The Pipeline

MARCH 16, 2020

While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. The skill or opportunity is in knowing the most critical objectives a set of buyers may have at a given time. Assuming it was calibrated properly, to begin with. Help deliver clarity.

Objections 310

Objections SME Lead Rank Lead Scoring 310

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. The more and better they recognize and accept your SME status, the more effective you will be.

SME 240

SME Objections Margin Follow-up 240

Pipeliner

MAY 19, 2020

Whether you are operating a small or medium enterprise in your locality, you have to maximize the use of digital tools to get sales. As an SME, you have a very personal relationship with your customers. These are requirements for a business growth that has integrity strengthened by a positive SME-customer relationship.

Email Marketing 98

Email Marketing SME Marketing Hiring 98

Allego

AUGUST 24, 2021

The good news is that even with all of the current challenges, CMOs have the perfect opportunity to raise their game, transform their teams, and stand out among the noise of the marketplace. Tapping into the Power of Sales Enablement. 5 Transformative Sales Enablement Priorities. 5 Transformative Sales Enablement Priorities.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

The Pipeline

OCTOBER 24, 2019

If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. Not taking away from the importance of the prospect’s experience, the real opportunity is for you to grow you’re your expertise. Your question breaks the mold, giving you the opportunity. By Tibor Shanto.

Prospecting 205

Prospecting Training SME ROI 205

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

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

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

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

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

Anthony Cole Training

APRIL 11, 2014

It''s an opportunity to take a major account from your biggest competitor. Don decides that, in order to prepare for this big opportunity, the team should have a pre-call meeting. Everyone selected for the team sale is there except Puig. How about the rest of the group that is aware of this opportunity? It''s a big lead.

Hiring 152

Hiring SME Margin Account 152

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

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

Bernadette McClelland

JUNE 9, 2014

If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program. Call our office now on 1300 935 226 for an opportunity to see how we can take your desire to results. With the New Financial Year nearly upon us, amp up who you need to be for 2014/2015.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program. Call our office now on 1300 935 226 for an opportunity to see how we can take your desire to results. The Time is Now, don’t you think?

SME 322

SME Call-back Lead Rank Conversion 322

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

Bernadette McClelland

JULY 9, 2014

1 Thing – A female client, on reading The Challenger Sale book , told me she didn’t want to be perceived as a ball breaker by challenging her customers. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program.

Lead Rank 247

Lead Rank SME Lead Scoring Survey 247

Bernadette McClelland

JULY 9, 2014

1 Thing – A female client, on reading The Challenger Sale book, told me she didn’t want to be perceived as a ball breaker by challenging her customers. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program.

Lead Rank 247

Lead Rank SME Lead Scoring Survey 247

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

Hubspot Sales

JANUARY 8, 2020

Every day you want to progress toward achieving positive sales performance. 68% of Salespeople Don’t Have Enough Time to Focus on Sales Activities. In the RFPIO Responder Survey, 68% of sales teams reported they don’t have enough time in their day to focus on sales activities. Project management. Content Management.

Data 72

Data Proposal Survey Software 72

Babette Ten Haken

DECEMBER 3, 2018

In our euphoria to initiate new projects, we have an opportunity which we often overlook. And our decision to actually look for this opportunity is a mission-critical element contributing to the aggregated, client-perceived value of our per-project outcomes. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 85

Ideal Customer Profile SME Hiring Customer Service 85

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

Babette Ten Haken

OCTOBER 15, 2018

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? She is a member of SME, ASQ, SHRM and the National Speakers Association. For starters, be skeptical and stay skeptical.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Babette Ten Haken

DECEMBER 9, 2019

Embracing not only the risk, but also the opportunity, of connecting your stories to other people’s stories. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Developing storytelling confidence moves you one millimeter forward, beyond remaining professionally comfortable. is available on Amazon.com.

Ideal Customer Profile 77

Ideal Customer Profile SME Trends Tools 77

InsideSales.com

MARCH 15, 2020

Good sales leaders are those who can successfully manage a sales team and escalate them to great heights. Here are some sales team management tips to set your team up for success. RELATED: 3 Questions Data-Driven Sales Managers Must Answer. In this article: Build a Sales Team Based on Your Needs. Specialize Early.

Hiring 58

Hiring Top of Funnel Promotion Distribution 58

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

DECEMBER 5, 2018

Simply because they never have the opportunity to observe – and learn – how to solve problems more thoroughly and effectively. Make Relentless Curiosity a Professional Opportunity, instead of a perceived Risk. And make this Professional Opportunity accessible to everyone. . Enjoy this blog post?

SME 70

SME Ideal Customer Profile Hiring Retention 70

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

OCTOBER 8, 2018

Let’s say we feel cozy and comfortable in our post-sale support roles, implementing what is sold. Now, they are left in the hands of everyone else in the organization who they did not meet, during the initial sale. After all, the customer’s future solidly is in the hands of post sale teams. Or, are we?

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

Babette Ten Haken

JUNE 20, 2018

You have a nagging feeling that your post sale teams really own customer retention. What is the rate of post sale customer abandonmen t in your organization. When post sale teams are disconnected from customer retention, here’s what really happens. Everyone else who is not involved in that initial sale. Contact me.

Retention 65

Retention Hiring Customer Compensation 65

Babette Ten Haken

NOVEMBER 7, 2018

Create revenue-generating professional opportunities throughout your career. Move beyond what seems risky and discover your professional opportunities. She is a member of SME, ASQ, SHRM and the National Speakers Association. Discover what (and who) intimidates you, and why. Here is my invitation to you. Contact me today.

SME 69

SME Ideal Customer Profile Margin Retention 69

Babette Ten Haken

NOVEMBER 14, 2018

An entire continuum of business-building opportunities results from leveraging collaborative client relationships. Ultimately, each customer’s decision to continue doing business with us firmly is in the hands of all of those “someones” responsible for post-sale customer care, in one form or another. is available on Amazon.com.

Ideal Customer Profile 64

Ideal Customer Profile Customer Retention SME 64

Babette Ten Haken

JANUARY 8, 2018

Mostly, the rationale is that chasing multiple bright shiny opportunities offers lucrative and tactical outcomes of variable duration. The smaller the business, the more vulnerable it becomes when chasing bright shiny business opportunities. Every opportunity was viewed as a bright shiny business object. Not only that.

Objections 66

Objections Retention SME Scale 66

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

OCTOBER 29, 2018

Except that opportunity never is offered to us. Embracing both risk and opportunity. She is a member of SME, ASQ, SHRM and the National Speakers Association. Hidden somewhere within our organizations’ value streams. Or, perhaps we have dutifully followed the prescribed pathway to organizational advancement. Why is that?

Remedy 97

Remedy Hiring SME Ideal Customer Profile 97

Babette Ten Haken

DECEMBER 19, 2018

However, they are contrary to everything you have learned as a sales professional. Or a sales engineering professional, a customer service professional, or any other professional engaged in acquiring and retaining customers. Otherwise, if all you want is to meet your quarterly KPIs or win the sales contest, then, carry on.

Retention 79

Retention Ideal Customer Profile Strategy Customer 79

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