The Pipeline

NOVEMBER 13, 2014

The most recent would be assassins are Socialites, social selling advocates, who seem to spend as much time sniping at and proclaiming the death of cold calling as they do speaking about what they sell, social selling products, seminars, remedies and dreams. Dreaded being the operative word. Why do Socialites?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Here are a few summary points for you to consider as you finalize your plan for next year: Spearhead Social Selling Initiatives : What can you do to support sales in getting to the buyer earlier? Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

DECEMBER 5, 2013

After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Having the tools, process, management commitment and cadence will deliver results. Social Selling is part of the Process.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here. courtesy of InsideView.

InsideView 249

InsideView Research Prospecting Eloqua 249

SBI Growth

OCTOBER 29, 2013

What You Get — A sales tool that maps the decision making process of your product or service. What This Means to You — Your sales team can get in early and sell the way customers buy. This tool will get you going in under a week. #2 Territory, leads, compensation plan and their boss. There are a host of options.

Territories 308

Territories Compensation Buyer Google 308

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. See which tools we chose for: Mobile Sales Enablement.

Tools 50

Tools Territories Compensation Inside Sales 50

SBI Growth

MARCH 19, 2013

We’ll continue to get their feedback as they socialize the list around their branches. Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. Salesforce.com is not a compliance tool. My next post will look in depth at how to improve adoption.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SalesLoft

JANUARY 11, 2016

But with the abundant amount of sales development tech tools out there, it’s easy to lose track of what your prospects (and their companies) are up to. Another great feature of this sales development tech tool is the daily report of accounts. Social selling works. Social selling made easy!

Tools 52

Tools Scale Enterprise Enterprise 52

SBI Growth

MAY 15, 2013

She currently works in a peer territory - not in the one needing an SM. Social vs. traditional sales approaches - if most Reps are using emerging social selling, the SM must be strong at this. Description: Sales forces vary as to their mandate and use of Sales tools and data. Technology and Data Use.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

SBI Growth

DECEMBER 10, 2013

Are they in the right territories? At this point ‘A’ Players should be very involved in Social Selling. 5) Reallocate the C player territory to your A players. Put them into the absolute best territory. Download the SBI Talent Assessment Tool and find out who on your team is a true ‘A’ Player.

Territories 300

Territories Scale Guidelines Groups 300

Crunchbase

APRIL 11, 2023

This type of selling is often used in B2B sales, but it can be used in B2C sales as well. Crunchbase’s account-based prospecting tools can help you find new companies that are the right fit, so you don’t waste time on deals that will never close.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

This type of selling is often used in B2B sales, but it can be used in B2C sales as well. Crunchbase’s account-based prospecting tools can help you find new companies that are the right fit, so you don’t waste time on deals that will never close.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. The Agile Performance Review is just one of a range of tools you''ll receive. CRM tools now include dashboards that give instantaneous views. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

BrainShark

AUGUST 24, 2022

Social Selling. Territory Management. Social Selling. Your salespeople don’t need to be experts on the latest social media trends. Reps should also understand what is and isn’t acceptable for engaging prospects on social media. Territory Management. Communication. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Alice Heiman

SEPTEMBER 5, 2018

How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? . How much can you increase revenue in new territories with new products? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

Hubspot Sales

OCTOBER 5, 2017

Social selling: Using social media to explore a relationship with a lead who has already expressed familiarity with your product or service; sales reps can provide value to prospects on social media by answering their questions and introducing them to useful content. Does the prospect fall within my territory?

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. You sell to a more informed buyer. You must match selling capacity with market demand. Territory design, quotas and compensation plans. Steve is going to use social selling to solve this). Review it with this example.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

SEPTEMBER 6, 2013

Provide the right processes, tools, structure and guidance to best deliver revenue. Buyers don’t care about how your organization wants to sell. Consider everything from strategy to territory design and all your work in-between. Does it require social selling skills? Your goal is to best enable sales.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Partners in Excellence

OCTOBER 12, 2014

For example, I see LinkedIn data that says, “Sales professionals who use social selling are 51% more likely to exceed their quotas.” For example, based on the LinkedIn data, one might think, “All I have to do is use social selling, and I’m more likely to exceed my quota.” No related posts.

Hiring 92

Hiring Social Selling Quota Social Media 92

Vengreso

DECEMBER 2, 2020

the resources, tools, and activities required to carry out the strategies. For instance, which industries do you sell to or want to sell to? This is where leveraging sales tools in partnership with marketing and sales operations will help you map data into your sales plan template to achieve your goals. Click To Tweet.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. For some reason the blogger was surprised at this, mentioning how IBM is leveraging social selling. Sales Tool.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

SBI Growth

JANUARY 27, 2013

It includes a tool: a profile of the Sales leader (Hanna’s advantage!) Is Social Selling a necessary skill? Here is what she learned (and what SBI research confirms): Sales recruiting – Sales leaders do not want open territories. Social selling – Can Sales take advantage of Social Media?

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

JUNE 26, 2013

Sales Process / CRM Overview – Provide a view of the pipeline, the sales process, forecasting and the CRM tool being used. Territory Design / Structure Process. Social Selling Guidelines. Compensation – Overview of compensation models and exception handling. Quota Setting Process. Job Descriptions and Scorecards by role.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. This way, any rep at any time could open our Social Selling Sheet, search for their target company’s name, and find out who had connections there. We can also glean intel on what tools the new hire is expected to use. Win your dream customers: Playing the long game.

Account 98

Account Hiring Intent Signal Conference 98

Mindtickle

SEPTEMBER 4, 2020

A virtual buying environment, changes in pipeline initiatives and target markets, and shifts in territory coverage have all put pressure on enablement to rethink the competencies, skills and technology needed to create effective sellers. Enablement must also identify the tools and technology available to effectively provide virtual coaching.

Hiring 96

Hiring Distribution Coaching Webinar Metrics 96

The Pipeline

JANUARY 28, 2012

Socially Kosher? Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Sales 2.0 , Social Buying , Social Selling , Tibor Shanto. Sales Tool. Sell Better. Selling to Executives. Social Buying.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

Zoominfo

DECEMBER 16, 2019

We’ve written at length about the state of cold calling, and we’ve explained why the phone remains an essential tool in the modern sales rep’s arsenal. We went to great lengths to scrub each list against each other and make sure there was as little overlap as possible,” says Ben Kornstein, Territory Operations Analyst. No, we did not.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Tool. Sell Better. Selling to Executives. Social Buying. Social media. Social Selling. Territory Alignment. Sales Strategy. Sales Success.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Zoominfo

JUNE 6, 2019

If you don’t understand your target audience—their interests, pain points , and buying triggers—how are you supposed to sell to them? Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. 56% of companies have created higher quality leads using buyer personas.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Score More Sales

SEPTEMBER 20, 2012

One highlight today was a discussion on Social Selling, creating “social proximity” sales territories, and integrating mobile into your sales strategy. I’ll be leaving with tools, contacts and ideas that will last for months. It is hard to know which session will be outstanding.

Webinar Metrics 165

Webinar Metrics Vendor Education Territories 165

Closer's Coffee

OCTOBER 2, 2019

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. Social Selling Skills – using LinkedIn, Twitter, Facebook, Instagram to gain visibility and build a brand for yourself. Tell your story.

Inside Sales 61

Inside Sales Face-to-face Hiring Skype 61

The Pipeline

MAY 23, 2011

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Stored in Attitude , Business Acumen , Sales 2.0 , Sales Leadership , Sales eXchange , Social Selling , Social media , execution. What happens when social-ism meets capital-ism? Sales Tool. Sell Better. Selling to Executives.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

DECEMBER 7, 2011

Sales Tool. Sell Better. Selling to Executives. Social Buying. Social media. Social Selling. Territory Alignment. Sales Strategy. Sales Success. Sales Technique. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Time Allocation. Time Management.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Highspot

AUGUST 31, 2021

Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling. Consider how and where you are interacting with your buyers throughout the sales cycle, how buyers respond to the resources and tools you provide them, and how long they spend with each.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Partners in Excellence

JULY 7, 2016

” We use the vehicles/channels/tools that are most used by our customers and prospects–it may be visiting their offices, speaking on the phone, attending trade shows and events, a focused mailing list or newsletter. Our personal brand is not defined by the size, the likes, the followers, the reach.

Territories 48

Territories Scale Social Media Networking 48

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. Social Selling. Social Selling. Sales Tool.

Pipeline 220

Pipeline Hiring Exercises Twitter 220