The Pipeline

OCTOBER 14, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Our mission as salespeople is simple, drive revenue. Expected Income Per Sale X Probability = Total Revenue. August 2010. April 2010. March 2010.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

AUGUST 24, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Prospecting.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

FEBRUARY 24, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. As in the casino, financial success is the goal, in sales it is in the form of deals or revenue rather then the jackpot at the roulette table. Prospecting.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

AUGUST 10, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. When Sales Met Marketing. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Zoominfo

OCTOBER 18, 2022

Lead generation has matured immensely as a marketing discipline over the past decade, with more tools and data available than ever before. There are essentially two competing schools of thought among B2B marketers. The good news? Nothing gets people riled up like a good old-school rivalry. But while the lead-gen-vs.-demand-gen

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

The Pipeline

FEBRUARY 3, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

APRIL 27, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. No matter how difficult your market or month is, there’s always something to celebrate. Matt is President of Heinz Marketing Inc. Prospecting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

MARCH 28, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet. August 2010. April 2010. March 2010.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

AUGUST 16, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. Prospecting.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

MARCH 5, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. In the end the only measure that really counts is revenues, and I would argue a slightly better measure is earnings. Prospecting. August 2010.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

AUGUST 26, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. If the goal is revenue growth then the resources should be effective and high quality to ensure maximum growth. Is the market the customer is in ideal?

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

SEPTEMBER 9, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. In the process of prospecting a small business, you bring up a recognizable Fortune 50 company as a point of reference. August 2010. April 2010.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

JULY 18, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. When Sales Met Marketing. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

MARCH 31, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

SBI

JUNE 11, 2013

Fast growing companies are often the best prospects for products and services. Of equal significance is this, ‘fast growing’ refers to revenue, and growing revenue is an indicator of ‘ability to buy.’. Winning big deals and steady, fast-paced revenue growth are good indicators that a company can afford to make desired changes.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

The Pipeline

JANUARY 16, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Let me get this straight, normally you have prospects lined up out the door, round the block, but because I was coming today you cleared the lot, right?

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. Then we change, more accurately, the market and success changes us. To exclude one, is to limit your success. Tibor Shanto.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Alice Heiman

DECEMBER 13, 2022

Number one, a set amount of time per week prospecting. It’s when the CEO has a vision that is tangible, proven, and clearly understood by customer success, marketing, and sales. [12:39] Author, Leading Growth: The Proven Formula for Consistently increasing Revenue. Unlearning old sales habits is only the beginning. Blog: [link].

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

LeadIQ

OCTOBER 8, 2018

If you sell ad tech, maybe you are helping a marketer hit their revenue goals. Today we’re going to talk about a prospect’s dreams. One example of Disney executing from a business standpoint on their brand archetype was buying Marvel for $4 billion dollars in 2009.

Prospecting 68

Prospecting Airlines Motivation Follow-up 68

Sales and Marketing Management

AUGUST 14, 2017

My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking. Whether making cold or warm calls in trying to find new opportunities, it can be a humbling experience for salespeople.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Mereo

DECEMBER 21, 2023

JAY MITCHELL REMEMBERS INDECISIVE BUYERS AND HOPES FOR A 2024 RAMP-UP As trusted advisors to dozens of companies, we at Mereo get to see market and economic trends from not only individual companies but on a macro-level. This pattern is similar to what we saw in the 2008 / 2009 recession.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

Costello

NOVEMBER 15, 2018

Eric Pratt, Author and Managing Partner at Revenue River. For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency.

Top of Funnel 63

Top of Funnel Inbound Outsourcing Services Conversion 63

The Pipeline

MAY 23, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. After all, we in sales play a big role in driving revenues and profits, and ultimately cash flow. Prospecting. When Sales Met Marketing.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

MARCH 18, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. And so what’s most important – increasing revenue – is something that never seems to happen. Prospecting. When Sales Met Marketing.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

JULY 11, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. I also think that as a sales pro, we are on display every time we sit with a prospect. Prospecting. When Sales Met Marketing. August 2010.

Pipeline 225

Pipeline Twitter Hiring B2B 225

Jeff Davis

JANUARY 18, 2017

We know that company culture effects alignment between sales and marketing. I discovered Jeff’s writings by reading about the terrible effect that misalignment between sales and marketing could have on a business development - “ World War B2B: The misalignment of sales and marketing ”. and I cannot agree more with him.

Hiring 48

Hiring Marketing B2B B2C 48

Corporate Visions

JUNE 19, 2019

Written in 2009, Moore’s provocative methodology was a startling revelation for many companies who were desperately trying to understand how to salvage their business during the “Great Recession.” Today, the vast majority of a business’ revenue (70-80 percent) comes from existing customers. Know when to reinforce the status quo.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85

Hubspot Sales

MARCH 15, 2019

We're losing more than we're gaining for the first time since those statistics have been tracked, and the crossover coincided with the recession of 2007-2009. Census Bureau, the overall number of business applications began to recover in late 2009 and has been trending up for the past ten years. Source: Capterra. According to the U.S.

Outsourcing Services 145

Outsourcing Services Scale Lead Rank Lead Scoring 145

Pointclear

JANUARY 15, 2013

Here are some truths you should know about selecting a partner among lead generation companies: Virtually 100% of marketing qualified leads should become sales accepted leads. Students, prisoners (yes, there’s a company out there that does this), appointment setters and offshore call center staff should not be contacting your target market.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Hubspot Sales

MARCH 3, 2020

In 2019, millions of social media users took to their Facebook and Instagram profiles to post their 10-year challenge photos consisting of side-by-side shots of themselves in 2009 and 2019. With consumers and businesses navigating a challenging economy and sobering job market, many companies were focused on staying afloat.

Outsourcing Services 91

Outsourcing Services Strategy Remedy Consumer 91

Close.io

SEPTEMBER 20, 2019

My small team at Zocdoc back in 2009 had the future COO of Managed by Q, the future VP of CS at Teachable, VP of Sales at Glia, CEO & founder of MealPass, SVP of Sales at PatientPop (hey, that was me!), It’s also great for prospecting !). They are future Directors, VPs, and CEOs of incredible companies. Don’t believe me?

Networking 81

Networking Social Media LinkedIn Hiring 81

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. They think in sound bites, not lengthy marketing “garbage”. They are risk averse.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

The ROI Guy

OCTOBER 11, 2010

For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

LeadIQ

MAY 14, 2018

Throughout business history, being first to market is always great, but often times, it is the 2nd and 3rd companies that come to market that prevail. This is because they can look at what the current market leader is doing, and do some crazy ninja stuff to beat them out. You need to focus still on your prospect.

Customer 58

Customer Decision Maker How To Vendor 58

Delicious Sales

MAY 2, 2012

Marketing (6398). Prospecting (4539). Revenue (1783). 2009 (1040). In 2009, there were 800,000 inside sales departments. So many prospects and clients to kill, so little time. Topics Major Topics. Sales (12918). Training (4995). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

SBI

APRIL 25, 2011

The lead farm—it may not sound very sexy at first hearing, but its function and resources are critical success factors in overcoming challenges that prevent B2B sales and marketing groups from operating at peak efficiency and delivering full revenue potential. A resource and functionality gap between marketing and sales.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63