Sales 2.0

MARCH 31, 2025

Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities. Follow up is essential to maintaining a healthy sales pipeline. Recognizing success will help maintain your motivation during challenging times. Dont slow it down You can slow deals down. Celebrate closed deals.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

The Pipeline

APRIL 10, 2017

Managers always ask, “How can I motivate my reps?” And who can blame them, there is some much out there about how to motivate people, and specifically sales people, it seems easy to believe that there a single simple formula that fits all. The best ‘motivation’ you can do for your reps is to invest in their success.

Motivation 211

Motivation Influencer Groups Course 211

Understanding the Sales Force

FEBRUARY 10, 2025

The three alternatives are: Nice to have and when it’s only nice to have, your opportunity will stall midway through the pipeline. Motivated buyer – something they want and need, but you still fall short of urgency, leading to a very long sales cycle. You’ll keep trying but it won’t close.

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

Hubspot Sales

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Go for No!

JANUARY 11, 2025

My sales pipeline is always full, and I never worry about finding new prospects. Even though youre doing well, there are likely areas where you can stretch further, sharpen your skills, and stay motivated. 21-Day Challenge is the right fit, take this quick 10-question self-assessment. Keep doing what youre doingyoure crushing it!

Motivation 118

Motivation Follow-up Pipeline Sales Goal 118

Zoominfo

SEPTEMBER 17, 2024

We asked some influential voices in the sales world to share how they define, monitor, and respond to key buying signals to help them sell smarter, win faster, and erase nagging opportunity gaps in their pipeline. They can’t get the sales, the pipeline isn’t moving. That’s a good signal for us.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Zoominfo

MARCH 26, 2025

Pipeline Attribution Chaos: Inaccurate hierarchy data wreaks havoc on pipeline reporting. Eroded Seller Trust: The chaos that comes from bad data can very quickly erode morale, which is incredibly important for motivating sellers. You simply cant plan territories confidently without visibility into these parent-subsidiary links.

Data 130

Data Revenue Scale Territories 130

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. Once theyve got a potential client on the hook, the rep has motivation to find the answers.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Steven Rosen

APRIL 6, 2020

In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. Focus on housekeeping: improve their sales navigated training, getting on top of all leads, cleaning up the pipeline so post COVID-19 we can hit the ground running.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Hubspot Sales

AUGUST 7, 2024

The Best SaaS CRM Software Marketing automation, lead generation, and an improved sales pipeline are at your fingertips. and see everything important at a glance in your sales pipeline management dashboard. The unique Motivator feature creates a leaderboard to engage sales reps and motivate them to stay on top of data entry.

Software 115

Software Software CRM Oracle 115

Janek Performance Group

OCTOBER 4, 2021

For many sales reps, pipeline reviews are like meatloaf. However, with the right approach, a pipeline review is an opportunity. In fact, for reps still skeptical, recent research confirms the importance of pipeline reviews. Also, companies that train managers on pipeline management had nine percent growth.

Pipeline 118

Pipeline How To Forecasting Construction 118

Nutshell

JULY 5, 2024

Salespeople constantly put what they’re selling (and maybe even themselves) up for rejection, then deal with the daily challenges of staying motivated and balancing lots of demands on their time. That’s where motivational sales quotes can come in handy. “Motivation will almost always beat mere talent.”

Motivation 125

Motivation Up-Sell ACT Lead Scoring 125

Understanding the Sales Force

MAY 3, 2019

This article is about the ineffective salesperson who is lazy, or has an attitude problem, or is stubborn, or isn't making the calls, or can't close any deals, or has an empty pipeline, or won't adapt to the new way of selling, or can't seem to grasp the importance of getting traction, or claims not to know what's expected in the way of performance.

Coaching 312

Coaching Objections Follow-up Motivation 312

The Pipeline

NOVEMBER 19, 2020

Buyers come in many shapes and sizes, with an equal number of objectives, agendas, and motivations. This is your chance to get the jump on 2021 and ensure you have a pipeline that will help you exceed quota and achieve your post-COVID goals. Share A Definition Of Value.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Partners in Excellence

DECEMBER 6, 2024

As I sit in pipeline reviews, almost universally, the coaching is, “You need more,” followed by demands to 3X, 4X, 9X their pipelines. Just slip a few more opportunities into the the qualified pipeline with the justification, “I finally talked to the prospect yesterday!” we have 92-89% win rates.

Ideal Customer Profile 117

Ideal Customer Profile Pipeline Channels Motivation 117

Mr. Inside Sales

SEPTEMBER 11, 2020

And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? And you can imagine how they are when reps reach them.

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

DiscoverOrg Sales

JUNE 6, 2018

However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce – by building a pipeline of passive job seekers. Good candidates should have potential and the motivation to grow with your company. Skills can be taught with training.

Hiring 230

Hiring Networking Positioning Compensation 230

Sales Hacker

JANUARY 30, 2024

Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts. Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go.

Lead Rank 122

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 122

Steven Rosen

MARCH 1, 2024

This crucial yet arduous task is often met with the same enthusiasm as a dreaded dental appointment, leading to avoidance behaviours that undermine pipeline health. Coaches can elevate a rep’s pipeline mastery by actively observing their calls and providing constructive feedback.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

The Sales Hunter

MAY 14, 2019

Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. Sales Motivation Blog. Check out my 2-minute video on these 4 questions!

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

Mr. Inside Sales

SEPTEMBER 25, 2021

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. Believe me, all of these techniques are better than sending an email and then being ghosted for the next month as you try to get them on the phone again! And then watch as more deals roll out of it! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Sales Gravy

MARCH 30, 2025

The most important thing you can do right now is conduct a deep dive analysis of your pipeline. Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number. But be very careful if your pipeline needs work, the failure to take immediate action will come back to bite you.

Quota 104

Quota Insurance Insurance Policies 104

Zoominfo

JUNE 24, 2019

At the time, one of the primary motivations for a CRM purchase was the promise of an increased pipeline, visibility, and control, which many believed would lead to more accurate revenue forecasts. At the time, many felt it was quite a stretch to imply software could manage relationships, but nonetheless, CRM took off.

Forecasting 272

Forecasting B2B CRM Quota 272

Sales Gravy

DECEMBER 25, 2024

Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success. Success in 2025 will be about maintaining that focus, even when motivation dips. Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success.

Conversion 97

Conversion Call-back Exercises Energy 97

Understanding the Sales Force

FEBRUARY 25, 2024

The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach. But it’s not really their fault. And their bosses, CEOs, aren’t doing much better on this topic.

Coaching 341

Coaching Guidelines Margin Incentives 341

The Pipeline

OCTOBER 5, 2020

Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations. Sales Scrum Episode #21 – Guest Javed S.

Guarantee 369

Guarantee Motivation Positioning Sales 369

No More Cold Calling

DECEMBER 29, 2020

Many salespeople are motivated by the instinctive desire to achieve immediate, tangible results. They will always refer you, but you must ask rather than waiting on word-of-mouth to fill your pipeline. They want a sale, and they want it now. But have you asked every single one of your clients for referrals?

Referrals 432

Referrals Customer Social Media Revelation 432

The Pipeline

DECEMBER 1, 2014

This drove my activities, and gave her a great tool to motivate me when needed. What’s in Your Pipeline? I remember once telling a director that I could not imagine or fathom going to our annual sales meeting and going up on stage to receive an award other than the one for making quota. Tibor Shanto .

Intent 288

Intent Face-to-face ACT Compensation 288

Understanding the Sales Force

OCTOBER 9, 2024

Our sales leadership training and coaching provides them with the capabilities, strategies, skills and tactics required to do that. Those who coach consistently see a 28% increase in revenue, while those who coach both consistently and effectively see a 49% increase in sales.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Understanding the Sales Force

MAY 14, 2024

Most importantly, once the evaluation has been completed and the reasons have been identified things can be fixed pretty quickly and the pipeline begins flowing again and much stronger than before.

Hiring 201

Hiring Penetration Pipeline Coaching 201

Zoominfo

MAY 13, 2018

This way, you build a strong pipeline that will protect you should you lose a big account or sale at the last minute. The key to sales success is to harness the right kind and amount of stress to motivate your employees rather than discourage them. Do yourself a favor and build up your pipeline as you go. Need more pipeline?

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Bernadette McClelland

NOVEMBER 24, 2021

Working in a highly competitive, smash your numbers, ‘get the deal at any cost, KPI driven’ sales environment and not being driven by money made me feel there was something amiss with my motivation levels because I didn’t seem to think the same way as my colleagues – or so I thought! Because often, money is not the answer to motivation!

Motivation 195

Motivation Compensation Competition Pipeline 195

The Sales Hunter

SEPTEMBER 24, 2019

This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects. Most likely, the prospect that’s motivated to work with you will respond in this kind of discussion. Your ability to qualify leads fast will help you improve your sales pipeline more than anything else.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

Sales Gravy

FEBRUARY 4, 2025

The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. While its easy to be frustrated by this extra layer, its crucial to acknowledge a few realities: Your Customers Motivation: Theyre laser-focused on winning their own deal.

Customer 84

Customer Licensing Proposal Government 84

Zoominfo

MAY 12, 2020

However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce—by building a pipeline of passive candidates. Good candidates should have the potential and motivation to grow with your company. Do Your Research. Talk about Opportunities.

Hiring 278

Hiring How To Salary Networking 278

Mr. Inside Sales

OCTOBER 9, 2020

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then then begin the cat and mouse game. And then watch as more deals roll out of it!

Face-to-face 227

Face-to-face Sales Qualified Lead How To Gatekeeper 227

Understanding the Sales Force

JUNE 17, 2024

Pipeline Management – only 74% of all closable opportunities are in the wrong stage of the pipeline and actually belong in an earlier stage. Perhaps you know someone who is slim and fit, but often asks, “Do I look fat? The best salespeople are 2133% more effective at this than the bottom half of all salespeople.

Real Estate 169

Real Estate Coaching Insurance Insurance 169