Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas.

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CRM Campaign Niche Negotiate 116

Salesmate

JULY 8, 2020

Sales professionals generally visualize customer acquisition through the stages of a sales pipeline. Understanding how your sales pipeline is working is vital if you want to optimize your revenue generation. In this article, we’ll look at seven stages of a sales pipeline every entrepreneur should understand. Prospecting.

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Pipeline Negotiate Objectives and Key Results Contract 126

Gong.io

NOVEMBER 16, 2022

That’s why building and managing a sales pipeline is so important. . A well-defined sales pipeline makes your sales process transparent, allowing you to see your deals in the sales funnel, where they’re getting stuck, and how long the entire process takes. What is a sales pipeline? Why is a sales pipeline important?

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Pipeline Objectives and Key Results Negotiate Sales 118

SaaStr

NOVEMBER 30, 2020

Q: How long does it usually take to close a deal in SaaS? Ok here’s a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. Then a month or so to make the decision, negotiate price, and sign. This adds more time.

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Closing Negotiate Drivers/motivators Price 136

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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Negotiate Objection handling Pipeline Cold Call 103

Cerebral Selling

JANUARY 14, 2023

When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. How many of those type of actions does it take to build enough pipeline? How much of that pipeline do I need to hit the revenue number?

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Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

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Objectives and Key Results Objection handling GTM Pipeline 125

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. Growing a healthy pipeline is possible through careful assessment and management.

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Pipeline Negotiate Sales Objectives and Key Results 101

Sales Hacker

OCTOBER 21, 2020

If you’re wondering what fracking has to do with increasing your mid-pandemic sales , don’t worry, we’ll (hydraulically) break it down for you in three easy steps, so you can mine your sales pipeline for all it’s worth. Step 1: Find New Markets With Your Closed-Won Deals. How long did it take to close? Everything.

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Pipeline Negotiate Technique Closing 120

Heinz Marketing

SEPTEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome to another episode of Sales Pipeline Radio. Steve, how you doing?

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Pipeline Outside Sales Sales Up-sell 135

Outreach

OCTOBER 29, 2021

In order to gain an accurate picture of progress and better manage performance, organizations need a sales pipeline. Here, we’ll take a deep dive into what a sales pipeline is, why it’s valuable, and how to build one that can make a real impact. What is a sales pipeline? A sales pipeline is not a sales funnel.

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Pipeline Negotiate Sales Contact 98

Heinz Marketing

APRIL 5, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everybody to another episode of Sales Pipeline Radio. Matt Heinz: Alright.

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Pipeline Negotiate Sales Cross-sell 122

SaaStr

APRIL 29, 2025

Demo-to-Close Rate : A good demo-to-close rate for midmarket is typically around 10%-20%. Sales Cycle Length : Simpler SMB deals typically close in 30 days or less. Midmarket deals typically close in 3-6 months. Pipeline Coverage : Youll want at least 3x pipeline coverage to hit your targets.

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Quota Negotiate Pipeline Pitch 54

Sales Hacker

NOVEMBER 5, 2020

And for many salespeople desperate to fill a pipeline in the fading months of the year, that means turning to email. Here are some sales email tips for Q4 and beyond to help you close out your year strong. They’re glorified to help sales reps make excuses for not having pipeline ready. Deals Don’t Close in the Inbox.

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Meeting Closing Commission Pipeline 126

Sales Gravy

MARCH 27, 2025

These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. Take courses and identify a mentora seasoned veteran who can provide feedback on your calls and negotiation techniques. Thats why you must dedicate time to filling your pipeline every week.

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Negotiate Technique Sales Up-sell 71

PandaDoc

NOVEMBER 27, 2017

If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. But how do you create a sales pipeline that boosts revenue and makes a meaningful impact? What is a sales pipeline?

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Pipeline Referrals Quota Sales 99

Hubspot

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. For instance, say you — a salesperson — are on the brink of closing a massive, high-value deal with a SaaS giant.

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Closing Construction Legal Negotiate 98

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Keep reading as we discuss the benefits of video meetings when it comes to closing deals. Utilize Variations in Closing.

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Closing Contract Negotiate Price 105

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. What if you knew which prospects and clients in close proximity typically open their emails or answer their phones in that same 2-3 hour window?

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Outside Sales Pipeline Inside sales Cross-sell 130

Salesmate

APRIL 9, 2021

Thanks to the marketing team, your sales pipeline is filled with enough deals to fulfill your quota. However, despite having a pipeline filled with deals, are you able to meet your sales quota? Many are stuck in the pipeline, and some slip through the crack. Why do deals get stuck in the sales pipeline?

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Pipeline Quota CRM Follow-up 98

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Expand your pipeline of ideal prospects. The emphasis on process becomes more important as the odds of closing the deal diminish. Length of Negotiation: 1 Month. SMB Sales vs Enterprise Sales Process.

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Niche Closing Process Government 113

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

SEPTEMBER 14, 2021

Pipeline disappeared out of thin air, like it was never there to begin with. In a matter of days, hundreds of billions of dollars of our customers’ pipelines simply vanished across the globe. All of a sudden, inside sales leaders were panicking, saying, “Hey, we need to rebuild pipeline and fast. Time froze. Not so much.

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Pipeline Referrals Contact Prospecting 113

Hubspot

MARCH 1, 2022

Closing calls are a big deal, and, because they’re so important, they’ve acquired a certain mystique. They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. Below is a nine-step closing call sequence that’s served me well for years.

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Closing Negotiate Contract Legal 87

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). sales pipeline (1). What typically happens is that the pipeline gets depleted because the sales person has been closing business. The business of closing business becomes the primary focus. Tonys Top Ten. Alltop.com.

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Objectives and Key Results Sales Drivers/motivators Prospecting 180

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. Reduce your sales cycle and improve your close rate today with PandaDoc. Plutora saw a 10% close rate improvement with PandaDoc. hpc saw a 20% increase in close rate.

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Legal Contract Cross-sell Finance 52

Partners in Excellence

NOVEMBER 1, 2015

The manager was particularly strong on closing and negotiating. We had looked at the sales person’s pipeline. The sales manager thought the sales person had a closing problem. She focused on a specific deal that seemed ready to close. Those that should be closing that weren’t.

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Negotiate Pipeline Closing Prospecting 117

SalesHandy

MARCH 6, 2021

When new leads are generated and added to your sales pipeline, not all of them convert. Sales Lead Qualification is part of the sales process and enables you to filter and segment leads in your sales pipeline. The accurate and quick lead qualification enables you to better prioritize and nurture leads in your pipeline.

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Closing Pipeline Sales Prospecting 98

Partners in Excellence

OCTOBER 7, 2020

For example, the probability of an opportunity in prospecting is much less than qualifying, which is less than that for proposing, and in turn less than that for closing. For example, Identify Needs and Requirements, Evaluate Alternatives, Negotiate Purchase. If we check all the boxes, we move the opportunity into closing.

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Customers Negotiate Up-sell Pipeline 161

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. A healthy dose of pessimism in sales can help you avoid “Happy Ears” syndrome, where the desire to believe a deal will close can keep reps from hearing client objections or identifying roadblocks. Most opportunities don’t close. watch now.

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Pipeline GTM Quota Pitch 97

Anthony Cole Training

FEBRUARY 7, 2013

www.wikipedia.com : Performance management - activities that ensure goals are consistently being met in an effective and efficient manner so that performance gaps are closed/eliminated. In my opinion, Wikipedia, which references Aubrey Daniels, perfectly states the purpose of performance management - to close/eliminate performance gaps.

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Appointment Objectives and Key Results Sales Negotiate 180

Sales Hacker

OCTOBER 23, 2018

It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). “It’s Like Deja Vu All Over Again”.

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Negotiate Quota Closing Price 125

Heinz Marketing

JANUARY 10, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! To another episode of Sales Pipeline Radio. By Matt Heinz , President of Heinz Marketing.

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Pipeline Finance Non-Profits Sales 110

Heinz Marketing

NOVEMBER 9, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Thank you everyone for joining us on another episode of Sales Pipeline Radio.

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Pipeline Sales Up-sell B2B 106

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). sales pipeline (1). Comments have been closed for this article. Tags: closing sales. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Objectives and Key Results 180

Objectives and Key Results Drivers/motivators Sales Up-sell 180

Anthony Cole Training

JANUARY 16, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). sales pipeline (1). But, then it is time for the sales manager to coach the sales person and what happened in class is lost and closed ended questions are what get asked. Tonys Top Ten. 7 More Sales Core Competencies. Alltop.com.

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Objectives and Key Results Drivers/motivators Sales Up-sell 197

Salesmate

SEPTEMBER 4, 2020

Here are things you mush consider while sending sales emails during different stages of the sales pipeline. Monitoring such clues will help you in determining which deals are ready to move to the next stage of the sales pipeline. Prospecting is the first and most important stage of the sales pipeline. Closing email templates.

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Pipeline Appointment Sales Follow-up 103