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. August 2010. April 2010.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

FEBRUARY 3, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008. May 2008.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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. August 2010.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

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

APRIL 27, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

No More Cold Calling

APRIL 3, 2020

It’s not 2002 and 2003, or 2008 and 2009. You can build revenue, retain your ideal clients, find new prospects, build a strong sales pipeline, and decrease your cost of sales. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain. Even in a lagging economy.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Alice Heiman

JANUARY 31, 2023

Growth was great, annual sales revenue soared. Then the pandemic hit and revenue plummeted to near zero. EventMobi is an interactive mobile event guide app that helps engage audiences, further green practices and generate revenue. Instead he hired young, hungry graduates who could listen and tell stories. His strategy worked.

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

The Pipeline

AUGUST 10, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008. May 2008.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

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. August 2010. April 2010. March 2010.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

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. August 2010. April 2010. March 2010.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

AUGUST 22, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. How much time will you save them, how much less downtime will they realize, how much increase in revenue or productivity will they see. August 2010.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

AUGUST 16, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. August 2010. April 2010.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

JULY 18, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

SBI

JUNE 11, 2013

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. These companies not only have a need to change, they are changing.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

Alice Heiman

DECEMBER 13, 2022

He spent twenty years selling and leading a sales force in the highly commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com since 2009. Author, Leading Growth: The Proven Formula for Consistently increasing Revenue. Contact info: Anthony Iannarino. Book page on Amazon: [link].

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

The ROI Guy

FEBRUARY 18, 2010

I am very pleased to announce our record 2009 performance at Alinean, and a big thanks to all of our customers, partners and team! Grew revenue by 26% and continued profitable growth for third straight year. Some of the highlights: > Added 20 new customers to marquee list of leading B2B solution providers.

Hiring 40

Hiring Infor Lead Rank ROI 40

The Pipeline

MARCH 31, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Sales Hunter

NOVEMBER 14, 2011

In today’s corporate environment, responsibilities are outpacing the time needed to perform the activities that drive revenue. Second, they spend less time in the field because of reason one and are too busy completing non-revenue generating activities. Revenue is Down. December 2009. November 2009.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Pipeline

JANUARY 16, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

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. August 2010. April 2010. March 2010. February 2010.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

SEPTEMBER 9, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Pipeline 226

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

The Pipeline

JUNE 3, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Sales and Marketing Management

SEPTEMBER 28, 2020

Companies in travel, retail, and nonprofits are just some examples of those faced with a substantial drop in revenue. As a founding member of INFUSEmedia and its chief revenue officer, he has overseen the company’s growth from startup to a global organization of over 400 employees with six offices on two continents.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

SBI

DECEMBER 8, 2020

Digital, at the time was largely confined to typing and storing word processing documents and creating spreadsheets to keep track of sales forecasts and booked revenue. It was in 2009, after two-decades of sales experience, and 4 years after the launch of the AppExchange, that I started Smart Selling Tools. Still, it’s a lot.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

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. August 2010. April 2010. March 2010. February 2010.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Sales Hunter

DECEMBER 13, 2011

For each dollar in additional revenue, there will be one additional dollar added to the profit column. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Understanding the Sales Force

JANUARY 9, 2013

Significant increases to revenue and profit. Them: Our plan for 2013 is to maintain revenue where it is. Even if the industry is shrinking, maintaining revenue isn't exactly a win. How did everyone feel in 2009 when revenue tanked? But it does apply to 74% of all salespeople and 82% of all sales managers.

Commission 203

Commission Revenue Course Sales Cycle 203

HeavyHitter Sales

NOVEMBER 7, 2020

As Senior Vice President of sales for AuditBoard, the 3rd fastest growing technology company in North America as ranked on Deloitte Technology’s Fast 500, my focus is on revenue growth because it is one of the most important financial metrics in determining the market valuation of a company. million in revenue compared to $145.8

Lead Rank 78

Lead Rank Lead Scoring Analysis Marketing 78

Sales and Marketing Management

AUGUST 14, 2017

He had read the company’s annual report and there was a compelling business issue that he gleaned from it: To reach top-line revenue it seemed it was going to be necessary to migrate their salespeople from selling products to selling business outcomes possible with devices that were part of the Internet of Things (IoT).

Gatekeeper 249

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

The Pipeline

APRIL 15, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. August 2010.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Zoominfo

OCTOBER 18, 2022

Giving everything away for free may build brand equity, lead-gen advocates argue, but doing so deprives a sales team of qualified leads that can drive revenue. The other side believes that lead-gen is a valuable strategy in its own right, and that failing to gate some assets is leaving money on the table. But while the lead-gen-vs.-demand-gen

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Braveheart Sales

AUGUST 11, 2023

In the fierce pursuit of delivering an unparalleled customer experience, the key to driving more sales and recurring revenue lies in harnessing the potential of your current customer relationships. In the best sales organizations, having hunters and farmers in their respective positions is essential for maximizing revenue.

Loyalty 52

Loyalty Sales Qualified Lead Maximizer Account 52

The Pipeline

JULY 29, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Sales and Marketing are both responsible for revenue generation, and must be incredibly collaborative to make it work. August 2010. April 2010. March 2010.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Mereo

DECEMBER 21, 2023

This pattern is similar to what we saw in the 2008 / 2009 recession. Many organizations have moved to general manager (GM) models or chief revenue officer roles that incorporate two and, in many cases, all three of these functions. When they did not have that clarity, they froze. Yet some trends signify movement in the right direction.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

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. By Tibor Shanto - tibor.shanto@sellbetter.ca. Pundits can live off their reputation, and declare cold calling dead.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

The Pipeline

JULY 11, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008. Call me to sign up!

Pipeline 225

Pipeline Twitter Hiring B2B 225

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. In 2009, Steve was brought in by its ownership group, Oncap.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297