The Pipeline

MAY 7, 2012

This past Saturday, I had the great pleasure of spending the day with some of North America’s brightest sales thinkers. While we had done things in the past, it paled in comparison to the quantum leap in progress made around the table in a few hours. You can track them through my tweet stream @TiborShanto , and there is a list below.

Social Media 275

Social Media Face-to-face Comparison Media 275

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Develop a custom sales management program.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. The quick wins will build credibility with sales and the CEO. Focus on wins that positively impact the ability of the sales force to Make the Number. Infuse the Sales Process with Buyer Insights.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

OCTOBER 3, 2012

He tells me: “ I am hiring a new sales leader. He thinks a new sales leader is the answer. Matt is his current head of sales. He feels sales execution needs to be improved. Bob continues, “ My VP of Sales, Matt, has taken us to this point. Can I get there faster, with more certainty, by hiring a new sales leader?

Hiring 267

Hiring Ideal Customer Profile Scale Penetration 267

No More Cold Calling

JUNE 13, 2013

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. In your current sales process, what do you do first?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

SBI Growth

OCTOBER 20, 2013

You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. During that time, we have insisted on the ‘Topgrading for Sales’ method of hiring. What is Topgrading for Sales? What does Topgrading for Sales do?

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

Bigtincan

OCTOBER 4, 2021

Both of these prospecting tools offer services like sending mass outreach sequences by email and social media, and they simplify cold call outreach with their popular cold call dialer service. Specifically, these tools don’t have features that help reps close leads once that lead is deemed qualified.

Comparison 105

Comparison Sales Qualified Lead Conference Lead Rank 105

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Author: Peter Gillett, CEO and founder, Zuant. No more, no less.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon.

Inbound 218

Inbound Survey Lead Rank Lead Scoring 218

Bigtincan

NOVEMBER 2, 2021

There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. Visual data points on sales KPIs (like bookings and close rate) that quickly allow you to see where reps are struggling.

Comparison 105

Comparison Software Software Hiring 105

Mr. Inside Sales

JULY 11, 2020

Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.

Comparison 180

Comparison Face-to-face How To Objections 180

SBI Growth

JULY 6, 2018

Comparisons exist when it comes. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage.

Comparison 189

Comparison Sports Customer Competition 189

Zoominfo

FEBRUARY 7, 2025

The sales and marketing go-to-market frameworks weve relied on for decades staples like the funnel, the flywheel, and the buyers journey are fast becoming obsolete or are out the door already. But generative AI tools have empowered them in ways GTM teams can scarcely imagine. But modern buyers dont wait for the flywheel to catch up.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Steven Rosen

MARCH 29, 2016

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa shared her vision of building a world-class sales organization and asked me where she should start. Just like a well-built house, a sales organization requires a solid foundation.

Hiring 174

Hiring Coaching Case Study Training 174

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. It’s one of our most powerful learning tools.

SAP 177

SAP Face-to-face Hiring Exercises 177

Nimble - Sales

OCTOBER 6, 2023

Have you been tasked with picking a Customer Relationship Management (CRM) tool for your small business? Because let’s be honest, we all want a CRM that: Your team will actually use Won’t cost […] The post Nimble CRM or HubSpot: The Complete 2023 Comparison Guide appeared first on Nimble Blog.

Comparison 64

Comparison Hubspot CRM SalesForce 64

PandaDoc

JUNE 3, 2021

Yes, you could theoretically send a PDF or Word file and have a client or prospect “digitally” sign a document, but that will not give you the same experience as an eSign tool. With the right eSignature tool, you can handle everything from electronic signatures to document management all within a single tool. We take that back.

Tools 98

Tools SalesForce Guidelines ACT 98

LinkedFusion

DECEMBER 22, 2024

As we move into 2024, the demand for effective LinkedIn automation tools is at an all-time high, especially as businesses look to streamline their outreach efforts and personalize interactions at scale. is not just another automation tool but the best LinkedIn automation tool for 2024. Heres where automation tools come in.

Comparison 40

Comparison LinkedIn Scale Tools 40

SBI

FEBRUARY 3, 2021

By Nancy Nardin I first started curating and categorizing sales technologies in 2010. But know that we have tried hard to ferret out any company that no longer exists, or that no longer has a sales solution, to remove brands that have gone away due to acquisitions, and to add brands that are new to the market.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

DiscoverOrg Sales

AUGUST 15, 2016

So what do peaches and Netflix have to do with Sales Intelligence? I have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools. Establish Sales Enablement/Intelligence Metrics. Is there a universal standard for evaluating services?

Comparison 120

Comparison Vendor Tools Call-back 120

Zoominfo

JUNE 28, 2021

This will help provide context to how conversational marketing is the smartest solution for your sales and marketing efforts. In today’s digital era, buyers are well informed in advance of speaking with a sales rep. Nothing is better than having your best sales rep talking to your prospect. Buyer controlled process.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Nimble - Sales

OCTOBER 6, 2023

Have you been tasked with picking a Customer Relationship Management (CRM) tool for your small business? Because let’s be honest, we all want a CRM that: Your team will actually use Won’t cost […] The post Nimble CRM or HubSpot: The Complete 2023 Comparison Guide appeared first on Nimble Blog.

Comparison 59

Comparison Hubspot CRM SalesForce 59

Smooth Sale

JANUARY 29, 2024

However, email marketing can be a far more invaluable tool, raising the issue that it is always best to examine all perspectives upfront. Email Is Compatible with Every Part of the Sales Funnel Effective Zoho email marketing campaigns and other approaches have the advantage of middle and bottom-of-the-funnel content. Celebrate Success!

Top of Funnel 181

Top of Funnel Social Media Funnel Comparison 181

Zoominfo

JULY 1, 2018

But—as B2B marketers and sales professionals—we have a lot to learn about social selling. Case in point: 72% of sales professionals feel that they are not proficient with social selling ( source ). 69% of sales professionals are self-taught and have no active social selling training program in place ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. That’s where your streamlined, four-stage sales funnel comes in.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Tenbound

JULY 29, 2024

Key Differences Between ZoomInfo and Seamless.ai: A Comprehensive Comparison When choosing between ZoomInfo and Seamless.ai, understanding their core differences is essential for optimizing your sales intelligence strategy. Here’s a detailed comparison to help you make an informed decision. In contrast, Seamless.ai

Comparison 110

Comparison Intent Data Lead Generation Ideal Customer Profile 110

Membrain

JANUARY 22, 2020

Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate.

Report 102

Report Comparison Survey Sales Technology 102

Nutshell

JULY 28, 2020

HubSpot charges way more than its competitors—sometimes ten times as much—even though it often gets trounced in head-to-head comparisons. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content. Then we pay an additional $800/month for marketing hub and $400 for sales hub … We have 5 users.”.

Hubspot 126

Hubspot Paid Content Software Software 126

Zoominfo

APRIL 24, 2020

We know, according to ZoomInfo data, as of the end of March, most small businesses still lacked critical tools to enable team collaboration and web conferencing in remote working conditions. Intent data can be used as a tool to peer into the psyche of business professionals, to reveal what’s running through their minds. Glad you asked!

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Zoominfo

DECEMBER 11, 2018

In fact, sales reps who leverage social selling are 79% more likely to attain their quota than those who do not ( source ). However, as impressive as this looks, B2B sales reps have been slow to adopt social media as an important sales tool. The Trouble with Using Facebook for Sales. Keep reading. Be authentic.

Facebook 138

Facebook B2B Buyer Persona Ideal Customer Profile 138

LinkedFusion

DECEMBER 22, 2024

As we move into 2024, the demand for effective LinkedIn automation tools is at an all-time high, especially as businesses look to streamline their outreach efforts and personalize interactions at scale. is not just another automation tool but the best LinkedIn automation tool for 2024. Heres where automation tools come in.

Comparison 40

Comparison LinkedIn Tools Scale 40

LinkedFusion

DECEMBER 22, 2024

As we move into 2024, the demand for effective LinkedIn automation tools is at an all-time high, especially as businesses look to streamline their outreach efforts and personalize interactions at scale. is not just another automation tool but the best LinkedIn automation tool for 2024. Heres where automation tools come in.

Comparison 40

Comparison LinkedIn Tools Scale 40

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. Establish a Company Way for sales management.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

DiscoverOrg Sales

DECEMBER 20, 2017

There’s a lot of buzz around Sales and Marketing AI, but what is real and what is hype? What can we actually expect from AI in the sales and marketing technology in 2018? AI for Sales and Marketing Tech: High Expectations Meet Reality. ” “Sales and marketing will be able to align around the right buyer personas.”

B2B 150

B2B Marketing Data System 150

Understanding the Sales Force

MAY 8, 2023

So let’s assume that we are talking about a traditional sales organization with traditional salespeople who have responsibility for both finding and selling opportunities. The seven reasons most often to blame are: Sales Managers. Utilize OMG’s Sales Candidate Assessments to improve your sales selection.

Decision Maker 156

Decision Maker Penetration Account Comparison 156

Zoominfo

SEPTEMBER 24, 2024

When combined with AI, these signals become powerful tools that reach potential customers much earlier in their journey — giving go-to-market teams a massive advantage over competitors who rely solely on ideal customer profile matches, traditional intent data, or account-fit scores. “Think about signals as triggers.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130