Sales

MARCH 25, 2024

That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter!

Prospecting 98

Prospecting Cancellation How To Revelation 98

Hubspot Sales

MAY 7, 2020

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified. Why Have a Sales Development Process?

Lead Rank 102

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 102

Crunchbase

MAY 12, 2020

“Shamus, thanks again for your time yesterday. But, how can you make this happen if they aren’t willing to pay? . Trial = contains all of the features of a paid subscription, but only for a limited time. You’re going to offer a unique premium subscription to users for a limited period of time. Here we go.

Lead Rank 119

Lead Rank SalesForce Scale ROI 119

Hubspot Sales

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. He says, “Allow them the opportunity to say no, but get buy-in to the idea that if the price works for both parties, they would be willing to accept it today.” Read on and learn from people already in the field. You can showcase value by Providing demos.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Smooth Sale

NOVEMBER 28, 2023

This year, expectations are that just over 20% of retail purchases will happen online, and by the end of 2023, the global eCommerce market will be worth more than 6 trillion USD. The Power of Commerce APIs Online shopping is gaining ground on brick-and-mortar sales. These types of experiences are now the expectation rather than the exception.

Discount 106

Discount Lead Rank Promotion Hiring 106

Hubspot Sales

AUGUST 30, 2023

Table of Contents The State of AI Today 11 AI Predictions in Sales for The Next Year The State of AI Today Though AI is still evolving and becoming more accurate over time, 57% of the top-performing sales teams have already reported a boost in their efficiency. But what changes will it bring to the sales industry?

Lead Rank 84

Lead Rank Data Top of Funnel Cost per Lead 84

SalesHandy

SEPTEMBER 3, 2020

To help you focus on different stages and functions of the sales process, we are dividing the article into respective categories. Most of the B2B companies adopt the outbound sales process to scale in their business. Time duration less than that might provide poor results. The Best Sales Statistics of 2020.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Partners in Excellence

SEPTEMBER 29, 2021

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.” How do we help our customers achieve greater success in their buying journeys?

Customer 75

Customer Buying Cycle Intent Opportunity 75

The Digital Sales Institute

MARCH 12, 2024

Whether you’re a seasoned sales professional or just starting out, this guide will equip you with valuable techniques to confidently navigate the closing process and secure successful deals. Salespeople should master the various closing techniques, such as the “1-2-3 close” “direct ask” “assumptive close” or the “alternative close.”

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Closing Objections Buyer Proposal 52

Smooth Sale

OCTOBER 10, 2022

Once you’ve narrowed your search to a few potential locations, it’s time to start touring properties! Once you’ve narrowed your search to a few potential locations, it’s time to start touring properties! So take some time to walk around the property, envisioning what it would be like to work there every day.

Hiring 146

Hiring Negotiation How To Transportation 146

The Digital Sales Institute

JANUARY 23, 2024

Build your process with these easy and quick to understand steps. Having a documented sales process is one of the biggest contributor to sales success. An effective sales process helps you track your opportunities, create a common language around the steps of the sale plus make accurate forecasts.

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel Buyer Persona 52

Highspot

FEBRUARY 1, 2022

The digital marketing space is incredibly crowded, and it’s only getting busier. Modern marketing teams must be involved in the conversion and nurturing process until names are signed on the dotted line — easier said than done for teams who lack confidence in the digital space. The Benefits of Nurturing Leads.

Lead Nurturing 105

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 105

Gong.io

JANUARY 31, 2022

Reason #1: Your buyers have changed. The only problem? Times — and the world — have changed dramatically. However, checking off most (or all!) However, checking off most (or all!) of the above characteristics does not guarantee you will be a rockstar sales manager. MORE software? Allow me to explain. It’s now 2022.

Software 118

Software Software Sales Management Sales Forecasts 118