Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people. We talk about pipelines. They see pipelines are anemic.

Pipeline 111

Pipeline Meeting Technology Technology 111

Martech

MARCH 27, 2024

Ultimately, all the technology in the world isn’t worth the investment if the data it relies on is poor. The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. Break it down and delegate After all that is done, get your people involved.

Territory 125

Territory CRM Manufacturing Pipeline 125

SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Pipeline, pipeline, and pipeline. Where do you start, and which data cuts should you look at to assess the health of your pipeline? His answer?

Pipeline 98

Pipeline Sales Up-sell Meeting 98

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. It can also be the hardest.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Martech

MARCH 11, 2024

Over-optimizing for pipeline efficiency: The implications The exponential growth of martech tools has led to an overemphasis on pipeline efficiency, driven by the promise of better tracking and attribution. Using the same approach to all our target audience risks alienating the remaining 95% who are not yet in-market.

Pipeline 88

Pipeline Contact Prospecting B2B 88

Martech

APRIL 11, 2024

We are really good at solving their urgent problems in this sphere. Demand conversion: Moving prospective buyers through your sales process in a frictionless and efficient manner, so they can quickly and comfortably decide to choose your brand or move on. CRM, lead routing, sales stage conversion rates, etc.)

B2B 129

B2B Manufacturing Technology Technology 129

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? They need to understand the problem before they can even think about the solution.

Product 98

Product Sell Pitch B2B 98

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

B2B 133

B2B Pipeline Represent Sales 133

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. It is all about them and has little to do with the customer. ” They are presumptuous, assuming we have the problem that would drive interest in their product.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

JULY 17, 2023

Over the course of my career I’ve looked at thousands of pipelines/funnels. Recently, I was in a meeting discussing the pipeline health. The managers, defensively, responded, “Dave, we know we need to get more in our pipelines. Some of the sales people said, “We got an RFQ, so we put it in the proposing stage.

Pipeline 87

Pipeline Contact Closing Process 87

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that?

Product 64

Product GTM Trust Growth 64

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. We may create our versions of their buying process.

Process 131

Process Customers Manufacturing Sales 131

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales. It’s low hanging fruit.

Sales 133

Sales Represent Pipeline Strategize 133

Partners in Excellence

APRIL 24, 2023

Listening to sales executives, the focus is, constantly, making your numbers. All this ‘being helpful’ stuff isn’t being helpful!” Some thoughts: We need to be very clear on the problems we solve and who has those problems. Who has those problems now? Not all want to do something now.

Quota 110

Quota Commission Pipeline Pitch 110

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions. 3: Deja vu.

X-functional 117

X-functional Trust Presentation Drivers/motivators 117

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. We may create our versions of their buying process.

Process 118

Process Customers Manufacturing Pipeline 118

Salesforce

MARCH 4, 2023

Is your sales pipeline generating enough leads? To keep afloat in these times, sales leaders need to have access to reliable data, and these sales management dashboards can help. Data dashboards , standard with Sales Cloud, provide minute-to-minute visibility of your business as things change.

Territory 98

Territory Pipeline Sales CRM 98

Partners in Excellence

AUGUST 22, 2023

Leveraging friends and colleagues who consult, I asked them what they were seeing with sales executives they work with. All totaled we have large, diverse sample sizes. Varying types of products/services, different markets, transactional and complex sales. More pipeline is always better, I want my people to have 8X pipeline!”

Sell 105

Sell Pipeline Prospecting Up-sell 105

Sales Gravy

JANUARY 4, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.

Pipeline 101

Pipeline Sales Closing Prospecting 101

Martech

FEBRUARY 8, 2024

We were doing it all back then, with very little playbook guidance: Lead magnets. SQLs (Sales Qualified Leads). SALs (Sales Accepted Leads). Marketing/sales alignment was never better. Lead generation was at an all-time high. For a while, all was well in B2B marketing. Lead capture forms. Lead scoring.

B2B 122

B2B Technology Technology Pipeline 122

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Or possibly our problems are that too many sales people just don’t want to prospect? We contact all our current customers, “Do you need to buy something else?”

Prospecting 165

Prospecting Pipeline Sales Contact 165

SaaStr

JANUARY 10, 2024

These CMOs have all taken their companies from the early stages through IPOs and have been apart of multi-billion dollar organizations. Coming in early on to start the marketing function at Zoom, it was all about driving revenue and surviving. I’m trying to generate pipeline. What do we value?”

Pipeline 98

Pipeline Growth Strategize Start-ups 98

Partners in Excellence

MAY 29, 2022

”) are some of the most profound questions we can pose as we look at understanding problems and opportunities. All of these are foundational in engaging our customers to think differently. All of these are foundational in engaging our customers to think differently. But what contributes to bad pipeline health?

Pipeline 82

Pipeline Territory Start-ups Price 82

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

Heinz Marketing

OCTOBER 25, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: All right. You can even ask Siri, Alexa and Google!

Pipeline 116

Pipeline Growth Sales X-functional 116

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

Hubspot

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Create a sales process you enjoy buying from.

Construction 78

Construction Sales B2C B2B 78

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. Once you get past the founder stage and have your first 10-20 customers, it’s all about focus. Green is a “go after them.”

GTM 97

GTM CRM Pipeline Referrals 97

Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. SALES STRATEGY STEP 1: BUILD AN IDEAL ACCOUNT PROFILE.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

Sales Pop!

AUGUST 6, 2022

The difference between such systems and services and Pipeliner CRM is that a company cannot run without Pipeliner. In times of crisis, Pipeliner is vital. Another way that Pipeliner is vital is that it is part of a strong company structure and environment. People will try to fix company problems using technology.

CRM 98

CRM Pipeline Objectives and Key Results Account management 98

Sales Hacker

MARCH 15, 2023

There are many benefits of the marketing and sales teams working together. But how do you align marketing and sales strategy? In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. Noteworthy: Mariana is known for building strong alignment with sales.

Growth 68

Growth Sports Pipeline Sales 68

Salesforce

AUGUST 24, 2023

I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. But not all dashboards are created equal.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Sales Gravy

OCTOBER 6, 2022

On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource.

Product 90

Product Pipeline Closing Sell 90

Sales Pop!

DECEMBER 2, 2022

First of all, what can revenue intelligence do for your organization? The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Look No Further.

Quota 98

Quota Pipeline CRM Closing 98

Partners in Excellence

FEBRUARY 27, 2023

As one might expect, much pf that was tied closely to the concept of pipeline quality. Give a sales person a pipeline goal and they can always hit it. Give a sales person a pipeline goal and they can always hit it. The problem, is they usually fill it with garbage—which has an adverse impact on win rate.

Pipeline 62

Pipeline Cross-sell CRM Process 62

Partners in Excellence

AUGUST 3, 2020

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. I think we make the issue of measuring sales performance more complicated than it need be, because we confuse it with “compensating sales performance.” But is that all we should be measuring?

Pipeline 154

Pipeline Quota Sales Negotiate 154

Partners in Excellence

MARCH 28, 2023

Despite all these changes, the fundamental principles of selling remain constant. We determine our customers by first understanding, “What problem are we the best in the world at solving?” ” Then understanding “Who has those problems?” Each of these display all the behaviors that make people humans.

Sell 103

Sell Trust Growth Technology 103