DiscoverOrg Sales

APRIL 11, 2016

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres. What else can I do to spot sales “triggers”?

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Pipeliner

MARCH 15, 2018

Technology has been the main driver of these changes—not just in making sales more efficient, but in fundamentally shifting the buying cycle forever. The most important sales challenge this year is making quota consistently, based on the knowledge of your territory. Pipeliner CRM empowers salespeople to truly make quota.

Territories 49

Territories Quota Forecasting Pipeline 49

Customer Centric Selling

MARCH 4, 2016

Implementing software within sales organizations such as a Customer Relationship Management (CRM) system is a significant undertaking ( What is CRM? ). Take a step back and consider that CRM provides executives security of their sales data and at least the perception that they have control of their pipelines.

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

Partners in Excellence

NOVEMBER 1, 2013

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! They want to see the form, template, or the CRM worksheet completed.

Maximizer 93

Maximizer Territories Account Call-back 93

Tony Hughes

MARCH 4, 2018

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Again, the case for 100% decision and buying cycle complete. No humans needed???!!!

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Cincom Smart Selling

OCTOBER 31, 2017

Configure-price-quote covers a lot of functional territory. At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. Of late, it has become more complicated because the nature of selling has changed.

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

Configure-price-quote covers a lot of functional territory. At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. Of late, it has become more complicated because the nature of selling has changed.

Discount 48

Discount Call-back Enterprise Enterprise 48

The Bridge Group

MARCH 9, 2018

They ensured that each account had the right contacts identified, populated, and enriched in CRM (e.g., They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. At the same time, the ADR team conducted a data “audit and verification.” 1+ contact for each of their personas).

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Sales and Marketing Management

DECEMBER 15, 2017

An AI platform built specifically for B2B sales teams puts rich company profiles and insights directly at their fingertips, within existing CRM workflows -- this will save significant research time while still allowing for highly personalized outreach. Allow sales to prospect intelligently. Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Partners in Excellence

MARCH 13, 2023

” We harass sellers to use CRM, keeping their opportunities updated so we can track our pipelines. If we have very diverse product lines and buying cycles with those product lines, tracking all of them in a single pipeline may be misleading, masking real performance issues.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Tony Hughes

MARCH 7, 2018

But who is teaching, don't even compete in an existing buying cycle that has a decay rate. What about the novel idea of triggering the buying cycle yourself? I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Reinvigorated by this article?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

LeadFuze

MAY 11, 2021

Image Source: Copper CRM ). You’ll be able to tailor their experience with your company by knowing exactly where they are at in the buying cycle. B2B sales experience is a process that can be streamlined to help guide the customer through unfamiliar territory. Perform extensive research. Conclusion.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95