Partners in Excellence

JULY 18, 2019

The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent. As regular readers know, each sales person we hire is a multimillion dollar investment. The sales person’s territory is open for 3 months.

Hiring 76

Hiring Territories Buying Cycle Sales 76

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. But it’s not too late to transform. Coaching Sellers.

Trends 65

Trends Study Hiring Sales Management 65

DiscoverOrg Sales

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. Why is employee count important for sales? Sales and marketing professionals use employee counts to understand a company’s size. I would know.

Social Media 179

Social Media Media LinkedIn Data 179

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.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

The Pipeline

NOVEMBER 13, 2014

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. 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. Sad but true.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

MAY 29, 2022

Sometimes, “getting more opportunities,” causes sales people to reduce deal/pipeline quality. ” But we could chase bigger sales of those products. Likewise, sales cycle impacts pipeline dynamics and health. It’s useful to see how these issues connect across the whole job of a sales person.

Pipeline 75

Pipeline Analysis Sales Cycle Opportunity 75

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

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

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. 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. Is that not crazy?

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

DiscoverOrg Sales

APRIL 11, 2016

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” So, what is a lead in a sales context? This is where sales intelligence can play a very important role.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Partners in Excellence

NOVEMBER 1, 2013

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

Maximizer 93

Maximizer Territories Account Call-back 93

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.”.

Territories 49

Territories Quota Forecasting Pipeline 49

Partners in Excellence

OCTOBER 31, 2013

Pipeline reviews and reporting are constant sources of contention between management and sales people. From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Cincom Smart Selling

OCTOBER 31, 2017

The Sales Case. Configure-price-quote covers a lot of functional territory. Conventional wisdom tells us that the answer to this question is found within your sales operation. Your sales force can answer part of the question, but it cannot give you a complete answer. Establishing the need for CPQ from a sales perspective.

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

The Sales Case. Configure-price-quote covers a lot of functional territory. Conventional wisdom tells us that the answer to this question is found within your sales operation. Your sales force can answer part of the question, but it cannot give you a complete answer. Establishing the need for CPQ from a sales perspective.

Discount 48

Discount Call-back Enterprise Enterprise 48

The Bridge Group

MARCH 9, 2018

By way of orientation, their average deal is six figures and the sales cycles run 6–8 months. This included the heads field sales, marketing, sales operations, and sales development. Questions included: what departments are key to our sale? This is a Sales Qualified Appointment (SQA).

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. As a result, one of the most useful tools for understanding and managing performance, is not used to it’s full power. Typically, our process for weighting is based on where we are in our sales process and not a customer propensity to buy.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Partners in Excellence

FEBRUARY 9, 2024

And if the seller didn’t have a predecessor, they are developing their territory from scratch. Let’s focus on top sales executives. If we sell sales and marketing tools, we can use customer buying cycles as an indicator of how long it takes to agree on and define the solution.

Churn 109

Churn Ideal Customer Profile Loyalty Pipeline 109

LeadFuze

MAY 11, 2021

What is B2B Sales Experience. B2B sales experience is the experience that a business-to-business customer has while they work with you. This can include the process of how to buy, when, and what type of support they get, as well as any other interactions from your company. B2B Sales Vs. B2C Sales: 4 Differentiators.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

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? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What does CallidusCloud do?

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

Scale 67

Scale Enterprise Enterprise How To 67

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? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What does CallidusCloud do?

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? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What does CallidusCloud do?

Up-Sell 50

Up-Sell Closing Lead Generation Revenue 50

Nudge.ai

SEPTEMBER 14, 2017

In the last ~10 years, we’ve focused too much on the sales process, the automation, the metrics, and the mechanics of selling. And we’ve been losing the softer side of sales – the “relationship” with our buyers, deeply understanding their needs, and providing customer value. This is even with all the email automation tools out there!

Hiring 31

Hiring Survey Call-back Churn 31