Sales and Marketing Management

JUNE 20, 2019

With my selling team, sellers who owned the dialogue with a customer, embracing authenticity, flaws and transparency, dramatically shrunk sales cycles, increased win rates, qualified deals in faster, qualified deals out faster that we would have likely lost anyway, and made it really difficult on our competitors’ ability to position against us. .

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Sales Hacker

APRIL 19, 2022

This should be led by the sales leader and focus on any changes and the “whys” behind each adjustment. Comp workshops between reps and sales management also create a safe space to ask and address any rep-level questions. Ramp-ups should also reflect your sales cycle. Setting OTEs and quota multipliers.

Compensation 86

Compensation Retention Hiring Commission 86

Babette Ten Haken

OCTOBER 13, 2020

Not just over the sales cycle or the duration of the project. If so, do you watch over-eager salespeople, pre-sales engineers and engineers transform? Engage me to present one of my One Millimeter Mindset speaking programs, workshops or mastermind groups. Beyond your own need to sell products or engineer solutions.

Customer 106

Customer Engineering Automotive Pharmaceuticals 106

Babette Ten Haken

SEPTEMBER 16, 2019

They become skeptical about lack of continuity and gaps in the details you present. Especially when these omitted details surface, often inconveniently, both pre- and post-sale. At “that” final meeting, when the sale is assumed, but not yet closed. Or, hoping the next sale is easier to close. Contact me here.

Ideal Customer Profile 83

Ideal Customer Profile Engineering Decision Maker SME 83

The Pipeline

AUGUST 8, 2011

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. Presentation. Sales Bloggers Union.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

JULY 25, 2011

Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. A couple of weeks ago I was presenting at an Apple expo here in Toronto, there were two tracks, one for the public, the other for Apple resellers, my crowd. in addition to presentations there were a number of vendors.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Braveheart Sales

JANUARY 7, 2020

And establishing a sequential flow to any sales conversation is critical. These all make complete sense within the framework of a sales workshop or a sales kick-off. But, if success in sales was just about laying out an account map and telling sellers what to say, everyone would be crushing their sales goals.

Training 59

Training Sales Cycle Account Coaching 59

Julie Hanson

APRIL 8, 2021

With a future that likely includes a hybrid of virtual and live selling with an increase in usage of video throughout the sales cycle, many sellers have resigned themselves to a bleak future of uncomfortable, unfulfilling, and frankly unsuccessful virtual sales interactions. Is this as good as it gets?!

Video 83

Video Up-Sell Report Tools 83

The Pipeline

FEBRUARY 24, 2012

Sales Roulette – Are You A Player? Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution. Presentation. Random Walk Down Sales Street.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

MARCH 7, 2012

You need to be able to respond to different obstacles, and you need to win the deal when it presents itself. Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

JANUARY 11, 2012

Work Your Cycle not the Calendar. Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Presentation.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Highspot

SEPTEMBER 11, 2023

Sales readiness bridges the gap between enablement and execution. This leads to improved customer interactions, shorter sales cycles, and increased revenue. Embracing sales readiness can be transformative for any sales team, offering benefits that elevate performance and boost results.

Hiring 59

Hiring Sales Enablement Pivotal Training 59

The Pipeline

FEBRUARY 29, 2012

The Pipeline Renbor Sales Solutions Inc.s The Right Way to Use Demos in Technology Sales. Stored in Attitude , Business Acumen , Communication Strategy , Demos , Listening , Planning , Presentation , Proactive , Sales Strategy , Sales Success , Sales Technique , audio , execution. Presentation.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

DECEMBER 7, 2011

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 16, 2011

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

MARCH 31, 2011

This session will present the basics of buying modes, strategies and tactics on how to prepare for and act on key events that will advance your sales. About the classes: Classes are designed for all levels of sales professionals (reps-execs). Presentation. Random Walk Down Sales Street. Sales Bloggers Union.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

JANUARY 18, 2012

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

MAY 7, 2011

As readers of The Pipeline , you are always looking for new and great ideas to improve your sales results, and a challenge. Now you have an opportunity to get direct input from 35 of the world’s best know sales experts, all part of the 2011 Sales & Marketing Success Conference , presented by Top Sales World.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

The Pipeline

OCTOBER 10, 2011

But what if you didn’t wait till the end of the meeting to present your next step? What if instead you presented it up front, in the context of the agenda, especially in meetings after the initial meeting. Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

Showpad

JANUARY 15, 2021

While many businesses may have been hesitant, thinking such tech is too advanced, these technologies have many applications in business and B2B sales. Showpad Content, for example, uses AI to generate content recommendations to fuel buyer engagement and the sales cycle. Shorten your sales cycle with prospecting insights.

B2B 83

B2B Sales Enablement Analysis Sales Operations 83

The Pipeline

FEBRUARY 22, 2012

Revisit prospects who started a sales cycle with but did not finish, ending in no decision; as time moves forward, they may be ready to reengage, either because they still need to do something. Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

AUGUST 24, 2011

So, here is the question, “How much time do you spend getting ready for a sales meeting?” Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

FEBRUARY 8, 2012

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. Wednesday I posted a piece about the importance of working your sales cycle, not the calendar.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. Sales training programs are often like that — but they don’t have to be. Sales Training Programs for Beginners.

Training 92

Training Lead Rank Hiring Course 92

The Pipeline

FEBRUARY 15, 2012

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

NOVEMBER 23, 2011

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

APRIL 30, 2011

Jonathan and Top Sales World have organized the biggest ever online conference, 2011 Sales & Marketing Success Conference. Five days, May 9 to May 13, 36 of the world’s top sales and marketing practitioner and thought leaders, presenting all about succeeding, winning and exceeding expectations. Presentation.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

The Pipeline

JANUARY 17, 2012

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

AUGUST 5, 2011

Presentations. Not only can you create and edit PowerPoint presentations, but Soonr allows you to access and share over 40 different types of files, from spreadsheets to mp3’s. Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales Tool.

Pipeline 275

Pipeline Hiring Travel Top of Funnel 275

The Pipeline

JULY 1, 2011

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

The Pipeline

APRIL 27, 2011

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. No matter how you present it, ensure the customer has a place at the sales meeting table on a regular basis.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Presentation. Random Walk Down Sales Street.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

MARCH 6, 2012

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

Presentation. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

NOVEMBER 11, 2011

I knew one company that had a desperate sales process. Their whole plan was to reach out to the client at the start of the month, present the latest issue’s table of content, they sold trade journals, and offered to mail it out to them. Presentation. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258