Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Keeping prospects engaged. What is remote sales? Sales reps are more productive.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

MARCH 9, 2023

I ask questions about win rates, deal sizes, sales cycles, prospecting outcomes, account growth/share, market growth/share, business justification, seller performance analysis. If I had a nickel for every time I asked to see a pipeline report, I’d have lot’s of nickels. With sellers, it’s a bigger challenge.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Partners in Excellence

SEPTEMBER 17, 2020

And then if, by chance, we do, the conversation might look like, “Remember that meeting you had two months ago, what if you …… ” Coaching has the most impact if there is an immediacy about what we have observed. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!”

Pipeline 98

Pipeline Quota Meeting High impact 98

Martech

JUNE 28, 2022

This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations. Sales has limited access to prospects and customers. Personalized workshops for prospective buying teams at your target accounts.

B2B 108

B2B GTM Cross-sell High impact 108

Partners in Excellence

MAY 3, 2022

” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You don’t have enough in your pipeline. Pipeline health is impossible to determine unless you know the linkage to orders and revenue. You aren’t going to make your forecast.

Quota 98

Quota Pipeline CRM High impact 98

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 50

Prospecting Pipeline Contact High impact 50

Partners in Excellence

APRIL 7, 2019

SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Hubspot

JUNE 15, 2023

Sales reps who currently use AI/automation in their role say they most often use AI/automation tools that offer data-driven insights, like sales forecasting, lead scoring, pipeline analysis, etc. And one in five reps reported the most significant reason prospects back out of deals is because the sales process takes too long.

B2B 78

B2B Sales Prospecting High impact 78

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Steps involved in a Slack conversation: Step 1: Open Slack. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. Take Slack, for instance.

Quota 121

Quota Cold Call CRM Sales 121

Hubspot

NOVEMBER 9, 2022

Clean out your pipeline. Take a hard look at your pipeline, separate deals that have a chance of closing from those that are dead, and unclutter your CRM accordingly. Moore adds, “Before reaching out to these prospects, be sure to identify customer stories that match these accounts. A new year calls for spring cleaning.

Pipeline 61

Pipeline Presentation Networking Quota 61

SalesLoft

SEPTEMBER 27, 2023

You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. Last quarter Salesloft launched ‘Rhythm’ which has been a game changer in helping me to consistently focus on my most high impact tasks. This is frustrating as a seller. Ups and downs. Twists and turns.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Partners in Excellence

JULY 15, 2019

” So much of the discussion about sales these days focuses on the top of the pipeline, that is, how do we find more opportunities. “Want to grow 20%, you have to prospect and find 20% more opportunities. More prospecting is the answer to every problem we have in achieving our numbers or to growing our business.

Pipeline 80

Pipeline Prospecting Growth Up-sell 80

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 48

Prospecting Sell Appointment Meeting 48

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people.

Customers 56

Customers High impact Territory Pitch 56

Salesforce

JULY 28, 2022

Walk them through a standard billing conversation and empower them to answer key questions like, “Where can I see my bill and how can I pay it?” For example, make it clear you want your reps to double down on pipeline maintenance, ongoing training, and team alignment. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Partners in Excellence

DECEMBER 9, 2018

If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. They help us understand how many deals, how much prospecting, and so forth.

Territory 83

Territory Pipeline Commission Sales 83

Highspot

AUGUST 15, 2023

By identifying successful sales strategies , teams can focus on high-impact activities that drive revenue. Optimized Sales Funnel: With sales analytics, businesses can optimize their sales pipeline by identifying bottlenecks and areas for improvement. of Deals in Pipeline * Average Deal Size 7.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Partners in Excellence

FEBRUARY 26, 2020

.” But in reading it, I thought, “Based on his description, I’m not sure if was a cold call… ” Alternatively, I thought, “Well that’s just one, how many do you make that are unsuccessful, what are you doing to generate pipeline?” It will occur on every new channel developed.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

Gong.io

OCTOBER 19, 2022

Are they spending most of their days hitting the phones, cold emailing prospects, and hosting product demos? Put another way; they’d have a calls-to-meetings conversion rate of 1%. Instead, ensure you are using them in relation to high-impact metrics like demos provided or closed deals. . Discover your prospect’s needs.

Product 62

Product Cold Call Sales Meeting 62

Partners in Excellence

MARCH 17, 2022

Recently, I got sucked into a LinkedIn conversation (Yes, I have to be better at resisting clickbait). But it was a fascinating conversation started by Anthony Iannarino. We set goals for daily dials, conversations, emails, meetings. Look at the conversations in LinkedIn, for example. But where are those conversations?

Conversion 73

Conversion Meeting High impact Start-ups 73

Partners in Excellence

FEBRUARY 28, 2018

Constantly prospect. Plan and execute high impact calls. If you like doing deals, but can’t stand to prospect, pretty soon your pipeline will be empty and you will have no deals to move forward. I read dozens of articles outlining the single thing sales people or managers need to do to drive sales success.

Referrals 53

Referrals High impact Sales Pipeline 53

Partners in Excellence

MAY 18, 2022

It can provide them data managers can leverage in coaching, but technology can never displace the value a manager creates in high impact coaching. Too many organizations leverage technology to help managers become more efficient in coaching, spending less time, yet their coaching effectiveness and impact is very low.

Technology 59

Technology Technology Contract High impact 59

Sales Hacker

JUNE 19, 2019

Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. With that setup, you can automate the customer data to your CRM dashboard and make your sales prospecting process a lot less manual. Here’s how it works….

Campaign 95

Campaign Cross-sell Sales Up-sell 95

Highspot

JUNE 6, 2023

Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention. The scorecard provides a single source of truth for KPI measurements like pipeline growth, win rates, and conversion, helping teams identify potential gaps at every stage.

Closing 52

Closing Product Objectives and Key Results Quota 52

Partners in Excellence

JANUARY 20, 2015

That they are managing their pipelines well and have high integrity pipelines. That they are developing and executing high impact call plans, developing territory and account plans to maximize growth and share, that people are prospecting as effectively as possible. Sales People Are Not Automatons!

Territory 100

Territory Trust Pipeline High impact 100

Sales Hacker

MARCH 23, 2020

Unleash will have a slack channel for “hallway” conversations, LinkedIn Live posts, and a virtual happy hour for participants to join. (If This is a full week of actionable, high-impact training — 100% free and accessible from your computer or mobile device. Networking & Community: Is it easier in person… yes.

Sales 78

Sales Growth B2B Networking 78

Highspot

SEPTEMBER 28, 2021

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Ultimately, this means prospects move seamlessly through your sales funnel, ensuring you consistently achieve revenue targets. . But that’s the surest way to ensure your competition passes you. .

Sales 52

Sales Cross-sell Growth Technique 52

Hubspot

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. How productive your reps are in terms of closing deals and communicating with prospects. But what about considering the people who are working to sell your products every day? Let's dive in.

Sales 85

Sales Quota Commission Drivers/motivators 85

SaaStr

DECEMBER 20, 2019

What can be done to ensure not only full but high quality top of funnel? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? So you can see that the oscillation from closing back down to prospecting again.

Territory 56

Territory Quota Cross-sell Pipeline 56

SaaStr

MAY 3, 2019

What can be done to ensure not only full but high quality top of funnel? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does that kind of relate to actually conversion?

Territory 58

Territory Quota Cross-sell Pipeline 58

Sales Hacker

OCTOBER 30, 2018

Jennifer Brandenburg is an industry sales leader in building high impact organizations that are repeatable, measurable and predictable. She has more than 20 years of deep enterprise sales experience managing sales operations and growing sales organizations in the high technology industry. Nicolette Mullenix – Sr.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

SBI

AUGUST 31, 2020

Seismic , the industry-leading and award-winning sales enablement and marketing orchestration platform provider, today announced the launch of new Interactive Content capabilities, enabling marketers and sellers to deliver high impact, personalized content at scale. Microapps unleash creative storytelling.

Launch 26

Launch Commission Presentation High impact 26

Highspot

JUNE 11, 2020

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Managing relationships with customers and prospects. Managing pipeline, territory planning, and forecasting. Embrace uncomfortable conversations. Consistent customer experience.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Hubspot

AUGUST 12, 2014

Your customer relationships depend on it, and Greg Alexander , founder at marketing and sales consulting firm Sales Benchmark Index , explains why: “Prospects are evolving faster in the marketplace than sellers. Rely on conversion and demographic data to communicate effectively.

Cross-sell 68

Cross-sell Repeat business Education Sales 68

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. Time to take notes.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

AUGUST 27, 2018

For almost three years now, we’ve been producing a weekly radio program called Sales Pipeline Radio ( live every other Thursday at 11:30 a.m. Matt Heinz: Welcome, everybody, to another episode of Sales Pipeline Radio. Thank you for taking time to join us on the Sales Pipeline Radio today. Today is no different.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Navigating these conversations can be tricky.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59