The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. It should leave the prospect anticipating the meeting, curious to find out what follows. This has become a lost craft in the day of sales disintegration, i.e., SaaS sales.

Prospecting 210

Prospecting Harvest Call-back SME 210

Bernadette McClelland

AUGUST 17, 2016

Americans thrive on the sales culture with conferences, think tanks, forums and the like. Even the UK and Europe have their own culture of extracurricular sales environments. (I And when I first hung out my shingle, my mentor at the time asked me, ‘Why Sales?’ ‘, especially here in Australia.

Lead Rank 150

Lead Rank SME Conference B2B 150

Babette Ten Haken

SEPTEMBER 11, 2018

Can she connect us up, so we can have a discovery conversation? When you use social communication to request to connect and then immediately ask me to provide free services to you, that is straight up out of order. Recently, I received the following request to connect on LinkedIn. Both socially and professionally.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Allego

MARCH 24, 2022

There’s no one size fits all for sales kickoffs—especially these days. Within your own sales team, the same dynamic likely exists. That means your sales kickoff must accommodate those situations. After all, you want to energize your sales reps and give them a boost to hit the ground running for the next sales cycle.

Hiring 62

Hiring Exercises Face-to-face SME 62

Mindtickle

MARCH 1, 2024

Focusing on enterprise sales can be a great way to grow your revenue. After all, enterprise sales drive a lot of value. Adding those big logos to your customer roster is a great way to build credibility and grow sales. Sales reps going after enterprise deals must be ready to navigate complex selling scenarios.

Enterprise 52

Enterprise Enterprise Software Software 52

The Pipeline

MAY 21, 2015

Sales is all about the execution, and execution, or at least good execution, is a result of proper planning, ignore or short cut any part of that, and you will have to work harder, or miss winnable opportunities. First and foremost you need to be a Subject Matter Expert (SME). The difference is in the execution.

SME 120

SME Objections Margin Buyer 120

Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. Winners in sales, sports and life do whatever it takes in all areas to be a success!

Hiring 120

Hiring Gatekeeper SME Sports 120

Sales Hacker

SEPTEMBER 13, 2021

Another effect is that they will be able to share in the praise regarding revenue, which usually falls to sales alone. Spontaneous (SME). When leads are drying up, sales calls for a campaign, like showing up at a trade fair or business event. But marketing teaming up with finance and operations?

ROI 93

ROI Account Marketing Lead Rank 93

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. On a separate note, MARK YOUR DIARIES for October 22nd USA and October 23rd ANZ – times and details to follow. ′ More about that later.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. On a separate note, MARK YOUR DIARIES for October 22nd USA and October 23rd ANZ – times and details to follow. ′ More about that later.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. Winners in sales, sports and life do whatever it takes in all areas to be a success!

Hiring 120

Hiring Gatekeeper SME Sports 120

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Exceed your team’s expectations, ignite inspiration, and set your company up for success by following these steps. Sales Enablement Team: Build agenda and drive event execution. Prepare a Post-SKO Follow Up.

SME 52

SME Hiring Face-to-face Follow-up 52

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. That being said, there are tools and best practices you can use to speed up the process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy.

Training 71

Training Hiring How To Course 71

Anthony Cole Training

MAY 3, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies.

Hiring 120

Hiring Ideal Customer Profile SME Banking 120

Babette Ten Haken

OCTOBER 29, 2018

As a result, we end up doing a lot of talking to ourselves, spinning ideas around inside our heads. First, professional frustration is rooted in our belief that it is up to everyone else to understand what we are saying to them. So we become intimidated and we shut up. Subscribe to my blog. Never miss another insightful post.

Remedy 97

Remedy Hiring SME Ideal Customer Profile 97

Babette Ten Haken

DECEMBER 28, 2017

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. The post-sale care and feeding of customers is relegated to just about everybody who had zero to do with acquiring these customers. Customer Unretention Syndrome results from 4 Sales Achilles Heels.

Retention 74

Retention Customer SME Engineering 74

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. What is the problem?

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Babette Ten Haken

NOVEMBER 19, 2018

Actually follow up!!!!! Scenario 3: Post-sale customer support teams update us about various customer issues, but we rush to first call the customer, asking: “Is everything ok? ”. Click on this link and set up a free appointment. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Retention 83

Retention Ideal Customer Profile Customer SME 83

Babette Ten Haken

JULY 30, 2018

This strategy encompasses understanding the non-surveyed factors impacting the customer, pre-sale, during the sale and the entire post-sale continuum. As a result, I follow up by asking these five questions to determine the root cause for the presence or absence of a CX program. is available on Amazon.

Strategy 58

Strategy Customer SME Survey 58

Babette Ten Haken

OCTOBER 11, 2018

A great place to start learning how to reach across departmental silos, and the operations-business abyss, is to pick up a copy of my book, Do YOU Mean Business? Then, follow up! She is a member of SME, ASQ, SHRM and the National Speakers Association. I offer 16 Industry 4.0 is available on Amazon.com.

Strategy 78

Strategy Journal Ideal Customer Profile SME 78

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. What is the problem?

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Babette Ten Haken

NOVEMBER 21, 2018

I offer the following scenario to you. I was able to wrap up the practical and applicable work I was doing for him, issue him a final invoice and walk away. She is a member of SME, ASQ, SHRM and the National Speakers Association. Most of the time, clear-cut factors indicate that a client is going to be toxic. A hard call, yes.

Ideal Customer Profile 85

Ideal Customer Profile Strategy Customer SME 85

Allego

MAY 30, 2018

Success in sales is all about research, learning, and iteration. There’s so much information on the internet that you can get lost in it, but the specific expertise at your own company can be mined and refined — “crowdsourced” if you will — and then shared with the rest of the team as best practices to follow.

SME 48

SME Incentives Incentive Video 48

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. For instance, a sales training program might teach you about the science of buying, how to ask questions to better understand your prospects’ needs and wants, or ways that people buy.

Training 52

Training Hiring Trends Retention 52

Babette Ten Haken

JULY 19, 2018

Some employees’ professional performance is consistently up-and-down. Even in the presence of processes and protocols to follow, these professionals do not find value in professional discipline. As a result, they follow processes and protocols in a disciplined manner. There is no middle ground. is available on Amazon.

SME 58

SME Retention Intent Follow-up 58

Babette Ten Haken

JUNE 11, 2018

Then Spring showed up for approximately 24 hours (or less), everything sprung up from the ground, bloomed and leafed out. Or seek follow-up appointments after one cup of coffee or cocktail. She is a member of SME, ASQ, SHRM and the National Speakers Association. Summer arrived at long last. is available on Amazon.

SME 56

SME Retention Decision Maker Networking 56

Babette Ten Haken

NOVEMBER 16, 2017

What is keeping customers up at night is not: “What can you do for me today?” Can you keep up with competitors? Often, value propositions get lost within departmentally-specific silos and marketing and sales campaigns. She is a member of SME, ASQ, SHRM and the National Speakers Association. Here’s why.

Epiphany 80

Epiphany Face-to-face SME Retention 80

Babette Ten Haken

JULY 12, 2018

Instead, you experience a lot of professional ups and downs. That realization stops the up and down dynamics of what you do in the workplace each day. Even if you are a leader, rather than a follower. Instead, it is all about starting off balanced and then targeting the ups, and the opportunities. Think about it.

SME 58

SME Hiring Retention Motivation 58

Babette Ten Haken

APRIL 19, 2018

I am talking about straight-up professional overthink, a strong characteristic of STEM-trained design thinkers. David Kelley, Founder of IDEO (and my absolute favorite design thinker), describes design thinking as follows. She is a member of SME, ASQ, SHRM and the National Speakers Association. You know who these people are.

Hiring 51

Hiring Engineering SME Exercises 51

Crunchbase

JUNE 15, 2022

Hot tip for salespeople : In contrast to unicorns, which get all the attention, emerging unicorns may not be as inundated with sales pitches. Now Pro and Enterprise users can sync accounts directly from Crunchbase to Salesforce, speeding up their prospecting workflow and reducing time spent on manual data entry.

Lead Rank 98

Lead Rank Lead Scoring Company Sales Qualified Lead 98

Babette Ten Haken

JUNE 18, 2018

Perhaps you are more comfortable following someone else’s lead, than you are taking off at the head of the line. Next, I will set up a time to discuss your goals for the mini course. She is a member of SME, ASQ, SHRM and the National Speakers Association. Continuously? Occasionally? There is nothing wrong with that tack.

Lead Rank 61

Lead Rank SME Exercises Proposal 61

Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. In total, we gathered sales qualification questions from 26 experts, as well as the answers they expect to hear from their prospects.

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

Product Management University

MARCH 15, 2017

business analyst, subject matter expert (SME) or agile product owner more critical than it has ever been, yet many organizations still insist on combining it with the product manager role. Combining both roles into one usually results in one the following: A product that has the right features with poor usability.

SME 40

SME Engineering B2B Follow-up 40

Sales Hacker

OCTOBER 23, 2019

Can we all agree that by virtue of its targeted nature, sales is a pressure cooker of a job ? Right from the off, there are some fundamentals deeply rooted within the majority of sales professionals’ minds: I must hit target. Well, think back to your first year in sales. Appointed the wrong SME. Okay… What’s the point?

SME 45

SME Lead Gen Data System 45

The Center for Sales Strategy

JANUARY 2, 2018

The study provides answers to the following questions: 1. The results show that both large corporations and also small and medium-sized enterprises (SME) are fully aware of the relevance of trend management for business operations. start-ups, competitors, web research, print media, trend databases or agencies) are captured.

Trends 48

Trends SME Software Software 48

Sales Hacker Training

JANUARY 5, 2021

Subscribe to the Sales Hacker Podcast. How the role of sales development has changed [13:10]. Keeping new sales professionals focused on the mission [18:44]. Sam Jacobs: This week on the show, we’ve got Kata Nyitrai , head of global sales development for Meero, a fast-growing company in Europe. We’re on iTunes.

Scale 119

Scale How To Cold Calling Sales Cycle 119

OnePageCRM

JULY 29, 2020

This computer promotion resulted in a $13 million increase in sales. 42 years later, email marketing is not only alive and kicking, but has evolved and became an integral part of marketing and sales. How do you turn it into not only your biggest marketing asset but a sales one as well? In 2019 alone, 293.6 billion in 2022.

Email Marketing 26

Email Marketing Marketing Face-to-face Campaigns 26