The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. Making proclamations, spinning data, presenting speculation as fact , only to be undercut by facts. But why let the issue be clouded by facts when there is a waiting public ready to consume. From The Genesis.

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Call-back Pipeline Face-to-face Video 290

The Pipeline

JUNE 25, 2019

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles.

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Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

The Pipeline

JANUARY 14, 2020

In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation. Assuming your target buyer was one of these commuters, what are they thinking about while in routine traffic?

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Lead Rank Lead Scoring Buyer Objections 250

The Pipeline

SEPTEMBER 28, 2021

I know what you’re thinking, “not my team.” Yet every time we do an exercise around what “you sell”, we see a different result. Beyond the weakness and sheer predictability of these statements, they do not add value to the prospect. ( Definition of value ). And while it sounds well and good, how do you do “momentum?”

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

Zoominfo

DECEMBER 28, 2020

You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. Your marketing and sales teams need both. What are examples of data-based buying signals.

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Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. Here is a challenge for you, what is the most bizarre response you get to that question. That lack of definition is rarely the reps’ fault.

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Prospecting Forecasting Call-back Pipeline 274

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? What is Lead Generation? While the B2B landscape may always be changing, lead generation will always be important. What is a Lead? Pretty simple, right? Lead Scoring.

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Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. To craft an effective modern sales playbook , data and analytics must reign supreme. What is a Sales Strategy?

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Strategy Lead Rank Lead Scoring Hiring 130

Hubspot Sales

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. Below are the top six phrases that undermine your credibility.

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Hubspot Decision Maker Sales Resources 106

Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Out of all the daily tasks a salesperson goes, it’s definitely the most uncomfortable. Why do Sales Cold Calling Scripts Matter? Cold calls?

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Cold Calling Data Hiring Intent Data 240

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. On a typical day, we’d be shocked if you spent 8 hours on the phone. Do you have your prospects’ email addresses and direct dial phone numbers on hand? Researching Prospects.

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Ideal Customer Profile Analysis Decision Maker CRM 264

Zoominfo

FEBRUARY 22, 2021

Almost everyone thinks salespeople are all about beating their competition (well, there might be a little truth to that). But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. So, if you’re looking for inspiration, Kyle is definitely someone to follow.

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Social Media Influencer Media Hiring 205

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you?

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Face-to-face Buying Cycle Outbound B2B 92

Zoominfo

DECEMBER 23, 2020

Who knew what surprises awaited us in 2020?). The digital strategies we’ve created and altered in 2020 have been drastically different from previous years, and will definitely differ in 2021. One of those strategies to add to your resolutions needs to be for your contact database. Improve Your Data Quality.

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Ideal Customer Profile Data B2B Webinar Metrics 245

Act!

APRIL 16, 2024

How then, can your commercial real estate business personalize your marketing campaigns ? It all starts with your customer relationship management ( CRM ) system. Consider that over 361 billion emails will be sent daily this year, a significant chunk of which will be marketing emails. For instance, Act!

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Campaigns Real Estate Ideal Customer Profile CRM 52

Pipeliner

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

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Sales Enablement Hiring Scale Resources 98

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. DOWNLOAD Is your business ready for a CRM?

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Positioning Customer Churn Face-to-face 127

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in.

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Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Partners in Excellence

JANUARY 29, 2024

Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. Our host, Monty Hall, yells, “CROs come on down… ” Then Monty says, “Johnny, tell our contestants what’s behind Door #1 and Door #2! Selling cycles are increasing.

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Face-to-face Sales Cycle Quota Loyalty 78

Partners in Excellence

AUGUST 22, 2023

Leveraging friends and colleagues who consult, I asked them what they were seeing with sales executives they work with. Varying types of products/services, different markets, transactional and complex sales. A colleague interviewed one sales executive who was insistent on building an 8X pipeline.

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Lead Gen Pipeline Scale Hiring 95

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. What is a sales pipeline?

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Pipeline Lead Rank Lead Scoring Sales Qualified Lead 71

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. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

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Data Discount How To Quota 117

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

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Lead Rank Territories Lead Scoring Quota 97

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As a salesperson, you‘re almost guaranteed to have to handle this kind of situation at some point in your professional life.

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Hubspot Closing Hiring Cold Calling 81

BuzzBoard

OCTOBER 3, 2023

When your customers are savvy, discerning, and constantly bombarded with a barrage of sales pitches and marketing messages, how do you plan to stand out in this crowded digital arena? It’s like having a conversation with a friend who understands your pain points, needs and business aspirations.

Lead Rank 105

Lead Rank Scale Sales Qualified Lead Demographics 105

Partners in Excellence

JULY 14, 2023

Long time readers know I tend to be obsessed with Win Rates. My obsession would seem to be obvious and, more importantly, shared. If I start chasing marginal deals or those driven by wishful thinking, I’m not spending my time on “my deals,” those that should be wired for me to win. What’s the trick?

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Ideal Customer Profile Pipeline Margin Construction 78

Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. Don’t be this person. Can I help you with anything today?”

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Commission Call-back Hotels Sales 94

Marc Wayshak

MARCH 22, 2023

Over the past couple of years, there has been a seismic shift to inside sales. Salespeople who used to sell out in the real world, face-to-face with prospects, began selling inside, never having to leave the office in order to close deals. Inside sales isn’t going anywhere. Know your process. Check it out: 1.

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Inside Sales Closing Face-to-face Intent 90

criteria for success

SEPTEMBER 16, 2022

One of the most difficult aspects of a salesperson’s job is prospecting. As a sales manager, you can alleviate some of this prospecting pain by engaging your team in targeting and lead scoring. We find the most common cause of poor prospecting is failing to consider who exactly you are trying to reach. Listen Now.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

Alice Heiman

APRIL 15, 2020

A month ago, you knew what to say when you picked up the phone or composed an email to prospect s. You knew your ideal customer profile, your target market, and your value propositions. You had all the tools you needed to prospect efficiently and effectively. . The New Reality of Prospecting .

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Ideal Customer Profile Prospecting How To Face-to-face 166

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.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

JANUARY 5, 2024

It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

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Inside Sales Lead Rank Lead Scoring Churn 87

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. The 18 Best Places to Research Buyers Before Sales Conversations.

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Research Prospecting Face-to-face Twitter 127

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% Know your audience.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In our past articles, we have talked about some of the best sales methodologies in depth. This would be the last article in that series, and we’re talking about Sandler Sales Methodology. Sounds a bit confusing?

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Sales Methodology Lead Rank Lead Qualification Sales Qualified Lead 136

Hubspot Sales

OCTOBER 26, 2020

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers.

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Hubspot Decision Maker How To Follow-up 124

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.

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Sales Process Ideal Customer Profile Top of Funnel Buyer Persona 52