The Sales Hunter

MARCH 7, 2017

What does your sales funnel look like? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. Is it full of junk? It’s time […].

Top of Funnel 266

Top of Funnel Leads Marketing Qualified Lead Funnel 266

The Center for Sales Strategy

MAY 4, 2021

When it comes to the sales pipeline, a good rule of thumb is — having nothing in the top of your sales funnel today, means nothing to close in the future. This means it is important to add prospects to a sales funnel, as well as ongoing engagement to move them through the funnel.

Top of Funnel 103

Top of Funnel Funnel Prospecting Sales Management 103

Gong.io

JULY 5, 2022

While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a bit more strategic and methodical about the steps that lead from initial interest through to getting the dotted line signed. The B2B sales funnel is a popular method for modeling this journey.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Gong.io

JULY 25, 2022

One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch. In this guide, we’ll explain how the Sandler pain funnel works and illustrate the sales methodology in practice with an in-depth example.

Top of Funnel 117

Top of Funnel Funnel Scale Sales Methodology 117

SBI Growth

JUNE 16, 2013

Our ‘ Flip the Funnel ’ Guide will help you. There are 3 proven ways to really ensure you make the new number: Flip the Funnel : Crunch time leads to turning things upside. Turn your funnel on its head. But put your focus on the bottom of the funnel. Those opportunities in your 3, 4 or 5 stages of your Sales Process.

Top of Funnel 282

Top of Funnel Quota Funnel How To 282

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Oliver: Yes.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

JANUARY 23, 2014

Marketing is not driving the quality sales leads the field needs. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. Sales Operations should implement this strategy to help manage the funnel. It will ensure a quality list of leads entering the funnel.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

Sales and Marketing Management

JANUARY 31, 2021

For managers, the ultimate goal for sales coaching is to create an environment where their sales team feels more motivated to learn, grow, and take on greater responsibility. The role of a sales manager is a difficult one and takes a unique type of person. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Funnel Clarity

JUNE 8, 2022

Far too often, companies invest in the sales process and skills for their reps but ignore the sales management process. There needs to be an equal amount of focus on both the sales process and the sales management process.

Top of Funnel 96

Top of Funnel Sales Management Funnel How To 96

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Today’s marketing organizations are generating 25+% of the sales funnel. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Funnel Clarity

OCTOBER 14, 2022

Effective sales coaching is one of the most important parts of the sales management process. It has a direct impact on a sales rep’s performance. Sales teams prioritize training for individual reps but tend to forget that sales coaching for managers is also a skill that needs to be trained and honed.

Top of Funnel 87

Top of Funnel Coaching Funnel Sales Management 87

Understanding the Sales Force

JULY 10, 2014

I''m sure this will cause outrage and debate from those who so strongly promote social selling, but when you look at an entire sales cycle, social selling takes place PRIOR to a first call or meeting, before we can consider whether or not to enter an opportunity into the funnel or pipeline. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. Sales Funnel Vs Pipeline – An Absolute Guide.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

Miller Heiman Group

AUGUST 13, 2020

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. Here are five ways that sales leaders can help newly minted sales managers accelerate through the turn and spearhead recovery.

Sales Management 107

Sales Management Top of Funnel Funnel Coaching 107

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. Make the sales job fun. Schedule your field rides with sales reps today.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. by Howard Brown, CEO of ringDNA.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. The same is true in sales management.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Understanding the Sales Force

JULY 8, 2014

For those with difficulty at the top of the funnel, we would need to emphasize strategies to improve engagement and tonality. For those having difficulty at the bottom of the funnel, we would need to emphasize the multiple strategies and milestones that precede closing and how the conversation changes along the way.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

The Center for Sales Strategy

APRIL 17, 2023

If you're like most sales managers, driving revenue consistently and efficiently can be a daunting task. But there are ways to maximize the success of your sales efforts through managing each stage of the funnel properly - from top to bottom.

Top of Funnel 86

Top of Funnel Funnel Revenue Maximizer 86

Connect2Sell

JULY 4, 2018

I wanted to give you this formula for pipeline sales management because I get a lot of questions from sellers about: time management, about how to keep the funnel filled, and about when (and if) you should take people out of your funnel.

Pipeline 163

Pipeline Top of Funnel Funnel Sales 163

Zoominfo

MAY 17, 2018

Think about it, how often do deals stall out while your sales team chases down key decision-makers? How often do opportunities revert to an earlier location in the sales funnel or skip to the bottom quickly? For this reason, sales professionals don’t always have a clear view of their pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

SBI Growth

DECEMBER 23, 2012

Sales processes are almost always designed inward out. A group of sales managers and reps get together and determine how they think they should sell. They cobble together activities that occur during a sale. Your funnel looks like an upside down pear. What causes this? Fat at the top and middle.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

Zoominfo

SEPTEMBER 25, 2018

Whether you’re just getting started in your sales career or you’re a seasoned veteran, this podcast is designed to help take you to the next level. The Sales Podcast with Wes Schaeffer. What if you had a reliable, and predictable source of new potential customers coming into your sales funnel each month?

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Understanding the Sales Force

OCTOBER 15, 2013

You can''t possibly know whether or not your metrics for sales cycle, margin, closing percentage, retention, or average sale are going to change until you have completed enough sales cycles to collect the data for an appropriate sample size. This is one of the advantages of pipeline management and CRM.

Top of Funnel 273

Top of Funnel Margin Sales Cycle Retention 273

SBI Growth

MAY 27, 2013

This creates a huge headache for every sales manager. One sales leader we know named Phil took a different approach. These actions stimulated enough opportunities into the funnel to save the quarter. Still, it’s completely subjective. Some reps are confident on every deal. He threw out the simple stage percentages.

Data 323

Data Top of Funnel Hiring Harvest 323

Understanding the Sales Force

SEPTEMBER 11, 2023

Most clients are assessing somewhere between 10 and 20 candidates per month which, if used at the top of the funnel as recommended, are probably receiving 50% more applications than assessments as some candidates just can’t be bothered to take the assessment. What can we learn from the data? Client #8 is also doing something wrong!

Hiring 218

Hiring Top of Funnel Company Funnel 218

Understanding the Sales Force

FEBRUARY 28, 2024

Some observations: The data represents the forecast and funnel for 7 sales teams. Outside of telling us that there isn’t enough in the funnel, the data in column F doesn’t answer the question that must always be asked: Is the pipeline viable? Was the sales manager afraid the question the salesperson?

Pipeline 177

Pipeline Opportunity Decision Maker Top of Funnel 177

SBI Growth

AUGUST 10, 2013

The Dasboard will allow you to: Improve your sales team''s talent level. Generate more leads at the top of the funnel. Her sales manager knew her potential and sent her to a weeklong sales training. Convert more leads into opportunities. Julie was sick of battling on price.

Training 293

Training Top of Funnel Hiring Hotels 293

SBI Growth

AUGUST 23, 2013

Competition got more aggressive; funnels are filled with more “no decisions” than ever before. There is a better way to differentiate your sales force from the competition. General Release - You then have to train the entire sales force on the sale process. Q1 quota seemed to be a walk in the park.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Vengreso

MARCH 2, 2021

Lead generation is something that happens at the top of the sales funnel. Sales prospecting, on the other hand, is generally a one-to-one approach conducted by the sales team and both have the same objective — create a qualified lead by trying to engage with a qualified prospect.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Pointclear

APRIL 17, 2014

That’s how we get our sales funnels clogged with cold leads that waste our time and almost never pan out. From Chris Snell , Inside Sales Manager, SMB at Care.com. ISRs (inside sales reps) rely too much on being farmers, and when dry times come (just like they do for real farmers!)

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Understanding the Sales Force

APRIL 14, 2014

Those Bloggers too must convince you that traditional sales is on its way out the door in order to get you to buy their services. Without question the internet, inbound marketing, and social selling have replaced traditional sales - IN CERTAIN AREAS.

Top of Funnel 255

Top of Funnel Inside Sales Conference Webinar Metrics 255

Allego

JULY 29, 2021

Most recently, Cespedes published a new book—his sixth—entitled Sales Management That Works: How to Sell in a World That Never Stops Changing. . The combination of Cespedes’ academic experience and his knowledge of real-world selling makes him one of the foremost authorities on the topics of sales and sales management.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152