The Pipeline

DECEMBER 17, 2014

About a month ago I had the privilege to be part of a great panel exploring key issues sales leaders need to not just think about, but act on in preparing for a successfully 2015. The panel included: Lori Richardson – Score More Sales. Lee Salz – Sales Architects. Steven Rosen – STAR Results. Dan Enthoven – Enkata. And myself. And myself.

Hiring 257

Hiring Sales Management Top of Funnel Video 257

The Pipeline

DECEMBER 22, 2014

So what does 2015 hold for sales? Sure some are sticking with their predictions, because if you say it enough it may come true one century, and there will always be those lost souls who are so deathly afraid to pick up the phone to prospect who wish with all their hearts that this is the year that clod calling does die.

Data 275

Data Cold Calling Social Selling Quota 275

Understanding the Sales Force

DECEMBER 10, 2014

These are the most important issues for salespeople, sales managers and sales leaders, as well as their CEOs as we head into 2015. I have included links to the most popular, most discussed, most shared, and my personal favorites from this year. Please Enjoy! best sales management articles best sales leadership articles best sales articles'

Sales Leadership 259

Sales Leadership Sales Management Industry Sales 259

The Pipeline

NOVEMBER 26, 2014

Join us for Canada’s top sales event returning this January 26 th , 2015. When: January 26 th , 2015 8:30AM – 5:00PM. You will also want to check back to learn about a contest I will be running where some lucky readers can win tickets to this event, more on that as we get close to Christmas. Now here is all you need to know.

Conference 255

Conference Journal Microsoft Loyalty 255

The Pipeline

DECEMBER 19, 2014

Whether you are having a company sales kick of or not, if you are in the Toronto area on January 26th, 2015, you should attend The Art Of Sales , and kick your sales year off with some great presenters focused on helping you and your 2015 sales. Learn about the ticket contest below!

Conference 243

Conference Social Media Trends Competition 243

SBI Growth

SEPTEMBER 1, 2014

For most marketing leaders, the annual planning cycle is upon us or will be soon. Your teams are most likely putting together their wish list for next year. New tactics, content, channels and the next big ideas are on their list. You want to go into next year confident that you’ll contribute to the revenue goal.

Marketing 308

Marketing Channels Resources Revenue 308

Bernadette McClelland

JANUARY 13, 2015

2015 Sales Jumpstart Series: Switching Gears in 3 Simple Steps You don’t have to be blind Freddy to notice that the sales landscape is changing at an accelerated pace and has no intention of slowing down. * The post 2015 Sales Jumpstart Series: Switching Gears in 3 Simple Steps appeared first on Bernadette McClelland.

Intent 150

Intent Sales 150

Understanding the Sales Force

DECEMBER 8, 2014

Copyright: swingvoodoo / 123RF Stock Photo. I''m always amused when an email comes through with a message that says something like, "Maybe we should target candidates that aren''t recommended" or "Why do so many candidates lack Commitment?" or "Your assessments are only recommending 1 out of every 5 candidates!"

Hiring 287

Hiring Exact Examples Sales 287

Bernadette McClelland

JANUARY 4, 2015

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […]. Leadership Sales'

Revenue 150

Revenue Territories Sales 150

SBI Growth

SEPTEMBER 20, 2014

Top performing sales professionals inherently know the strategic importance of selling value. Too often, activity takes the place of strategic focus to hit short term numbers. This leads to a “race to the bottom” to get the deal. Products and services get commoditized.

Strategy 292

Strategy Lead Rank Lead Scoring Resources 292

No More Cold Calling

MARCH 14, 2019

When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. That prompted me to write “ Men with Daughters Get It ” in honor of International Women’s Day 2015. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.

Cold Calling 322

Cold Calling Hiring Decision Maker Sales Qualified Lead 322

Understanding the Sales Force

DECEMBER 15, 2014

Copyright: oakozhan / 123RF Stock Photo. Do you know when your car is not running properly? It''s usually quite obvious. Lighting is very obvious too. How about your Home Theater? You probably won''t know about a problem with that until after a component has stopped working.

Hiring 231

Hiring Groups Objections Sales 231

SBI Growth

SEPTEMBER 11, 2014

This is the time of year leaders begin to plan for 2015. There is one month left in Q3. As you look back on 2014, did your marketing team accomplish their goals? Did your team provide enough leads for your sales leader? As you review your performance, and contemplate next year, you have two choices.

Marketing Qualified Lead 306

Marketing Qualified Lead Leads Strategy Marketing 306

SBI Growth

SEPTEMBER 16, 2014

You’ve prepared for 2015. The sales strategy is set. You’ve defined your market and key buyers. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper. Now comes hard the part. Your team must execute the plan.

Compensation 296

Compensation Maximizer Resources Strategy 296

No More Cold Calling

FEBRUARY 12, 2015

One of my favorites: “10 Ways to Gain a Competitive Edge in 2015” by LiveHive and Top Sales World. One Little eBook—Tons of Big Ideas 2015 is the year to differentiate ourselves and our companies from everyone else. And with the New Year in full swing, there are several great ebooks circulating in sales communities.

Hiring 120

Hiring eBook Cold Calling Small Business 120

Understanding the Sales Force

JANUARY 9, 2025

In 2015, I wrote about my encounter with Chris Cagle, but that article was about how he was opening doors for the new business he had launched. One chance encounter I had was on an airline flight from Dallas to Boston when a country star, in the seat next to me, woke me for no apparent reason.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

SBI Growth

SEPTEMBER 15, 2014

Each needed help developing their 2015 sales strategy. Who is training and who is enabling? Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Both were asked how they enable their sales guys to be successful.

Training 302

Training Sales Enablement Sales Operations Coaching 302

SBI Growth

JANUARY 4, 2014

Finalizing the 2015 Sales Strategy. Finalizing the 2015 Sales Budget (often close to final in Oct/Nov). Finalizing 2015 hiring plans. Note that some of these tasks often get done before annual numbers are known. Here are some sample tasks from December. Creating the Sales Leaders 2014 Value Statement. How to Use the Plan.

Hiring 280

Hiring Face-to-face Energy Call-back 280

Pointclear

OCTOBER 16, 2014

I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015.

Survey 235

Survey PointClear Lead Generation Study 235

The Pipeline

DECEMBER 25, 2014

From everyone at Renbor Sales Solutions , to you and yours, a Merry Christmas, and a healthy and profitable 2015! Tibor Shanto.'

Sales 255

Sales 255

Score More Sales

JANUARY 5, 2015

The post 3 Ways to Grow Sales in 2015 appeared first on Score More Sales. Increase Opportunities. Expand Your Pipeline. Close More Deals. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

The Pipeline

SEPTEMBER 3, 2014

As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. Soothsayers, because many spend more time advising than selling.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

No More Cold Calling

DECEMBER 28, 2018

For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester. When Forrester conducted the same research two years later, in 2017 , they predicted that “upskilled inside sales will play an even greater role in all phases of SMB and enterprise sales than initially predicted in 2015.”.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Steven Rosen

NOVEMBER 14, 2021

If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. Be careful not to overeat turkey, as it is high in L-tryptophan and can make you sleepy. Most of your customers will shut down in less than four weeks.

Consumer 374

Consumer Analysis Territories Account 374

Sales and Marketing Management

MARCH 9, 2016

Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank.” ” Could there be a Sales & Marketing Management Bump?

Leads 189

Leads Marketing Qualified Lead Meeting Marketing 189

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Steven Rosen

AUGUST 11, 2017

The March 2015 edition of Harvard Business Review titled “ Making Strategy Work – How to Avoid the Traps and Execute Brilliantly ” covers the challenges senior executives faced with execution. He is recognized as a Sales Leadership thought leader and is considered one of the Top 50 Sales Influencers 2015.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Zoominfo

JUNE 20, 2019

The search term “Facebook Live Stream” has increased in popularity by more than 330% since Facebook Live’s debut in August 2015 ( source ). User-generated short clips accounted for 51% of live video content streamed to smartphones as of 2015 ( source ). The streaming industry is estimated to reach $70.05 billion by 2021 ( source ).

B2B 198

B2B Marketing Facebook Social Media 198

Sales and Marketing Management

MAY 20, 2016

Issue Date: 2015-05-20. Author: John Lynch. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. So what's stopping this from happening?

Survey 189

Survey Closing Sales 189

The Pipeline

OCTOBER 9, 2014

They have decided that based on current numbers, they will need to cut budget for 2015, and her words, not mine, “training is on top of the cutting list”. This time of year, budget and planning time, really highlights that. One company I have been engaged with for some time is an example of how not to do it.

Government 296

Government Face-to-face Incentive Incentives 296

SBI Growth

AUGUST 21, 2018

In 2015 less than 35% had a COO. In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). Why does this matter to you? Once thought of as the obvious successor to the CEO, the COO is.

Company 174

Company Funnel Top of Funnel Revenue 174

No More Cold Calling

DECEMBER 11, 2014

Plus, the connections you make during this festive time of year can help you grow your referral network and fill your sales pipeline in 2015. Otherwise you probably wouldn’t be in sales.

Networking 273

Networking Referrals Cold Calling Small Business 273

Bernadette McClelland

JUNE 9, 2014

With the New Financial Year nearly upon us, amp up who you need to be for 2014/2015. Places you approve of, on your terms with the remaining half of the population who accept you just the way you are. Be Bold and Brilliant ! If you are an executive or a salesperson then become that trusted advisor by becoming a true ChangeMaker.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

With the New Financial Year nearly upon us, amp up who you need to be for 2014/2015. Places you approve of, on your terms with the remaining half of the population who accept you just the way you are. Be Bold and Brilliant ! If you are an executive or a salesperson then become that trusted advisor by becoming a true ChangeMaker.

SME 322

SME Call-back Lead Rank Conversion 322

SBI Growth

OCTOBER 29, 2019

Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many. The Basics of Conversational Commerce.

Customer 149

Customer Trends Conversion Lead Capture 149

DiscoverOrg Sales

SEPTEMBER 6, 2017

2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. 4/22/2015). (10/26/2015) 10/26/2015) The company’s focus was still security: Chipotle Mexican Grill sources indicate that the company is planning implementations of new security applications.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

The Pipeline

SEPTEMBER 15, 2014

These are three ideas that were discussed, Mike and Matt had some great, and more importantly, practical and immediately usable ideas that will you close the year strong, and stay strong right through 2015 and beyond. What’s in Your Pipeline? Tibor Shanto .

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306