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. You often hear sales leaders articulate their long-term plans, direction of the market, and how they plan to take a leadership role in many of the developments they outline. Demand Generation.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Highspot

AUGUST 31, 2021

The latter, on the other hand, may require a deeper investment in content marketing and SEO. Think about sales models and sales processes as two sides of the same coin: your sales model determines how you’re going to generate leads for your business and your sales process puts that approach into action.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

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.

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Manticore Pipeline Marketing Lead Rank 217

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. Territory Alignment. When Sales Met Marketing. Community Marketing Blog.

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Pipeline Hiring Demand Generation Demand Generation Targets 223

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. This why, the next step is the objective of any interaction with a buyer.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

Zoominfo

JUNE 6, 2019

Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. B2B sales prospecting is the act of looking for potential buyers, customers, or clients to convert into new business. 24% of companies gained more leads using buyer personas.

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B2B Top of Funnel Buyer Persona Prospecting 100

The Pipeline

OCTOBER 26, 2011

On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Demand Generation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Book Notice.

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Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 8, 2012

Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Demand Generation. Territory Alignment.

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Pipeline Top of Funnel Cold Calling Webinar Metrics 228

SBI Growth

FEBRUARY 18, 2014

You’ve had an open territory for some time. Marketing / Demand Generation Campaigns / Lead Management. Buyer Personas & Buying Process Maps. It’s every Sales Manager’s struggle. Getting quality candidates through the interview process has been slow going. You finally found an A-player. Product Knowledge.

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Hiring How To Buyer Persona Demand Generation 202

Mereo

APRIL 2, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Operations Pitfalls. Sales Methodologies Awry.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

The Pipeline

MAY 13, 2011

My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Buyers buy from people they like (and respect).

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Report Pipeline Top of Funnel Webinar Metrics 244

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. Territory Alignment. When Sales Met Marketing.

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Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 6, 2012

Questions create interesting experiences for people, and don’t forget, buyers are people. One is the beliefs that all questions have an answer, and indeed, that all questions deserve or demand an answer. Demand Generation. From the time we are toddlers, to school, to early jobs; they asked, we answered. Book Notice.

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Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. I am not saying there is no value, what I am saying is that vast majority of B2B buyers and sellers are not as connected or plugged in as the bleeding edge folks.

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

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. Territory Alignment.

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Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

DECEMBER 12, 2011

If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Book Notice.

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Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

OCTOBER 10, 2011

No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. Of course there are times when the buyer doesn’t agree; you can test, back track, reposition things, or do any number of things that can help you reposition, retest your next step, or even your Plan B. Demand Generation.

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Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

JANUARY 28, 2012

Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Then I got to thinking, is this reflective of the level of accuracy and reliability the modern buyer can rely on when he/she turns to social media as part of their buying quest? Demand Generation.

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Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Demand Generation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Download the latest version here. Next Steps. What’s in Your Pipeline?

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Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Demand Generation. Book Notice. Book Review.

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Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

MARCH 2, 2012

Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. What’s in Your Pipeline?

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Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

AUGUST 24, 2011

Beyond automation, tools, and other resources available to sales professionals today, it still is the responsibility of the rep to be sure they are ready and willing to fully engage with a potential buyer, we examine a few here, some next week, but we are also curious as to what you do to be better prepared. Demand Generation.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JULY 25, 2011

Diving home it struck me that this fellow an unnecessary but real barrier to successfully selling, going to an expo with thousands of attendees, and completely limit the means of buyers to buy does not seem savvy. Demand Generation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog.

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Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

JANUARY 6, 2012

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. The challenge is ensuring that the actions you take have the desired outcome for you and your buyer. Demand Generation. Book Notice.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

APRIL 27, 2011

In today’s video, I go into detail about leaving effective voice mails, how to leverage them and make them a core part of you campaign to win specific buyers. Demand Generation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Book Notice.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

AUGUST 16, 2011

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. That is how most people see an initial negative response from a buyer, as rejection, rather than correction. Demand Generation.

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Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

JULY 18, 2011

Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought. Demand Generation. Territory Alignment. When Sales Met Marketing.

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Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JANUARY 16, 2012

For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes. Yes challenge it, may seem odd, but it is your edge.

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Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

MARCH 28, 2011

Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Ask me, they would be better off with a vacant territory than having these under performers who are likely not aware of opportunities in their existing accounts, and have declared their right not to bring on new prospects.

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Pipeline Twitter Hiring Territories 220

The Pipeline

AUGUST 26, 2011

I’m Bill the Buyer. Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Is the market the customer is in ideal? Demand Generation.

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Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

NOVEMBER 11, 2011

” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. Demand Generation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Every time you say things like: I was just. Book Notice.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

AUGUST 22, 2011

There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. Yes the opening statement needs to be compelling, but compelling to each buyer not you or others in your company. Demand Generation.

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Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

FEBRUARY 17, 2012

First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Just as you don’t want to misalign the resources based on the type of buyer involved, you also don’t want to assume that all your sales people will benefit from the same type of training.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

JULY 19, 2011

Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. Dealing with a buyer afraid to pull the trigger on a change that is good for the company. Demand Generation. Territory Alignment. When Sales Met Marketing. Book Notice.

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Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. 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. April 2008. March 2008. February 2008. January 2008.

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Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

OCTOBER 14, 2011

Since they are the primary buyers, sales tools are built for their priorities. Gary Hart’s career as an advertising, marketing, and sales executive began in 1971. As VP of Sales & Marketing; Gary led an 800% sales increase for a high-tech equipment company to $20 million per year over a 5-year span. Demand Generation.

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Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

MAY 6, 2011

Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. all designed to attract interested buyers. But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing less and less effective. Demand Generation.

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Pipeline Hoovers Customer Hiring 256