The Pipeline

APRIL 6, 2021

So, how does this apply to sales? It dominates and rules every conversation, casting a shadow over every sales conversation you have. If you want to be successful in B2B sales, you gotta stop selling like you’re in Stockholm. Most salespeople see their product as a security blanket, not as a potential deterrent to sales success.

SME 299

SME Lead Rank Lead Scoring Discount 299

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. What is the Difference Between SMB and SME?

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Babette Ten Haken

SEPTEMBER 24, 2018

Rather, start by being better prepared to weigh risks against opportunities. When your sales CRM tells you what the next step to close the customer should be, do you ever ask yourself whether this step makes sense? She is a member of SME, ASQ, SHRM and the National Speakers Association. If not today, tomorrow?

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. For downsized sales teams, this means being ruthless about chasing the right accounts.

Territories 59

Territories Churn Face-to-face SME 59

LeadFuze

JULY 19, 2021

What is Sales Velocity? We have to begin by giving a sales velocity definition. Essentially Sales Velocity is the speed at which leads and opportunities move down and out of your funnel. Sales velocity (or pipeline velocity) can be measured in a few ways: The age in stage before moving to the next stage.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59

Allego

SEPTEMBER 1, 2022

Yet that’s what many sales reps do—especially those working at manufacturing and industrial companies. As a result, sales teams end up with a disjointed content “system,” with content located in multiple locations. 7 Steps to a Strong Sales Content Management System. 7 Steps to a Strong Sales Content Management System.

Collateral 62

Collateral SME System Video 62

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? The sales-engineering interface®, where business and operations intersect, creates value added customer experience. Then again, perhaps you are too busy chasing new opportunities, and ignore current customers.

Customer 109

Customer SME Retention Engineering 109

A Sales Guy

DECEMBER 15, 2016

ABM, Account Based Marketing, we’ve all heard about it. (If Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle?

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Babette Ten Haken

OCTOBER 15, 2018

This connection signifies that we are doing our homework and are engaged in effective marketing. Is this company “poised to move to the next level” simply because their sales team had a few good years? Feeling frustrated by chasing opportunities, only to find out clients are telling you overstated stories? Time after time.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Babette Ten Haken

OCTOBER 8, 2018

Think about an over-dependence on cold calling, marketing automation and running around networking events throwing business cards at everything. Even if our functional roles are not primarily in marketing and selling, our customers’ engagement experiences bias them about how we will deliver outcomes. That is scary stuff, folks.

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. What could go wrong, post-sale? Besides, the post-sale care and feeding of those valuable clients is SEJ: Someone Else’s Job. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right?

Sports 74

Sports Retention Customer Compensation 74

Babette Ten Haken

AUGUST 27, 2018

Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. Their voices become your opportunities to better serve your clients. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Customer 88

Customer SME Retention Engineering 88

Babette Ten Haken

MARCH 18, 2019

Because that disconnect is where your (and their) lost opportunity resides. Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Hit your Pause button.

SME 83

SME Retention Ideal Customer Profile Margin 83

Babette Ten Haken

DECEMBER 13, 2018

Collaborative storytelling involves everyone in the organization, not just the marketing department. . Lots of organizations spend a lot of money on content creation to promote the sales of their products and services. She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken.

SME 69

SME Retention Ideal Customer Profile Hiring 69

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. Research by the Sales Executive Council.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Babette Ten Haken

OCTOBER 10, 2018

Lack of professional opportunities erodes workplace engagement. Why should they keep losing opportunities and business due to reliance on output produced by bored suppliers? She is a member of SME, ASQ, SHRM and the National Speakers Association. Think about the customer experiences we create when we are bored.

Ideal Customer Profile 70

Ideal Customer Profile Customer SME Hiring 70

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Helps you track sales reps’ learning progress. Lets you evaluate your training program’s impact on sales KPIs.

Training 71

Training Hiring How To Course 71

Babette Ten Haken

JULY 26, 2018

Each day, when working with colleagues and clients, we have infinite opportunities to leverage our defining voices. Then again, so do sales and marketing professionals. She is a member of SME, ASQ, SHRM and the National Speakers Association. All of us have a professionally profitable voice. What does ours sound like?

SME 58

SME Engineering Retention Coaching 58

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. Research by the Sales Executive Council.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Babette Ten Haken

APRIL 4, 2018

Shouldn’t our differences become our strengths and opportunities, instead of status quo impediments?”. The three contexts are: Your Business Unit (Sales and Marketing), Your Operations (Manufacturing, Supply Chain, Finance) and Your Client. Typically, marketing and sales own the concepts of customer churn and defection.

Pivotal 65

Pivotal Retention Customer SME 65

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

Crunchbase

JUNE 15, 2022

The Lead List is a monthly series that analyzes key buy signals from new additions to the Crunchbase Emerging Unicorn Board to help you fill your pipeline with new opportunities. Hot tip for salespeople : In contrast to unicorns, which get all the attention, emerging unicorns may not be as inundated with sales pitches.

Lead Rank 98

Lead Rank Lead Scoring Company Sales Qualified Lead 98

Babette Ten Haken

SEPTEMBER 10, 2018

How many of your clients have voiced this sentiment, when attempting to traverse execution of pre-sale promises and their post-sale service delivery and execution? Just in case those vendor partners really do not live up to pre-sales promises. Read my article on how to make post-sale customer abandonment a thing of the past.

Ideal Customer Profile 58

Ideal Customer Profile SME Retention Vendor 58

Babette Ten Haken

JULY 5, 2018

Have you successfully created superlative experiences for clients, every opportunity that you get? Why Chasing Busy Work impedes Solid Business Opportunities [link]. She is a member of SME, ASQ, SHRM, the Michigan Council of Women in Technology and the National Speakers Association. Or is your track record inconsistent?

Retention 56

Retention Customer Churn SME 56

Babette Ten Haken

SEPTEMBER 13, 2018

Perpetuating these dynamics reinforces risk aversion, rather than opportunity identification. Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. Working full time.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face SME Hiring 73

Babette Ten Haken

JANUARY 10, 2018

The average tenure of a CMO (Chief Marketing Officer) is anywhere from 18 months to a little over 4 years compared to the rest of the C-Suite, averaging around 5 years. Anywhere from one-quarter to one half of the sales force can turn over every 12 months , if that long, because they aren’t making their numbers. What will you choose?

Engineering 62

Engineering SME Retention Proposal 62

Babette Ten Haken

JULY 9, 2018

So, why not focus on creating opportunities, or sandboxes, in which workforce teams can become more collaborative? Consequently, the multigenerational workforce offers organizations a tremendous opportunity for innovation. She is a member of SME, ASQ, SHRM and the National Speakers Association. And, let’s face it.

Face-to-face 58

Face-to-face SME Retention Margin 58

Product Management University

MARCH 14, 2017

Delivering, marketing and selling products in B2B is a contact sport in many ways. Without a portfolio strategist, the injury you’re most likely to sustain is an overabundance of disjointed one-off development projects to satisfy the next big sales opportunity or unhappy customer. The Protective Pad: Solutions Marketing.

Sports 40

Sports Demand Generation Agencies SME Engineering 40

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

The Pipeline

SEPTEMBER 21, 2017

With about a third of all opportunities going into B2B pipelines ending in no decision, the reality is that about a third of the time the square they end up in is the one they started in. I was talking to someone selling specialized ERP, and he was saying that this is only 5% of his market at any given time, small.

SME 240

SME Objections Margin Follow-up 240

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. Further Opportunities. TOTAL $19,547 from 322 sales. Estimated reading time: 24 minutes. Fred Wilson. lower the price.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

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

Allego

JULY 17, 2023

For years, we’ve talked about sales enablement and how enablement can help sales teams sell more. What sales content do teams need? It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. Change has come to enablement.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

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

OnePageCRM

MAY 15, 2019

But its most remarkable part was the opportunity to spend time with our customers, sit by their side and see our product through their eyes. If you get an opportunity to meet with your customers, spend the time wisely and listen to what they have to say. I found that sales managers are the most positive people in the world.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

But its most remarkable part was the opportunity to spend time with our customers, sit by their side and see our product through their eyes. If you get an opportunity to meet with your customers, spend the time wisely and listen to what they have to say. I found that sales managers are the most positive people in the world.

Customer 36

Customer Revelation CRM Lead Rank 36

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130