Martech

MARCH 27, 2024

The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. Can you blame them? Maybe your systems are in a similar spot. You’re not alone. The good news is you’ve got a little time. Here’s how to do it.

Territory 122

Territory CRM Manufacturing Pipeline 122

Tibor Shanto

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. Take time to catch up with your inbox. Recalibrate with your team.

Referrals 300

Referrals Cold Call Prospecting Quota 300

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. Similarly, many prospects are also non-believers in your product or service.

Process 133

Process Pipeline Sales Gaming 133

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” And we have the goal of “We look marvelous.” ” And we have the goal of “We look marvelous.” ” And we are totally bewildered by things we see happening in sales.

Technology 115

Technology Technology CRM Pipeline 115

SaaStr

APRIL 8, 2024

So as growth decelerated rapidly for many in SaaS in 2022-2023, one of the first things cut was marketing. Cut marketing, you’re often cutting future growth. If you cut your marketing budget too far, and now pipeline looks, well … light … that’s on you. What did you expect?

Pipeline 103

Pipeline Growth Campaign Prospecting 103

Veloxy

APRIL 11, 2023

Yet, almost everyone will engage in the conversation if you ask their opinion on AI. You may have already tried some AI tools like ChatGPT or Midjourney. Whether you like them or not, you may have noticed how they can speed up various tasks, from content generation to planning and researching.

Pipeline 130

Pipeline Sales CRM Price 130

Closing Bigger

SEPTEMBER 18, 2023

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. Below you will find the video version of the podcast and an abridged version of the transcript. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

SEPTEMBER 14, 2023

But there are many things, both necessary and unnecessary, that distract from that time. Constantly doing email and social outreach, is unrealistic and unreasonable. Sellers have responsibilities outside just engaging customers. Sadly, we see too many people implementing technology poorly.

Sell 139

Sell CRM Technique Territory 139

Sales Pop!

DECEMBER 18, 2023

Since we often get questions about how Pipeliner integrates with other applications in a company, we will answer the most frequently asked questions about CRM and integration in this series of articles. At Pipeliner, for example, we run 58 different SaaS applications. Seamless integration of data from A to Z across the enterprise.

CRM 93

CRM Pipeline Electricity Account management 93

Hubspot

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. Want more content like this? Subscribe to our newsletter!

Prospecting 74

Prospecting Price Presentation Pipeline 74

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. These CMOs have all taken their companies from the early stages through IPOs and have been apart of multi-billion dollar organizations. And without that context, you lose out.”

Pipeline 98

Pipeline Growth Strategize Start-ups 98

Hubspot

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” But these pipeline reviews should be true coaching sessions — not data-scrubbing meetings. Today, let’s review the best pipeline coaching strategies.

Pipeline 74

Pipeline Meeting Construction Closing 74

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. Prospects and customers can always sniff it out, regardless how we try to cover it up. It is all about them and has little to do with the customer. What is Selling Bad Breath?

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

JULY 14, 2023

They want to win, of course, but too many don’t pay attention to win rates. And they see their competitors having similar win rates so that’s just the way things are. But I just don’t want to waste my time on anything that I don’t have a very high likelihood of winning. They aren’t ready!

Pipeline 87

Pipeline Objectives and Key Results Objection handling Construction 87

Sales Hacker

APRIL 26, 2021

While some fault may lie in these areas, the real reason for a lack of deals is an issue in your pipeline. Your pipeline’s health closely reflects your sales team’s success. Here are seven causes of a blocked pipeline and what you can do to rectify the situation. What You Should Do.

Pipeline 112

Pipeline Campaign Sales Prospecting 112

Partners in Excellence

FEBRUARY 23, 2023

Over the years, the data demonstrates how badly we actually do. While companies are achieving their revenue goals, they do so by obsessing on doing more. While they are achieving their revenue goals, they should actually be doing more. What percent of the opportunities that we qualify do we actually win?

Pipeline 73

Pipeline Cross-sell Commission Quota 73

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? But you need to take steps to change it. .

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

Martech

DECEMBER 11, 2023

In 1961, the novel “Catch-22,” by Joseph Heller was published and its title immediately became short-hand for an all-too-familiar type of organizational lunacy: circular reasoning. It is a cycle that prevents both sides from seeing (or admitting) the reality of the situation, which is that we have built inefficiency and costs into the system.

Quota 117

Quota Sales Pipeline B2B 117

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Sales Pop!

APRIL 30, 2022

We’ve seen that many customers have not taken advantage of Pipeliner’s powerful email integration features. I’m here to tell you why it’s crucial that you do, and help you dismiss any reasons not to. I compare not using Pipeliner’s email integration to not using the navigation feature in your car.

Pipeline 98

Pipeline Customers CRM Appointment 98

Spiro Technologies

OCTOBER 13, 2022

Even if you are the hardest worker in the room, if you don’t show results, a lazier but more effective coworker will be viewed as more valuable, not to mention better-paid. If you don’t know what to focus on, then you’ll never become a top performer. Prospecting . Here’s what works: 1.

Pipeline 98

Pipeline Drivers/motivators CRM Sales 98

Hubspot

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion.

Quota 79

Quota Pipeline Sales Prospecting 79

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers.

Sales 149

Sales Prospecting Pipeline Pitch 149

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. Historically, the status quo — doing nothing — was the ultimate competitor. But there are things B2B marketers can do to help sales teams and their prospects overcome purchase indecision and win more customers faster.

B2B 112

B2B Customers GTM Pipeline 112

Martech

DECEMBER 5, 2023

A successful cold email program — or “prospecting,” if you prefer — takes careful handling. You’re reaching out to strangers one-on-one to persuade them to initiate a business relationship with you. Do people even do that anymore?) What would you do with this email?

Pitch 110

Pitch Contact Follow-up Clients 110

Salesforce

SEPTEMBER 19, 2023

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. It gives you the structure and guidance to build strong relationships and secure consistent deal wins. Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Martech

JANUARY 26, 2024

While many other metrics matter, revenue is what enables success. Do you know what drives revenue growth? Focusing deeply on the customers you serve. Winning your clients’ loyalty brings you much more revenue. Satisfied customers don’t just come for more, they’ll spread the word about you.

B2B 118

B2B Customers Appointment Objectives and Key Results 118

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. 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?

Product 98

Product Sell Pitch B2B 98

Partners in Excellence

JULY 3, 2020

Recently, I was having a discussion with an executive team. They asked me to look at the dashboards to provide recommendations about what they might be doing. I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more.

Territory 166

Territory Pipeline Closing Prospecting 166

Understanding the Sales Force

JANUARY 31, 2024

There are stages to a journey, like driving to the airport, the airport check-in and wait, the plane flight, baggage claim, and the drive to your final destination. In its most generic form, stages correspond to opportunities as they move from suspect to prospect to qualified opportunity, to closable and finally, closed.

Process 73

Process Objectives and Key Results Sales Pipeline 73

Hubspot

DECEMBER 12, 2023

To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. John Barrows , CEO at JB Sales , recommends being selective in how you use AI. He told me, "Start by asking yourself, 'What can I do that a computer can't?' Let's dive in. Use AI to augment, not automate.

Objectives and Key Results 75

Objectives and Key Results Pipeline Sales Trust 75

Spiro Technologies

JUNE 10, 2021

Salespeople have many things they need to remember. It’s not surprising then, that many salespeople feel as if they’re always playing catch-up, being reactive rather than proactive in their day-to-day activities. Here are the four most important things salespeople forget to do: 1. Come up with a plan .

Pipeline 98

Pipeline Commission Contact Prospecting 98

Partners in Excellence

FEBRUARY 8, 2022

LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. We can’t choose which part of the job we want to do (or the parts we would prefer to avoid).

Territory 102

Territory Legal Contract Pipeline 102

SaaStr

NOVEMBER 25, 2023

The days of working a little for big returns are behind us in the Boom of ‘21, so what can you do to start hitting revenue targets? #1: Previously t here was a lot of focus on inputs and ensuring people felt like they were accomplishing something, even though the revenue might not have been there. Revenue matters, too.

Objectives and Key Results 80

Objectives and Key Results Referrals Pipeline Campaign 80

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? Sadly, most of the deals do not convert into sales. Why do deals get stuck in the sales pipeline?

Pipeline 98

Pipeline Quota CRM Follow-up 98

Sales Gravy

MARCH 28, 2023

Great Discovery Is A Sales Superpower The two biggest priorities for salespeople are building pipeline through prospecting and discovery. Authentic engagement is the result of great discovery, and you can't conduct bulletproof discovery without deep and active listening. What are you aiming towards?

Negotiate 83

Negotiate Education Pipeline Presentation 83

Hubspot

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts.

Technique 81

Technique Closing Construction Education 81