Martech

JANUARY 13, 2023

Stop chasing leads, double down on customers and top opportunities. First, GTM teams need to stop generating and chasing random leads, accounts and markets with little to no familiarity with your company or solutions. Work to win over prospects and accounts that have been active with your company and in your pipeline.

GTM 131

GTM B2B Pipeline Strategize 131

Partners in Excellence

OCTOBER 12, 2020

We know that regardless of how good our pipelines are, we have to prospect every week, we have to continue to look to adding great opportunities to our pipeline. We know we produce better results by focusing on our ICP–doing some research on the people within the ICP, and engaging them about things that are important to them.

Prospecting 165

Prospecting Pipeline Sales Contact 165

Partners in Excellence

JUNE 26, 2023

Usually, we use them less for stopping the bleeding, rather to prevent further aggravation of the cut and reduce chances for infection. Stated differently, you need to stop the bleeding, knowing, fully, this is a temporary fix. ” It may be anemic pipelines—more emails, more dials–we have to fill the pipeline.

Hospitality 83

Hospitality Pipeline Quota Up-sell 83

SaaStr

NOVEMBER 25, 2023

Then, in the post-2021 hangover phase, two things happened: People stopped making as much commisions on the sales side People were still working half as hard The macro-environment has gotten harder, and the buyer had changed. When everyone went remote, they worked remotely from the beach while their companies were growing.

Objectives and Key Results 80

Objectives and Key Results Referrals Pipeline Campaign 80

Partners in Excellence

NOVEMBER 16, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. Despite this, our sales processes tend to still be linear, focused on getting a PO.

Process 131

Process Customers Manufacturing Sales 131

Hubspot

JANUARY 4, 2024

Inadequate pipeline management A thin or poorly managed sales pipeline can lead to a slump in conversions, as it fails to continuously and efficiently move prospects to the point of sale. Get Pipeline Management in Sales Hub free 2. Ineffective sales processes Top sellers spend around six hours a week researching prospects.

Quota 79

Quota Pipeline Sales Prospecting 79

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? It’s true. Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. Let’s get started (or fast forward using the table of contents below)!

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. In other words, they’re proven to work.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Search Engine Land

AUGUST 30, 2023

However, LinkedIn ad campaigns can sometimes stumble even with the best intentions. If you’re puzzled by your LinkedIn Ads setup going awry, you’re not alone. This article will dissect the critical factors that can undermine your once-promising ad setup, leading it down an unfortunate path.

B2B 133

B2B Campaign Lead generation Represent 133

SaaStr

JANUARY 9, 2023

Second, you slow or stop sales hiring. Concentrating leads in top sellers keeps deals closin g. Focusing more leads on your top closers closes more — up to a point. Focusing more leads on your top closers closes more — up to a point. You end up with a fraction of the pipeline you’d hoped for 6-9 months out.

Strategize 109

Strategize Territory Referrals Quota 109

Partners in Excellence

DECEMBER 1, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. Despite this, our sales processes tend to still be linear, focused on getting a PO.

Process 118

Process Customers Manufacturing Pipeline 118

Gong.io

SEPTEMBER 12, 2022

It helps them close deals faster and project sales pipelines more accurately. . Clarifying the separate stages of a deal makes it much easier to assess their sales pipeline at a glance and see at which stage deals are getting stuck. Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales?

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

Salesmate

APRIL 14, 2021

One day you will reach the dead end, and you’ll have to stop. However, the top sales performers learn from those mistakes instead of covering them up with excuses. Sales excuses you should stop immediately. Below are a few sales excuses you should stop right now. 80% of sales are achieved by just 8% of the sales reps.

CRM 119

CRM Sales Follow-up Price 119

Partners in Excellence

MAY 12, 2023

I started asking the question, “What are the top 15 metrics CROs should be tracking?” I thanked her, then asked, “What are the top 15 metrics CROs should be tracking?” I think she hoped I would stop asking her the same questions. I think she hoped I would stop asking her the same questions.

Pipeline 92

Pipeline Growth Conversion Customers 92

ClickFunnels

AUGUST 2, 2021

And lead generation is how you keep your sales pipeline full. Once leads stop coming in, sales drop off the cliff and revenue dries up. The post Why You May Want To Hire A Lead Generation Specialist appeared first on ClickFunnels. Sales are the lifeblood of any business. So how can you avoid that? Continue reading…. Continue reading….

Lead generation 264

Lead generation Territory Contact Start-ups 264

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. Let me unpack the issues–at least my experience: The funnel or pipeline is where we first start seeing systemic sales performance issues.

Pipeline 85

Pipeline Territory Sales Prospecting 85

Partners in Excellence

SEPTEMBER 8, 2020

The uncoachable person has made the decision to stop learning and growing. They said things like: “Trust me, I’ll make my numbers… ” when I asked them, “You are less than 25% YTD and you don’t have anything in your pipelines, how are you going to make your numbers? Let me explain myself.

Cold Call 119

Cold Call Trust Pipeline Follow-up 119

Hubspot

APRIL 12, 2023

Reasons to Be Tracking Sales Activity 3 Steps to Implementing Sales Activity Management Top 10 Sales Tracking Software Reasons to Track Sales Activity Increased Revenue Sales activity management can help your team increase revenue. When assessing your team’s performance, sales activities offer crucial metrics.

Objectives and Key Results 85

Objectives and Key Results CRM Pipeline Sales 85

Veloxy

MARCH 23, 2023

Click below to listen to the blog post. Veloxy strives for accessibility. In 2018, Salesforce found that only 57% of salespeople expected to hit their quota. Jump to 2022, and Salesforce found that a staggering 72% of salespeople expected their team to miss annual quota. Let’s get started. Why is sales quota important?

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Partners in Excellence

OCTOBER 21, 2020

” So much of the focus in social media in new books and in organizations is top of the funnel–prospecting and generating new opportunities. ” So much of the focus in social media in new books and in organizations is top of the funnel–prospecting and generating new opportunities. Or reduced our sales cycle.

Prospecting 118

Prospecting Pipeline Process Sales 118

SaaStr

JANUARY 5, 2024

For Sam, when he was originally building outbound sales at Brex, they were focused on not purchasing a sequencing tool or system that provides contact information and then blasting that ICP. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 99

Quota Commission Networking Drivers/motivators 99

Salesforce

DECEMBER 14, 2023

Making the most of sales time tops the list, as reps spend only 28% of their time on selling activities, according to our State of Sales report. Sales route planning is critical to a sound sales strategy. If you do it right, you’ll reap the rewards of connecting your sales reps to high-value opportunities at the right time.

Territory 59

Territory Appointment Transportation CRM 59

Partners in Excellence

MAY 24, 2022

Another metric that’s easily gamed is pipeline coverage. Managers, often, declare, “You have to have 3X pipeline coverage! Let’s look at a “pipeline,” case study. It was almost as though the pipeline had replaced the forecasting process. (To People “game” the system.

Gaming 78

Gaming Pipeline Quota Closing 78

SalesLoft

JULY 21, 2023

Frankie’s top metrics: # of accounts touched # of opportunities created Opportunity create rate (i.e., Frankie’s top metrics: # of accounts touched # of opportunities created Opportunity create rate (i.e., What does it take to be a good sales leader? That’s a complicated question with a lot of nuance at play. Or is she adding more?

Negotiate 52

Negotiate Pipeline Technique Closing 52

Search Engine Land

NOVEMBER 16, 2022

And those who cut or stop marketing efforts altogether. 26% claim that a top investment in the coming years will be video editing software, compared to 14% of their B2C counterparts. But it’s a situation that inevitably requires a shift in strategy and mindset to continue finding success in the face of economic headwinds.

B2B 95

B2B B2C A/B testing Healthcare 95

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Nothing can be out of place, and if one piece fails to perform its function, you won’t get very far for very long. Your revenue organization works in the same way. What is a sales performance dashboard?

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Partners in Excellence

APRIL 5, 2021

Every organization I work with has a “Buyer focused selling process.” ” Every organization has deal management, pipeline, and account management processes. Every organization focuses on their ICP. Every manager says they coach their people. Every manager says they coach their people.

CRM 110

CRM Account management Pipeline Process 110

Salesmate

DECEMBER 1, 2020

So sales reps need to stop being salesy and start thinking about the clients. The other day I was speaking to one of my friends who’s a startup owner. She was infuriated speaking to people who sounded too salesy. As a startup owner, she was looking for a solution to streamline her business operations. Well, but what does salesy mean exactly?

Trust 112

Trust Referrals Prospecting Clients 112

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. Providing your team leads from a healthy pipeline is a lot like playing chess while knowing what your opponent is going to do ahead of time.

Pipeline 112

Pipeline Campaign Sales Prospecting 112

Partners in Excellence

AUGUST 22, 2019

Here’s a laundry list of ideas, primarily focused on doing what we know we should be doing and what we know how to do more effectively. Pipeline cleanup/pipeline integrity: We waste so much time and productivity with sloppy/bad pipelines. Any of these can improve sales performance, but the come with their costs.

Sell 91

Sell Pipeline Represent Sales 91

Sales Hacker

JULY 19, 2022

We saw a 10% increase in pipeline velocity in Q3 of 2021, followed by our best ever Q4. Stop reading cookie cutter “labs reports” and start measuring the only stats that can give you an accurate insight into your journey: your own data. What we learned came as a big surprise. I was taking forever to follow up after meetings ( 4.2

Education 91

Education Pipeline Follow-up Clients 91

Partners in Excellence

AUGUST 13, 2019

We have to do everything–prospect, work the deals in our pipelines, do increasing amounts of reporting, and on and on. ” Usually, that means do more of everything; prospecting working the deals in our pipelines, and more reporting. Now here’s where it starts to get confusing, hang in there.

Pipeline 83

Pipeline Prospecting Closing Sell 83

Heinz Marketing

MARCH 28, 2022

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! Welcome to another episode of Sales Pipeline Radio. Matt : Hello, everyone. Rob Gitell.

Pipeline 109

Pipeline Territory Legal Sales 109

Spiro Technologies

MAY 26, 2022

And if a successful salesperson does have a bad month (everyone usually does), they don’t allow it to stop them for putting in maximum effort the month after. And if a successful salesperson does have a bad month (everyone usually does), they don’t allow it to stop them for putting in maximum effort the month after.

Follow-up 105

Follow-up Pipeline Closing Engineering 105

Heinz Marketing

AUGUST 30, 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. Check them out.

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

Spiro Technologies

JULY 7, 2022

Most sales offices have a top performer, someone who is constantly leading the board and who sets the standard for everybody else. Most sales offices have a top performer, someone who is constantly leading the board and who sets the standard for everybody else. Here are eight common myths about top performers: 1.

Pipeline 59

Pipeline Sales Contract Start-ups 59

Partners in Excellence

OCTOBER 8, 2019

I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews are a great starting point for the process, a good pipeline review helps identify and isolate potential challenges as well as the performance leverage points.

Pipeline 75

Pipeline Represent Closing Clients 75