The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. But while prospecting part/start of the sales cycle. Where Is You Process.

System 316

System Prospecting Quota Decision Maker 316

Sales Gravy

JANUARY 14, 2025

Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan.

Data 98

Data Tools Intent Data Top of Funnel 98

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. Stalled sale. Sound familiar? Happy selling!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies. 1 for good reason.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. How to spot buying signals. How do you access buyer intent data? Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

JULY 24, 2020

Sales reps spend a lot of time looking for content to share with prospects, or sorting through leads that don’t necessarily meet the mark. Marketing can equip the sales team with industry data and best practice content so that they can better inform and engage prospects. Adjust your sales enablement software or listening tools. .

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering.

Closing 122

Closing Quota How To Webinar Metrics 122

Hubspot Sales

AUGUST 7, 2024

Benefits of Using Sales Demo Environments How to Create a Demo Environment That Closes Deals I like to think of it like this: it’s common knowledge that Super Bowl halftime performances are mostly pre-recorded. How to Create a Demo Environment That Closes Deals Step 1: Formulate a narrative. Step 2: Showcase the solution.

Closing 104

Closing How To Call-back Software 104

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., Rather than checking specific KPIs , such as number of calls made or deals in the pipeline, this type of coaching should check how team members are utilizing the training. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

Vengreso

OCTOBER 22, 2024

If you’re feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! But before we begin, ask yourself: Are you using the right tools to measure your sales team’s success? It’s time to rethink your sales tool strategy. A fool with a tool is still a fool.

Tools 71

Tools Social Media Channels Sales Methodology 71

Hubspot Sales

JULY 15, 2024

If you find navigating LinkedIn overwhelming, trust me, you're not alone — but if you approach the platform with a clear strategy, you can turn it into a powerful tool for generating pipeline and driving sales. Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

Motivation 298

Motivation Pipeline How To Relationals 298

Pipeliner

JANUARY 7, 2025

Enthusiasm The first indicator prospects and clients observe for whether to conduct business is the sincerity plus enthusiasm in our voice. We all know that AI is entering every level of interaction, making it critical to adopt the more appropriate tools for oneself. Never underestimate your novel ideas. Celebrate Success!

How To 119

How To Research Follow-up Call-back 119

Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. [Now take it down, and then move into qualifying!] That’s what most blow offs are!

Face-to-face 273

Face-to-face Gatekeeper How To Decision Maker 273

SBI Growth

AUGUST 6, 2020

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.

Data 386

Data Maximizer How To Revenue 386

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Here’s what not to do: DON’T open your conversation with, “How are you?”—if if you haven’t even introduced yourself! This is a common (and annoying error).

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects? Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Hubspot Sales

AUGUST 27, 2024

Benefits of Applying AI to Pricing The Challenges of Implementing AI Pricing How to Implement AI-Powered Pricing What Is an AI-Powered Pricing Strategy? Many configure, price, and quote ( CPQ ) tools in the marketplace provide some level of AI pricing functionality. Table of Contents What Is an AI-Powered Pricing Strategy?

Strategy 103

Strategy Margin How To Lead Rank 103

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

AUGUST 8, 2024

Luckily, sellers of every stripe now have access to AI-powered tools that can help them excel in a challenging market. With 85% of deals won by the first seller to engage with a prospect, responsiveness can mean the difference between a closed deal and a missed opportunity.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

Lead Scoring 94

Lead Scoring Lead Rank How To Call-back 94

Hubspot Sales

MARCH 13, 2025

Why Teams Miss Revenue Targets How to Set Revenue Goals How to Meet Revenue Targets A revenue target takes into account what you made in a prior period (say, last year) and aims to increase it by a specific percentage (for example, 10-20% more than last years actual revenue). Table of Contents What are revenue targets?

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Hubspot Sales

JANUARY 8, 2025

No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. Somehow, the deal slips through your fingers, and so does the prospect. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

Zoominfo

FEBRUARY 12, 2025

If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. If youre spending most of your time worrying about how to set up a booth or picking out swag, youre missing the point. The magic lies in how you approach the event before you even get there.

B2B 130

B2B Marketing Strategy Lead Scoring 130

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting. How To Identify Customer Pain Points. The list, sadly, can seem endless. Ask Customer Pain Point Survey Questions.

B2B 277

B2B Intent Signal Customer How To 277

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. While many may be familiar with mainstream solutions, there are several sales acceleration tools flying under the radar that can provide a significant edge.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I Here, we take a closer look at what sales multi-threading is, why you should consider implementing this approach, and how to carry it out. Who else in your organization would find value in taking a look at a tool like ZoomInfo?” Hanisko explains.

Hiring 264

Hiring How To Inbound Outbound 264

Zoominfo

JANUARY 27, 2021

Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers. Today we’re going over what lookalike audiences are, and how lookalike modeling can boost your marketing game — possibly to B2C marketing’s level. And How do They Work?

B2C 264

B2C Ideal Customer Profile Account Based Marketing Lead Rank 264

Sales and Marketing Management

FEBRUARY 11, 2021

And when that sense of company and sales culture is lost, you can expect more problems in the future: Reps fail to be as enthusiastic with customers and prospects, leading to longer sales cycles and below-average close rates. You want to build a team of confident leaders who know how to win.

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. Then remain completely quiet and let your prospect tell you what the REAL objection is!] And most do!

Face-to-face 224

Face-to-face Gatekeeper How To Decision Maker 224

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Pipeliner

JANUARY 25, 2025

Now, were sharing exactly how you can do it, too. Below, youll learn how to identify your unique selling points, communicate them effectively, and turn them into real sales advantages. Heres how to do it right: Create a dedicated section. Heres how to do it right: Identify core use cases. or Why Choose Us?

Case Study 105

Case Study Customer Social Media Lead Scoring 105