The Pipeline

NOVEMBER 13, 2014

I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. These are people who of their own volition initiated a buying cycle. The point is to use all tools available, not just one or some.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

JULY 18, 2019

They know how to qualify, they know how to move the customer efficiently through their buying cycles, they know how to create value in the buying process. The sales person’s territory is open for 3 months. And we know the typical buying cycle in complex B2B sales is 9-18 months.

Hiring 76

Hiring Territories Buying Cycle Sales 76

DiscoverOrg Sales

APRIL 11, 2016

Marketing departments coordinate tradeshows, run email campaigns , write & promote content, and conduct an ever-growing list of activities to attract leads and then push them down the funnel. Even with the advanced capabilities of modern sales and marketing intelligence solutions, going without one is still a common reality.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Partners in Excellence

MAY 29, 2022

Clearly stalled deals (with ever increasing average sales cycles) could change a healthy pipeline into an unhealthy pipeline (If I have enough high quality deals in my pipeline, but they are stalled… ). Or if we could find a way to help the customer compress their buying cycle, reaching a decision more efficiently.

Pipeline 75

Pipeline Analysis Sales Cycle Opportunity 75

Partners in Excellence

APRIL 28, 2021

We have meetings on deal, pipeline, prospecting, account, and territory reviews. If we are meeting with customers, it could be agreeing on actions and next steps they, we, or together we might make in moving them through their buying cycle. In your email/calendaring systems, you have similar tools. We have one on ones.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

Partners in Excellence

AUGUST 22, 2019

It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. These customers may buy, eventually, you will want to nurture them. These customers will tend to move through the buying cycle more quickly, there is a smaller likelihood of “no decision made.”

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

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! Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike.

Maximizer 93

Maximizer Territories Account Call-back 93

SBI

JANUARY 29, 2014

Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. If you have 10,000 monthly website visitors, your marketing automation system will be able to read the digital body language of only 200-400 of them.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Partners in Excellence

OCTOBER 31, 2013

In reality, however, the pipeline and metrics associated with the pipeline represent one of the most powerful tools for sales people in managing their time, focusing on critical opportunities, assuring they make their numbers, and constantly improving personal performance. It’s a hugely powerful tool to start recognizing patterns.

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

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. Complex Markets? – Complex products? Complex pricing?

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. Complex Markets? – Complex products? Complex pricing?

Discount 48

Discount Call-back Enterprise Enterprise 48

The Bridge Group

MARCH 9, 2018

This included the heads field sales, marketing, sales operations, and sales development. If an account, required significant marketing and sales expense to acquire—but also delivered significant lifetime value—it was placed in the top right quadrant. Next, Marketing committed to building a rock-solid content and enablement strategy.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Partners in Excellence

FEBRUARY 9, 2024

And if the seller didn’t have a predecessor, they are developing their territory from scratch. Coming on board, they have their own onboarding process: getting to know the organizations, products, markets, people, customers. We can see how devastating this revolving door approach to driving revenue and business growth is.

Churn 109

Churn Ideal Customer Profile Loyalty Pipeline 109

Partners in Excellence

MARCH 13, 2023

As a result, one of the most useful tools for understanding and managing performance, is not used to it’s full power. I won’t go through a lot of narrative, reach out if you have questions: Pipeline is a fundamental tool to help both sellers and managers understand performance. I’ll go back to the first point.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. John Fernandez , SVP of Marketing @ Gila Sometimes you can produce a bunch of leads upmarket, but if your product is not ready…it can lead to a lot of distraction.

Scale 67

Scale Enterprise Enterprise How To 67

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

LeadFuze

MAY 11, 2021

This can be an educated buyer or someone looking to buy a product to make their life easier and less complicated. Market size. The potential market that you can sell your offering to will be much narrower in B2B. You can use a tool such as Eloqua to set up your customer journey map. Identify potential bottlenecks.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

SBI

APRIL 28, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 50

Up-Sell Closing Lead Generation Revenue 50