The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Compensation plans need to evolve with organizational objectives and sales strategy. Have you made any adjustments to your 2019 comp plan for sales development reps?

Compensation 52

Compensation Sales Qualified Lead Salary Quota 52

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 111

Tools Closing Territories Hubspot 111

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Close More Deals.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. In this report we heard from over 15,000 B2B buyers. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy.

Territories 308

Territories Compensation Buyer Google 308

Score More Sales

JULY 22, 2014

Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. In the process of prospecting a small business, you bring up a recognizable Fortune 50 company as a point of reference.

Pipeline 226

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

Score More Sales

APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. The same is true for companies in your geographic territory who fit one of your buyer profiles. Close More Deals.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Mindtickle

DECEMBER 7, 2023

Today I’m here to talk to you about something that we are hearing a lot from our customers and prospects. And then you also have pricing territory compensation management, the list simply goes on. And finally, Lindsey shares a success story where a B2B tech company with Mindtickle’s help, of course, double their win rates.

Revenue 52

Revenue Hiring Analytics Vendor 52

Mereo

NOVEMBER 15, 2023

2) THE GRAYING OF LINES BETWEEN SALES AND MARKETING RESPONSIBILITIES Many sophisticated B2B organizations are seeing their sales and marketing responsibilities blurring and overlapping. Do they align to a market program or a selling territory? Are the client success teams compensated on retention only or on account growth as well?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Zoominfo

OCTOBER 6, 2020

Reps can take on too much, too fast and burn out — suddenly, not only do you find yourself drowning in work, but one of your top performers is reconsidering long-term prospects at your company, or at the very least, they’ve lost confidence. For instance, they may be selected to support a specific territory with higher potential.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Prospecting. Add a Comment.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? A salesperson may send many emails to a prospect, the prospect may respond but the lead isn’t yet an opportunity. How many of your individual sales reps meet or beat the benchmark?

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

The Pipeline

MARCH 28, 2011

Most common of these is prospecting, but there are other things including keeping the information in their CRM up-to-date. Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Senior Personitis, an illness that plagues sales organizations [link] #B2B #Sales #EDGE.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

MARCH 17, 2011

Stored in "Did You Just Say.?" , Appointments , Attitude , Cold calling , Prospecting , Tongue in cheek , execution. In working with a rep who has avoided prospecting activities lately, during our most recent meeting I asked what he accomplished last week and what his plan was over the next two weeks. " [link] #sales #B2B.

Pipeline 228

Pipeline Twitter Cold Calling B2B 228

The Pipeline

AUGUST 24, 2011

Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Prospecting. Sales Compensation.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

Score More Sales

DECEMBER 27, 2013

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? Then, and only then, can you break it down into smaller pieces. Close More Deals.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

The Pipeline

JANUARY 17, 2012

B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Needless to say this is a great resource for all in B2B sales, and needless to say the list includes your humble writer, and not so humble sales trainer, myself Tibor Shanto. Prospecting. Plagiarism.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog. TopLine Sales Compensation Solutions.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The ROI Guy

JULY 29, 2015

These are the findings of a recent Smart Selling Tools research study of sales and sales enablement executives, investigating B2B Sales Tools to determine which delivered the biggest benefits.

ROI 83

ROI Tools Compensation Territories 83

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13. Prospecting.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

JUNE 15, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Proactive , Productivity , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sell Better , Success , Value , execution. Status Quo has been a central theme and concept in B2B sales since it has evolved as a craft. Prospecting. Plagiarism.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Prospecting. Sales Compensation. Territory Alignment. B2B Lead Generation Blog.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 18, 2012

Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog. TopLine Sales Compensation Solutions. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog. TopLine Sales Compensation Solutions. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog. TopLine Sales Compensation Solutions. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

Allego

DECEMBER 14, 2021

B2B buyers are harder to reach and B2B sales are more complex than ever, often taking months (even years) and numerous touchpoints to close. With many companies working in hybrid situations, sellers are navigating new territory when it comes to prospecting and buyer engagement. 6 Elements of Employee Experience.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

Score More Sales

APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. The same is true for companies in your geographic territory who fit one of your buyer profiles. Close More Deals.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

The Pipeline

JANUARY 11, 2012

Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Prospecting. Sales Compensation. Territory Alignment. B2B Lead Generation Blog.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

AUGUST 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

APRIL 27, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. Two weeks ago I in a post title Prospecting and the “Last Inch” , looking at key thing to consider at that final moment when you have to reach out and engage directly with your prospect. Prospecting.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

MARCH 18, 2011

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. The Pipeline Guest Post – Dan Waldschmidt. It’s a strategy we all need. Jill Konrath.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

JULY 25, 2011

Long drive, I started thinking further as to how many B2B sales people and sales organization also make it unnecessarily difficult to buy from them. Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog. TopLine Sales Compensation Solutions.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

MARCH 7, 2012

Prospecting. Sales Compensation. Territory Alignment. 3 R’s of Prospecting Success. B2B Lead Generation Blog. TopLine Sales Compensation Solutions. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210