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

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

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 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

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 170

Hiring Ideal Customer Profile Webinar Metrics eBook 170

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 169

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 169

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 133

Hiring Buying Cycle Ideal Customer Profile Margin 133

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 163

Hiring Ideal Customer Profile Webinar Metrics eBook 163

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 Rank Lead Scoring Leads 170

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 156

Hiring SalesForce Negotiation Margin 156

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 Rank 40

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 114

Salary Hiring Margin Compensation 114

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

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 120

Pipeline Top of Funnel Revelation Sales Cycle 120

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 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

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

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

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

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 132

Data Lead Rank Pipeline Lead Scoring 132

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

Close.io

JANUARY 27, 2020

In this transition, it’s essential that you lay a strong foundation for your sales team. What if you onboard too few sales representatives? And if you hire too many people, it will eat up your profit margins. The tool lets you print the org chart and collaborate with your team for building one. Org Plus Real-Time Express.

Tools 72

Tools Hiring Hubspot Distribution 72

Your Sales Management Guru

MARCH 10, 2014

With many of my clients we have the each member of the sales team prepare a six month Business Plan and then a shorter Quarterly Action Plan is created and as I was preparing a client audit today I realized it was time to begin to have this client’s sales team evaluate their performance. What revenue/margin goals that need a focus.

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Partners in Excellence

AUGUST 22, 2019

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with their costs. Hyperfocus on your ICP.

Ideal Customer Profile 111

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 111

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 134

Hiring Ideal Customer Profile Sales Coaching Coaching 134

Anthony Cole Training

JUNE 4, 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 133

Hiring Ideal Customer Profile Banking Sales Qualified Lead 133

Tony Hughes

MAY 27, 2019

According to Jason Jordan and Michelle Vazzana in Cracking The Sales Management Code, 83% of what is measured (typically in CRM systems) cannot be managed. No wonder so many CRM implementations become manage-up tools with poor data and no real transparency. Number of opportunities reviewed by sales manager.

CRM 87

CRM Revenue Margin Forecasting 87

Anthony Cole Training

JANUARY 14, 2015

Dave is truly a subject matter expert when it comes to hiring better sales people (link to our site), assessing sales organizations to answer 17 critical business questions (link to his site for download of sample) and he is an expert at helping sales managers get their sales professionals to sell more, more quickly at higher margins.

Face-to-face 120

Face-to-face Twitter Social Selling Hiring 120

The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Finding and Keeping Top Sales Talent.

Coaching 56

Coaching Sales Management Quota Sales Talent 56

Partners in Excellence

DECEMBER 15, 2014

People wanted more short cuts, so I’ve put together a list for sales people. I’ll follow this with another post for sales managers. Use the tools: There are many tools that help improve our productivity, making us both more effective and more efficient. Is Your Customer Prepared For Your Sales Call?

Sales Cycle 117

Sales Cycle Pipeline Call-back Maximizer 117