The Pipeline

NOVEMBER 28, 2011

Seems like Marshall McLuhan creeping into sales, but in reality for buyers it is not the medium, it is the message, which is why things written before the internet still work when executed properly. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. qualifying.

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Buyer Pipeline Twitter Hiring 219

Hubspot Sales

DECEMBER 19, 2017

Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Sales tools are different; they’re basically the phone book and your business card. Find the best lighting, props, and filming area. Prospects want actionable insight.”.

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Analysis Scale Film Video 145

Pipeliner

AUGUST 20, 2021

In addition, you should use automated sales management tools as often as possible. SaaS B2B Sales. For example, certain companies allow their prospects to contact their sales-support team with a toll-free number calling option or instant 1:1 live chatbot. We will talk about the latter in more detail below.

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Inside Sales B2B Tools Top of Funnel 98

Hubspot Sales

OCTOBER 11, 2019

When you're experiencing slow business, it can free up your time to address weaknesses and focus on prospecting and connecting with potential leads. Your sales department can be experiencing slow business for a variety of reasons. For example, your sales reps can ensure their contact details are completely filled out.

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Scale Buyer Persona Hubspot Social Media 141

Hubspot Sales

APRIL 23, 2018

With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. Without credibility and trust, a salesperson will likely lose the interest of their prospect. It is immediately helpful for them on their first call with prospects all the way through to closing calls.

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Call-back Hiring Hubspot Follow-up 145

Hubspot Sales

NOVEMBER 7, 2017

Over the last 10 years at HubSpot, I’ve witnessed prospects call their salesperson back to re-engage in the sales process -- months and sometimes several years after they first connected with them. How to be memorable throughout the sales process. But my prospects don’t care about the wiki. Prospecting.

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How To Social Media Call-back Hubspot 111

Hubspot Sales

DECEMBER 6, 2019

In this example, you could touch on your company's LinkedIn prospecting strategy in your huddle and ask your team to come to you with any thoughts they might have about how to reach more second-degree connections. That way, you can get all the mileage you can out of your sales huddles and ensure that your team is working as a cohesive unit.

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Face-to-face Meeting Film Motivation 133

Allego

APRIL 22, 2020

When it comes to training, that’s how many sales managers feel every day. Without “game film” there’s no way to know exactly what reps are saying. Allego’s new Call Coaching capability solves this challenge for busy sales managers. Watch our overview video to learn more about Call Coaching.

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Coaching Film ACT Video 62

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. Customer Success Manager, Red Reddy. This is just the tip of the Gong iceberg for Carolyn.

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Follow-up Video Account Objections 118

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out.

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Cold Calling Call-back Inbound Follow-up 98

Hubspot Sales

OCTOBER 29, 2017

An award-winning author and highly sought-after keynote speaker, Konrath provides practical and modern strategies in her videos to help sales teams generate and close more leads. To drive home the importance of silence in sales (especially when it's uncomfortable), I often recommend the video “ Stunningly Unused Sales Technique."

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Channels Video Training Hiring 112

Chorus.ai

SEPTEMBER 26, 2019

Working backwards from their quota and based on their ASP, sales cycle, and win rate, we calculate how much pipeline they need to have in play in order to hit their number. Then, based on their prospecting conversion rates and inbound vs. outbound pipeline expectations, we agree on activity metrics. Grace: Lots of observation.

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Hiring Sales Management Motivation Call-back 48

Chorus.ai

AUGUST 22, 2019

Where do we miss prospects’ risk language to our reps’ happy ears? Where do sales managers and leaders find the time to forecast deals and coach reps? As managers and leaders who are booked in back-to-back internal and client meetings, they have a couple of hours per week left for coaching and deep deal reviews.

Coaching 48

Coaching Conversion Data Lead Rank 48

Chorus.ai

AUGUST 22, 2019

Where do we miss prospects’ risk language to our reps’ happy ears? Where do sales managers and leaders find the time to forecast deals and coach reps? As managers and leaders who are booked in back-to-back internal and client meetings, they have a couple of hours per week left for coaching and deep deal reviews.

Coaching 48

Coaching Conversion Data Lead Rank 48

Chorus.ai

APRIL 2, 2019

Clari’s mission is to help Sales teams improve their forecasts, focus on the right deals and identify where risk exists in the pipeline through better visibility and accountability. But… until now, Clari did not provide direct visibility into what was being *said* in the meetings for each deal - by the prospect, and by the rep.

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Revenue Benefit Film Forecasting 48

Chorus.ai

JUNE 21, 2019

If you’re in sales management, leadership, or enablement, you have to have already read our coaching ebook and blog series! If not, here’s a great breakdown for you: We first published The MASTER Guide: How to create a coaching culture in your sales team. (No No great cultures happened overnight. The Chorus.ai

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Coaching Film Call-back Groups 48

Cincom Smart Selling

MARCH 23, 2020

If you’ve been to an “action” movie lately, you may have noticed the action starts with the first frame of the film and is unrelenting throughout the next 90 minutes. Sales used to be all about schlepping product sheets, brochures, user stories and catalogs around to prospects. It is, indeed, all action.

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Marketing Scale Cancellation Buyer 62

Jonathan Farrington

AUGUST 18, 2013

In fact, you might have landed the starring role in the film titled, ‘Bad Hire, Bad Life.’ The plot is not a new one. Sales manager hires a new salesperson and has high hopes that ‘this is the one.’ The sales manager, desiring to be a good leader gets to work. You may have seen this movie before.

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Hiring Collateral Cold Calling Film 42

Chorus.ai

NOVEMBER 11, 2019

It can occur at various points along the buyer’s journey (more on that later), but it always follows a cold call or other marketing strategy that piqued the prospect’s initial interest in your product. However, for discovery calls that turned into Closed Won deals, reps invited a colleague, such as a manager or Sales Engineer, early on.

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Lead Rank Lead Scoring Cold Calling Call-back 73

Anthony Iannarino

OCTOBER 30, 2019

He’s grown up watching and listening to his Dad explain and teach the plays, and he has sat through the film reviews on Saturday mornings from the time he was a small child. The close-ended questions being used to teach salespeople to tie-down their prospects and close them. Learn how to sell without a sales manager.

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Competition How To eBook Film 61

Showpad

NOVEMBER 24, 2020

Accelerating sales is not only possible, but it’s a challenge the entire organization should accept, creating the sales equivalent of the “rally around the flag” effect. Let’s examine how to accelerate sales even when prospects aren’t biting. unexpectedly poor sales performance is debilitating.

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Lead Scoring Lead Rank How To GoldMine 52

Chorus.ai

OCTOBER 27, 2020

When it comes to drawing boundaries and enforcing discipline where required, sales managers should make those lines very clear. Establish your sales team’s code of ethics carefully, starting with these easily avoidable mistakes. You may even want to provide a generous discount to a stricken customer or prospect.

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Lead Rank Churn Lead Scoring Follow-up 62

Chorus.ai

APRIL 25, 2019

She wants to hit the ground running, get hands-on with the product, and start talking to prospects. They tend to move through the training and prep portion of onboarding fast and getting to their first prospect meeting much faster. A Coaching Culture Begins with Onboarding. Imagine it’s day one. Call Shadowing.

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Top of Funnel Banking Buyer Persona Film 48

Chorus.ai

NOVEMBER 24, 2020

Cold calling is defined as any unsolicited sales call. After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. Effective prospecting is key to successfully scheduling meetings through cold calling. Subscribe to The Weekly Briefing.

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Cold Calling Meeting Gatekeeper Decision Maker 62

Chorus.ai

OCTOBER 13, 2020

Learn Where Your New Hires Can Add Value and Tailor Their Onboarding Accordingly One key to tailoring, and shortening, your sales ramp-up period is knowing where your new reps can add value before they begin. Have you found that your social sales funnel is now more/less effective? Or a higher number? Download the Ebook.

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Hiring Top of Funnel Ideal Customer Profile Funnel 65

Apptivo

JULY 4, 2023

Here are key sales KPIs that will energize any company and lead it to extraordinary success. 10 Sales KPIs Let’s look at a few key sales KPIs that provide full insights into the entire sales cycle, from the initial contact to the final transaction. It wants to determine the lifetime worth of each customer.

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Lead Rank Lead Scoring Sales Cycle Sales Qualified Lead 52

Gong.io

SEPTEMBER 30, 2022

Using the next step section and warnings have helped coach ways to stay on top of deals and ensure we are talking through everything with prospects to lead to more sales.” — Kayla Kuzer, Retail Sales Director at Alpine IQ. Sales managers don’t like surprises. Gong is like game film for sales professionals.”.

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Lead Rank Lead Scoring Hiring Coaching 62

The Spiff Blog

NOVEMBER 3, 2022

Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best.

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Motivation Lead Scoring Lead Rank Cold Calling 69

Chorus.ai

OCTOBER 6, 2020

Your marketing department should be looking to advertise a vision of the future with your company outreach; as a sales manager, you should look to do the same for new prospective hires. As a sales manager, apply the same logic to your compensation plan when hiring sales representatives. Download the Ebook.

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Hiring Marketing Commission Ideal Customer Profile 56

Chorus.ai

DECEMBER 1, 2020

As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Some sales objections are representative of a deeper incompatibility between your prospect and your product, true. Specific, Warranted Concern Sometimes, a prospect objects because they have a valid concern.

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Objections Case Study ROI Lead Rank 73

Pipeliner

JUNE 19, 2018

This definition includes things like inventory; when a salesperson is on the road, they need to know that something is in stock before they promise timely delivery to a prospect. For a company trying to scale to something like 10,000 customers, dealing personally with each prospect or customer simply won’t happen with Excel.

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Scale Buyer Film Enterprise 58

Sales Hacker

JUNE 20, 2019

And asking managers to reinforce it on the floor? In an average week, your front-line sales manager will do 8 1:1s, 3 team meetings, 20 customer-facing calls, and whatever other piece of your job you’ve delegated to them! RELATED: 40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape. It’s important.

Lead Rank 85

Lead Rank Coaching Hiring Sales Enablement 85

Cience

JANUARY 6, 2020

For example, there are lead generation companies that provide accounting, corporate IT training, custom software development, electrical engineering, film services, privacy shield notice, technical support, etc. The B2B lead generation experts began sorting contacts in order to keep only the prospective ones. They are buyer-centric.

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Lead Generation Outsourcing Services Paid Content Lead Rank 89

Lessonly

JULY 29, 2019

However, too often, these meetings end up focused on the sales cycle (pipeline management or individual deals) which help in the short term but don’t promote long term growth. Sales managers need to focus on activities that develop their sales force and ultimately lead to higher performance.

Sales Enablement 20

Sales Enablement Film Tools Coaching 20

SBI

NOVEMBER 7, 2019

Prospect Intelligence. Seismic, the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Prospect Engagement. Personalized sales prospecting videos increases engagement. Prospect Engagement.

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Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Vengreso

JULY 10, 2023

In that year, I learned from some of the greatest sales managers that I’m friends with today. Prior to the age of 19, I worked in consumer sales at a retail shop known as Ritz Camera Centers. For those of us that are over the age of 45, we likely remember the 35mil film we used to take to various stores for processing.

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Hiring Lead Rank Ideal Customer Profile Forecasting 40

DialSource

JANUARY 16, 2020

Leveraging decades-long experience in children’s entertainment, Lego has created a catalog of mobile apps, video games, digital films, and streaming content that aligns with a new generation of digitally-enabled consumers. . For example, a KPI may be to increase digital touchpoints across your outbound prospecting cadence by 50%.

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Ideal Customer Profile Face-to-face Consumer Objections 41