The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. The issue I have is that networking by nature operates on a different timetable than prospecting.

Networking 81

Networking Prospecting Objectives and Key Results Quota 81

Hubspot

SEPTEMBER 9, 2024

After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. I generated many of my own sales leads through cold-calling and networking. All sales professionals are told repeatedly that sales is a numbers game.

Territory 83

Territory Cold Call SQL Campaign 83

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Field-Level Security. Lookup and Rollup Fields. Compact View.

Account management 98

Account management CRM Pipeline Territory 98

Heinz Marketing

JULY 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! Matt: Well, welcome everyone, to another episode of Sales Pipeline Radio.

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

Heinz Marketing

FEBRUARY 8, 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! Sales Pipeline Radio. By Matt Heinz , President of Heinz Marketing. This and A LOT MORE!

Pipeline 118

Pipeline B2B Sales Objectives and Key Results 118

Women Sales Pros

MAY 3, 2019

You set a bright, shiny optimistic goal, thinking that this year you really can exceed your quota by 20%, or earn 15% more than last year. Your pipeline is going stale. Monitor your pipeline. I look at my pipeline every day. The rule of thumb is to maintain 3 times your quota in your pipeline at all times.

Referrals 130

Referrals Appointment Quota Pipeline 130

SaaStr

JUNE 4, 2025

Pipeline Analysis : Instead of reps manually updating forecasts, AI can analyze conversation sentiment, deal progression patterns, and engagement metrics to provide accurate pipeline insights. Deal Velocity : With AI handling research, preparation, and follow-up, deals could move through the pipeline 2-3x faster. The result?

CRM 97

CRM Follow-up Pipeline Territory 97

Veloxy

DECEMBER 28, 2023

Prospecting Strategies Efficient prospecting strategies for outside sales representatives include networking and utilizing referrals. CRM software, for example, offers comprehensive insight into the sales pipeline, increases efficiency, and optimizes workflows in outside sales. What is an outside sales representative job description?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

RingDNA

MARCH 26, 2025

LinkedIn is no longer a nice to have in 2025, whether you’re a CEO shaping your company’s vision, a COO optimizing processes, or an SDR hustling to hit quota. If you’re not active on LinkedIn, you’re missing out on one of the most powerful tools for driving brand awareness, building credibility, and expanding your network. “75%

Closing 62

Closing B2B Sell Referrals 62

Veloxy

JUNE 4, 2024

Don’t get discouraged if your sales team is stuck with an overflowing pipeline of non-converting opportunities. Share how other users are succeeding with time savings and pipeline velocity. Our customers follow the best practice of centralizing all materials in a single accessible folder within their network.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. After all, the reps have quotas to hit and there’s currently too much commentary of AI being aspirational as opposed to practical. Of course, we can’t rightly blame anyone.

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

A Sales Guy

JANUARY 20, 2014

I know your too busy selling to blog, be on Twitter , input s**t into salesforce, work the booth, watch Ted videos , attend the networking event, etc. Twitter would have you exceeding quota by an extra 15% had you seen that potential customer complaining about their current vendor. But guess what? All that stuff IS selling.

Sell 116

Sell Quota Pipeline Networking 116

SaaStr

JANUARY 5, 2024

Start with who you are targeting in your own network. They leveraged their investor network, which included YC and other non-YC investors. Your first three hires (and maybe more) at the SDR level can all be in-network hires. If you can make in-network hires, the probability of success is much higher, but that doesn’t scale.

Quota 122

Quota Commission Networking Sales 122

SalesLoft

APRIL 19, 2018

Technology has evolved, but has your approach to your sales pipeline? This list of 10 Tips for Building a Strong Sales Pipeline includes modern approaches and shows you how to apply technology to update a few classics that never go out of style. That means building and maintaining a pipeline is vital. Ask for referrals.

Pipeline 69

Pipeline Referrals Cold Call Sales 69

Highspot

JUNE 17, 2025

Notably, they: Lack time to effectively plan for and analyze their sales calls Worry about meeting quarterly sales targets and quotas Have too many time-consuming tasks that prevent them from completing the work that matters: building relationships with potential customers The good news? But what does success look like?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

InsightSquared

FEBRUARY 20, 2020

Reps are racing to hit quota within an allotted time frame. Instead of an outreach tool, treat your LinkedIn network as an engagement space where you can find authentic interactions and understanding of the space you’re working in. With a sustainable relationship, you’re turning your audience’s networks into your network.

Networking 62

Networking Prospecting Cold Call Sales 62

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Hiring managers don't just want to know what you sold — they want to know how fast you moved deals through the pipeline. Mike Peditto , director of talent at career growth platform Teal , suggests asking a question related to quota attainment. You can’t escape it.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. A more viable pipeline now drives 2+ more deals per rep, per month. Sales Tech Stack Presence. Sales analytics. I love Veloxy!

Quota 147

Quota Contract Account management Price 147

Veloxy

AUGUST 11, 2022

Share how other users are succeeding with time-savings and pipeline velocity. Our customers follow the best practice of centralizing all materials in a single accessible folder within their network. How many people exceeded quota before and after Salesforce? How much shorter was the average sales cycle after Salesforce?

Contact 189

Contact Quota Follow-up Engineering 189

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Smartlead reviews 4.8/5 Champify reviews 4.9/5 It won’t cost you a thing. Amidst the overwhelming array of options, selecting the right toolkit can be daunting.

B2B 122

B2B Prospecting Sales Price 122

Heinz Marketing

MARCH 23, 2020

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! I want to thank everyone for joining us on another episode of Sales Pipeline Radio.

Pipeline 84

Pipeline Contract Sales Up-sell 84

Veloxy

DECEMBER 28, 2021

Enterprise : Comcast, T-Mobile, Tommy Hilfiger Mid-Market : WEX, Ooma Small Business : Vast Networks, Kettenbach USA. With SoPro, you’re helping your salespeople accelerate sales by engaging only with pre-qualified leads, thereby improving engagement rates and shrinking the pipeline. Best for Prospecting: SoPro.

Non-Profits 200

Non-Profits Sales Inside sales Contact 200

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. Pipelining candidates. This is why I maintain a network of suitable potential candidates. Here’s how I did it.

Territory 98

Territory Cross-sell Quota Networking 98

Hubspot

MAY 4, 2020

spent over three and a half hours on their smartphone each day, with half of that time spent engaging on social media networks. Sales professionals with a strong social selling index on LinkedIn have 45% more sales opportunities than those who don’t and are 51% more likely to reach quota.

Sell 101

Sell Quota B2B Networking 101

Openview

SEPTEMBER 21, 2017

They have an attitude of “getting it done” to beat their quota, but in reality they naturally have the discipline to consistently execute the actions that lead to success. They are regularly prospecting, networking, building pipeline, qualifying that pipeline, and maintaining momentum with current opportunities.

Objectives and Key Results 105

Objectives and Key Results Pipeline Proposal Writing Sales 105

Engage Selling

JUNE 3, 2013

Here are 5 ways that you can quickly generate new customers and new business: Referrals Call all existing customers Call past customers Network Meet the buyer face-to-face Podcast Series: The Sales Leader 3D Sales Training System client attraction Colleen Francis Engage Selling Solutions Lead Up! Call all existing customers.

Referrals 73

Referrals Customers Quota Pipeline 73

Sales Hacker

JUNE 24, 2020

Salespeople who use social media are 51% more likely to achieve quota. ADD Buyers to Your Network. If you’re not actively adding buyers to your network, chances are most of your connections are current or ex-coworkers, college friends, and family. I personally don’t like the term social-selling, though. POST Content Regularly.

Lead generation 119

Lead generation Networking Up-sell B2B 119

Heinz Marketing

OCTOBER 7, 2019

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: Well thanks everyone for joining us on another episode of Sale Pipeline Radio.

Pipeline 70

Pipeline Territory Sales Healthcare 70

Cerebral Selling

MAY 4, 2020

After I had this very discussion with a client who provides network infrastructure software to managed IT service providers, one of their sales reps decided to embark on a ruthless pipeline cleanup. I focused my attention on buyers who showed higher degrees of initial intent, and the result: I hit 304 percent of my quota last month!”

Sell 130

Sell Objectives and Key Results E-commerce Pipeline 130

Hubspot

JUNE 8, 2022

No movement at the bottom of your pipeline? According to Colleen Francis, founder and president of Engage Selling , the secret to beating quota month after month is to maintain a consistently full pipeline. Of course, you have a quota to hit — that's the ultimate goal. Network on vacation. Revisit old deals.

Quota 88

Quota Construction Manufacturing Transportation 88

Hubspot

JANUARY 23, 2018

Message Prospects Without Using Your InMail Quota. If you want to send more than that, target users with “Open Profiles,” who won’t count toward your InMail quota. This filter taps the networks of the other members of your sales team and your first-degree connections. Access the network of every person at your company.

CRM 101

CRM Contact Networking Sales 101

Heinz Marketing

SEPTEMBER 16, 2019

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 Heinz: Thanks so much for joining us today on Sales Pipeline Radio.

Pipeline 67

Pipeline Sales Represent Follow-up 67

Sales Hacker

NOVEMBER 22, 2017

Yes, quotas seem cruel and your pricing strategy doesn’t make sense. Our quotas are too high. Variants : We have a weak pipeline. Validity/Verdict : Inefficient pipeline management and lead qualification is a common problem across sales organizations but should not constitute an excuse for poor performance.

Cold Call 98

Cold Call Quota Technique Niche 98

Hubspot

FEBRUARY 10, 2025

Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. Balancing personalization with consistent outreach is key to generating leads and, ultimately, building a strong pipeline. Leverage LinkedIn to understand the prospect's background, interests, and professional network.

Prospecting 69

Prospecting Pitch Pipeline Sales 69

Heinz Marketing

SEPTEMBER 2, 2019

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. Really good.

Pipeline 62

Pipeline Sales Conversion Pitch 62

Sales Hacker

JANUARY 21, 2021

According to LinkedIn data , salespeople who use social media in their sales prospecting are 51% more likely to achieve their quota and they outsell non-social sellers by 78%. The Professional Plan is for individual sales reps who are looking to supercharge their sales outreach, increase pipeline, and close more deals. It costs $64.99

Territory 119

Territory Networking Sales Contact 119