The Pipeline

FEBRUARY 19, 2019

Many in sales believe that there will be no action by a buyer unless there is a compelling event. Yet most of the focus for sellers, enablement and others involved in the sales arena, focus almost their entire effort on this small group of buyers. By Tibor Shanto. The vast majority move on, looking for a more ready buyer.

SME 225

SME Quota Groups Buyer 225

The Pipeline

OCTOBER 24, 2019

If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. The expanding toolkit applies to more than tools we use to prospect. Once the conversation gets going, it’s a question of free-styling, where the SME are separated from the also-rans. By Tibor Shanto.

Prospecting 205

Prospecting Training SME ROI 205

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. For downsized sales teams, this means being ruthless about chasing the right accounts.

Territories 59

Territories Churn Face-to-face SME 59

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. What is the Difference Between SMB and SME?

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Allego

JUNE 16, 2020

At the same time, few can afford to interrupt their busy schedules to attend sales training classes or read stacks of books, manuals and articles. Sales meetings were cancelled and entire workforces began working from home. 2 Ways to Kick Your Training Content Into High Gear. Recruit In-House Experts to Create Content.

Training 77

Training Hiring Face-to-face SalesForce 77

Babette Ten Haken

SEPTEMBER 11, 2018

1st LinkedIn message] Hi Babette, I understand you’re the author of Sales Aerobics for Engineers Blog. I’m working on groundbreaking XXX technology for B2B sales and marketing. You seem like a thought leader interested in learning about ways to improve B2B sales and marketing and I’m trying to get the word out. Or lack thereof.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Babette Ten Haken

DECEMBER 16, 2019

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools and methods, Do YOU Mean Business? Become more visible, relevant and valuable: not only to your employer but also to your strategic partners and clients. Find out more about Babette’s professional story here.

Ideal Customer Profile 85

Ideal Customer Profile SME Face-to-face Engineering 85

Babette Ten Haken

FEBRUARY 27, 2020

I am a member of SME, ASQ, SHRM, ATD and the National Speakers Association. My playbook of communication tools and methods, Do YOU Mean Business? Become more visible, relevant and valuable not only to your employer but also to your strategic partners and clients. Find out more about my professional story here. Contact me right here.

SME 86

SME Margin Engineering Education 86

Babette Ten Haken

DECEMBER 9, 2019

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools and methods, Do YOU Mean Business? Become more visible, relevant and valuable not only to your employer but also to your strategic partners and clients. Find out more about Babette’s professional story here.

Ideal Customer Profile 77

Ideal Customer Profile SME Trends Tools 77

Hubspot Sales

JANUARY 8, 2020

Every day you want to progress toward achieving positive sales performance. 68% of Salespeople Don’t Have Enough Time to Focus on Sales Activities. In the RFPIO Responder Survey, 68% of sales teams reported they don’t have enough time in their day to focus on sales activities. Project management. Collaboration.

Data 72

Data Proposal Survey Software 72

Babette Ten Haken

JULY 8, 2019

Next, as the leader of your business, you consider website content and marketing and sales messaging as decorative elements of your business. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools, Do YOU Mean Business? is available on Amazon.com.

Ideal Customer Profile 73

Ideal Customer Profile Outsourcing Services SME Hiring 73

Babette Ten Haken

JUNE 20, 2018

You have a nagging feeling that your post sale teams really own customer retention. What is the rate of post sale customer abandonmen t in your organization. When post sale teams are disconnected from customer retention, here’s what really happens. Everyone else who is not involved in that initial sale. Contact me.

Retention 65

Retention Hiring Customer Compensation 65

Babette Ten Haken

MAY 31, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon. Babette’s playbook of IIoT team collaboration hacks, Do YOU Mean Business?

SME 61

SME Customer Retention Survey 61

Babette Ten Haken

MARCH 8, 2018

When I speak to sales audiences about customer retention, their expectations are that I will provide them with clever tools and tips on renewing customers, so they can meet quota. Interestingly, their C-Suite is not looking for tools and tips to get customers to renew contracts for another year. is available on Amazon.

Strategy 74

Strategy Customer Retention SME 74

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. That being said, there are tools and best practices you can use to speed up the process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy.

Training 71

Training Hiring How To Course 71

Sales Hacker

SEPTEMBER 13, 2021

Another effect is that they will be able to share in the praise regarding revenue, which usually falls to sales alone. Spontaneous (SME). When leads are drying up, sales calls for a campaign, like showing up at a trade fair or business event. In this situation, there’s much better cooperation between sales and marketing.

ROI 93

ROI Account Marketing Lead Rank 93

Babette Ten Haken

JULY 2, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette’s One Millimeter Mindset Workshops and Speaking programs leverage collaboration to catalyze professional innovation, workforce engagement and customer retention. is available on Amazon.

SME 53

SME Retention Motivation Meeting 53

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Babette Ten Haken

NOVEMBER 28, 2018

Sequestering employees in well-entrenched departmental silos reinforces specific professional mindset, habits, skills and tools. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. First, competing customer retention cultures are sustained within traditional departmental silos and business models.

Retention 66

Retention Ideal Customer Profile Hiring Customer 66

Babette Ten Haken

AUGUST 2, 2018

I’ve spoken with many business owners, consultants, sales people or post-sales support professionals. Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Businesses have a customer experience gap. Which is great, in theory.

Customer 55

Customer Survey SME Retention 55

Babette Ten Haken

JUNE 14, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette’s One Millimeter Mindset Workshops and Speaking programs leverage collaboration to catalyze professional innovation, workforce engagement and customer retention. is available on Amazon.

Customer 70

Customer SME Retention Exercises 70

Babette Ten Haken

MARCH 21, 2018

As a result, enlightened sales, marketing, engineering and IT professionals, like you, attempt to cobble together a cross-functional, collaborative internal network to stay competitive. And you yearn for a cultural environment, processes, tools and business model to create collaborative, extraordinary and enduring customer experiences.

SME 65

SME Hiring Retention Ideal Customer Profile 65

SugarCRM

SEPTEMBER 5, 2022

SugarCRM has formed strategic partnerships with Triblio (a Foundry Company) and DealHub, two leading sales and marketing technology platforms. This webinar will show you how to extend the Sugar platform to engage with your prospects and customers using groundbreaking new digital tools. You can now use Sugar Maps in the mobile app!

SugarCRM 26

SugarCRM SME Webinar Metrics Groups 26

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Babette Ten Haken

AUGUST 8, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken serves organizations as an inspiring speaker, strategist, coach and storyteller. She is a STEM-trained scientist, corporate catalyst and design thinker. is available on Amazon.

SME 57

SME Webinar Metrics Retention Trends 57

Babette Ten Haken

JULY 3, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette’s One Millimeter Mindset Workshops and Speaking programs leverage collaboration to catalyze professional innovation, workforce engagement and customer retention. is available on Amazon.

SME 53

SME Retention ACT Customer 53

Anthony Cole Training

MAY 3, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 120

Hiring Ideal Customer Profile SME Banking 120

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. For instance, a sales training program might teach you about the science of buying, how to ask questions to better understand your prospects’ needs and wants, or ways that people buy.

Training 52

Training Hiring Trends Retention 52

Babette Ten Haken

JUNE 4, 2018

Often, our behavior sabotages our efforts to move sales, engineering, service, IT and Quality initiatives forward. Have we closed enough sales deals with ideal customers, reduced our non-billable hours dealing with client issues and eliminated waste in manufacturing processes? Consider the factors impacting professional urgency.

SME 58

SME Churn Face-to-face Engineering 58

Babette Ten Haken

JULY 5, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM, the Michigan Council of Women in Technology and the National Speakers Association. is available on Amazon. Image: Fotolia. The post Ready for a Customer Experience Mid Year Blog Post Review?

Retention 56

Retention Customer Churn SME 56

Babette Ten Haken

JULY 26, 2018

Then again, so do sales and marketing professionals. Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. In other words, the issue is ubiquitous. Did I just conjure up a picture of The Big Bang Theory or Bones entertainment programs?

SME 58

SME Engineering Retention Coaching 58

Babette Ten Haken

AUGUST 1, 2018

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken serves organizations as an inspiring speaker, strategist, coach and storyteller. She is a STEM-trained scientist, corporate catalyst and design thinker. is available on Amazon.

Customer 51

Customer Demand Generation Agencies Hiring Demand Generation 51

Babette Ten Haken

DECEMBER 14, 2017

Download my newest tool to find out whether you are targeting the right customer base for your SMB. She is an EOS Implementer (Entrepreneurial Operating System®) and a member of SME, ASQ, SHRM and the National Speakers Association. If so, you end up like a hamster in a wheel, expending a lot of energy but getting nowhere else.

Strategy 78

Strategy SME Scale Lead Rank 78

Babette Ten Haken

JULY 18, 2018

Plus, sales reps, as well as IT and engineering professionals, request appointments. The majority of pre- and post-sales professionals, as well as leaders, I speak with are sincere in their efforts to “ stick close to the customer.” Babette’s playbook of collaboration tools, Do YOU Mean Business? , is available on Amazon.

Webinar Metrics 59

Webinar Metrics Customer Strategy Real Estate 59

Babette Ten Haken

SEPTEMBER 13, 2018

leadership and communication skillsets, tools and strategies for today’s and tomorrow’s digitally transforming industries. Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. Develop Industry 4.0

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face SME Hiring 73

Babette Ten Haken

JUNE 25, 2018

First, when sales people put on the pressure to fulfill their quarterly quota, clients go dark. Because chances are, end of quarter sales persistence represents the rare time the seller actually does contact that buyer. Babette’s playbook of collaboration tools, Do YOU Mean Business? , is available on Amazon.

Customer 54

Customer SME Retention Hiring 54

Babette Ten Haken

MAY 28, 2018

In addition, STEM professionals are exposed to marketing and sales-based storytelling styles, when attending professional meetings featuring vendor exhibitors. Therefore, the majority of STEM professionals with whom I’ve worked and researched, perceive sales and marketing storytelling as lacking substance. is available on Amazon.

SME 48

SME Engineering Decision Maker Government 48