Sales Hacker

JUNE 30, 2020

Habits that create high-impact behaviors [17:25]. The lowdown on high-impact habit virtual masterclasses [35:08]. It can help your sales teams increase their pipeline win rates and deal sizes. Habits that create high-impact behaviors [17:25]. Who is Andrew Sykes and what is Habits at Work [2:26].

High impact 101

High impact Meeting Drivers/motivators Conversion 101

Heinz Marketing

MARCH 29, 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 everyone to another episode of Sales Pipeline Radio.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

SaaStr

MAY 11, 2025

Are those meetings converting into pipeline? The ones who stick it out and master the craft often move into AE roles or other high-impact positions. But dont just measure volumemeasure outcomes. Are your activities leading to meaningful to meaningful opportunities? Are you booking meetings with decision-makers?

High impact 93

High impact Pipeline Strategize Prospecting 93

Partners in Excellence

JANUARY 16, 2025

We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. There are the meetings we might have with our management, usually with them sitting behind their screens, looking at a dashboard, and saying, “Your pipeline is weak, you need to get to 3X!”

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Partners in Excellence

APRIL 16, 2025

For example, it’s very difficult to do high impact prospecting if we are lousy at deal management. Also, managing deals very well, changes our win rates, impacts our pipeline dynamics, and our prospecting. High impact selling is a set of interrelated subsystems.

Objection handling 119

Objection handling Objectives and Key Results High impact Prospecting 119

Heinz Marketing

SEPTEMBER 24, 2024

Benefit : Automating data entry reduces the administrative burden on SDRs and ensures accurate, up-to-date records in the CRM system. Follow-up Automation Challenge : Keeping track of follow-up tasks can be overwhelming, especially as leads move through the pipeline. Missing a follow-up often means missing out on a potential deal.

Objectives and Key Results 101

Objectives and Key Results GTM CRM Follow-up 101

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 should come from inbound vs. outbound leads?

Quota 216

Quota Pipeline Drivers/motivators Negotiate 216

Heinz Marketing

SEPTEMBER 6, 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! Matt: Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 114

Pipeline Sales Up-sell Government 114

Partners in Excellence

JUNE 10, 2025

We know coaching is important–sadly we invest too little time in high impact coaching. Is coaching reviewing a performance dashboard, inevitably offering “You need more pipeline, you need more activity?” In high impact coaching we integrate coaching into every encounter we have with our people.

High impact 84

High impact Pipeline Represent Conversion 84

Engage Selling

JUNE 26, 2013

Sales Coaching Pipeline Management sales quota The Sales Leader two face coaching system'

High impact 54

High impact Quota Pipeline Up-sell 54

Partners in Excellence

SEPTEMBER 22, 2024

They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—-all sorts of “coaching meetings.” High impact coaching is a collaborative learning conversation. Often, when I talk to managers, they tell me how much time they spend coaching.

Pipeline 138

Pipeline High impact Meeting Growth 138

Partners in Excellence

JUNE 19, 2025

Yeah, yeah, Dave, we get it, but we gotta build pipeline, make more calls, do more demos… Yeah our win rates are sliding, percent of people making goal is declining (14% of our sellers do 80% of our revenue). But did it have an impact on the selling results. Our ability to hit our revenue/ARR targets is plummeting.

Customers 77

Customers Manufacturing Up-sell Conversion 77

Martech

JANUARY 14, 2025

The ability to generate data-driven, custom reports ensures your team stays focused on high-impact actions to improve campaign outcomes. How it helps you This update empowers sales managers and their teams to prospect and build pipelines from anywhere. Previously, creating leads on mobile was limited and inefficient.

Objectives and Key Results 66

Objectives and Key Results CRM Campaign Pipeline 66

Partners in Excellence

AUGUST 14, 2024

” And then there is a random series of meaningless insights like, “You need more pipeline, You need more top of funnel, You need to get your meetings/demos/calls up, You need to do more prospecting… ” My reaction is, “Weelll, that might work, fingers crossed… ” This isn’t coaching!

Cross-sell 134

Cross-sell Pipeline High impact Meeting 134

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? to familiarize new sales managers with all company solutions and how they impact sales processes. These lessons should focus on how teams use these tools today, giving managers a better frame of mind about where gaps exist and areas of opportunity in sales pipeline management.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

RingDNA

APRIL 17, 2025

A manager is prepping for a pipeline review. Just high-impact prompts, always ready and always relevant. Whether it’s deal reviews, QBRs, or pipeline coaching, the right prompts surface at the right time. A CSM needs to check in on account health. And every time, they’re typing the same prompt. No more retyping.

Objectives and Key Results 62

Objectives and Key Results UX Follow-up Sales 62

Heinz Marketing

APRIL 30, 2025

The Necessity of AI in Modern Sales and Marketing Our discussion opened with a compelling statistic: 72% of high-performing sales teams leverage AI to enhance pipeline performance. In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development.

Strategize 71

Strategize Sales Technology Technology 71

Highspot

MAY 26, 2025

Analysis starts by identifying high-impact skills. Revops leaders align training to pipeline and revenue goals RevOps leaders care about predictable revenue. Learning analytics programs shows how alignment across functions impacts the bottom line. They built tailored learning journeys for 1,000 sellers.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

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 131

Quota Pipeline CRM High impact 131

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 123

Territory Trust Pipeline High impact 123

Partners in Excellence

SEPTEMBER 17, 2020

Let’s look at some examples: Pipeline coverage is a critical indicator of our ability to meet our goals. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!” If a sales person has a 50% win rate and the right average deal size, her pipeline only has to be 2 times.

Pipeline 116

Pipeline Quota Meeting High impact 116

Partners in Excellence

DECEMBER 15, 2023

” Manager: “Your pipeline sucks, you need to fill it!” ” And we know the “coaching version” of this conversation, it usually starts with, “Why does your pipeline suck?” We want to engage others—customers, our people, our colleagues, others in high impact conversations.

Construction 146

Construction Pipeline Gaming Conversion 146

Martech

MARCH 17, 2025

Instead of trying to be everywhere, brands should: Focus on high-impact channels that deliver measurable results. Cutting out unnecessary efforts whether in campaigns, reporting, workflows or content production can have a significant impact on efficiency. Reduce complexity by simplifying across channels.

Objectives and Key Results 110

Objectives and Key Results Technology Technology High impact 110

Partners in Excellence

NOVEMBER 27, 2012

We know the right way to achieve a goal—for example, how to structure a high impact sales call, how to handle an objection, how to develop and execute a deal strategy. We know what a healthy pipeline looks like, we know what we have to do to have a healthy pipeline, but we forget to apply it.

Pipeline 103

Pipeline Territory High impact Process 103

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

APRIL 1, 2021

How could they possibly have a high impact conversation with senior people? It’s not the role, I think the role can be very impactful. Why wouldn’t we align the resources that have the ability to have high impact conversations with the people we are targeting?

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Search Engine Land

OCTOBER 2, 2024

Something we currently have in the pipeline. Quick wins and tests Everyone seeks the ideal “low effort, high impact” solution. There are ways to evaluate content at scale for helpfulness, mainly using Google’s NLP API to pick out entities and analyze sentiment. Closely measuring AIO and rethinking SEO KPIs.

Clients 91

Clients CTR Conversion Closing 91

Partners in Excellence

NOVEMBER 21, 2024

It was clear that what he did had a very high impact on his customers. He had a number customers, including some thought leaders and opinion shapers in his markets. As we were discussing the problem he solved, he spoke in terms of data quality, currency, data analytics, reporting. But those words are often meaningless to the customers.

Customers 48

Customers CRM High impact Pitch 48

Sales Gravy

OCTOBER 23, 2022

Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. Impactful things that generate revenue growth. If you're an account manager, you make an impact by expanding and retaining your accounts.

Product 92

Product Construction Territory Pipeline 92

Highspot

APRIL 1, 2025

Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion? How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Martech

JUNE 28, 2022

Based on the Great Buyer Resignation reality and market shifts, here are a few high-impact career opportunities for talented pros who want to up-level their professional world while positively impacting their company’s growth.

B2B 119

B2B GTM Cross-sell Cold Call 119

RingDNA

JUNE 6, 2025

The Seller Action Hub serves as a personalized workspace that provides high-impact actions tailored to role, priority, and deal stage. Deal Risk Analysts that proactively flag at-risk opportunities based on patterns in conversation tone, engagement drop-off, or pipeline signals. These tools don’t replace reps.

CRM 62

CRM B2B Follow-up Strategize 62

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. Pipelines help us understand whether we are doing enough to achieve our goals.

Territory 95

Territory Pipeline Commission Sales 95

Partners in Excellence

APRIL 7, 2019

SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. We want, in these first calls, to engage the prospect in a credible, high impact conversation. Ideally, we are trying to generate enough high quality, ideally qualified leads, to fill our pipelines.

Manufacturing 92

Manufacturing Pipeline Prospecting High impact 92

InsightSquared

AUGUST 28, 2019

Once you have a process in place, clearly define the process, so that reps are able to explain why each opportunity in their pipeline belongs in its current stage and close date period. Creating a dashboard for your 1:1s with your reps is also crucial to hold reps accountable to properly update their pipeline. Is the pipeline growing?

Pipeline 87

Pipeline CRM Follow-up Process 87

Partners in Excellence

JULY 7, 2015

Likewise in making high impact sales calls, or prospecting, examining the things we and our customers do to create the desired outcomes enables us to define those things we need to do to produce results. Knowing what creates a healthy pipeline with good velocity and doing those things creates healthy pipelines.

Sales 101

Sales Pipeline High impact Technique 101