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 114

Construction Pipeline Gaming Conversion 114

Partners in Excellence

OCTOBER 19, 2022

However, every deal review, every pipeline review, every territory/account review, every call plan, every forecast will be done with CRM. Meaningful, high impact conversations with the right prospects and customers are what drives engagement and our ability to achieve our goals. This doesn’t mean CRM isn’t important.

Territory 48

Territory High impact CRM Pipeline 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 78

Product Territory Construction Pipeline 78

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. And, too often, it’s a directive engagement, “Go do these things… ” High impact coaching is a collaborative conversation, a learning conversation. It’s not a specific activity, though we tend to treat coaching as this.

High impact 62

High impact Pipeline Conversion Meeting 62

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 104

Manufacturing High impact Prospecting Up-sell 104

Gong.io

SEPTEMBER 26, 2022

With these insights, you can replicate their success across your team and push more deals through your sales pipeline. Click here to get our free high-impact sales pitch template (with scripts). . Have weekly sales pipeline reviews. There’s no rule on how often you should run pipeline reviews. Pipeline coverage.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 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 95

Quota Pipeline CRM High impact 95

Partners in Excellence

MARCH 9, 2023

If I had a nickel for every time I asked to see a pipeline report, I’d have lot’s of nickels. ” For those that can get it and recognize the pipeline is weak, when I ask, “What are the top things you need to do to create a healthy pipeline?” What would we change to improve the results?

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

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 98

Pipeline Quota Meeting High impact 98

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 108

B2B GTM Cross-sell High impact 108

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

Gong.io

AUGUST 2, 2021

But t op sales managers drive maximum impact by focusing their coaching on high-leverage areas. Here’s how to cut bad coaching habits and deliver the high-impact coaching your team are craving. Instead, we dive right into the pipeline conversations. Back-up pipeline. Coaching 101). Coaching 101.

Pipeline 62

Pipeline Strategize Territory Sales 62

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

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. A new year calls for spring cleaning. Moore adds, “Before reaching out to these prospects, be sure to identify customer stories that match these accounts.

Pipeline 61

Pipeline Presentation Networking Quota 61

SalesLoft

SEPTEMBER 27, 2023

Being a full cycle AE I am constantly trying to juggle tons of spinning plates, giving new customers the best buying experience possible whilst ensuring that my new business pipeline is always topped up with fresh opportunities. Ryan Constantino, Account Executive at Salesloft Let’s be honest, selling is a rollercoaster right now.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

SaaStr

JANUARY 28, 2022

But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? This model worked backward into pipeline quotas which defined how much revenue they needed to create every week, month, and quarter. Enter your email below for the latest SaaStr updates.

Quota 71

Quota Pipeline Go To Market Up-sell 71

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 85

Manufacturing Pipeline High impact Prospecting 85

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

PandaDoc

DECEMBER 19, 2022

Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount. Sales prospecting fuels your pipeline. Excessive reliance on inbound prospecting results in sellers losing power over their KPIs and the number of prospects in the pipeline. Urge to buy. Conclusion.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

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. Don’t get me wrong, prospecting is important, we have to continue to find opportunities to maintain our pipelines. Pipeline Coverage Models Stop Focusing On The Top Of The Pipeline!

Pipeline 80

Pipeline Prospecting Growth Up-sell 80

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 83

Territory Pipeline Commission Sales 83

Partners in Excellence

OCTOBER 31, 2019

As with most pipelines I see, many of these people’s were anemic. Even if they won 100% of the opportunities in their pipelines, they would fall far short. Or with managers it may be coaching and developing their people, conducting high impact reviews, hiring/onboarding/developing/retaining the best talent.

Pipeline 48

Pipeline High impact Prospecting Campaign 48

Gong.io

DECEMBER 22, 2021

It has everything you need to move past “random acts of coaching” and zero in on high-impact coaching – the kind that motivates your team AND shows up in dashboards. That means tracking more than traditional KPIs, like pipeline numbers or bookings or quota. . Need inspiration? Try this sales coaching template.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

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 54

Pipeline CRM Follow-up Process 54

SaaStr

OCTOBER 30, 2023

A portfolio of experiments ranging from high impact and effort to medium to low impact and effort. L: Learnings The real output of a growth team isn’t just user or pipeline growth. Clear attribution that you can measure. If you can’t measure it, don’t do it. Build a culture where people aren’t afraid to try things.

Growth 86

Growth Drivers/motivators Start-ups High impact 86

Sales Hacker

JULY 26, 2021

Less friction to source and control pipeline. High-quality research and personalized outreach. Reps spending most of their time on high-value activities. High-value activities mark the difference between a sales team generating revenue or not. These improvements allow teams to expand their pipeline faster.

Quota 121

Quota Cold Call CRM Sales 121

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 71% of sales leaders say AI/automation makes their employees more productive.

B2B 78

B2B Sales Prospecting High impact 78

Salesforce

JULY 28, 2022

For example, make it clear you want your reps to double down on pipeline maintenance, ongoing training, and team alignment. Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Partners in Excellence

SEPTEMBER 27, 2018

Things like pipeline metrics (quality, volume, velocity) have been very powerful as leading metrics that help us understand whether we are on track to achieve our goals (quota). For that person, a healthy pipeline is 20 deals valued roughly at $2M. Are the calls to the right people, with value based/high impact discussions.

Quota 88

Quota Pipeline Growth Drivers/motivators 88

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

Hubspot

FEBRUARY 8, 2022

From the results, you’ll learn which leads are still interested in further nurturing, and you’ll also learn why certain leads lost interest and left, helping you focus on high-impact strategies that are more likely to drive a sale. Use trigger events to reconnect with lost leads. Lost leads don’t have to be lost forever.

CRM 70

CRM Contact High impact Pitch 70

Partners in Excellence

FEBRUARY 28, 2018

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. Develop business justified proposals. Closing is all that matters. Generate net new logos/customers. Leverage social channels.

Referrals 53

Referrals High impact Sales Pipeline 53

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 101

Pipeline Sales Up-sell Government 101

Partners in Excellence

JUNE 5, 2019

We have those arguments with the pipeline, the funnel, and now the flywheel. And to be honest, I’ve never found the nuances of a pipeline and funnel very informative, and I feel somewhat the same about the flywheel. They are more concerned about the new name than the fundamentals and underlying issues.

Commission 92

Commission Territory Sales Drivers/motivators 92

Partners in Excellence

AUGUST 26, 2020

We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, …… ” These focus on what sales people have to do, they are generally closely followed by techniques and tools focusing on how we do those things.

Start-ups 96

Start-ups High impact Technique Follow-up 96

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 98

Territory Trust Pipeline High impact 98

Gong.io

OCTOBER 19, 2022

Instead, ensure you are using them in relation to high-impact metrics like demos provided or closed deals. . The faster you can get new hires up to speed, the sooner they’ll be able to contribute to the pipeline and meet your sales goals. Sales pipeline. That serves no purpose. Improve your employee onboarding process.

Product 62

Product Cold Call Sales Meeting 62