The Pipeline

NOVEMBER 11, 2011

I knew one company that had a desperate sales process. And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Many saw the desperation of the company and their reps the last week of the month, and just waited for it. Book Notice.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

FEBRUARY 24, 2012

Leverage your personal experience and the collective experience of your company to understand what the most likely objectives of your prospect are, to develop a strategy and execution plan. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Book Notice.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

MARCH 28, 2011

there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet. What, he has earned the right not to contribute to the success of the company, he has earned the right to be paid for work he is not doing, he has earned the right occupy space that could be occupied by someone productive?

Pipeline 220

Pipeline Twitter Hiring Territories 220

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. Demand Generation. Sales Compensation. Book Notice.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

AUGUST 22, 2011

Too many reps feel the need to say a whole bunch of things not related to the key issue for the recipient of the call, dealing mostly with who they are, who their company is, and a bunch of other that lead to one of three things from the potential prospect: Rejection. Demand Generation. Sales Compensation. Tibor Shanto.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

OCTOBER 7, 2011

So now I spend most of my time “out there” I have also noticed that one of my fellow recruits is in the office every time I happen to stop by, he has stories, he has friends, and good company on the bottom of the board. Demand Generation. Sales Compensation. Territory Alignment. Book Notice.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

JANUARY 13, 2012

I had a call from Bob, a director of sales with software company. While he liked some of the ideas, he felt it would be difficult to follow some of the discipline proposed, because they “we’re a different type of company, and being public, puts additional demands on us, especially at month end and quarter end.”

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

The Pipeline

JANUARY 2, 2012

To at least nine people, they could be a great source for referrals in and beyond their current companies. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. As well, given that you will end up talking. Replicate your Marquee Client. Book Notice. Book Review.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

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? Let’s be clear, this does not exclude new sellers, experience includes leveraging the collective experience of your company and fellow sales people. Demand Generation.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

FEBRUARY 6, 2012

Not having the answer is also an opportunity to introduce other resources from your company, and it is always a good thing to highlight your companies “deep bench” Some time ago I read that purchasers prefer to deal with sales people who are able to marshal the full resources of their company. Demand Generation.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

NOVEMBER 25, 2011

One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Execution , the category also features colleagues Paul McCord , Wendy Weiss , Kelley Robertson and others. Book Notice.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

The Pipeline

OCTOBER 3, 2011

With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Proactivity.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

APRIL 27, 2011

Matt Heinz brings more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. About Matt Heinz. Book Notice. Book Review.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

JULY 18, 2011

Through the mid and late 1990’s I sold an information solution, delivering live content directly into companies LANs, allowing them to create alerts. The leaders of the company used to carry out a strange annual ritual that demonstrated their desperation and lack of sound business thinking. Demand Generation.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JANUARY 16, 2012

Friday I posted a piece on taking control of your selling, in which I mentioned a VP of sales who felt his circumstance was “different” I get that a lot, and I am sure most sellers hear that all the time; companies or individuals who feel they are different, but with all due deference they most often are not. Demand Generation.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

AUGUST 26, 2011

If your customer doesn’t know his company’s mission, vision for the future and strategic goals, help that person understand. It’s important to read the CEO’s Letter to the Shareholders or internal memos that illustrate the CEOs plans for the company. Demand Generation. Sales Compensation. Territory Alignment.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

OCTOBER 14, 2011

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. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Book Notice. Book Review. Business Acumen. Buying Process.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

MAY 12, 2011

I see this over and over again in the early stages of sales development at every company we help. Magazine’s Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. Demand Generation. Sales Compensation. Territory Alignment.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

OCTOBER 17, 2011

Ask any manager in a company with more than one layer between frontline sales rep and the VP of Sales, about their hiring process, most of the time the initial step is handled by HR. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Book Notice. Book Review.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

The Pipeline

JULY 19, 2011

While we are all impressed with Watson’s success, that is a long way from creating demand, generating leads, dealing with all the variables that human interactions involve when it come to risk, money and emotion. Dealing with a buyer afraid to pull the trigger on a change that is good for the company. Demand Generation.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

MARCH 18, 2011

We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Using my experience as a technology CEO and my fascination with neuroscience, I help companies build radical conversations in their marketplace. Book Notice.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

MAY 6, 2011

In addition to the marketing strategies outlined above, list out the 10-12 ideal customers your company would like to win. But there is one problem – American Express has never heard of your company. Case in point, the CEO of American Express presented his company at. Or they buy a company. Demand Generation.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

Partners in Excellence

FEBRUARY 7, 2012

Whether deserved or not, there is an arrogance about their jobs and (always) compensation. Or they feel they are owed a job, it’s benefits, and compensation because they are putting in the effort. He told me his story–started as a technical support person in technology companies. He got the most difficult territory.

Hiring 90

Hiring Commission Territories Compensation 90

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. Are your demand generation, nurturing programs changing? Have you acquired new companies or merged with another organization? We’re getting ready for the Holidays and New Year. New plans and programs.

Sales Process 93

Sales Process Demand Generation Targets Demand Generation Face-to-face 93

The Pipeline

APRIL 15, 2011

As companies work to establish processes that embrace and support the buying journey from contact to close, an interesting result occurs. Growth in Interest: Anonymous Web Visitor ID can help marketers identify website visits from additional contacts at the qualified lead’s company. How Marketing Can Help Sales After the Handoff.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

DECEMBER 16, 2011

The point here is that there is far too little planning, assessing and objective setting – it is much easier to abdicate responsibility to the training company… The downside to this approach is, of course, so much money is wasted! Demand Generation. Sales Compensation. Territory Alignment. Book Notice.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MARCH 2, 2012

Survey after survey of buyers, show that when asked for reasons they buy from the companies they buy from ongoingly, show that price is rarely in the top three, in some cases it is not in the top five. Demand Generation. Sales Compensation. Territory Alignment. This post has 2 comments. Marc Zazeela. Book Notice.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

JULY 4, 2011

2. Be specific, speak their language – Building on the above, know what they do, not just in terms of the company, but what they, their role, and department contribute to the success of their company. Great article – simple bit so many things mentioned should be revisited by companies. Demand Generation.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

JUNE 17, 2011

I am totally aghast at companies that think that their social media campaign is going to be the answer to ALL of their sales issues. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. This post has 2 comments. Adrian Miller. June 17th, 2011. Book Notice.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

The Pipeline

JULY 29, 2011

Sales and marketing are merging for small businesses and require strong collaboration for larger companies. Sales and marketing lead generation tools follow this suit. But the smaller a company is, the more their internal people need to do and the less tools they will have to help them. This is small business lead nurturing.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

APRIL 29, 2011

It is downright misrepresentation when companies position themselves as lead-generation machines. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. So stop calling everyone and everything a lead. It’s is a waste of your valuable sales time. Book Notice.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

AUGUST 16, 2011

Using the example above, if each rep trained was to stay with the company 5 years, and as a result of the training they generated $10,000 per year, the total return per rep is $50,000, and any measure of success should be based on that figure. Demand Generation. Sales Compensation. Territory Alignment.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

JUNE 3, 2011

This could be a change in their industry, new legislation, or even just a common challenge for companies like theirs. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Demand Generation. Sales Compensation.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

NOVEMBER 28, 2011

There was one piece in Fast Company, looking at the battle between Apple and Android for mobile and other device dominance. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

AUGUST 12, 2011

Our company was doing what we said we would do, but the customer wasn’t happy. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. “Every time I responded he escalated,” Sarah sighed. Sarah found herself stumped. Book Notice. Book Review.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The Pipeline

APRIL 1, 2011

He’s been the #1 producer in three companies and after 5 years leading sales organizations, returned to his passion, full-time sales coaching at the end of 2010. Demand Generation. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. About Mike Weinberg. Based in St.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223