The Pipeline

FEBRUARY 21, 2012

Sign up for our Email Newsletter. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. A collection of three top sales books, including my award winning book on Trigger Events. Home About The Pipeline.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success.

Training 86

Training Hiring Discount Hotels 86

MEDDIC

MARCH 28, 2024

Use this feedback to refine your sales approach and value proposition. Analyze win rates, deal sizes, and sales cycle lengths. By taking the time for a comprehensive review, reflection, and refinement process, you’ll gain valuable insights and set yourself up for a more productive and successful quarter.

Enterprise 52

Enterprise Enterprise Account B2B 52

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

The Pipeline

SEPTEMBER 19, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution.

ROI 243

ROI Pipeline Training Twitter 243

Showpad

DECEMBER 11, 2020

As a sales manager, it’s important to recognize that you have a better chance of slowly but steadily building a talented sales team with the help of a strong sales training platform than you do of hitting home runs on every hire and creating an elite group out of sheer luck. This isn’t a bad thing.

Training 59

Training Hiring Exercises Collateral 59

Highspot

SEPTEMBER 11, 2023

Many sales reps feel this way, constantly racing to adapt to the unpredictable. Keeping up with new products, trends, and customer expectations can feel like navigating a maze without a map. Fortunately, if you’re aiming for peak sales performance in an uncertain world, you’re in the right place. Why Does Sales Readiness Matter?

Hiring 59

Hiring Sales Enablement Pivotal Training 59

Customer Centric Selling

JUNE 10, 2015

Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers run the risk of having long sales cycles that fall under their own weight because they are done “bottom up.”.

Sales Cycle 40

Sales Cycle Buying Cycle Vendor Negotiation 40

Highspot

JANUARY 29, 2024

Jump to whichever section fits your needs: What Is Sales Negotiation Why Is Sales Negotiation Important? 7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Product Management University

APRIL 14, 2021

Business outcomes vs product features: how do your sales demos stack up? In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

The Pipeline

AUGUST 8, 2011

Sign up for our Email Newsletter. 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.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

SBI

OCTOBER 15, 2019

It’s a collection of time-tested strategies that are designed to direct players, at any point in the game, to end up on the winning side. In sales, the end goal is the same, that is to convert a prospect into a customer and build a strong, ongoing relationship afterwards. Improves training. Streamlines sales.

Scale 101

Scale Sales Cycle Quota Sports 101

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. In other words, all the sales training initiatives including your onboarding program are covered in this enablement domain.

Hiring 66

Hiring Study Survey Sales Leadership 66

Julie Hanson

APRIL 8, 2021

Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have only just begun to feel slightly less awkward and less ineffective as at the start, for both buyers and sellers alike. In fact, 70% of the salespeople surveyed by Corporate Visions said that selling virtually is not as effective as selling in person.

Video 83

Video Up-Sell Report Tools 83

Anthony Cole Training

JANUARY 13, 2014

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. Create an environment where your sales people build their own goals from the ground up versus management handing them a goal for the year.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call.

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Emissary

MARCH 2, 2023

The information Emissary provides is an unparalleled advantage that helps sellers unearth more opportunities, shorten sales cycles, and close more deals in less time. Emissary helps users make the most of every opportunity to sell. Library data can be reviewed on screen, shared with team members or downloaded for later use.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Anthony Cole Training

MARCH 4, 2014

In our program, The Art and Science of Asking Questions (link to outline), we constantly role-play and conduct drill-for-skill sessions to improve the skills required to engage clients in conversation rather than taking sales people through lessons or "interrogations". Deal with how the record (belief) sabotages the sale and/or sales cycle.

Decision Maker 180

Decision Maker Analysis Education eBook 180

The Pipeline

JANUARY 11, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Work Your Cycle not the Calendar. Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. EDGE Sales Process.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

DECEMBER 7, 2011

Sign up for our Email Newsletter. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Voice mail continues to be a topic of discussion whenever sales people get together.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Sign up for our Email Newsletter. Finding the balance between having enough of the right information that you can actually action and move the sale forward, versus the time invested in “researching” and not auctioning the results, especially when the time you invested/wasted is not recoverable. Sales Success , Tibor Shanto.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Customer Centric Selling

MARCH 26, 2014

Sales Training Article: "Send Me Some Info". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for one of these sales training workshops to learn how to better engage with prospects. Need some help with your sales performance?

Training 66

Training Buying Cycle Call-back Sales Cycle 66

The Pipeline

OCTOBER 26, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. EDGE Sales Process.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

NOVEMBER 16, 2011

Sign up for our Email Newsletter. Sales Success , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process. EDGE Selling. Gap Selling. Hiring Sales Talent. Interactive Selling. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Natalie Barrie , Head of Sales at Mention Me.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

The Pipeline

FEBRUARY 8, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 22, 2012

Sign up for our Email Newsletter. 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. Sales 2.0 , Sales Skills , Sales Success , Video. A Random Walk Up Sales Street.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

FEBRUARY 24, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s 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.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JANUARY 13, 2012

Sign up for our Email Newsletter. 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. Sales Success , Tibor Shanto , Time Allocation.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

MARCH 7, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Sales Success , Tibor Shanto , Video. A Random Walk Up Sales Street.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Diagram #1). Nancy: Describe the first 30 days after a company purchases your solution.

Government 139

Government Sales Methodology Sales Enablement ROI 139

The Pipeline

NOVEMBER 23, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. EDGE Sales Process.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

FEBRUARY 15, 2012

Sign up for our Email Newsletter. This indeed is a step forward as it aligns and consolidates the organization’s resource to better serve the most important element in selling, the customer. Sales Force Alignment , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process. EDGE Selling.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

SalesLoft

JANUARY 9, 2018

In 2017, we offered a day of training the day before Rainmaker officially started. So we’re offering an optional Rainmaker pre-day with workshops that span the entire day and end just in time for the official Rainmaker 2018 reception. ’ Learn more about each scheduled workshop below: Strategies for Optimizing Salesloft.

Exercises 52

Exercises Engineering Inside Sales Sales Cycle 52

The Pipeline

JANUARY 17, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Sales Success , Tibor Shanto.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

FEBRUARY 17, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. The question of alignment extends in to training as well. Free Resources.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210