The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Score More Sales

JULY 22, 2014

I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become. How Many Sales Research Tools Are There? There have never been more tools to allow you to search for insight about the contacts you’re speaking with and their company.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. InsideSales.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. InsideSales.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 8, 2012

If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. Plan2Win software helps salespeople like you develop territory and account strategies. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Tools 82

Tools Territories Webinar Metrics Report 82

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

No More Cold Calling

JANUARY 3, 2013

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. Are marketers out there prospecting for new, individual business opportunities? It requires learning new skills.

Social Media 271

Social Media Social Selling Media InsideView 271

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Increase Opportunities. Expand Your Pipeline.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

The Pipeline

MARCH 28, 2011

Most common of these is prospecting, but there are other things including keeping the information in their CRM up-to-date. Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. This comment was originally posted on Twitter. This comment was originally posted on Twitter.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

JULY 29, 2011

Sales and marketing lead generation tools follow this suit. But the smaller a company is, the more their internal people need to do and the less tools they will have to help them. But the smaller a company is, the more their internal people need to do and the less tools they will have to help them. About Shannon Bryant.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

MARCH 18, 2011

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? This comment was originally posted on Twitter.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. An interested prospect you just met with. The arrival of an RFP.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

SBI

SEPTEMBER 12, 2018

As we do each year, we’ve assembled a list of “must follow” Twitter Handles at Dreamforce. To help you with that mission, we’re naming our top 20 Sales Tech Twitter handles to follow during this epic Dreamforce 2018. Follow InsideView on Twitter @InsideView. Follow DiscoverOrg on Twitter @DiscoverOrg.

Vendor 106

Vendor InsideView Hotels Hiring 106

The Pipeline

MARCH 17, 2011

Stored in "Did You Just Say.?" , Appointments , Attitude , Cold calling , Prospecting , Tongue in cheek , execution. In working with a rep who has avoided prospecting activities lately, during our most recent meeting I asked what he accomplished last week and what his plan was over the next two weeks. “Did You Just Say…?” #2.

Pipeline 228

Pipeline Twitter Cold Calling B2B 228

Score More Sales

SEPTEMBER 29, 2014

Time you spent in the office with your colleagues talking about the problem with your territory, your CRM system, your personal issues. Take the How Productive Are You Quiz - and get ideas and tools to improve. Start timing tasks – how long does it take you to write three emails to prospective buyers? Expand Your Pipeline.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

The Pipeline

SEPTEMBER 30, 2011

Note the ways you can make your staff, customers, prospects, and other business associates aware of each of your strengths. Create Tools. If you don’t create proper sales and marketing tools for your staff, you will make their jobs much more difficult. Keep Tools Impressive. This comment was originally posted on Twitter.

Small Business 253

Small Business Small Business Pipeline Marketing 253

The Pipeline

SEPTEMBER 23, 2011

Stored in Attitude , Business Acumen , Cold calling , Guest Post , Proactive , Prospecting , Sales Success , Webinar , execution. There are many ways to meet a prospect, this is one of them. Instead, of learning to handle the ‘no’s,’ it’s a much better idea to learn the skills that you need so that prospects say ‘yes.’

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

The Pipeline

OCTOBER 17, 2011

While it is true that it would not the sales managers best use of time to screen hundreds of resumes, it is also true that the cost of having the wrong sales person on board, the resulting vacancy in the territory, and the cost of hiring a replacement is not small either. This comment was originally posted on Twitter. Tibor Shanto.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

The Pipeline

AUGUST 5, 2011

Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. If you can gather an email address or Twitter handle, the app will do the rest. The coolest new addition to the app is the Twitter Connector.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. To start with not every buyer has a Twitter, Facebook or LinkedIn account. Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Score More Sales

APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company. Create a Targeted List.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

SBI

JULY 24, 2018

When the first sales automation tool was launched, it truly changed the way sales were managed. The early 2000’s introduced cloud-based sales automation tools, but it was little more than taking the same empty promises of the 90’s and moving them to the cloud. The tools they use needs to help them keep pace. A HISTORY LESSON.

CRM 95

CRM SAP Forecasting Incentives 95

The Pipeline

MARCH 2, 2012

Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. This comment was originally posted on Twitter. This comment was originally posted on Twitter. This comment was originally posted on Twitter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

APRIL 29, 2011

Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Our job as salespeople is to move as many qualified prospects through the sales funnel as quickly as possible—leading to more sales, better clients, and more income. Myth #2 Sales 2.0

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

OCTOBER 5, 2011

Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. In and of itself, cold calling, like referrals or other prospecting methods is not the end all and be all. This comment was originally posted on Twitter. January 2008. December 2007.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

Apptivo

DECEMBER 26, 2022

Like water, water everywhere but not a drop to drink, sometimes businesses feel that there are leads, leads everywhere but not a prospect in sight. Samuel Coleridge got it right, in the sense that, often leads are scattered everywhere but when the time comes to decide whether they are prospective customers or not it is a failure.

Lead Management 52

Lead Management Sales Qualified Lead CRM Lead Rank 52

The Pipeline

JULY 15, 2011

The limitation makes the product more valuable (as opposed to discounting, which makes it less valuable) and the limitation can build a sense of urgency that propels a prospect to action. Websites can be amazing sales tools. Follow him on Twitter: @Amabaie. website is a great lead generation tool. Lead on, fair website.

Pipeline 243

Pipeline Twitter Discount Hiring 243

SBI

NOVEMBER 10, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Smart Selling Tools recently hosted a webinar with our customer, Genesys. The post Executive Interview: Mark Kopcha of @Revegy first appeared on Smart Selling Tools.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

criteria for success

APRIL 7, 2021

One of the easiest tools to implement a sales management system is a basic checklist. Work with your team to develop their Prospecting Action Plans. Develop quarterly territory plans with each of your salespeople. Then introduce the checklists as an accountability tool. Set goals with your team.

Sales Management 85

Sales Management Training Journal Forecasting 85

The Pipeline

SEPTEMBER 16, 2011

Awaken your possibilities, get inspired and motivated by following Dr. Rae, her associates and your stress matters on Blogspot , Facebook , FreeForum , LinkedIn , Squidoo and Twitter. Thank you Tibor for collaborating and sharing my work with your Twitter community. This comment was originally posted on Twitter. Social Selling.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

Increase Sales

DECEMBER 4, 2013

Most outside salespeople would tell you their most important priorities are finding qualified sales leads, getting in front of those prospects, closing the sale, and maintaining customer relationships. Follow Aaron on Twitter. Follow Badger Maps on Twitter. Yet every day they go to battle with the enemy, the clock!

Sales Qualified Lead 147

Sales Qualified Lead CRM Twitter System 147

SBI

AUGUST 27, 2019

Customers or prospects come in all sizes. The salespeople we thought were going to be in a role or territory are gone. The horses may be running really fast with all the ops investment in tools to drive rep productivity, but they may be running in the wrong race or going fast in the wrong direction.

Segment 94

Segment Ideal Customer Profile Account Demographics 94

The Pipeline

MAY 20, 2011

Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. LinkedIn is a two way street, now your prospects know your background. This comment was originally posted on Twitter. This comment was originally posted on Twitter. December 2007. Tibor Shanto.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Closer's Coffee

OCTOBER 2, 2019

They never get to be face-to-face with their prospects. With outside sales roles, there is plenty of interaction face to face with customers, hours spent out in the field working the territory to achieve the same end as an inside sales rep. The biggest handicap is they are never seen by their prospect or customer.

Inside Sales 61

Inside Sales Face-to-face Hiring Skype 61

The Pipeline

MAY 6, 2011

Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. We were looking for the proverbial nugget of gold – a prospect with pain and a budget. We were looking for the proverbial nugget of gold – a prospect with pain and a budget. Choose your customers.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

APRIL 11, 2011

Stored in Attitude , Communication , Metrics , Sales Tool , Sales eXchange , execution. Say the speed with which an athlete run 100 metres, the batting average of a ball player, the length of time from hand shake to close, or the rate of conversion of prospects to proposals, etc. This comment was originally posted on Twitter.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238