Sales Hacker

MARCH 6, 2018

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Review your team’s pipelines at least once a week.

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Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." That makes the article all the more disappointing.

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Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? The best outcome is getting orders, but often sellers have to give discounts to incent early decisions. The best way to avoid early closes is for sellers to make sure they have adequate pipelines on an ongoing basis. Need some help with your sales performance?

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Closing Training Buying Cycle Incentives 61

Pipeliner

MAY 9, 2023

This article details six strategies for building a successful sales team that can help you achieve your business goals. Use Data and Analytics to Measure Performance By analyzing key metrics such as conversion rates, sales pipeline velocity, and average deal size, you can identify areas for improvement.

Hiring 98

Hiring Strategy Social Media Incentives 98

Troops

APRIL 18, 2018

It’s great if you can fill the top of the funnel, but you won’t get far if your sales pipeline is a leaky bucket. This article is designed to help you identify ways to improve the way you engage with prospects in your sales pipeline stages. The importance of defining sales pipeline stages.

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Janek Performance Group

JULY 12, 2022

In this article, we’ll explore how to transform your LinkedIn company page from a boring, static content platform into a revenue asset on par with your website. Keep reading, and let me know what you think after you complete this article. This article is not about creating or optimizing your LinkedIn company page. The Basics.

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Janek Performance Group

JUNE 13, 2022

When the last days of the month roll around, we scurry through our pipeline trying to find the straggling deals to save our numbers. If this sounds too familiar and you want to break the end-of-the-month fire drill, this article is for you. That means building pipeline.

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Discount Pipeline Incentives Incentive 62

The Spiff Blog

APRIL 27, 2023

In this article we plan to resurface a few well-known, but often overlooked, principles of compensation and motivation that can boost you and your team during these tough times. Of course, your reps know they’re supposed to be closing deals and generating pipeline. Such circumstances may naturally elicit feelings of unease.

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Motivation Hiring Compensation Incentives 75

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Marketing then tailors their campaigns to feed the sales pipeline, while sales offers on-the-ground feedback to fine-tune marketing strategies. Get on sales calls. The result?

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Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 103

Sales Hacker

AUGUST 26, 2021

You’re usually given guaranteed draws so that you get paid the incentive. Draws: Some companies offer straight up 100% incentive payout during the first three months while others do a staggered payout like 80% on the first month, 60% on the second and 40% on the third. Ramp policy. There are different criteria to be curious about.

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Commission Compensation Incentives Incentive 95

Janek Performance Group

APRIL 18, 2023

Build an automated pipeline for your sales team, full of high-quality leads, without adding headcount to your sales staff. In this article, we take a look at the growing trend of business development outsourcing. This will increase the likelihood prospects show up for the appointments and turn into real pipeline opportunities.

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Outsourcing Services Ideal Customer Profile Scale Hiring 62

Nutshell

MARCH 19, 2024

This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast. The result is that sales reps spend more time doing administrative-type work when conversing with customers and less time managing leads and pipelines.

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How To Sales Qualified Lead CRM Face-to-face 71

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. My hope is that most months a seller''s pipeline is good enough so that closing prematurely doesn''t happen as a matter of course. Frantic quarter closes have a way of becoming the norm when the pipeline is emptied at the end of each quarter. Need some help with your sales performance?

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Closing Training Buying Cycle Incentives 45

Janek Performance Group

NOVEMBER 14, 2022

This article explores how financial professionals and their organizations can continue to drive new business forward and deliver on their targets. The second cause of feeling vulnerable is the lack of pipeline. Most likely by having nothing else in your pipeline. How do you make a bad loan? ” Mindset Over Tactics.

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Pipeline Lead Rank Lead Scoring Margin 62

Hubspot Sales

OCTOBER 20, 2020

You want your reps to be ambitious and dedicated — willing to do that much more to book an extra meeting or keep a prospect with waning interest in your pipeline. Prizes can be valuable incentives to motivate your sales rainmakers. Achieving sales excellence is, in large part, a matter of putting in more effort than your colleagues.

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Commission Incentives Incentive How To 106

Crunchbase

MAY 19, 2023

From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. In this article, we’ll dive deep into eight of the top challenges of prospecting that salespeople face and discuss strategies you can use to overcome them.

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Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

Crunchbase

JUNE 17, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. The key to driving ultimate sales results is a clear plan.

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Compensation Competition Salary Commission 98

Crunchbase

JANUARY 13, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. The author is an expert in their field and a Crunchbase user.

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Compensation Insurance Insurance Sales Methodology 98

Nutshell

JANUARY 30, 2020

Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between. Clearly-defined sales pipelines are the foundation of an effective sales team. See also: multiple pipelines in Nutshell Pro ).

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Top of Funnel CRM Webinar Metrics Marketing 155

Crunchbase

JUNE 28, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . You can also offer incentives in the form of bonuses, gifts, etc., Final thoughts.

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Webinar Metrics Training Strategy Software 111

InsideSales.com

JULY 1, 2020

In this article; Review the Company Sales Strategy. An incentive system, such as on-target bonus earnings on sales revenue, is a worthwhile strategy to motivate the whole team. It is vital to manage the journey of your product and handle any disruptions in the pipeline. How is your top sales-people performing? Sales Bonus.

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Revenue Strategy Territories Forecasting 58

Sales Hacker

JUNE 14, 2019

You know it’s important to capture high-quality data to help you conduct QBRs , analyze your account health, review handover processes , report on your opportunity pipeline, and forecast win rates at your organization. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives.

Data 68

Data Closing Prospecting Incentives 68

Nutshell

AUGUST 27, 2018

The articles below will help you create the perfect cold email: “16 B2B cold email templates that sales experts swear by” by Nutshell. If you’d like to learn more about the benefits of warm calling and how to use the tactic effectively, we recommend checking out the following articles: “Warm Calling vs Cold Calling: Which is Best for You?”

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Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. But, modern sellers beware! Not all sales or customer referrals are made equal. Do you see another?

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Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. But, modern sellers beware! Not all sales or customer referrals are made equal. Do you see another?

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Referrals Strategy Buyer Persona LinkedIn 78

Hubspot Sales

JULY 25, 2023

Examples of research that AI can do for you are performing market and prospect research, finding datasets, and summarizing articles. Data Analysis/Reporting Using machine learning, AI tools excel at analyzing or manipulating large data sets (like a sales pipeline!). Choosing a tool is Step 1. Measure success.

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Top of Funnel Forecasting Sales Qualified Lead Lead Rank 84

Highspot

AUGUST 2, 2022

In this article, we’ll define just what SPM is, how you can use it to measure (and improve) performance, and how it can help your business not only to achieve, but to smash revenue and business goals. Percentage of closes in the sales pipeline. Use the basic model of a sales pipeline, but make it your own. Events attended.

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Hiring Lead Rank Maximizer Referrals 52

Sales Hacker

MAY 6, 2021

The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close. Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

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Hiring Retention B2C Demand Generation 93

Sales Hacker

SEPTEMBER 24, 2022

I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. In this article, I’ll walk you through: What a sales funnel is, The elements of a high-performing sales funnel, And finally, strategies to create sales funnels that get results.

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Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Hubspot Sales

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. Compensation is the most fundamental, powerful incentive for reps to perform. After all, it's literally the reason they're working in the first place. over the next six months while maintaining our current call cadence.".

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Lead Rank Sales Qualified Lead Lead Scoring Leads 102

Hubspot Sales

JANUARY 23, 2020

In this article, you’ll get some perspective on what spiffs are, an understanding of the risks that come with them, and a better picture of how to use them effectively. Spiff stands for "Sales Performance Incentive Fund" (spelled with an extra "f" for some reason in some cases). Determine the incentives themselves. Is it cash?

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Incentives Incentive How To Exact 48

Gong.io

OCTOBER 27, 2021

They’re game to dig into the details on performance metrics and process optimization, create new strategies for things like rep incentives and training, and analyze potential tech solutions and tools. I mean… it’s a Gong article for Pete’s sake.) . Pipeline coverage : How much pipeline do you have relative to your gap to quota.

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Nutshell

MARCH 8, 2023

In this article, we’re giving you the inside scoop on how CRMs impact marketing, sales, and customer service teams to help your business thrive. This means offering support, promotional and exclusive customer discounts, and any other incentives to encourage continued loyalty.

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Customer Service CRM Customer Marketing 48

Sales Hacker

APRIL 8, 2019

Typically, team goals are stretch goals with a juicy incentive tied to goal achievement. But sales competitions are also a major culture-building opportunity—that is, if you run your competitions the right way and get creative with your sales incentives. As a bonus, they can deliver some quick wins in a short amount of time.

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Top of Funnel Incentives Incentive Hiring 106

InsideSales.com

DECEMBER 1, 2019

In this article: The Importance of Sales Goal Setting for the Holidays. If you don’t already have a strong pipeline leading into the holidays, the inside sales world struggles. Re-evaluate Your Sales Pipeline for Quota Attainment. The pipeline can also help with that. After all, they want some vacation time, too.

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Quota Discount How To Decision Maker 74

Vengreso

JUNE 6, 2023

Read our Definitive Prospecting Guide for sales management to grow pipeline. Check out this article on sales innovation techniques you can implement today. Incentives: Design plans that reward exceptional performance. Track interactions with leads and schedule regular follow-ups. Practice active listening techniques.

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Hiring Strategy Referrals Sales Qualified Lead 90

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. Let me dive in, with the disclaimer, much of what Brian addresses is B2C, though at the end of the article he bridges B2B. We have those arguments with the pipeline, the funnel, and now the flywheel. I will focus on B2B.

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