The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. Step back you don’t wanna get any on your shoes). . Why do Socialites? Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. No one ever had to move out of their comfort zone, mine was hunting.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

Hubspot Sales

OCTOBER 27, 2020

They're not particularly inclined to uncover needs, but if the prospect knows what they want, the shopkeeper can find it for them. They’re the masters of smooth, soft selling and are not afraid to ask for a prospect's business. They often feel they must be liked and respected by their prospects. Shopkeeper.

Telemarketing 132

Telemarketing Engineering Top of Funnel Territories 132

Hubspot Sales

OCTOBER 16, 2017

So before you can craft or adjust your sales compensation plan, you must know your business objectives for the next year. According to RepHunter , 20% to 40% of gross margin (sales minus direct expenses) is standard. Paying on gross margin. The "right" and "wrong" behaviors depend on your high-level company goals.

Compensation 129

Compensation Hiring Salary Commission 129

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Objection Handling. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Interactive Selling.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Crunchbase

OCTOBER 27, 2021

Grow your revenue with Crunchbase, the all-in-one prospecting solution. Sales teams are tasked with creating and maintaining relationships with potential customers (prospects) and eventually pitching those prospects to close a sale. Curious about how salespeople determine if a lead or prospect is qualified?

Cost per Lead 52

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 52

Your Sales Management Guru

MARCH 10, 2014

The six month Sales Business Plan is much more than a simple sales forecast but a tool designed to help the salesperson set goals and objectives in a variety of areas. What prospecting and activity goals are important to manage. What revenue/margin goals that need a focus. What did I miss?

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Sales Evangelist

DECEMBER 24, 2019

Great salespeople who know they are guides for prospects and clients make great B2B sales reps. He talked to people who were marginalized by society and could relate to them. During his time, Romans had the power and ruled over many territories. As a result, they became marginalized citizens.

Face-to-face 95

Face-to-face Ideal Customer Profile Margin Lead Rank 95

Sales Hacker

JANUARY 27, 2020

I’m talking about things like over-promising resources to clients to get them to sign, or working clients outside of one’s territory. What are the core processes you want your team to follow (prospecting, deal execution, rules of engagement, etc.) I’m not referring to anything illegal.

Hiring 84

Hiring Lead Rank Lead Scoring Margin 84

Partners in Excellence

MARCH 22, 2017

They should never pick up the phone and make a prospecting call!” Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”).

Territories 48

Territories Segment Inside Sales Pipeline 48

Chorus.ai

MARCH 5, 2021

Good persona building will make prospecting and turning those prospects into qualified leads much easier. By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. Step 1: Find your data. Step 1: Set clear goals.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Tony Hughes

FEBRUARY 21, 2018

You could call 50 prospects and get nothing from it - just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. WIGS (Wildly Important Goals). Sad state of affairs!

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

Jonathan Farrington

MARCH 21, 2014

The playing field was very flat, and the pressure on salesmen (yes, still few women) to cut margins was considerable. Earlier this week, I published a post over on The Sales Thought Leader’s Blog – “5 Generations of Selling – Are You Still Stuck in the Past?”

Face-to-face 42

Face-to-face Prospecting Consultative Selling Call-back 42

The Pipeline

MARCH 2, 2012

Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. Objection Handling. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Cheers, Marc. Reply to this comment.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Pipeliner

AUGUST 15, 2018

You could call 50 prospects and get nothing from it – just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. ” – W. Edwards Deming. WIGS (Wildly Important Goals).

Top of Funnel 64

Top of Funnel Distribution Call-back Lead Rank 64

The Pipeline

APRIL 8, 2011

Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Objection Handling. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Promote sales, throw out freebies, offer free shipping for certain orders. Negotiations.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Partners in Excellence

FEBRUARY 5, 2016

They know that sharp execution of the process improves their odds to win, reduces their sales cycle, and maximizes deal value/margin. They do this for their deal plans, account/territory strategies, and call plans. They the sales process represents the best practices in winning business. They never wing it.

Hiring 48

Hiring Call-back Margin Territories 48

Chorus.ai

SEPTEMBER 12, 2019

Capture as much key customer information as you can during their interactions with your site; forms replete with information useful to a sales team is a good start (be careful not to overdo it — forms that ask for more than necessary can intimidate prospects). Step 4: Collate your info and define your buyer personas. Step 1: Set clear goals.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Close.io

OCTOBER 1, 2018

While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Prospecting and partnerships. Forecasting sales results (within a reasonable margin of error).

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Sales Hacker

DECEMBER 12, 2017

As a proponent of performance-based compensation , I’d like to think we’ll one day live in a utopian meritocratic business world where every employee’s annual compensation is based on some highly objective quantifiable assessment of their performance. Splits / Territories / Geographies. Step 4: Accurately and Reliably Measure Progress.

Compensation 79

Compensation Hiring Incentives Incentive 79

Crunchbase

JUNE 21, 2022

The primary benefit of utilizing outside sales reps is that prospects receive a personalized sales experience with more detailed product information and demonstrations. There are several places where outside reps meet with prospects. The best inside sales reps are adept at: Using strong language to shape prospect perceptions.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Salesmate

OCTOBER 29, 2021

And it’s none other than your prospect who’s wasting your time by asking too many questions (not necessarily useful). There’s a special name for such prospects in sales, and that’s what we’re going to learn in this article. A tire-kicker is a prospect who seems interested in making a purchase but never makes a buying decision.

Face-to-face 52

Face-to-face Decision Maker How To Top of Funnel 52

Chorus.ai

MARCH 13, 2020

Setting good quotas is about steering your ship of sales toward your wider objective — and there’s a quota appropriate for every kind of destination. For example: Assume your rep’s prospecting remains the same, and they’re not having to change who they’re targeting. You can set a compound percentage target.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Close.io

FEBRUARY 24, 2020

Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Makes sales reps more customer-focused : With easy access to the external-facing content your audience is viewing and interested in, reps are better able to appeal to their prospects and provide real value.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Sales Hacker Training

APRIL 30, 2018

Finally, some will say that it’s about doing whatever it takes to ensure that a company’s messaging and positioning is deployed consistently to prospects and customers. Once perfect alignment has been reached, prospects and customers become more emotionally invested in a brand (company, sales team, product).

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Sales Hacker

MAY 9, 2019

And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. This is how the sales compensation plan should work for reps in a prospecting role. AE ($160k) and ½ a CSM ($120k/2) to prospect/win and onboard 20 deals/month at $25k ACV.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

Close.io

JANUARY 7, 2020

Let’s begin with defining sales quotas, establish why you need to care about them, and identify top objectives for setting them. Three main objectives of sales quota goal setting. Here are the three main objectives for setting sales quota for your reps and managers. What is a sales quota? in the last year). Activity quota.

Quota 92

Quota Meeting Forecasting Lead Rank 92

Close.io

AUGUST 7, 2019

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. In doing so, they usually create higher value for their clients, higher margins for their organization, and maximize their commission checks. He holds nothing back.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108