The Pipeline

DECEMBER 16, 2011

Sign up for our Email Newsletter. The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. On her right is another person who is developing a successful career in manufacturing, selling hydraulic components and next to him… I think.

Pipeline 230

Pipeline Training Twitter Hiring 230

Adaptive Business Services

JANUARY 17, 2024

I scoured my territory for potential opportunities and found several hundred. I then tore up that list and, instead, I reached out to potential power partners. I need to become more effective on LinkedIn in particular. I have decided to narrow my efforts to training and implementing Nimble CRM. I can do that.

Networking 71

Networking Buyer Persona Ideal Customer Profile Construction 71

The Pipeline

FEBRUARY 3, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Free Resources.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Training: Have you given your team the right training? Some people just need the right information and training to become more productive.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

The Pipeline

SEPTEMBER 19, 2011

Sign up for our Email Newsletter. 25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs.

ROI 243

ROI Pipeline Training Twitter 243

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Consistent – baking is scientific, and so is selling. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

SEPTEMBER 5, 2012

Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). Recent spike in LinkedIn network activity (but this could simply be a push to get into more accounts). With Sales Operations, check their assigned sales territory.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Score More Sales

MARCH 26, 2014

If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. look to see other companies my contacts in my client companies are associated with through their LinkedIn profile. This team will be made up of several to 6 or so people.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

SBI

AUGUST 11, 2020

Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory. This will require training on how the business has changed and to help employees adapt to new business conditions. 1: Personalize the remote sales onboarding experience.

Hiring 181

Hiring Coaching Fashion Face-to-face 181

Score More Sales

JULY 22, 2014

When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked. Find ways that differentiate you from others in your industry and sell against the dreaded state of “status quo”. Keep Track of Your Buyers. Increase Opportunities.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. In a recent post , I urged Sales Ops leaders to take responsibility for training and development. It included activities the client’s Training and Development team had deemed necessary. This VP felt the status quo needed to be challenged.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

The Pipeline

SEPTEMBER 9, 2011

Sign up for our Email Newsletter. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. February 2012.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

No More Cold Calling

JANUARY 3, 2013

Want to get the real scoop about social selling? Here’s Barb’s take on social selling. People pick up on a catchphrase that is garnering attention and before you know it, they are jumping on the bandwagon to proclaim that they are the expert. That’s what is happening with social selling. This is about selling.

Social Media 271

Social Media Social Selling Media InsideView 271

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Right now, you can sign up for the beta ( https://apps.admin.ibmcloud.com/manage/trial/watsonanalytics.html?cm_mmc=wacom–C24803SW

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

The Pipeline

AUGUST 8, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution. A Random Walk Up Sales Street.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Score More Sales

JULY 7, 2014

You think this just comes up naturally in your thought process? Show up at your desk ready to go because you’ve thought through these questions in advance, and have a game plan in place. Selling is a profession, and it is an admirable profession that deserves your mindful and thoughtful approach to growing your territory.

Prospecting 222

Prospecting Education Territories B2B 222

Hubspot Sales

JANUARY 6, 2021

You've trained your salespeople on the key actions required to move prospects from stage to stage. If you're connecting with prospects on LinkedIn and then following up over email, a lead might be any LinkedIn user you've identified as a potential good fit. Are they reaching out enough times before giving up?

Sales Process 139

Sales Process How To Hubspot Hiring 139

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Set up (or finally start using) your Twitter account – you should have done this already. courtesy of InsideView.

InsideView 249

InsideView Research Prospecting Eloqua 249

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. Dan's LinkedIn tagline is “trying to do more good for the universe.”

Hubspot 96

Hubspot Ideal Customer Profile Scale Distribution 96

Score More Sales

SEPTEMBER 29, 2014

Time you spent in the office with your colleagues talking about the problem with your territory, your CRM system, your personal issues. That means that you are not watched every minute – and most of us in selling are not micro-managed. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

SBI Growth

JUNE 26, 2013

An example could be low selling time. Territory Design / Structure Process. On-Boarding – Summary of process for onboarding, training modules, technology set-up, etc. Social Selling Guidelines. Before your new sales VP arrives, connect via LinkedIn. Help them catch-up quickly and hit the ground running.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

BrainShark

MAY 31, 2023

If a seller leaves and there’s a spot open, that quota isn’t covered or it’s split up by others on the team halfheartedly.” According to Sales Enablement Pro, “Prioritizing competency is necessary for sellers to keep up with the pace of rapid change in the modern selling environment.”

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Smooth Sale

JUNE 3, 2022

The continual reviews of encounters were a perfect training ground for business. I needed to speak up but with questions to avoid being fired. We all know that sometimes computers give up, electrical storms can kill what is readily available, and documents disappear occasionally. Know Your Territory and Facts Well.

Hiring 78

Hiring ACT Networking Lead Rank 78

Score More Sales

FEBRUARY 11, 2015

First of all, you know that sales is admirable and regardless of the noise about how you should stop selling and start helping, or stop selling and start serving – you have been helping and serving for years. Nothing happens until someone sells something. There is nothing mediocre about professional selling. You get it.

How To 120

How To Territories Call-back Buyer 120

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Here are three ways to follow up better and gain more opportunities: Look at Data.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

The Pipeline

DECEMBER 7, 2011

Sign up for our Email Newsletter. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Hubspot Sales

APRIL 27, 2023

In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn. They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. The job of an AE is to close deals by following up on the qualified leads that SDRs generated.

Hiring 105

Hiring Salary How To Ideal Customer Profile 105

The Pipeline

JANUARY 18, 2012

Sign up for our Email Newsletter. As always the goal is to provide a couple of actionable things you can implement in your selling. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling. Sales Training. Sell Better. Selling to Executives. Social Selling.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Sales Evangelist

DECEMBER 28, 2020

It’s a conscious way of selling and it puts the seller in the buyer’s shoes. Salespeople need to sell with integrity. Always look for a way to connect with prospects within your territory. When you sell ethically you’re answering to a higher authority. Sign up now and get the first two modules free!

Sales Goal 69

Sales Goal Referrals Survey Territories 69

The Pipeline

OCTOBER 26, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Sell Better.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

NOVEMBER 16, 2011

Sign up for our Email Newsletter. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling. Sales Training. Sell Better. Selling to Executives. Social Selling. Territory Alignment. Zone Based Selling. Zone Selling. Dave Kahle – Sales Training.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SBI

JULY 24, 2018

As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. The CRM we know today doesn’t actually help sales reps sell more. All it is really doing is creating a bad selling experience for sales reps. Sales training and enablement.

CRM 95

CRM SAP Forecasting Incentives 95

The Pipeline

FEBRUARY 8, 2012

Sign up for our Email Newsletter. Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution. A Random Walk Up Sales Street.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

MARCH 7, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling. Sales Training.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 21, 2012

Sign up for our Email Newsletter. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. A Random Walk Up Sales Street. EDGE Selling. Gap Selling.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220