Highspot

JUNE 17, 2025

Today’s sales representatives—including yours—face many challenges. This leads to more intelligent decision-making for sales outreach and accelerates buyers through the sales pipeline. Can reps role-play specific negotiation and complex conversations using AI? Can sales managers use AI to role-play training sessions?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota. What is OTE in sales?

Commission 52

Commission Quota Represent Sales 52

Salesforce

MAY 20, 2025

Protocol Adherence : Security and compliance protocols are non-negotiable, especially for sensitive operations like finance and healthcare. Together, these environments represent a breadth of enterprise operations, from front-line customer interactions to back-office processing. Whats the status of order #12345?).

E-commerce 69

E-commerce Healthcare X-functional Appointment 69

Hubspot

SEPTEMBER 16, 2024

Using Filler Words Tommy Le , Founder of Poshwatch , says, "A common error made by sales representatives that can damage their credibility is overusing filler words such as ‘um,’ ‘uh,’ and ‘you know.’ The word-of-mouth that goes around discourages others from striking deals or even engaging with this sales representative.

Trust 76

Trust Clients Relationship building Pitch 76

Highspot

JULY 9, 2025

This allows your sales leaders to focus on coaching, content strategy, and pipeline support where it has the biggest impact. In manufacturing, where proprietary specs, buyer conversations, and sensitive customer data are involved, data governance is non-negotiable. Of course, all of this hinges on trust.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Salesforce

OCTOBER 29, 2024

To keep our review process efficient within the short timeframe, we built a tiger team of representatives from each significant stakeholder business unit: IT, technical support (myself, obviously), and customer support. Of course, we knew we’d also have to get buy-in from the C-suite. And he can do it all from one dashboard.

Service 69

Service Customers X-functional Pharmaceutical 69

Hubspot

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Each step below represents a lesson learned through trial and error. Drawing on my experience with brands like HubSpot and Zapier, Ill walk you through how it works.

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Sales Hacker

FEBRUARY 4, 2025

You are the customer service representative for our CRO, our CTO. Our pipeline is getting weak here. Scott Barker: and like summarize that the, the, the, the non negotiables are, you know, they need to be someone who wants to. The enabler, the empower, the partner. I say it’s customer service. Hey everyone.

GTM 88

GTM Finance Cross-sell X-functional 88

Salesforce

FEBRUARY 17, 2025

What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

MARCH 3, 2025

Deal desks are best-suited for businesses with intricate sales processes that require custom solutions, multi-tier pricing, high-stakes negotiations, stringent compliance demands, extended sales cycles, or heavy cross-functional collaboration. This minimizes errors and keeps everyone in the loop, leading to a healthier sales pipeline.

Legal 59

Legal Contract Finance Non-Profits 59

SaaStr

FEBRUARY 25, 2025

Many companies strategically use the event to meet potential hires, conduct interviews, and build their talent pipeline. This provides an efficient way to evaluate potential additions to your tech stack, negotiate deals, and discover innovative solutions to operational challenges.

Pitch 73

Pitch B2B Strategize Strategic planning 73

Salesforce

APRIL 16, 2025

Back to top ) Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology.

Technique 89

Technique Territory Sales Price 89

Sales Pop!

AUGUST 20, 2021

Within a CRM, a pipeline represents a sales or other type of process. Pipeliner CRM was the first CRM to enable multiple pipelines within CRM. This is the person who helps create processes and adapts them to pipelines. Then you have some kind of discovery in this phase—could this lead be a real opportunity?

Pipeline 237

Pipeline CRM Negotiate Follow-up 237

Sales Pop!

NOVEMBER 5, 2021

At Pipeliner, we chose to go with AWS over a decade ago and have remained with them ever since. Continuing in our series on Pipeliner CRM security, here is our path and reasoning. There was Microsoft and, representing one of the large European data centers, I flew to their Dublin site and toured their enormous data center.

Pipeline 246

Pipeline Territory CRM Contract 246

Salesforce

OCTOBER 17, 2023

A Salesforce Certified Sales Representative has broad knowledge of the sales process and is proficient in planning, customer and prospect research, deal management, pipeline management, forecasting, and closing deals with value. Sales representative skills are in high demand, and getting certified can put your career in high gear.

Represent 122

Represent Commission Sales Pipeline 122

Salesmate

JULY 8, 2020

Sales professionals generally visualize customer acquisition through the stages of a sales pipeline. Understanding how your sales pipeline is working is vital if you want to optimize your revenue generation. In this article, we’ll look at seven stages of a sales pipeline every entrepreneur should understand. Prospecting.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Sales Pop!

FEBRUARY 13, 2022

Team meetings are the perfect place to practice listening, seriously consider differing viewpoints and ideas, plus negotiate an agreeable outcome. The process encourages them to be more open to you, the sales representative. The sales process transforms from hardcore to a relaxed and friendly negotiated conversation.

Negotiate 246

Negotiate Appointment Meeting Represent 246

Veloxy

DECEMBER 28, 2023

The effectiveness of outside sales representatives is deeply rooted in their skill to create and uphold direct relationships with potential customers. By focusing on the customer’s needs and demonstrating empathy, outside sales representatives can build lasting relationships that lead to recurring business and long-term success.

Outside Sales 243

Outside Sales Cold Call Represent Objectives and Key Results 243

Engage Selling

MAY 24, 2013

It’s common for leaders to measure their sales pipelines by the probability of the deal closing. Instead, you should be measuring the progress of a prospect through your sales pipeline, with each stage representing the percentage of the way through the pipeline that the opportunity has reached. And, a common mistake.

Pipeline 101

Pipeline Negotiate Sales Represent 101

Gong.io

NOVEMBER 16, 2022

That’s why building and managing a sales pipeline is so important. . A well-defined sales pipeline makes your sales process transparent, allowing you to see your deals in the sales funnel, where they’re getting stuck, and how long the entire process takes. What is a sales pipeline? Why is a sales pipeline important?

Pipeline 118

Pipeline Objectives and Key Results Negotiate Sales 118

Anthony Cole Training

NOVEMBER 10, 2010

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Your pipeline. A robust pipeline gives you courage to ask for the decision. Call to action: Go to our website, download our post call debriefing form and then assess the quality of your pipeline. mentoring (2).

Objectives and Key Results 195

Objectives and Key Results Sales Pipeline Drivers/motivators 195

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. In this transformative approach, your Outside Sales Representatives switch roles briefly with those in Inside Sales. Marcus Miceli Tweet 11.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Your pipeline. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6).

Objectives and Key Results 182

Objectives and Key Results Drivers/motivators Pipeline Clients 182

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 101

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). What typically happens is that the pipeline gets depleted because the sales person has been closing business. If you want to eliminate the stress of "what do I do now that my pipeline is empty?", managing sales (4).

Objectives and Key Results 195

Objectives and Key Results Sales Drivers/motivators Prospecting 195

Heinz Marketing

APRIL 5, 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 everybody to another episode of Sales Pipeline Radio. Matt Heinz: Alright.

Pipeline 115

Pipeline Negotiate Sales Cross-sell 115

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). S uccess Factors assessment company will tell you that stack ranking for sales performance, sales activity, sales pipeline and the like is important and meaningful. Leadership Training (2). major performance factors (2).

Objectives and Key Results 183

Objectives and Key Results Drivers/motivators Sales Represent 183

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). That one thing being that I have moved to the right of the bell curve representing the age demographics of the group. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 217

Objectives and Key Results Drivers/motivators Sales Represent 217

Anthony Cole Training

FEBRUARY 25, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 214

Objectives and Key Results Sales Drivers/motivators Up-sell 214

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). In order to succeed at accomplishing your passionate desires, your desires must be non-negotiable to the extent that you overcome the distracting and pleasing behaviors that are keeping you from doing what you must do.

Objectives and Key Results 189

Objectives and Key Results Sales Drivers/motivators Negotiate 189

Anthony Cole Training

SEPTEMBER 24, 2010

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 190

Objectives and Key Results Sales Drivers/motivators Up-sell 190

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 218

Objectives and Key Results Sales Drivers/motivators Up-sell 218

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 217

Objectives and Key Results Drivers/motivators Sales Up-sell 217

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 211

Objectives and Key Results Drivers/motivators Sales Up-sell 211

Anthony Cole Training

APRIL 14, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Sell 200

Sell Objectives and Key Results Drivers/motivators Prospecting 200

Anthony Cole Training

MAY 16, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 200

Objectives and Key Results Drivers/motivators Sales Clients 200

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). sales pipeline (1). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). practice management (9).

Objectives and Key Results 195

Objectives and Key Results Drivers/motivators Sales Up-sell 195