SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

Partners in Excellence

JULY 18, 2019

Imagine we’ve solved all the problems of sales execution. Sales people know how to prospect and find the right opportunities. 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. But there’s a problem.

Hiring 76

Hiring Territories Buying Cycle Sales 76

Partners in Excellence

AUGUST 22, 2019

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with their costs. Keep a disciplined review cadence.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Partners in Excellence

NOVEMBER 1, 2012

It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. The first is to get a snapshot or status updated of the “state of the business,” whether it’s a deal, territory, pipeline, account–whatever. Then sales managers have to take the time to review them!

Territories 87

Territories Objections Coaching Pipeline 87

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

Pipeliner

MARCH 15, 2018

and sales, the importance of asking the right questions, on reaching executives early in the sales cycle, seeing through the customer’s eyes, and the most important sales challenge of 2018. Additionally, I am honored to be part of this exclusive group of sales thought leaders who are all at the top of their game.”. “I’m

Territories 49

Territories Quota Forecasting Pipeline 49

Partners in Excellence

NOVEMBER 1, 2013

Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike. Likewise, account, territory, call, and pipeline plans help you think about and analyze the things critical to the customer and your success in each area. For managers, it’s not about the form or template either.

Maximizer 93

Maximizer Territories Account Call-back 93

Partners in Excellence

OCTOBER 31, 2013

.” Unfortunately, too many managers view it in the same way, reveling in the concept of being able to watch and micromanage. Why is it important for sales people to analyze the pipeline to improve performance? It’s a hugely powerful tool to start recognizing patterns.

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

SBI

JANUARY 29, 2014

Myth #1: Sales is a Numbers Game. When today’s Sales Managers came of age, we were taught that making more calls is what leads to more sales. It was the smartest way to approach sales at the time and it was so drilled into our heads that we keep preaching it to today’s generation of salespeople.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

The Bridge Group

MARCH 9, 2018

They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Leverage every tool at your disposal to build trust and engage with your key accounts. Rather than passing the account list down to the AEs and ADRs to “have at it.” Figure out the leading indicators and measure them from day one.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

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. Over the past few weeks, I’ve written a number of articles about various aspects of pipeline management. We tend to think pipelines are a tool for managers to harass sales people.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

SBI

APRIL 28, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. We create a data environment for spreadsheets, documents, and emails with our simple tools to analyze the performance of the client’s sales force. We believe in a consumer like user experience for all our customers.

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54