The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

MTD Sales Training

NOVEMBER 28, 2024

Strong sales leadership skills create a cohesive team that can adapt to challenges, drive results, and achieve strategic objectives. Our Sales Management Training Courses can future proof your leadership skills so you are prepared for the now and what’s to come. After all, as a sales manager you need to lead by example.

Negotiation 156

Negotiation Social Selling Networking Trends 156

Understanding the Sales Force

JULY 8, 2013

Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities.

Consultative Selling 259

Consultative Selling Sports Margin Sales Methodology 259

Hubspot Sales

JANUARY 7, 2019

Conducts little to no research on a prospect before a call. Relies too heavily on discounts, resulting in lower margins. Prospecting and presentation skills are improving, but they rarely hit their monthly quota. Doesn't understand the core product offerings of [X company]. Provides limited data/information in the CRM.

Sales Management 144

Sales Management Quota Margin Hubspot 144

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management. Your manager is one of those tools. The thought process isn’t to just “make more sales.”

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I will illustrate this “secret” based on my last 4 sales.

Insurance 165

Insurance Insurance Margin Hiring 165

Janek Performance Group

DECEMBER 24, 2024

In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc.,

Training 118

Training Hiring How To Retention 118

MTD Sales Training

SEPTEMBER 18, 2020

WAY FORWARD: Actions the coachee will carry out to achieve the end goal An example might be: ‘Increase prospect calls from 2 every day to 6 every day, follow up on interest within 30 minutes of the email or call coming in, make contact with 10 ex-customers who haven’t bought for over two years’, etc, etc. What would it look like?

Lead Rank 156

Lead Rank Sales Coaching Coaching Scale 156

Pointclear

AUGUST 2, 2017

After blowing through $1 million in sales and marketing expense our client was sold at an auction—ultimately to the competitor with the huge valuation. Over and over we find that clients and prospects want to do aspirational prospecting (prospecting into larger deals than historically have been targeted and won) or prospect too broadly.

Sales Qualified Lead 160

Sales Qualified Lead Lead Scoring Lead Rank Closing 160

Understanding the Sales Force

APRIL 21, 2014

Group 2 is the training group and they get the optimized sales process, their sales managers are trained to coach, and the salespeople are trained on both sales process and methodology. Group 1 is your control group and receives no more help than they received previously. win rate.

Hiring 263

Hiring Groups Exact Face-to-face 263

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

SBI

NOVEMBER 8, 2018

Customer-Specific Prices: The Silent Source of Margin Leakage. In fact, it’s not uncommon in Zilliant’s conversations with prospects and conversations, to see a high percentage of customer-specific price agreements with an end date of 2099 and a fixed unit price!

Margin 139

Margin Customer System Vendor 139

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Now, begin to multiply this over the course of several years and you can begin to see how much more profitable you’d be with the sales you close.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

Anthony Cole Training

APRIL 11, 2014

The meeting with the prospect is at 1:00pm and so a meeting is scheduled from 10:00am to 11:00am on Friday. Everyone selected for the team sale is there except Puig. It''s not even a prospect, opportunity or sale yet. As a manager, you probably give them a little extra room/margin to work a little outside the rules.

Hiring 187

Hiring SME Margin Account 187

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Prospecting.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

MTD Sales Training

JULY 16, 2024

Or as HubSpot puts it , “a sales demonstration, or a sales demo, is when a sales rep delivers a presentation to a prospective customer to show them the features, capabilities, and value of the product or service. The purpose of a sales demo is to close a deal.” Don’t over-exaggerate, but don’t underwhelm either.

Case Study 156

Case Study Lead Rank Lead Scoring Face-to-face 156

Anthony Cole Training

APRIL 18, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 189

Hiring Ideal Customer Profile eBook Webinar Metrics 189

Pointclear

JUNE 4, 2013

It costs 15 times more to first locate, then qualify, then sell to a new prospect instead of an existing client. When you consider the cost of making a sale I think most companies would be surprised to find that they really haven’t profited, but most companies don’t know this because they look at gross profit instead of net margin.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Anthony Cole Training

FEBRUARY 14, 2012

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 182

Hiring Ideal Customer Profile eBook Webinar Metrics 182

Anthony Cole Training

APRIL 15, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 172

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 172

The Pipeline

MARCH 2, 2012

As with all things worth doing in sales, there is some work involved, despite what some soothsayers will tell you, there is no silver bullet in sales. Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Sales and Marketing Management

JANUARY 18, 2021

Author: Seamus Dunne How is your business performing regarding its current sales figures? Have you met your target margins or is there much to be desired in terms of success? Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Increase Sales

JULY 23, 2015

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time. 2 – Sales Conversion Ratio.

Sales Management 70

Sales Management Ideal Customer Profile Small Business Small Business 70

Anthony Cole Training

JULY 28, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 135

Hiring Buying Cycle Ideal Customer Profile Margin 135

Janek Performance Group

APRIL 10, 2025

How to be Coachable in Sales Dont take it personally During a coaching session, your manager will have a discussion with you about your sales performance. This might include sales metrics, but also may encompass a review of your prospecting, territory management, and presentation and closing skills.

How To 62

How To Coaching Sales Coaching Margin 62

Act!

FEBRUARY 20, 2025

They ask for a discount, but your profit margins are already tight. The client happily accepts the offer while you manage to maintain profitability. That makes negotiation all the more important for small businesses with tight profit margins and cash flow constraints. Now, replace the kid with a new lead.

Negotiation 52

Negotiation Small Business Small Business Margin 52

Anthony Cole Training

JUNE 2, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 172

Hiring Ideal Customer Profile Webinar Metrics eBook 172

The Sales Collective

JUNE 2, 2025

With 3 different Sales DNA Tests, Salesperson DNA Test , Sales Manager DNA Test , and Sales Leader DNA Test , competency-led training accounts for the different skills required for salespeople, sales management, and sales leadership. This niche approach addresses a narrow set of sales skills.

Training 104

Training Company Lead Rank ROI 104

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

The Pipeline

APRIL 8, 2011

Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Promote sales, throw out freebies, offer free shipping for certain orders. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Cincom Smart Selling

MARCH 29, 2025

Introduction Jerry, a sales manager at a mid-sized manufacturing company, was on the verge of closing a lucrative deal with a major client. These errors may result in overcharging, underpricing, or misquoting, all of which can harm customer relationships and reduce profit margins. The only thing left? Sending a final quote.

Software 48

Software Software Discount Lead Rank 48

Sales Hacker

OCTOBER 7, 2020

If you have to cut your sales team’s salaries, it’s better to lower the base than lower the bonus. With the prospect of a healthy bonus, your team will be better motivated to sell. Margin compression is a huge obstacle to overcome in a down economy. Cutting Salaries. Adjust Your Compensation Plan.

Salary 122

Salary Hiring Margin Compensation 122

Nutshell

FEBRUARY 28, 2025

In sales, speed matters. Delivering quick, professional quotes impresses your prospects and gives your team a head start in winning the business. However, creating sales quotes can often be a slow, manual process when youre juggling external tools or spreadsheets.

Closing 77

Closing CRM Margin Sales Cycle 77

Your Sales Management Guru

JANUARY 24, 2011

The Importance of Sales Management in a Recovering Economy. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. I have also noticed an uptick in my own prospects and business opportunities. Acumen Management Group Ltd.

Sales Management 66

Sales Management Hiring Compensation Margin 66

Anthony Cole Training

FEBRUARY 24, 2012

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 151

Hiring Ideal Customer Profile Sales Coaching Coaching 151

The Brooks Group

JUNE 1, 2015

In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. Build a sales compensation plan that focuses on gross margin, not volume. Sales Culture Sales Performance Improvement

Margin 40

Margin Compensation Hiring Lead Rank 40