Partners in Excellence

FEBRUARY 27, 2023

And when managers discover this, typically rather than addressing the quality issue, they set a new goal at 4X, then 5X and so on, creating a pipeline death spiral. And when managers discover this, typically rather than addressing the quality issue, they set a new goal at 4X, then 5X and so on, creating a pipeline death spiral.

Pipeline 62

Pipeline Cross-sell CRM Process 62

Partners in Excellence

DECEMBER 27, 2022

We’ve known, for ages, that Buyers Don’t Want To Talk To Sellers! And, the most terrifying data point is, apparently, the number of touches required to get 1 qualified meeting is 66! And, the most terrifying data point is, apparently, the number of touches required to get 1 qualified meeting is 66! What do we do?

Prospecting 77

Prospecting Referrals Contact High impact 77

Partners in Excellence

SEPTEMBER 24, 2020

But, do we really “discover,” in this process, or are we just seeking confirmation for what we want to hear? First, we ask a series of questions to qualify, nominally, the opportunity. We check off the obligatory questions we are told to ask, then ask to schedule a demo… What are we discovering?

Pitch 92

Pitch Process Sell Customers 92

Gong.io

SEPTEMBER 12, 2022

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns more with the latter than the former.

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

Salesforce

SEPTEMBER 19, 2023

Even though prospecting is important, it may sometimes feel like you’re just wishing and hoping the right people will come. … to opportunities … Sales qualifies leads into prospects. . … to opportunities … Sales qualifies leads into prospects. If they are, the lead is “qualified” to become a prospect.

Prospecting 69

Prospecting Sales Follow-up Pitch 69

Spiro Technologies

OCTOBER 6, 2022

Some questions are counterproductive and should be eliminated from every seller’s vocabulary. So go ahead and ask lots of questions – just make sure to avoid the following five the next time you’re on the phone. Salespeople should ask lots of questions and then listen to the answers as intently as possible.

Prospecting 111

Prospecting Presentation Trust Follow-up 111

Outreach

OCTOBER 29, 2021

A sales pipeline, on the other hand, centers around revenue opportunities , operates from the seller’s perspective, and illustrates which sales activities are needed to meet quota or revenue targets. Understanding what works and what doesn’t within the sales process can be complex for any sales team. What is a sales pipeline?

Pipeline 98

Pipeline Negotiate Sales Contact 98

SalesLoft

NOVEMBER 14, 2023

And it gives sales leaders the visibility they need to coach sellers, help them meet sales targets, and manage executive expectations. Despite the above, only 43% of sellers on LinkedIn are using it as part of their prospecting process. a sales rep’s quota. Here are ten tips to help you get there.

Pipeline 52

Pipeline Referrals CRM Sales 52

Martech

APRIL 7, 2023

million sales-customer engagements for their recently released book, “The JOLT Effect,” and discovered that: 56% of the customers who expressed the intent to purchase were lost due to customer indecision. Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets.

B2B 112

B2B Customers GTM Pipeline 112

Veloxy

JUNE 23, 2021

More often than not, seemingly talented candidates fail to transition into sales leaders or good sellers for a company. More often than not, seemingly talented candidates fail to transition into sales leaders or good sellers for a company. Naturally, more salespeople means more sales which translates to more revenue.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Partners in Excellence

FEBRUARY 7, 2023

I’m breaking into a nervous sweat just writing the title to this post. He said, “There’s so much there, and most of it is crap, I just never open a thing.” He and his team had just done a very focused, highly targeted outbound email series. ” But we have to generate new demand, new opportunity.

Tradeshows 114

Tradeshows Construction Prospecting Conversion 114

Partners in Excellence

SEPTEMBER 30, 2022

It’s a natural follow on to qualifying–actually it’s a complement, qualifying and discovery go hand in hand. We prospect, qualify, discover, propose, close… So we do discovery at certain stage, check that off, go onto the next stage. Some misunderstanding we have about discovery.

Sell 66

Sell Process Customers Closing 66

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. When we asked, “Why do you need the 3X, 4X, 5X… pipelines,” the answers were variants of “We just need more, we have to make our numbers! ” So that’s it.

Sell 95

Sell Pipeline Prospecting Up-sell 95

Salesforce

SEPTEMBER 19, 2023

Sellers love the close. The best sellers, like the best runners, log the steps and embrace the journey to success. But focusing solely on the close is like a marathon runner trying to take a shortcut — you might get ahead, but you’ll be kicked out of the race. That’s where a healthy pipeline comes in. Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Salesforce

JUNE 27, 2023

If you want to learn how to get a job in sales — and not just a job, but a dream job — then take the tried-and-true sequence of the sales process and apply it to your job hunt. Just like with any sale, you’ll create a territory plan, hunt down targets, qualify prospects, and advance opportunities to close. Get started 1.

Territory 52

Territory Sales Up-sell Closing 52

Miller Heiman Group

JUNE 10, 2020

What’s most different is our time: each moment seems more precious, which means sellers must be conscious of how they spend their time preparing for interactions and of how they spend their buyers’ time. The scorecard refers to the universal qualifying categories, which we refer to as the “Big Six.”. Here’s how the scorecard works.

Strategize 81

Strategize Sales Technique Conversion 81

Partners in Excellence

MAY 24, 2022

Just as an example, one of the most gamed metrics is “calls/dials.” Just as an example, one of the most gamed metrics is “calls/dials.” We typically see “gaming” of processes when management puts “rules” in place. But the quality of those calls may be horrible.

Gaming 71

Gaming Pipeline Quota Closing 71

Sales Hacker

FEBRUARY 14, 2023

Let’s paint by numbers: Just 15% of B2B sellers currently use TikTok to market their company. more likely to buy the products they have discovered on this app. Using TikTok for B2B selling might seem unprofessional. But TikTok has proven a powerful channel for B2B messages. Why use TikTok for B2B sales? TikTok users are 1.7x

B2B 90

B2B B2C Sales Trust 90

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. Reasons for having a well-thought out sales process include seller and buyer risk management, standardized customer interaction during sales, and scalable revenue generation. There is an “engineering” view of the sales process.

Process 182

Process Sell Cross-sell Negotiate 182

Partners in Excellence

AUGUST 7, 2020

Just as we have always thought about a linear sales process (prospect, qualify, discover, propose, close); we tend to think customers have a similar process. Just as we have always thought about a linear sales process (prospect, qualify, discover, propose, close); we tend to think customers have a similar process.

Customers 116

Customers B2B Up-sell Process 116

Gong.io

AUGUST 10, 2022

If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . So rather than coming across as just another pushy salesperson, consultative sellers come across as trusted consultants who can help buyers find the ideal solution. . What are the benefits of consultative selling?

Consult 62

Consult Sell Cold Call Pitch 62

Gong.io

DECEMBER 7, 2022

Prospecting isn’t just limited to digital channels, though. . It fills your pipeline with qualified prospects. The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. These are buyers who are a good fit for your products or services. . What is sales prospecting?

Prospecting 62

Prospecting Cold Call Pitch Pipeline 62

Sales Hacker

OCTOBER 10, 2022

But the most vital thing to remember is that training isn’t just for onboarding. Training isn’t just for onboarding. Somewhere between when we were in school as adolescents and working in adulthood, we seem to forget that learning is a process, and you don’t just learn something when you hear or see it once.

Objectives and Key Results 93

Objectives and Key Results Sales Up-sell Promote 93

Partners in Excellence

OCTOBER 3, 2022

But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers. So I’ll start from the point of view of sellers. But, it’s really for front line sellers–marketers responsible for creating awareness, interest, and demand. Why should we care?

Process 82

Process Sell CRM Up-sell 82

Hubspot

AUGUST 10, 2018

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and a dwindling 7% discovered their eventual home through a yard sign or open house. Best for: Buyers, renters, sellers, finding agents, finding mortgage lenders. Mobile App: iOS | Android.

Real Estate 87

Real Estate Sell Price Construction 87

Outreach

AUGUST 27, 2019

More than just automating workflows, AI and its subfields, such as Machine Learning, are helping sales teams gain visibility and control over their pipeline, productivity, and performance. When sales and science work together, amazing things happen. Frightening, but unrealistic. Part III is a Q&A with Kamal Suffoletta and Manny Medina.

A/B testing 63

A/B testing Sales Pipeline Follow-up 63

Salesmate

JUNE 30, 2020

Prospects are also prepared to face the sellers who approach them to purchases a product. They know what to say or how to avoid the sellers. Negative reverse selling is just applying reverse psychology to sales. The parent in the above example is the seller, and the kid is the prospect. Stars appear during the night.

Sell 76

Sell Technique Up-sell Prospecting 76

Lead Fuze

SEPTEMBER 30, 2023

Discover how platforms like social media and email marketing can boost your site’s traffic without spending a dime. The first step is understanding that using these platforms isn’t just about posting content; it’s about fostering meaningful connections. It’s like attending a networking event – but online.

Lead generation 52

Lead generation Cold Call Strategic planning Technique 52

Miller Heiman Group

JANUARY 7, 2020

2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. If your company resembles the average sales organization, getting hiring right is a concern that’s not just keeping you up at night–it’s literally costing you.

Territory 52

Territory Government Consult Quota 52

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Sales Hacker

OCTOBER 29, 2020

In fact, in a case study performed by Disruptive Advertising , they saw nearly double the conversion rates just by changing their headline from: “Find The Right Accountant For Your Business Needs”. Find a Qualified Accountant in 15 Seconds — Completely For Free”. There is both an art and a science to the language you use in sales.

Closing 88

Closing Pitch Trust Contract 88

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 86

Objection handling Technique Construction Finance 86

SBI

JUNE 22, 2021

When we think of our role as Buying Coaches instead of Sellers, we’re more effective in a remote environment. I’m not saying that Sales isn’t useful, it’s just the role of sales needs to shift from selling to providing the right kind of product and solution education at the right moments in the buying process.

Sell 37

Sell Engineering Non-Profits Retail 37

Partners in Excellence

MAY 29, 2022

Pipeline Health Example: Let’s look at an example, pipeline health is almost a universal issue for sellers. The question, “Why Does This Happen,” and its variants (“What causes this to occur, How does this happen, etc?”) All of these are foundational in engaging our customers to think differently.

Pipeline 75

Pipeline Territory Start-ups Price 75

Heinz Marketing

MARCH 29, 2021

We’ve got just a couple more of these left before the end of Q1. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa!

Pipeline 121

Pipeline Sales Gaming Up-sell 121

Hubspot

AUGUST 27, 2020

If you’re using market penetration as a measurement, use the following formula to discover how much a product or service is used by customers compared to its total estimated market. Apple, Amazon, etc.). The question is: What do these highly-successful companies do to ensure they put themselves in a position for strong and consistent growth?

Territory 101

Territory Campaign Growth Sports 101

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Challenger Sale Methodology. How to Know If It’s Right For You.

Pitch 131

Pitch Sales Up-sell Contract 131