The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Gong.io

OCTOBER 12, 2022

Here’s How Marketing Teams Can Win More With Revenue Intelligence. Specifically for marketing teams, Gong helps to: Hear the voice of the customer. Understand what happens to leads in the funnel (Demand Generation teams). Monitor how new messaging is landing in the field (Product Marketing teams). Just For Sales?

Revenue 62

Revenue Marketing Top of Funnel Call-back 62

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

Zoominfo

JUNE 8, 2020

There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing. In the B2B world, there are some fairly obvious ones that we’ve read about like virtual events, remote training, and better attention to employee mental health. Marketing emails are up.

Outbound 195

Outbound Company Webinar Metrics Demand Generation Targets 195

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Implementing the program is the key to marketing success. Avoid Ad Hoc Marketing.

Small Business 253

Small Business Small Business Pipeline Marketing 253

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

The Pipeline

APRIL 15, 2011

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. March 2008. February 2008.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

Zoominfo

JUNE 8, 2020

There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing. In the B2B world, there are some fairly obvious ones that we’ve read about like virtual events, remote training, and better attention to employee mental health. Marketing emails are up.

Outbound 147

Outbound Company Webinar Metrics Demand Generation Targets 147

Sales Hacker

FEBRUARY 15, 2018

The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. Justin Shriber – VP of Marketing, LinkedIn Sales & Marketing Solutions. Read our blog – HERE.

Top of Funnel 66

Top of Funnel Revenue Marketing Marketo 66

Sales Training Connection

AUGUST 24, 2011

Marketing-Sales Alignment. Much has been written about the Marketing-Sales chasm. That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. In that post, four techniques were offered to assist in aligning the Marketing and Sales effort.

Marketing 67

Marketing Demand Generation Targets Demand Generation Territories 67

The Pipeline

FEBRUARY 17, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Train your reps to understand a lead’s challenge and offer solutions accordingly.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The Pipeline

DECEMBER 7, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. Demand Generation. Sales Training. Appointments.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

FEBRUARY 8, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. Demand Generation. Sales Training. When Sales Met Marketing. Contest – Enter To Win!

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

MARCH 7, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

NOVEMBER 23, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 28, 2012

Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

JANUARY 17, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

JUNE 15, 2011

For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. This has become much more the case since the introduction of the marketing term Sales 2.0. Demand Generation. Sales Training. When Sales Met Marketing. Guest Post.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

MARCH 6, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

FEBRUARY 29, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

FEBRUARY 24, 2012

Some of the “propositions” developed by someone in marketing who base the “value” on “primary” and “secondary” research sources, rather than being based on conversation with live clients. Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

AUGUST 10, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

JANUARY 6, 2012

If you are a regular reader of this blog, thank you, you know one of the hallmarks has been a focus on execution. As you have heard me say, sales is all about execution, everything else is just talk, and frankly with all the demands on sales professionals these days, there is little time for talk. Demand Generation.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

NOVEMBER 10, 2011

The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. To help answer this question we have brought together top Focus sales and marketing experts to talk about the specific tactics that work for sales people today. Demand Generation. Sales Training.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

JULY 25, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Demand Generation.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

MARCH 9, 2011

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

JANUARY 24, 2012

Demand Generation. Sales Training. When Sales Met Marketing. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Linked Intuition The Blog.

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203