Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

The Sales Hunter

JANUARY 23, 2019

Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. ” To be successful, you cannot rely solely on others, however, when it comes to prospecting, many salespeople do.

Prospecting 51

Prospecting Face-to-face Networking Motivation 51

Sales 2.0

DECEMBER 17, 2024

Reminder 3: The grass is NOT usually greener in the accounts you have never marketed or sold to before. Reminder 4: Selling is not only something you only do with clients and prospects, but something you do all the time. Some of the internal sales you make, might be the biggest factor determining if you make your quota.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Zoominfo

OCTOBER 31, 2019

So you missed your sales quota last quarter. And how do you commit to a quota for next quarter and feel confident about hitting it? When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. What’s broken?

Quota 178

Quota Decision Maker Segment Hiring 178

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

APRIL 6, 2025

Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic. It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. Marketing isnt a strategy.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! Oh ya, the marketing team that “developed” the “value prop” does. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Prospecting consists of regaling anyone who’ll listen with that value prop. By Tibor Shanto.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

The Pipeline

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill. The market continues to evolve without consulting us first.

Pipeline 308

Pipeline Quota Video Resources 308

The Pipeline

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. Even before you identify specific prospects, we need to understand why they would interact with us. Given that about 90% of your addressable market is not “In” the Market, you need to think outside the “product”. By Tibor Shanto.

Objections 351

Objections Forecasting Quota Buyer 351

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

The Pipeline

JUNE 3, 2020

As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. What are the thought leaders in your target market talking about? They don’t know either, but they have a following, your target market. How typical for the tribe. Trust In You.

Sage 361

Sage Airlines Enterprise Enterprise 361

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

No More Cold Calling

AUGUST 2, 2018

And still they are expected to prospect and bring leads into the pipe. How do they manage their time when they must do demos, talk to clients, prospect, and simultaneously juggle many customers, all while dealing with a complex solution? It’s no wonder that 57% of sales reps expect to miss their quotas this year.

Data 297

Data Quota Face-to-face Trends 297

Zoominfo

DECEMBER 6, 2022

Making the cold outreach process less intimidating often depends on sales quotas. You want to set attainable quotas that achieve real success without compromising the seller’s sanity or the prospect’s journey. To be successful, quotas should be based on tried and true data.

Outbound 130

Outbound Quota LinkedIn Follow-up 130

Alice Heiman

APRIL 15, 2020

A month ago, you knew what to say when you picked up the phone or composed an email to prospect s. You knew your ideal customer profile, your target market, and your value propositions. You had all the tools you needed to prospect efficiently and effectively. . The New Reality of Prospecting . Relationships matter.

Ideal Customer Profile 166

Ideal Customer Profile Prospecting How To Face-to-face 166

Zoominfo

JUNE 28, 2023

And for revenue leaders, that means the tug-of-war between sales capacity and quota attainment is perhaps more important than ever. Instead of seeing sales as purely a problem of capacity, sales leaders should focus on the other half of the equation: quota attainment. So how should sales leaders evaluate and measure quota attainment?

Quota 130

Quota Hiring Scale Face-to-face 130

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

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). No, not those blokes in marketing that never have time to help you, your own team.). But you have my blessing to become a small business owner.

Account 385

Account Social Media Scale Small Business 385

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., The rep in question was a solid B player, knows the product, market, and there were years he actually made quota. If you want to put your fingers on the scale, don’t use time, use prospecting instead.

Scale 265

Scale Quota Margin Referrals 265

Sales and Marketing Management

JANUARY 21, 2019

The front-runners focus on data hygiene and ensuring they have accurate and holistic customer information across sales, marketing and service departments. Automated sales prospecting. Sales prospecting tools, such as Pipedrive, Vainu.io Sales prospecting tools, such as Pipedrive, Vainu.io Social selling.

Trends 297

Trends B2B Social Media Telemarketing 297

No More Cold Calling

AUGUST 30, 2018

Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Reps fool themselves into believing that they’re not sending cold emails or making cold calls because they’ve researched their prospects and sent emails with catchy subject lines about why buyers should talk to them.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

The Pipeline

AUGUST 27, 2019

Consider travel, time understanding the clients and market, generating leads, and more. They not only give away their time; they pay the prospect for the privilege of doing so. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Most materials provided to salespeople or made available for buyers directly is geared towards one type of prospect. By Tibor Shanto. Even Less Receptive.

Buyer 277

Buyer Collateral Harvest Quota 277

The Pipeline

AUGUST 5, 2021

No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. This involves many of the same activities over time across many prospects and/or clients.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

No More Cold Calling

JANUARY 31, 2025

These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Sales Gravy

MARCH 18, 2025

Below, youll find the key takeaways from our conversation on accelerating new-rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts. Structuring Training + Prospecting Gaius worried that his new agents need a full 34 months before picking up the phone.

Cold Calling 82

Cold Calling Hiring Guidelines GoldMine 82

Zoominfo

FEBRUARY 12, 2021

B2B social selling is an important and viable channel for B2B marketers and sales professionals. B2B social selling is the process where salespeople use social media to connect with prospects. This will establish you as an industry expert and tell your prospects that you’re the one who likely has the solution to their problems.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

Hubspot Sales

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit?

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content? Be the One Who Listens to Customers and Prospects.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

No More Cold Calling

DECEMBER 19, 2019

Prospects don’t care about your facts. Prospects don’t care about you … or me, for that matter. He was frustrated that reps weren’t calling high enough, it took way too long to reach a prospect, and they weren’t making quota to boot. Want to learn more about connecting with prospects? Facts and more facts.

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349

The Pipeline

OCTOBER 3, 2016

And while I would not argue the positive impact of technology on many elements of selling, more is not always better, and in fact without an overarching strategy to execution and development path for your human assets, it is more likely holding you back, just review the many studies around quota attainment. Short term pain for long term gain.

Quota 303

Quota Resources Call-back Sales 303

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. attain quota, and about 65 percent of sales reps in Europe do so. The trust the prospect has for the referral source is transferred to the salesperson.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

The Pipeline

AUGUST 6, 2019

Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. When the prospect tics enough of the boxes, their qualified. The current approach tends to set the bar somewhat low, taking away valuable time that can be spent with real prospects.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Quota 242

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. But with hundreds of sales intelligence tools on the market, which ones are right for your teams? What Should My Sales Intelligence Tool Include? 1 for good reason.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Zoominfo

MAY 13, 2018

While this advice may sound cliché, it really is important for sales reps to approach their quota one day at a time. Think about this way, if you don’t make prospecting a daily habit and only focus on the deals at hand, how will you meet your goals next month or the month after that? Look into prospecting tools. Hire new talent.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258