The Pipeline

SEPTEMBER 11, 2018

” One is about to begin, the endless noise about what to do in the “Last Quarter”, or “Q4 Secrets”, or the how to “maximize the last 90 days.” And sadly they are encouraged to continue to travel blind by many of the idiot pundits who tell things like sales cycles and numbers don’t matter.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. How to Determine if your Quota is Realistic. Don’t worry if you aren’t sure how to get started. Today I have shifted the focus to next year.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SalesFuel

DECEMBER 5, 2024

How about if I show you how to positively influence the buying motivations of your next purchaser? This powerful tool to master sales is asking for a referral. When you treat referrals as a sales process you can qualify more prospects and shorten the buying cycle. But first… are you worthy?

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

Openview

SEPTEMBER 19, 2017

For example, we have found overwhelmingly in the millennial generation that the whitepaper is actually the least used tool for early stage research. It’s not that the content isn’t good and valuable – it’s just not the right way to gauge buying intent from the onset.

Buying Cycle 76

Buying Cycle B2C Demographics Intent 76

Allego

JANUARY 16, 2025

From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. Heres a look at the key responsibilities every sales manager must know how to do. Recruiting and hiring candidates with the greatest potential is how team creation starts.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

Score More Sales

NOVEMBER 14, 2014

Learn about their buying cycle, not your selling cycle. Sellers goof up big time by having a tool and not understanding the big picture about how it works. They just see “tool” – they go online and start doing stuff. If that is how you work, stop doing that. Focus your efforts there.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

Score More Sales

FEBRUARY 22, 2012

As a mid-market company, you likely do not have as many formalities such as written sales processes and a clear set of tools to help you build revenues. Sales Tools. She is one of the smartest people I know on the topic, and anything she writes is worth reading. Refine and refine again. When you do that, it helps others. Categories.

Top of Funnel 284

Top of Funnel Lead Scoring Lead Rank Lead Nurturing 284

SBI Growth

OCTOBER 10, 2012

Unfortunately, after interviewing many of them I found that most struggled with how to accomplish their top priority. The last chance to get free tools and hands on in-depth information on these steps ends October 31st, sign-up now for our Make The Number Tour HERE. ). Producing Quality Leads. But having great content isn’t enough.

Sales Qualified Lead 244

Sales Qualified Lead Buyer Persona Marketing Qualified Lead Leads 244

The Pipeline

FEBRUARY 13, 2018

As with any tool or process, the measure of success should be the end, the outcome, not the means, in this case, the apparatus, process and the reams of data many of the tools regularly and ongoingly spew out. Having more data that supports a viewpoint does not make it a fact, or correct, primarily if the premise was flawed going in.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

Zoominfo

MAY 25, 2021

Imagine if, 30 years from now, business leaders are still scratching their heads about how to use artificial intelligence. The problem, it turns out, is that the people who need those tools the most simply don’t know how to use them. It’s nearly impossible to believe that will be true. A Lack of Training. The Pandemic Effect.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

No More Cold Calling

AUGUST 16, 2018

McKinsey also created a template of what this human/digital communication preference looks like throughout the buying cycle, based on their surveys of business buyers. We will never replace real human engagement with tweets, status updates, “click here” buttons, or automated lead generation tools. Read the rest of the article.).

Fashion 219

Fashion Buying Cycle Cold Calling Survey 219

Zoominfo

NOVEMBER 6, 2018

How to Leverage Visuals Through the Buyer’s Journey. To nurture these prospects through the buying cycle, you’ll need to leverage engaging visuals—without promoting your product or solution just yet. In fact, people are 85% likelier to buy a product after viewing a product video ( source ).

B2B 153

B2B How To Video Analysis 153

Hubspot Sales

NOVEMBER 28, 2021

Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier. Once you're there, you need to find a tool that will help you stay organized and on-task. This tool improves communication and allows the handoff to be streamlined and efficient. A Refresher on CRMs.

CRM 140

CRM Strategy How To Loyalty 140

Zoominfo

SEPTEMBER 3, 2020

More scalable marketing strategies – Email automation enables Integration with other digital tools, making touchpoints trackable. Improved lead flow and qualification – Automated touchpoints makes the lead qualification easier with emails acting as a screening tool. How Do You Set Up Email Automation?

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

SBI Growth

AUGUST 16, 2012

The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. HubSpot has many great “how-to” resources, including this one here that you can apply to your own social accounts. The answer lay in the fact that buyer trends are shifting.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

The Pipeline

MARCH 23, 2017

This has inadvertently added complexity to the buying cycle and process. During the buy cycle, alternative choices will lead to some in the buying group, feeling that the alternative may have greater appeal. More people (think they) know what to buy, their struggle is “how to buy”.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

Allego

JANUARY 9, 2025

Medical device sales reps face greater challenges than ever, making sales certifications an essential tool for success. Further, regulatory pressures, complex buying cycles, and the rise of digital technology have transformed the way sales teams must operate. And long sales cycles leave no room for guesswork.

Hiring 62

Hiring Marketing Exercises Scale 62

SBI Growth

AUGUST 12, 2012

It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. So how do you create the right training environment ? Attend our Make The Number Tour to learn how to tailor the message to your target buyer both BEFORE and DURING their contact with your sales force.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

Sales Hacker

MAY 8, 2023

6 in 10 of today’s tech buyers are millennials, and they hold the largest number of decision-making roles in corporate buying. If you haven’t already learned how to sell to millennial buyers, it’s past time to get caught up. Let’s look at how you can adapt. So how to start? Step one, relationship-building.

Buyer 116

Buyer How To Sales Enablement Face-to-face 116

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Zoominfo

SEPTEMBER 10, 2020

Additionally, when paired with a CRM platform, your sales dialer can manage each prospect and customer journey across the buying cycle. How Does Engage’s Sale Dialer Improve Sales Productivity? And with ZoomInfo’s Engage tool, your team can make sales calls easier, faster, and more effective than ever before.

Closing 130

Closing Call-back How To Outbound 130

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

Zoominfo

JUNE 28, 2023

How can your product help employees be more productive? Support: How can you offer greater support during the buying cycle and beyond? How to Create a Successful Go-to-Market Strategy Creating a successful GTM strategy requires alignment with internal stakeholders.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Pointclear

FEBRUARY 8, 2017

For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. Instead, reach out proactively and engage the prospect early on in the buying cycle. These measurements drive low-quality leads to sales. Watch this 60-second video to learn more about inbounditis. Create value.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Anthony Cole Training

JULY 28, 2010

compelling reasons to buy (8). How to Increase Sales (30). How to Sell (21). sales tools (25). As David Kurlan points out in his on-line assessment for sales people, there is a buy cycle that sales people possess. It is the way we buy stuff. 23 years ago, I bought an $8 dinner because of my buy cycle.

Hiring 133

Hiring Buying Cycle Ideal Customer Profile Margin 133

Zoominfo

DECEMBER 28, 2020

The team that swoops in and provides the buyer with perfectly timed, relevant content is one step ahead of the competition’s clunkier buying process. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. How Do You Access Buyer Intent Data?

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

Allego

JULY 9, 2020

And to make matters more complicated, many companies are either slowing their buying cycles or freezing them completely. Helping your salespeople succeed with the right skills, the most up-to-date information, and the best tools can be a steep climb, especially when teams are forced to sell while remote.

Hiring 159

Hiring Training Scale Collateral 159

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. This brief overview will outline the best practices, tips and tricks to get the most out of your buyer intent data so you can join and successfully leverage this powerful marketing/sales tool. You know buyer intent is important. Start Simple. Recent Posts.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The Pipeline

JANUARY 10, 2017

What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems. By Tibor Shanto – tibor.shanto@sellbetter.ca

Sales Cycle 120

Sales Cycle Microsoft Buying Cycle Benefit 120

Zoominfo

AUGUST 1, 2018

Some tools become permanent fixtures in marketing strategies, while others fizzle out just as quickly as they enter the scene. The most common VR tools include high-end headsets like the Oculus Rift and inexpensive products like Google Cardboard. Shorten your sales cycle. Training and tutorials.

B2B 154

B2B B2C Scale Transportation 154

Partners in Excellence

JANUARY 30, 2024

Part of their challenge at this stage, is they may not know how to look at, understand, and define the problem. We see the data on this struggle, the increasing number of change/buying projects that end in no decision made, the increases in buyer regret, the increasing length of complex buying cycles.

Face-to-face 138

Face-to-face Buying Cycle Outbound B2B 138

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

Zoominfo

JUNE 5, 2018

Today’s blog post breaks down everything you need to know about account-based marketing: what it is, how to implement it, and why you need data every step of the way. Use marketing and sales automation tools that integrate so that both teams have access to the exact same data. Let’s jump into it.

Account Based Marketing 187

Account Based Marketing Ideal Customer Profile Account Data 187

The Pipeline

NOVEMBER 21, 2016

With buyers who have gone through a few buying cycles, are likely more familiar with “Seller Personas” than many sellers are with buyer personas. It will take a bit of work in the form of analysis, but given the apps and tools available today, gathering the inputs is easy. people likely to be involved in your sale.

Sales Qualified Lead 120

Sales Qualified Lead Buyer Persona Buying Cycle ACT 120

Partners in Excellence

OCTOBER 31, 2013

In reality, however, the pipeline and metrics associated with the pipeline represent one of the most powerful tools for sales people in managing their time, focusing on critical opportunities, assuring they make their numbers, and constantly improving personal performance. It’s a hugely powerful tool to start recognizing patterns.

Pipeline 119

Pipeline Top of Funnel Revelation Sales Cycle 119

PandaDoc

OCTOBER 15, 2024

Tap into our sales tools with deal rooms, quotes, document creation, and more. This includes regulations, language and cultural barriers and differences with customer relationships and sales process, discovering the new leads, new territory pain points and how to best address them, and more. In the image above, the U.S.

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52