Zoominfo

FEBRUARY 23, 2021

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

The Pipeline

JANUARY 2, 2012

Fire everyone in your pipeline that you thought definitely close by year end 2011. Demand Generation. Sales Tool. Territory Alignment. Forget the stories, forget the hope and the hype, and forget the “oh it’s this one is different”, it’s not. Book Notice. Book Review. Business Acumen.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

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. Territory Definition. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales Operations 98

Sales Operations Hiring Lead Rank Territories 98

The Pipeline

DECEMBER 12, 2011

First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Demand Generation. Sales Tool. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Demand Generation. Sales Tool. Book Notice.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

DECEMBER 19, 2011

First discipline is to understand the average length of your sales cycle, and by definition the average and optimal length of each stage of the sale. This is a breeze with some of the tools provided by leading CRM packages. Demand Generation. Sales Tool. Territory Alignment. Book Notice. Book Review.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Pipeline

OCTOBER 5, 2011

I most definitely agree with all that was declared concerning cold calling. Demand Generation. Sales Tool. Territory Alignment. Sales 2.0 , Tibor Shanto , Video. This post has 2 comments. Jorge Santiago. October 10th, 2011. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201