Pipeliner

NOVEMBER 7, 2024

With over 25 years of experience working with Fortune 500 clients and advanced degrees in business psychology, Joel offers a wealth of knowledge on the critical distinction between perception and reality in sales and hiring processes. Understanding this distinction is crucial for both sales and hiring processes.

Hiring 105

Hiring Video Lead Rank Lead Scoring 105

The Pipeline

JULY 14, 2014

Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues. A large part of the problem is that a lot of the advice is focused on how to avoid the unpleasant aspects of the exercise, most specifically the objection/rejection. Tibor Shanto .

Cold Calling 308

Cold Calling Social Media Call-back Exercises 308

No More Cold Calling

JANUARY 31, 2025

Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers. All sales calls are hot, hot, hot. Cold outreach is a slog.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

Outsourcing Services 111

Outsourcing Services Scale Cold Calling Hiring 111

Anthony Iannarino

APRIL 12, 2020

In a crisis, you have the opportunity to reset, reimagine and reinvent yourself, deciding what it is you want and who you are going to need to become to bring the vision you can see in your mind’s eye into reality. The post The Time To Exercise Your Personal Leadership Is Now appeared first on The Sales Blog. Download Now.

Exercises 134

Exercises eBook Account Face-to-face 134

Sales and Marketing Management

JULY 6, 2020

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques.

Scale 298

Scale Top of Funnel Hiring Strategy 298

SBI Growth

NOVEMBER 19, 2013

Sales reps want solid materials to support them in sales campaigns. Having the right content enables the sales rep to have the best chance to make a sale. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force. The purpose of the exercise is to identify existing content.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

SBI Growth

OCTOBER 22, 2013

As a sales rep, are you wondering if your compensation fair? In this article I cover the basics of calculating your sales value. To assist you further, download the Sales Rep Value Calculator. You can access the calculator when you sign-up for SBI’s Sales & Marketing Research Review here. Become world class today.

Compensation 300

Compensation Quota Trends Exercises 300

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. I will not comment on how things come to pass here, but there is merit to the exercise.

Churn 310

Churn Quota Margin Exercises 310

SBI Growth

JANUARY 11, 2014

Have you ever presented a “ sales golden nugget ” that your audience didn’t understand? It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Content won’t do it alone.

Training 303

Training How To Follow-up Exercises 303

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. First, when it comes to opportunities, it should be less about reviewing, and more about moving them forward to a win.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

The Pipeline

NOVEMBER 7, 2016

I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Sales Gravy

JANUARY 5, 2025

Happy New Sales Year! The opportunity to excel, to level up, to make this your best year ever is yours for the taking. the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals. Which is important because sales is full of conflict. Sales is a mental game.

Face-to-face 95

Face-to-face Exercises Course Opportunity 95

SBI Growth

OCTOBER 11, 2013

Fourth quarter always poses a dilemma for Sales VP’s. You will see how sales leaders accomplished the following: What initiatives should you focus on? An Iconic Sales Leader. Jim has been in sales for 25 years. 16 of these years in sales leadership. Change in the sales plan is a constant. How Jim Does It.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

Zoominfo

FEBRUARY 19, 2025

Strategic planning can be a fickle exercise. This approach ensures a unified strategy across sales, marketing, and customer success teams. Chang also notes the importance of enriching CRM data with external insights to identify opportunities and optimize decision-making.

Revenue 130

Revenue Strategy Maximizer Ideal Customer Profile 130

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

The Pipeline

MAY 15, 2014

To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core. Let’s explain what I mean by binary.

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

SalesFuel

NOVEMBER 20, 2024

Have you ever tried role-playing sales? But they’re missing an opportunity to improve their engagements with others. Research reveals role-playing in sales is effective Various stats support role-playing’s effectiveness. Derek Gallimore , Outsource Accelerator, urges sellers to embrace using sales role-play scripts.

Outsourcing Services 52

Outsourcing Services Hiring Exercises Journal 52

SBI Growth

JANUARY 13, 2014

A higher sales number to hit. As a sales representative these are a few of the hurdles you may face. Review notes in your CRM from the previous sales rep and support resources. Contact sales representatives who had the territory / customer before. Offer to buy them a drink at the upcoming sales kickoff meeting.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

SBI Growth

SEPTEMBER 11, 2013

Today we’ll address step #3 of the LinkedIn sales process. Clearly natural introductions via mutual contacts are the best way to secure new opportunities. Ergo, LinkedIn is the key to new opportunities. Create Social Debt – This is where you’ll need to exercise a little bit of tact and creativity. Nor should they.

Referrals 331

Referrals Social Selling LinkedIn Cold Calling 331

Sales and Marketing Management

AUGUST 31, 2017

Vision usually follows a ‘spark’, a flash of inspiration, frustration or a gleam of an opportunity. First it provides direction for you, your team and anyone keen to work with you, and then it steers you toward the opportunities that will help grow your business. This includes everyone involved in pre-sales, customer service and sales.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

No More Cold Calling

OCTOBER 25, 2018

If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity. We need to exercise. Invite me to speak at your annual Sales Kickoff Meeting. . Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding.

Referrals 284

Referrals Cold Calling Exercises Call-back 284

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. Part of that is mixing it up so it’s not staid and the exercises are not too easy. into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. No one follows up with promising opportunities.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. Highly effective sales teams are 4.8 What Is Reinforcement Learning in Sales?

Training 62

Training Hiring Retention Exercises 62

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

Jeffrey Gitomer

MARCH 19, 2019

Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? This exercise is an opportunity to see the benefit of being your best all the time.

Sports 250

Sports Scale Proposal Call-back 250

Allego

NOVEMBER 19, 2024

A well-planned sales kickoff meeting can be the launchpad for a high-performance year. But here’s the truth: 85% of companies fail to make their sales kickoff events as impactful as they could be, research from Opus Agency revealed. What Is a Sales Kickoff Meeting?

Meeting 62

Meeting Energy Motivation Follow-up 62

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. Thats where sales certifications come in.

Hiring 62

Hiring Marketing Exercises Scale 62

The Pipeline

JULY 6, 2017

Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them. Consisting of instruction by me, exercises, and tools, the same program clients have used to increase conversions and pipeline by over 25%. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Prospecting 245

Prospecting Segment Objections Pipeline 245

SBI Growth

OCTOBER 28, 2013

How do I enable the sales force to sell the new product or solutions? How am I going to generate enough new leads to support 30% of the sales number? We have included his insight as part of our 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

The Pipeline

JUNE 25, 2019

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

The Pipeline

JULY 16, 2019

For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. Many who sell in a “complex sales” environment continue to define their value in ways linked to features, not business impacts. Who’s Paying For This? Mostly through the lens of their product.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Pipeliner

FEBRUARY 8, 2025

With AI, coaches can engage in role-playing exercises at any time, allowing for continuous practice and development. This capability not only enhances the coach’s skills but also provides clients with more opportunities to practice in a safe environment. He is CSMO at Pipeliner CRM.

Coaching 94

Coaching Video Social Media Exercises 94

SalesFuel

DECEMBER 30, 2024

Have you ever made mock sales calls? Best-practice mock sales call tips can help you practice call-making in a safe environment. While digital engagement with leads is still essential, dont discount the value that sales calls still offer. This is where mock sales-call exercises can be valuable. How does this help?

Hiring 52

Hiring Exercises Discount Groups 52

No More Cold Calling

JANUARY 4, 2018

Eat healthy and exercise. If so, make 2018 the year you change your habits—for the sake of your relationships and your sales career. Never miss an opportunity to say thanks, or to put your appreciation in writing. I utilize social media to maximize sales every day, and it is very effective. Make time for your family.

Referrals 287

Referrals Cold Calling Social Media Call-back 287

DiscoverOrg Sales

JULY 3, 2018

Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward. It starts today.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192