Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity.

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Pipeline Non-Profits Sales Quota 306

Tibor Shanto

NOVEMBER 16, 2021

Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities. Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. What is in your pipeline should meet specific and defined criteria.

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Pipeline Quota Consult Prospecting 257

Tibor Shanto

FEBRUARY 8, 2022

Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. When it comes to prospecting, there’s real, then there’s pipeline real. Beyond words, actions will tell you where the prospect is, and what they will require to progress.

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Pipeline Quota Prospecting Follow-up 282

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline.

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Pipeline Technology Technology Cross-sell 195

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. As an AE, you may be blowing through your number, signing deals, and having the time of your life. As a leader, it’s likely that your team has a mix of both. Why are targets what they are?

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Quota Pipeline Drivers/motivators Negotiate 188

Veloxy

MAY 11, 2023

44% of executives at companies with revenue exceeding $250 million believe their pipeline management to be ineffective. Do I have your attention? Now imagine a world where your sales process flows seamlessly, leads never slip through the cracks, and revenue pours in effortlessly. Here’s a fact.

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Pipeline Gaming CRM Prospecting 130

SaaStr

JANUARY 31, 2024

Billion. As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Pipeline, pipeline, and pipeline. Where do you start, and which data cuts should you look at to assess the health of your pipeline?

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Pipeline Sales Up-sell Meeting 102

SaaStr

MAY 13, 2024

Well, the learning is to focus your marketing efforts primarily on what your VP of Marketing is good at. What I’ve learned from sponsors at the Annual is that folks that know how to do field marketing well — crush it with 10,000+ SaaS CEOs, founders, VPs, etc. What does a VP of Marketing really do?

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Quota Pipeline Follow-up Start-ups 75

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. What is sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Sales Hacker

JANUARY 30, 2024

As we step into this new era, we re-evaluate what truly matters in the marketing landscape. Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts.

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Pipeline Represent Pitch CRM 90

Martech

OCTOBER 6, 2023

Marketing has always been challenged to demonstrate impact on pipeline and revenue — and it hasn’t gotten easier. New martech tools focus on measuring marketing impact, tracking customer journeys and analyzing sales funnels. New martech tools focus on measuring marketing impact, tracking customer journeys and analyzing sales funnels.

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SQL Pipeline Education Campaign 136

Partners in Excellence

AUGUST 22, 2023

Leveraging friends and colleagues who consult, I asked them what they were seeing with sales executives they work with. Varying types of products/services, different markets, transactional and complex sales. It turns out the singular secret to selling success is “Build more pipeline!”

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Sell Pipeline Prospecting Up-sell 103

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Similarly, many prospects are also non-believers in your product or service.

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Process Pipeline Sales Gaming 133

Salesforce

FEBRUARY 2, 2024

You’ve done your research. You feel like you’ve got a firm grasp on your prospect and their pain points. Below, we share a vetted sales email template that can help you get responses. What you’ll learn What is a sales email template? Engage buyers everywhere What is a sales email template?

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Pipeline Sales CRM Quota 105

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? But will they?

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Quota Territory Pipeline Sales 116

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. And every once in a while, they see a customer with their sales people. We talk about pipelines. They see pipelines are anemic. I talk to them about it.

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Pipeline Meeting Technology Technology 109

SaaStr

JANUARY 26, 2024

And look, average sales cycles are almost meaningless. Zendesk and Datadog take the longest, and ZoomInfo and 1Password deals close the fastest: So what’s actionable here? At some point, your pipeline isn’t real. Treat is as such, and move it out of the current pipeline. Bigger deals take longer.

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Closing Pipeline B2B Process 110

SaaStr

JANUARY 10, 2024

At different stages, the Marketing department of your org and your company may be focused on different initiatives to try to meet a mutual outcome. “Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. . What do we value?”

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Pipeline Growth Strategize Start-ups 103

Adaptive Business Services

FEBRUARY 7, 2024

Delay send and drafts in message compose The availability of increased group message send limits Message Sequencing Tips on Managing Deals and Pipelines To recap from previous discussions … deal records are associated with contact records (although they do not have to be) and deal records are placed in a pipeline. Enough for today.

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CRM Pipeline Contact Consult 71

Sales Gravy

JANUARY 4, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.

Pipeline 101

Pipeline Sales Closing Prospecting 101

Hubspot

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance.

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Pipeline Meeting Construction Closing 74

Adaptive Business Services

JANUARY 10, 2024

The new message compose window is a key element of what will be coming shortly … message automation and sequencing. Once messaging automation is released, I still expect to see pipeline automation similar to what we now have with workflows. Continuing our discussion of workflows and pipelines … A bit of a review.

CRM 71

CRM Pipeline Territory Represent 71

Salesforce

AUGUST 24, 2023

I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. See how it works What is a sales dashboard?

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Pipeline Quota Lead generation CRM 98

Salesforce

MARCH 4, 2023

Is your sales pipeline generating enough leads? To keep afloat in these times, sales leaders need to have access to reliable data, and these sales management dashboards can help. Data dashboards , standard with Sales Cloud, provide minute-to-minute visibility of your business as things change.

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Territory Pipeline Sales CRM 98

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales. It’s low hanging fruit.

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Sales Represent Pipeline Strategize 133

Sales Pop!

JUNE 23, 2023

One factor differentiating Pipeliner CRM from our competitors—especially high-end systems such as Salesforce, Microsoft Dynamics, and Oracle NetSuite—is that we have taken the incredible complexity involved with a CRM application and made it simple for the user. What is the most important factor for doing so?

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Technology Technology Pipeline CRM 98

Sales Hacker

MARCH 8, 2024

What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Claim your tickets today , including a limited number of special two-for-the-price-of-one tickets. Access to more data.

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GTM Growth Cross-sell Referrals 94

SaaStr

DECEMBER 31, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. What’s your core stack of apps today? Marketers have to stay close to revenue, pipegen, pipeline movement, and out-quarter pipeline coverage. The phone app on my iPhone.

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GTM Pipeline B2B Meeting 95

Partners in Excellence

NOVEMBER 9, 2023

As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. We know we should follow our sales processes, they represent our best practice in creating value and winning business. In work, we constantly look for shortcuts.

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Pipeline Drivers/motivators Technology Technology 127

Partners in Excellence

JULY 17, 2023

Over the course of my career I’ve looked at thousands of pipelines/funnels. Recently, I was in a meeting discussing the pipeline health. The managers, defensively, responded, “Dave, we know we need to get more in our pipelines. “What do you mean? .” “What do you mean?”

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Pipeline Contact Closing Process 84

Martech

MARCH 11, 2024

Over-optimizing for pipeline efficiency: The implications The exponential growth of martech tools has led to an overemphasis on pipeline efficiency, driven by the promise of better tracking and attribution. For the sales team, better conversions, less garbage in, less time wasted, etc. What problem does your company solve?)

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Pipeline Contact Prospecting B2B 84

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

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B2B Pipeline Represent Sales 133

Martech

SEPTEMBER 18, 2023

John Leonelli is head of sales, B2B Americas, at Babbel, a company that provides subscription-based language learning software and an e-learning platform. We spoke at HubSpot’s Inbound conference where he gave us a sales-side view of working with marketing, what tools are important to him, what he worries about and the impact of AI.

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Agriculture Territory Construction Manufacturing 120

Adaptive Business Services

MAY 3, 2023

The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? If a lot of data is what you are looking for … you would be in the can’t help group. I never spent my time building, crunching, and analyzing spreadsheets.

CRM 122

CRM Pipeline Consult Business Services 122

Martech

FEBRUARY 8, 2024

SQLs (Sales Qualified Leads). SALs (Sales Accepted Leads). Marketing/sales alignment was never better. But grease corrodes Was it enough to build the pipes and turn a blind eye to what we put in them? We built the pipes to facilitate efficient pipeline generation. Hey kid,” they said. Promotions were earned.

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B2B Technology Technology Pipeline 117

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. They are the ones who succeed in sales.

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Pipeline Negotiate Appointment Sales 143