The Pipeline

MARCH 6, 2012

Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

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

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. Require Management Participation In addition to believing in the training, sales managers need to be participants.

Training 118

Training Hiring How To Retention 118

Understanding the Sales Force

APRIL 16, 2012

32% reported that their sales cycle is too long. 29% reported that they don’t convert enough leads to sales. 27% reported that their sales forecasts are not accurate enough. Despite those business pressures, these initiatives were put in place: 53% want higher margins. 21% want a better sales hiring process.

Hiring 195

Hiring Territories Compensation Forecasting 195

SBI

NOVEMBER 8, 2018

Customer-Specific Prices: The Silent Source of Margin Leakage. Upon renewal, sales reps are often faced with the time-consuming task of manually updating hundreds or thousands of lines on a single agreement. Thus, the proliferation and under management of these agreements have become a significant source of margin leakage.

Margin 139

Margin Customer System Vendor 139

SBI Growth

OCTOBER 11, 2012

Average Selling Price was not part of the target, so lots of easy, low-margin deals made up the quota. Structure problems - field Reps were overpaid for work that should be done by lower-cost resources (aka Inside Sales). Sales coaching. Guide the Sales Managers on how to effectively coach C players.

Quota 257

Quota Compensation Commission Margin 257

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

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. Sales Bloggers Union.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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. The value of negotiation skills for small businesses Research shows that businesses with a systematic sales negotiation process experience 42.7 Now, replace the kid with a new lead.

Negotiation 52

Negotiation Small Business Small Business Margin 52

Hubspot Sales

NOVEMBER 18, 2020

Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 51% of sales leaders rely on data to measure sales rep performance.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Cincom Smart Selling

FEBRUARY 14, 2025

Implement automated discounting rules to prevent excessive price reductions that could erode margins. Automate contract generation by integrating CPQ with Contract Lifecycle Management (CLM) tools to reduce manual errors and ensure compliance.

ROI 48

ROI Maximizer Lead Rank Discount 48

Cincom Smart Selling

MARCH 13, 2025

Moreover, inconsistent discounting practices can erode profit margins and create distrust among customers. AI-powered pricing intelligence : Automatically applies the right discounts, promotions, and margin thresholds. Automated CPQ empowers sales teams with the tools they need to win more deals and drive revenue growth.

Benefit 48

Benefit Discount Scale Margin 48

Cincom Smart Selling

FEBRUARY 21, 2025

CPQ training equips sales professionals with the skills to leverage advanced features such as guided selling, automated approvals, and seamless CRM/ERP integration. CPQ software is a specialized tool designed to help businesses manage complex product and pricing configurations. What is CPQ Software?

Training 48

Training Closing Discount Lead Rank 48

Cincom Smart Selling

FEBRUARY 9, 2016

Like any other sales channel, your indirect channels will need the basic tools required to sell your product. Demo facilities, white papers and other late cycle tools will be expected as well. Don’t treat the indirect side of your business like a stepchild; give them the same tools as your direct channel. Good selling!

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Sales Hacker

OCTOBER 7, 2020

Evaluate the tools your team is using to see if there’s any underutilized sales software that could make your team more efficient or any tools that are being left unused for a reason. Margin compression is a huge obstacle to overcome in a down economy. Next, look at newer reps that aren’t scaling the way you’d like.

Salary 122

Salary Hiring Margin Compensation 122

Anthony Cole Training

APRIL 18, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 173

Hiring Ideal Customer Profile eBook Webinar Metrics 173

Nutshell

AUGUST 30, 2024

As a sales manager, you’re no stranger to reports and monitoring specific metrics to measure your team and company’s success. But what particular metrics are you focusing on, and are you leveraging the difference between net sales vs. gross sales to your advantage? FREE DOWNLOAD What is gross sales?

Discount 114

Discount Margin Report Revenue 114

Anthony Cole Training

APRIL 15, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 172

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 172

Anthony Cole Training

JULY 28, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 135

Hiring Buying Cycle Ideal Customer Profile Margin 135

Anthony Cole Training

FEBRUARY 14, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 167

Hiring Ideal Customer Profile eBook Webinar Metrics 167

Anthony Cole Training

SEPTEMBER 27, 2013

Upgrading the sales force is the responsibility of every sales manager, sales leader and sales executive. Upgrading the sales force , in my opinion, simply means this: developing and building a team that is better this year than they were last year. On-boarding tools. Pre-hire evaluations.'

Hiring 160

Hiring SalesForce Negotiation Margin 160

Bernadette McClelland

NOVEMBER 1, 2014

In my case it was a sales manager who used the phrase ‘Attention to Detail’ with me quite regularly. They have to make the time because businesses want salespeople working for them with that quality to do whatever it takes (within reason) to boost revenue growth and hold margin. Turn up on time. Complete your reporting.

Competition 170

Competition Lead Scoring Lead Rank Leads 170

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. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

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. How to Get Salespeople to Use CRM Tools.

Margin 40

Margin Compensation Hiring Lead Scoring 40

Nutshell

FEBRUARY 28, 2025

However, creating sales quotes can often be a slow, manual process when youre juggling external tools or spreadsheets. Thats why were excited to introduce Nutshell Quotesan integrated CRM quoting tool that eliminates those manual steps and helps your team close deals faster.

Closing 62

Closing CRM Margin Sales Cycle 62

Anthony Cole Training

JUNE 2, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 172

Hiring Ideal Customer Profile Webinar Metrics eBook 172

Pipeline

MARCH 2, 2025

By integrating your CRM with your bid and proposal tools, you gain deeper insights into client behavior and expectations. Contact Management A good construction CRM stores your contacts. The best tools eliminate manual data entry by automatically importing contact details. Tax calculations and bid management.

Construction 52

Construction CRM Software Software 52

Zoominfo

OCTOBER 19, 2023

From VPs and CMOs to entry-level reps and account managers, everyone is inundated by data. Without a modern go-to-market strategy that can turn signals into action, the flood of data can mean greater administrative overhead, higher margins of error, and even lost revenue.

Data 130

Data Hiring Intent Data Scale 130

Partners in Excellence

OCTOBER 31, 2013

.” Unfortunately, too many managers view it in the same way, reveling in the concept of being able to watch and micromanage. So what’s the WIIFM for sales people for strong pipeline metrics and high pipeline integrity? Why is it important for sales people to analyze the pipeline to improve performance?

Pipeline 117

Pipeline Top of Funnel Revelation Sales Cycle 117

Sales Hacker

JULY 8, 2020

That’s an incredible success story in terms of their ability to work with and attract the best brokers, build a massive brokerage community, and give those people the tools they need to succeed. Was it profit margins that they were trying to protect like classic innovator’s dilemma? Agents might have a CRM.

Scale 122

Scale Real Estate Tools Lead Rank 122

Sales Hacker

DECEMBER 4, 2020

Most customer relationship management (CRM) tools have the built-in ability to create dashboards for your team. This can be convenient since the CRM is likely where most of your sales data already resides. These are tools like: Zoho Analytics. This information can also be used as a coaching tool.

Data 135

Data Lead Rank Pipeline Lead Scoring 135

Anthony Cole Training

JULY 17, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 120

Hiring Ideal Customer Profile Sales Qualified Lead Margin 120

Distribution Pricing Journal

NOVEMBER 30, 2023

There are many situations where in-stock discounts and rebates do not provide the distributor with enough margin to secure certain orders. Most importantly, they give distributors and manufacturers a structured way to work together to increase sales by supporting unique pricing strategies. Why is that dangerous?

Margin 52

Margin Distribution Discount Vendor 52

Zoominfo

DECEMBER 13, 2018

On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. Featured Video: The Phone is the Most Powerful Tool in Sales. 2. Sales Hacker. Featured Video: 5 Best Practices of Key Account Management. We strongly recommend you go check it out!

Channels 187

Channels Face-to-face Video Hubspot 187

SBI

OCTOBER 10, 2019

And have you made that strategy easy for your salespeople to learn, and for sales managers to coach? Define your customer segments, value proposition, and sales strategy. Train your sales managers and make sure that they can coach well. Make sure they have the best tools available (not just a digital Rolodex).

Competition 99

Competition Hiring How To Sales Enablement 99

Sales Training Connection

AUGUST 3, 2013

One reason for the continued lack of success of new product launches is the failure of companies to effectively launch the new product to their sales force. The sales team needs some help and the good news is there is a great mechanism in place to provide that help – coaching by the front-line sales managers. Summary.

Compensation 105

Compensation Incentives Incentive Coaching 105

Anthony Cole Training

FEBRUARY 24, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 136

Hiring Ideal Customer Profile Sales Coaching Coaching 136