The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Gap Selling. Interactive Selling.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

OCTOBER 31, 2011

Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. The market is changing, are you? Gap Selling. Interactive Selling. Social Buying. Social media.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. Maybe the most fitting example to demonstrate this trend is a tactic known as the flash sale. Leverage social selling techniques. Discounting Isn't a Good Call Long Term.

Social Media 97

Social Media Discount Promotion Social Selling 97

Mindtickle

SEPTEMBER 4, 2020

In response to shifts in buyer and market demands, enablement has at once had to reinvent messaging, sales tactics and processes, all while helping sales teams navigate a heavier reliance on technology. Enablement also must develop virtual selling and tools programs that teach sellers about all the tech tools available to engage buyers.

Hiring 96

Hiring Distribution Coaching Webinar Metrics 96

Sales Hacker

JANUARY 22, 2020

How do you remain knowledgeable on trends concerning your target industry or audience? With the rise of social selling , everyone is vying for a spot among the thought leaders. After all, any top-talent sales rep should be able to talk the talk to their prospects, even outside of a social-selling environment.

Hiring 76

Hiring Top of Funnel Lead Rank Quota 76

The Pipeline

JULY 19, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , EDGE Selling , Impact Questions , Interactive Selling , Proactive , Proactivity , Sales 2.0 , Sales Strategy , Sales Success , Social Selling , Social media , execution. Social Selling. Gap Selling. Interactive Selling.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. We’re not selling in a vacuum. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

AUGUST 26, 2011

Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Sometimes she would leave a meeting without having even tried to sell him anything.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Digital Sales Institute

MAY 2, 2018

It also outlines in detail your sales goals and objectives for the period it covers including all the major marketing or sales tactics to be used. Do your salespeople need to learn new approaches to prospecting, selling or relationship building. Does marketing have the budgets, skills and processes to deliver their side of the plan?

Ideal Customer Profile 49

Ideal Customer Profile Strategy Hiring Forecasting 49

The Pipeline

DECEMBER 12, 2011

The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. Territory Alignment. When Sales Met Marketing. Zone Based Selling.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Mindtickle

SEPTEMBER 4, 2020

In response to shifts in buyer and market demands, enablement has at once had to reinvent messaging, sales tactics and processes, all while helping sales teams navigate a heavier reliance on technology. Enablement also must develop virtual selling and tools programs that teach sellers about all the tech tools available to engage buyers.

Hiring 52

Hiring Distribution Coaching Webinar Metrics 52

The Digital Sales Institute

OCTOBER 16, 2018

The use of data for trends, insights and sales activity with CRM will be outputted by AI, as it has the ability to process far greater amounts of data much faster and more efficiently than human interrogation. Sales, selling and how buyers buy is in uncharted territory. The Future of the Inside Sales Jobs Role.

Inside Sales 49

Inside Sales Lead Rank Sales Qualified Lead Lead Scoring 49

Sales Hacker

NOVEMBER 22, 2017

Our marketing team sucks. The market is drying up. Find ways to better synchronize marketing and sales departments as well as sales development reps and account executives. Consider other approaches such as social selling to find new prospects and grow your pipeline. Our Marketing Team Sucks.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Tony Hughes

FEBRUARY 22, 2018

This is a controversial idea but one that can be aligned with your go-to-market strategy. The major hurdle in high performance, strategic social selling is getting in front of the right clients. Marketing teams take ownership not only of a Facebook Page but personal executive accounts to grow them meaningfully.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Pipeliner

OCTOBER 6, 2018

Account Based Marketing & Outbound Automation – Oh My! Account Based Marketing (ABM) is all the rage. For simplicity and those new to the concept, ABM is simply going after targeted “Named” lists of executives, companies, and territories vs. spray and pray? The Age of Artificial Intelligence is upon us!

Account Based Marketing 49

Account Based Marketing Contactual SalesForce Lead Rank 49

The Pipeline

AUGUST 16, 2011

” You need to look at the wins to better define what to look for in the future, but this may cause you to be slow in responding to changing trends. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. Territory Alignment. When Sales Met Marketing.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

InsightSquared

FEBRUARY 12, 2020

LinkedIn’s Social Selling Index (SSI) scores . Sales Navigator is critical to helping sales reps target the right buyers, understand key trends, and engage in personalized outreach. Average number of inMails sent to generate a meeting . Which employees are running the most effective prospecting searches .

Analytics 12

Analytics LinkedIn Scale Lead Rank 12

Hubspot Sales

OCTOBER 5, 2017

Social selling: Using social media to explore a relationship with a lead who has already expressed familiarity with your product or service; sales reps can provide value to prospects on social media by answering their questions and introducing them to useful content. Does the prospect fall within my territory?

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Sales Hacker

JANUARY 28, 2021

That idea might sound crazy, but it’s actually part of a new trend sales organizations are using to hit their revenue targets. With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity.

Ideal Customer Profile 119

Ideal Customer Profile LinkedIn Lead Rank Lead Scoring 119

The Pipeline

FEBRUARY 27, 2012

Stored in Attitude , Business Acumen , Communication , Communication Strategy , Marketing , Proactive , Sales 2.0 , Sales Management , Sales Success , Sales eXchange , execution. My carrier is not alone, they are following the trend of many in the market today. Gap Selling. Interactive Selling. Social Buying.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Sales Evangelist

SEPTEMBER 5, 2019

It evaluates how you sell today and infuses modern digital sales activities into your process. Account-based selling Account-based selling refers to focusing on a set number of accounts, whether it’s organized by territory or strategic value. Each person is the CEO of his own territory.

Account 40

Account Lead Rank Infusion Lead Scoring 40

Score More Sales

DECEMBER 22, 2011

Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Sales people and marketers are human. Are you aware of ALL trends in your business?

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Pipeliner

AUGUST 24, 2018

Lead with insight: Don’t wait for your employer to hand you mythical silver bullets… you instead need to self-educate by researching and writing about the disruptive and transformative trends in your customer’s world. If you can’t write then you can’t sell.

Sales Enablement 60

Sales Enablement Lead Rank Ideal Customer Profile Lead Scoring 60

Close.io

AUGUST 7, 2019

Read this post: Sell like an entrepreneur: The simple mindset shift that wins more deals. 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. They find a way, every time, to make their number. InsideSales.com Blog.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108

Partners in Excellence

JUNE 10, 2013

Following the latest trends, whether music, appearance, tools. Being seen at the “right events,” hanging out with the “cool people,” whether it’s in the customer, in your own company, or in “social communities” is all meaningless if you aren’t relevant.

Trends 101

Trends Top of Funnel Territories Exercises 101