The Pipeline

NOVEMBER 16, 2021

A simple question, it should natural, like an athlete know their number, the chef knows the recipe, etc. Yet a surprising number of salespeople I ask the question, really can’t answer directly or with confidence. What is in your pipeline should meet specific and defined criteria. What’s in your pipeline?”

Pipeline 308

Pipeline Quota Video Resources 308

Partners in Excellence

JANUARY 9, 2024

It’s increasingly difficult to discern what’s real and what’s fake. Meaning, context, connecting, caring, empathy, being “in the moment,” are all attributes that AI and Robots struggle with. We don’t try to understand who they are, what they face, what they stand for, or their dreams.

Face-to-face 114

Face-to-face Analysis Intent Coaching 114

The Pipeline

NOVEMBER 23, 2021

But, before you watch the video below, you might want to put George Clinton on in the background, specifically “ Do Fries Go With That Shake? ” You’ll quickly see that fries do go with that year-end. There are times to go after new things, and times to take stock of what you have or can get.

Video 334

Video Trends Sales Cycle Account 334

No More Cold Calling

DECEMBER 7, 2023

Later on, that number could increase, because any good referral seller will keep in touch with prospects who said no because of timing and budget. So, my prospects often do find budget, because they understand revenue will increase, and they’ll get unmatched ROI. You decide what results you want in 2024. But they do scale.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

The Pipeline

MAY 14, 2019

You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean. However, when a manager tells their rep, “your numbers suck,” it has an immediate and lasting detrimental impact. Numbers Don’t Care.

Sage 313

Sage Quota Coaching Proposal 313

The Pipeline

FEBRUARY 8, 2022

Beyond words, actions will tell you where the prospect is, and what they will require to progress. Nothing says interest than actions, words have no meaning, actions do. Nothing says interest than actions, words have no meaning, actions do. The more salespeople fudge that line, the harder they to work.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

Zoominfo

FEBRUARY 24, 2023

What does this mean for sales leaders? As of January, WFH Research data indicated that the number of days worked fully remotely is stabilizing at less than 30% after two years of steady, gradual reductions. The ‘Great Rebalancing’? Regardless, WFH Research’s data suggests that RTO policies are indeed gaining traction.

Policies 130

Policies Scale Face-to-face Data 130

Steven Rosen

DECEMBER 25, 2021

People think goal setting is something you do once a year, but it is ongoing. Research shows that goal setting is the one thing highly successful people do differently. Setting goals sounds like a simple thing to do, but is it? Before you can focus, you must first decide “what” to focus on.

How To 358

How To Study Coaching Account 358

The Pipeline

FEBRUARY 4, 2020

Here we want to segment along lines of what specific factors contributed to the outcome. Many of the things that we used to do manually in sales are now automated, for good reason. Back out the other contributors, then look at what Sales bring to the party; you could conclude that they are lagging in contribution. Segmenting.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Steven Rosen

DECEMBER 5, 2022

Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. Just think of what you could all achieve! The Key to Unlocking Performance . There is no plan and no consistency.

Coaching 194

Coaching Sales Coaching eBook Account 194

No More Cold Calling

JANUARY 16, 2020

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Actually, what we need is strong sales leadership. What this means is that everyone from the top down does their part in generating referrals. Sound familiar?

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

MARCH 4, 2021

By the end of the year, that number had increased by almost 200%. But just because companies are making it a higher priority doesn’t necessarily mean they are doing so in the most effective and holistic way. How to Show Long-Term Commitment to Diversity: More than Just the Numbers. It’s all about the numbers.

Company 245

Company Quota How To Demographics 245

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” Let’s look at what this means: Our top performers are already very busy. What about the C players.

Leads 101

Leads Marketing Qualified Lead Sage Maximizer 101

Nutshell

APRIL 3, 2024

But how do you even know if your customers are happy or not? By analyzing the data, you can figure out what you need to do to make your customers happier with your business. By analyzing the data, you can figure out what you need to do to make your customers happier with your business. But what metrics are those?

Customer 71

Customer Churn Lead Rank Lead Scoring 71

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. We are reaping the results of what we have sowed. We are reaping the results of what we have sowed. Yet there are so many challenges and barriers. This combined with other data showing win rates at less than 20%.

Top of Funnel 107

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

Zoominfo

SEPTEMBER 10, 2020

All of those numbers, voicemails, busy signals, etc. And imagine doing it with no help from technology. While dialing a list of phone numbers might not sound that complicated, it’s a lot more nuanced than just going down an alphabetized list of names. What Is A Sales Dialer? What’s the point? How do you prioritize?

Closing 264

Closing Call-back How To Outbound 264

Zoominfo

NOVEMBER 17, 2020

New employee onboarding…what joy. Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job. To better understand the tools that shape us, ZoomInfo ran an analysis of the number of technologies at companies based on employee size.

Scale 246

Scale Google Analytics Hiring Analytics 246

Partners in Excellence

APRIL 5, 2024

How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales! So it remains stimulating and exciting after many years. ” Thanks for sharing your story Martin!

PeopleSoft 105

PeopleSoft Software Software Course 105

Partners in Excellence

JUNE 24, 2020

When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. We have to understand their performance against those numbers.

Churn 143

Churn Quota Influencer Retention 143

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. What metrics do you use to measure them? What are they doing that their co-workers don’t do? What are they doing that their co-workers don’t do? And in general, Rain Group analysts point out, the quota numbers are not easy to reach.

Training 116

Training Hiring How To Proposal 116

Hubspot Sales

JANUARY 22, 2024

That means the salesperson expects the prospect to call them back if they‘re interested. In most cases, neither one is true — arriving at those conclusions generally means the rep in question's expectations were off. A lack of response doesn't mean they can't be interested. 8 Voicemail Techniques That Lead to Closed Deals 1.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Partners in Excellence

NOVEMBER 2, 2023

Endless discussion on “the numbers” and the challenges of achieving them. Endless discussion on “the numbers” and the challenges of achieving them. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!”

Coaching 104

Coaching Lead Rank Pipeline Data 104

Partners in Excellence

APRIL 24, 2023

Listening to sales executives, the focus is, constantly, making your numbers. And then there are the consequences of not doing so. The implicit thinking is, we don’t have the time to help, we are chasing after our number. “Yeah, yeah Dave, but I still have to make my numbers!!!!

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100

Partners in Excellence

MARCH 11, 2024

I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH. There, I said it, I got it off my chest. My feeds are filled with tricks and hacks.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

Partners in Excellence

JANUARY 22, 2024

” The usual response is, “They sell stuff… ” Sometimes they even know what the company sells. But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money. “What work does your customer do?”

Customer 101

Customer Face-to-face Enterprise Enterprise 101

Hubspot Sales

APRIL 1, 2024

It won’t matter who they work for or what industry they’re in. It won’t matter who they work for or what industry they’re in. 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. Want more content like this? 20 different sales orgs.

Ideal Customer Profile 80

Ideal Customer Profile Inbound Lead Rank Lead Scoring 80

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. Some of the time is we are overburdened, we need to find a more efficient way of doing things.

Discount 119

Discount Pipeline Opportunity Tools 119

Alice Heiman

DECEMBER 13, 2022

Number one, a set amount of time per week prospecting. Number two, reporting on the actual conversations that are ongoing. As a sales leader, your job is to establish the criteria for what represents a quality conversation. And finally what is the next conversation that we should be having and our strategy to get there.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

SalesFuel

APRIL 2, 2024

In the past year, the number of contacts reached dropped from 7.1 This new process means the life of a BDR rep has changed too. This new reality means BDRs must constantly be monitoring their digital presence. This work pattern marks a big change from what reps may have done in the past. In 2024, 39.3%

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Partners in Excellence

JANUARY 31, 2024

This means 460 companies represent potential upside at any point in time. What if we focused on reducing no decision made. We’ll never eliminate it, but what if we could reduce no decision made to 40%? All we have to do to convert those opportunities is focus on building their confidence in the change initiative.

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution.

Face-to-face 95

Face-to-face Discount ROI Training 95

The Accidental Negotiator

JULY 21, 2023

Joining a coalition can help you to get to win-win Image Credit: Aimee Custis Photography All too often we can find ourselves in a negotiation that we fully understand is just one in what is going to be a series of negotiations with separate individuals or groups about the same thing. There has to be a better way to go about doing this.

Negotiation 98

Negotiation Face-to-face Hiring Competition 98

Partners in Excellence

MARCH 28, 2024

We find facts and evidence that support our experience or what we want to believe. Our propensity to do this causes us, perhaps unconsciously, to defend the status quo. But this doesn’t mean we are right. The doesn’t mean we are seeing things the way they are. It’s human nature to have biases.

Engineering 73

Engineering Maximizer Positioning Course 73

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? And when we do, we are overwhelmed with information and data about what we might do. Or the number of change projects than end in doing nothing.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Partners in Excellence

JANUARY 23, 2024

It’s finding the time to do these things. If you can’t do this, you haven’t thought through things deeply enough. In speaking to leaders at all levels, I ask the question, “Other than making the number, what are the top two priorities for driving your organization’s performance this quarter/year?”

Face-to-face 102

Face-to-face Coaching Strategy Consumer 102