The Pipeline

OCTOBER 4, 2021

He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems. Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement.

Segment 173

Segment Webinar Metrics Conference Sales Enablement 173

SBI

MAY 2, 2018

And they continue to keep us because our customers regularly exceed revenue and profit projections thanks to our AI. Provides your sales reps with a virtual sales analyst that generates customized sales plays for every customer to drive revenue through traditional and digital channels. Our AI-based SaaS platform, Zilliant IQ: 1.)

Revenue 139

Revenue How To ROI Case Study 139

MEDDIC

MARCH 28, 2024

More prospect feedback : Gather feedback from lost clients. Not all accounts hold the same potential for growth and revenue generation. Consider factors like: Deal Size: Focus on deals that align with your quota and contribute significantly to your revenue goals. What exact pain were they addressing? Why did they sign now?

Enterprise 52

Enterprise Enterprise Account B2B 52

Allego

DECEMBER 13, 2023

You get to meet, share ideas, and have fun with other sales enablement managers, sales managers, learning and development professionals, and revenue enablement folks. The event includes 70 workshops across 15 different content learning tracks, plus dozens of micro-learning labs. Then there’s the networking. Thrive Tomorrow.”

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Sales Hacker

JUNE 7, 2021

Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This isn’t simply about describing the different target segments, it’s about sharing those snippets of intel that help salespeople focus on the right prospects early on.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Hubspot Sales

NOVEMBER 14, 2022

While prospects should be able to find information on your website and other resources, your sales team needs to take a consultative approach. Business acumen training can teach your sales reps how to better understand your prospects. These reps need to understand what your prospects want and what they don’t. Strategy Workshops.

Training 67

Training Scale Hubspot Lead Rank 67

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Anthony Iannarino

JANUARY 21, 2020

Elite ticket holders attend workshops delivered by Amy Franko, Kenyetta Gordon, Kendra Lee, Jeff Bajorek, Larry Levine, James Muir, Brynne Tillman, and Bernadette McClelland. Jeb Blount, Mark Hunter, Victor Antonio, will also provide workshops. I do something different each year, and I am working on this year’s workshop now.

Conference 104

Conference Outbound Lead Generation Networking 104

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

SalesLoft

SEPTEMBER 1, 2023

Escape the crowds by joining us at the San Francisco Mint, venue of the eighth annual OpsStars Conference , an exceptional learning and networking event uniquely tailored to operations professionals and revenue team members. It’s Free If the best things in life are free, then OpsStars is definitely on that list.

Conference 52

Conference Hiring Networking Face-to-face 52

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. View our updated calendar of 2014 sales training workshops. When going through buying cycles with prospects, sellers are careful to ensure they gain access to Key Players that will be involved in making buying decisions. awaits most newlyweds.

Revenue 68

Revenue Buying Cycle Quota Account 68

Customer Centric Selling

AUGUST 27, 2014

Sales Prospecting: Is Cold Calling Dead? Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. attempts to reach executives while at the same time discovering that few sellers made more than 3 attempts to contact prospects. Your Roadmap to Revenue Growth® awaits!

Cold Calling 91

Cold Calling Prospecting Collateral Study 91

Product Management University

FEBRUARY 12, 2024

Track Record of Year-Over-Year Product Revenue Growth Not to state the obvious here, but product revenue is always top the priority. As a product marketer though, this is more about your strategy and execution tactics that lead to year-over-year revenue growth. million in revenue from that promotion.

Marketing 59

Marketing How To Segment Scale 59

SalesProInsider

FEBRUARY 12, 2020

You have a meeting with a prospective client, and you think it’s going great. If we think about objections as a threat, leap to the conclusion that the prospect has been wasting our time, or feel defeated that “of course, they don’t want to work with me. Free Training Workshop. Here’s how it plays out.

Objections 129

Objections Opportunity Buyer Conversion 129

Sales and Marketing Management

OCTOBER 26, 2020

After the first year of this migration, the new model increased revenues by 5% and reduced SG&A costs by 10%, at the same level of customer service. For a major new prospective account, or a complex sales cycle with multiple influencers a, it may still make sense to hold a collaborative workshop on site.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling. Just like they used to. Tibor Shanto.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Customer Centric Selling

JUNE 7, 2014

Sales Tips and Techniques: Where Should You Be Spending Your Prospecting Time? One of my clients goes so far as to say that her salespeople hide behind email blasts and call it ''prospecting''; it''s fast, easy, and the rejection is not personal. Your Roadmap to Revenue Growth® awaits! We can help.

Prospecting 61

Prospecting Cold Calling Marketing Qualified Lead Channels 61

Anthony Cole Training

JANUARY 13, 2014

I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". Make sure that your pipeline management tool mirrors your sales process and that prospects are either moving through the sales steps or moving out. Workshop.' A couple of things. Goal Worksheet.

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

Sales and Marketing Management

OCTOBER 9, 2020

They can provide companies with perpetual revenue, and they can solidify your organization’s reputation as a great company to work with. Introductions to potential prospects for them from my network. Free consultations or workshops for partners’ teams. Start by building a "toolbox" of assets that you can bring to the table.

Referrals 177

Referrals Company Scale Case Study 177

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Customer Centric Selling

DECEMBER 20, 2016

I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months. I had no proactive plan in place as to HOW I was going to generate the revenue that I was being tasked with generating.

Revenue 40

Revenue Territories How To InsideView 40

Customer Centric Selling

JULY 28, 2014

Sales Tip: Understand the Value of Your Offering to Your Prospect. “Do you understand the value of your offering to your prospect?” They began prospecting and selling to VPs of exploration, changed their packaging to five (5) user increments, raised the price to $75,000 and enjoyed record sales. They had an epiphany!

Epiphany 61

Epiphany Prospecting Discount Engineering 61

Nutshell

MAY 11, 2023

Check out Nutshell’s sales automation features or watch our sales automation workshop for Nutshell users! Explore Features Watch the Workshop How can sales teams use AI? Automated systems are programmed to complete a specific task, but they don’t learn on their own, reason, or make decisions like AI systems do.

Sales Process 118

Sales Process Lead Rank Lead Scoring Sales Automation 118

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Morning sessions set-up workshops in the afternoon.

Conference 124

Conference Outbound Social Media PointClear 124

Highspot

FEBRUARY 2, 2024

Highspot customers who follow content management best practices triple the adoption of this content and even double the chances a prospect will engage with it. Your revenue teams should be able to easily find the answers to four key questions when accessing their sales enablement platform: What problems do we solve as a business?

Sales Enablement 52

Sales Enablement Infusion Intent Government 52

Customer Centric Selling

JUNE 16, 2014

Sales Tips and Techniques: How to Use "Thunder and Lightning" to Improve Prospecting and Business Development. Take a look at the sales training workshops available to get started and improve sales performance. Your Roadmap to Revenue Growth® awaits! Image courtesy of Stuart Miles at FreeDigitalPhotos.net. What is it?”

Prospecting 69

Prospecting How To Call-back Follow-up 69

Zoominfo

JUNE 12, 2019

For nearly 20 years, Trish and The Bridge Group have helped over 320+ companies build, expand and optimize their Inside Sales practices including building pipeline, generating revenue and redefining the image of the profession. Trish is also a renowned author. Trish is one of the leading ladies in the Inside Sales profession.

Influencer 188

Influencer B2B Social Media Twitter 188

Mindtickle

JULY 31, 2023

The revenue and risk reduction impact of implementing best-in-class training is enormous for the average financial services organization. Less time in front of prospects & customers [post-COVID] he COVID-19 pandemic drastically reduced the amount of face-to-face time sales representatives have with prospects and clients.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Apptivo

OCTOBER 3, 2022

Increases CLV (Customer Lifetime Value) and assures consistent flow of revenue. Impacts revenue, brand equity, brand positioning and overall value proposition. Activities that are focused on getting prospects to notice the brand, its business proposition, and its value offerings are typical strategies to attract potential customers.

Marketing 98

Marketing Lead Rank Lead Scoring Loyalty 98

Braveheart Sales

JANUARY 7, 2020

Are its promises of increased revenue and the vision of stress-free management evaporating? In fact, getting everyone to use a repeatable process is essential and it absolutely will increase revenue some. These all make complete sense within the framework of a sales workshop or a sales kick-off. Well, you are not alone.

Training 59

Training Sales Cycle Account Coaching 59

Customer Centric Selling

NOVEMBER 7, 2016

In our workshops we don’t spend a great deal of time on objection handling. A high percentage of objections result from “spray and pray” approaches when sellers bombard prospects with features without first asking questions to uncover which are likely to be relevant. There will be times when prospects ask: Do you have the X feature?

Objections 88

Objections Buyer How To Training 88

SalesProInsider

FEBRUARY 26, 2020

Free Training Workshop. Have you ever wished for an easier way to build trust with buyers, so you can increase revenue and grow your business? Are you looking for a way to convert more prospects into clients after you meet with them? Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop.

Buyer 142

Buyer Conversion Software Software 142

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

SalesFolk

JANUARY 26, 2021

It generated over a million dollars in sales revenue. I’ve written more than 10,000 sales emails that made over a billion dollars in revenue for many major B2B SaaS companies. Want to make sure you never miss out on my free advice and get invites to private workshops and training sessions? .

Hubspot 52

Hubspot Demand Generation Demand Generation Targets Fashion 52

Sales and Marketing Management

MAY 24, 2018

Whether it was a training workshop, a product launch or a messaging rollout, the activity was event-based, non-virtual and done in isolation. The decisions your prospects and customers are making. Excel at serving existing accounts and securing renewals, but worried that won’t get you the revenue growth you need?

Territories 185

Territories Margin Training Pipeline 185

Groove.co

NOVEMBER 13, 2020

INDUSTRY NEWS Your prospects only want to see you on Zoom It’s not you, it’s them. So how do you minimize downtime for your reps while maximizing revenue? 18 workshop for revenue leaders on just this topic. The AA-ISP has put together a Nov.

Prospecting 26

Prospecting Hiring Guarantee Advertising 26

ROI4Sales

OCTOBER 5, 2016

Do you really know what your prospects are looking for? Were you told by your development group or marketing why your prospects buy? Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. This workshop is something you can do on your own, or have ROI4Sales come in and facilitate it.

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54