The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. How would you know if your sales teams are Psychologically safe or not? Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

The Pipeline

MAY 6, 2020

This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. Jeff wants you to Rethink The Way You Sell, and do it with swagger. It turns out that since that was recorded, he has written a new book you will want to grab. It’s called When It Goes Sideways , a book with swagger.

Construction 377

Construction Energy ACT Up-Sell 377

Zoominfo

MARCH 5, 2021

Most likely, you’ll do a combination of content based on your most pressing marketing needs (like filling your sales pipeline with quality leads). Most likely, it’s your sales reps. Get together with your sales team to understand your ideal customers’ attributes. That’s where your content marketing strategy comes in.

Strategy 257

Strategy Marketing Buyer Persona Sales Qualified Lead 257

Sales and Marketing Management

NOVEMBER 13, 2020

Author: Zameer Baber and Garrett Kephart As organizations consider how their operations need to change in a post-COVID world, many are rethinking how their B2B sales teams will operate as many may no longer want – or are able – to travel to meet their clients. However, B2B is significantly more complex.

B2B 177

B2B Strategy B2C Revenue 177

Partners in Excellence

JUNE 9, 2021

To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. Somehow, our engagement strategies are less and less effective. The majority of these go into “spam buckets.”

Lead Rank 138

Lead Rank Channels Customer Service Sales Qualified Lead 138

Julie Hanson

OCTOBER 25, 2023

We’ve been conditioned to slip into “receiver-mode” in front of screens, particularly when we anticipate a sales pitch or presentation. If you consistently interrupt this internal thought process your presentation may quickly turn into a one-sided monologue. That introduction slide with your name and picture on it?

Meeting 71

Meeting Face-to-face Real Estate Influencer 71

Partners in Excellence

MAY 27, 2021

Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience. There are countless examples of alignment and collaboration problems within sales itself, or marketing, or customer experience. In a lot of it, I wonder, “What problem are we really trying to solve?”

Demand Generation Agencies 121

Demand Generation Agencies Tools Channels Resources 121

Selling Power

DECEMBER 9, 2020

Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation!

Conversion 116

Conversion Enterprise Enterprise Influencer 116

Sales Readiness Group

APRIL 21, 2021

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell. At the heart of these differences is size.

Enterprise 105

Enterprise Enterprise Customer Marketing 105

Partners in Excellence

DECEMBER 2, 2020

We have had to rethink everything we do. What’s really intriguing is the pandemic has provided a forcing function, driving us to make changes or rethink ours strategies and approaches–but they are things we should have done years ago, independent of the pandemic. And we are seeing similar changes in how customers buy.

Strategy 101

Strategy Sales Enablement Up-Sell Conversion 101

Partners in Excellence

FEBRUARY 10, 2021

And it forces us to rethink how we engage these customers in selling. By doing this, we potentially miss the change in the activities being undertaken in the buying process and how we align our engagement strategies with how our customers buy. Total time spent with sales people from all the vendors they are considering is 17%!

Buyer 117

Buyer Channels Vendor Strategy 117

The Pipeline

MARCH 12, 2021

Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. As has been the case through the ages (I’m old enough), sales leaders look for “solutions” to fix their problems. By Tibor Shanto.

Data 386

Data Sales Leadership Quota Sports 386

Sales and Marketing Management

MAY 15, 2020

The sales teams positioned to succeed during this time will be those who help rather than haggle customers – understanding, too, that “success” will look somewhat different these days. Here are best practices for securing sales while remaining sensitive to customer circumstances amidst crisis. Update the Pitching Process.

Loyalty 296

Loyalty Cancellation Churn Demographics 296

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. As sellers, too often our “discovery” process really focuses on giving the opportunity to pitch our products. Questions driven by curiosity, cause everyone involved to rethink and reimagine, to consider new possibilities.

Intent 118

Intent Positioning Coaching Lead Rank 118

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

JUNE 21, 2022

Simplistically, are marketing, sales, customer experience creating a consistent experience for the customer. Technologies and new methods caused us to rethink, all oriented around improving performance and our abilities to engage customers. ” When I get confused with these kinds of things, I tend to rethink and reconsider it.

Revenue 70

Revenue Maximizer Face-to-face Channels 70

The Pipeline

AUGUST 20, 2019

If not, you need to rethink things. If you buy into the research out there, in so-called complex sales, there are up to 6.8 If you approach this as an opportunity to build a foundation for the sales, the reception may be different than you think. In August, the excuse of choice is by far vacations. Look Around.

Pipeline 254

Pipeline Face-to-face Discount Buyer 254

The Pipeline

DECEMBER 18, 2014

In this article I penned for November issue of Sales and Service Excellence Essentials , I challenge and suggest an alternate way to spend incentive cash, and actually driving right behaviours that lead to results (revenues), and actually sustain both. Read the piece here: Rethinking Sales Incentives Then comment below.

Incentives 276

Incentives Incentive Compensation Sales Qualified Lead 276

Sales and Marketing Management

SEPTEMBER 19, 2018

But compliance isn’t just the domain of IT: marketing and sales teams now need to rethink their strategies when leveraging data from third-party vendors and customers. The Risks Posed by the Proposal Process. 1 priority. The Burden of Security Questionnaires.

Proposal 251

Proposal Ideal Customer Profile Vendor Face-to-face 251

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process. Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Sales and Marketing Management

OCTOBER 15, 2020

For sales teams selling in industries where money is already tight due to the pandemic, many have become frustrated and unmotivated with the slow economic recovery and thus low budgets from prospects and clients. Let’s explore three ways that sales leaders can utilize data and analytics to stay afloat amid the crisis and keep teams motivated.

Compensation 156

Compensation Strategy Scale Commission 156

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We have our classic, “marketing catches them/sales skins them” approach.

Face-to-face 104

Face-to-face Proposal Hiring Quota 104

Partners in Excellence

MAY 4, 2022

It’s the start of the process in considering change. Our role is to facilitate this introspective discovery process. While these are useful if we have that information, insights can be much simpler. And insights can be much more personal and relevant than an industry disruption.

Industry 107

Industry Conversion Customer ACT 107

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” Managers spend time helping them become productive.

Hiring 103

Hiring Forecasting Coaching Training 103

Partners in Excellence

MARCH 16, 2023

Some things we need to think about: We need to abandon our current silo based structures of marketing, sales, customer support; adopting an integrated customer engagement organization. The old functions of marketing, sales, customer support are no longer useful structures in our customer engagement strategies.

Face-to-face 73

Face-to-face Strategy Opportunity Customer 73

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Sales Process 122

Sales Process Customer Top of Funnel Sales Qualified Lead 122

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Sales Process 118

Sales Process Customer Top of Funnel Sales Qualified Lead 118

Partners in Excellence

MAY 10, 2022

Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. But then, they get into the process of figuring out what to do, why, and how to move forward in their problem solving/buying process. Thought leadership is important. Having a point of view, creates interest.

Face-to-face 99

Face-to-face Relationals Customer Research 99

Sales and Marketing Management

JUNE 29, 2020

Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. This type of experiment would never happen during normal times because of the risk of derailing the sales organization. Do we still need expensive internal sales meetings (e.g.

Face-to-face 228

Face-to-face Conference Trade Show Video 228

Partners in Excellence

FEBRUARY 24, 2022

Guru’s and sales execs alike are talking and investing in tools that allow sales people to engage over virtual platforms like Teams, Zoom, and others. Guru’s and sales execs alike are talking and investing in tools that allow sales people to engage over virtual platforms like Teams, Zoom, and others.

Travel 68

Travel Face-to-face Channels Buyer 68

Sales Hacker

JANUARY 30, 2024

Pipeline better aligns with sales Tell your sales team you plan to double the number of MQLs, and you’ll likely be met with eye rolls. Pipeline better aligns with sales Tell your sales team you plan to double the number of MQLs, and you’ll likely be met with eye rolls.

Lead Rank 90

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 90

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” A few examples: We tend to think of marketing, sales, customer experience as separate functions. Sales takes those opportunities moving them into orders.

Coaching 62

Coaching Call-back Quota Selling Skills 62

Partners in Excellence

DECEMBER 16, 2021

We must redefine our business models and organizational structures–for example, the traditional siloed functions of marketing, sales, customer service are not aligned with how our customers want to be engaged and engage us. Part of what enables us to achieve is our experience and past success. We have to do something new or different.

Face-to-face 56

Face-to-face Scale Loyalty Quota 56

Partners in Excellence

SEPTEMBER 15, 2021

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. For all sales professionals, this concept of value offers us tremendous ability to differentiate ourselves and compete more effectively.

Loyalty 111

Loyalty Data Relationals Positioning 111

Partners in Excellence

DECEMBER 27, 2022

We’ve known the number of people involved in the buying process is increasing. I can just imagine marketing and sales managers adjusting their outreach strategies—dial up the email sequences to 66 or more, buy more power diallers to ramp up the daily dials, sextuple the meaningless social outreaches. Profoundly so!

Scale 77

Scale Ideal Customer Profile Direct Mail Channels 77

Sales Hacker

NOVEMBER 3, 2023

This week, I’m breaking down what we’re seeing and hearing in the market and what candidates can do to differentiate in the hiring process. Nailing the interview process: Here’s one way to nail the interview process once the interview is landed: 1. It’s a strange hiring market out there especially at early-stage companies.

Hiring 87

Hiring Salary Call-back Intent Data 87

Zoominfo

MARCH 6, 2021

Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204