The Pipeline

MARCH 31, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Scoring Lead Rank Sales Qualified Lead 267

HeavyHitter Sales

MAY 18, 2013

    It hard times for salespeople and sales managers over 50 today. They also have a more difficult time finding new jobs because younger sales managers have five basic fears about hiring someone older than themselves :   They are Un-coachable. They aren’t Technically Savvy. They are “Washed Up.”

Hiring 165

Hiring Airlines Penetration Twitter 165

Hubspot Sales

OCTOBER 4, 2017

The jump from salesperson to sales manager is extremely challenging. A manager has an entirely different job: Leading, inspiring, coaching, and training a team. Some managers are hands off. But if the team is functioning well, an authoritarian manager will breed resentment and probably damage its performance.

Sales Management 111

Sales Management Hiring ACT Quota 111

LevelEleven

AUGUST 29, 2019

Many first-time sales managers were former top sales reps, and often the next step career-wise is to use that productivity and success in management. But management is an entirely different ballgame, and requires a much different skill set than selling alone. Develop your team by exposing them to new thinking.

Sales Management 80

Sales Management How To Penetration Lead Rank 80

Partners in Excellence

AUGUST 30, 2022

We prospect, qualify, and pursue opportunities within our territories. We prospect, qualify, and pursue opportunities within our territory. And just like any other seller, we have to prospect to identify, qualify, and pursue opportunities within the account. Account based selling is no different.

Account 129

Account Territories Penetration Referrals 129

Understanding the Sales Force

MAY 8, 2023

While many tech companies have adopted the use of BDRs to conduct inbound and outbound prospecting, most companies in most industries did not go there. So let’s assume that we are talking about a traditional sales organization with traditional salespeople who have responsibility for both finding and selling opportunities.

Decision Maker 156

Decision Maker Penetration Account Comparison 156

Partners in Excellence

JULY 9, 2013

However, to often, it seems too many sales people and managers focus on the numbers as the goal. We know outbound prospecting calls are important. Sales is the customer execution side of corporate strategy. How do we know whether we are achieving the strategic management goals of the company?

Penetration 116

Penetration Quota Proposal Outbound 116

HeavyHitter Sales

JULY 1, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Study 163

Study Lead Rank Lead Scoring Penetration 163

SBI

OCTOBER 1, 2014

Integrate your CRM, webinar management and more, most with one click. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. Act-On ToolSkool.

Vendor 139

Vendor Twitter InsideView InsideSales 139

HeavyHitter Sales

JUNE 9, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 153

Penetration Software Software Sales 153

Zoominfo

OCTOBER 22, 2021

You’ll even see sales rep positions advertised online under the title of “business development representative.” At its most basic level, business development involves prospecting and lead generation. Sales converts those qualified leads from your business devs into transactions.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Keith Rosen

JULY 20, 2013

Have you recently reviewed your list of prospects who said “No” to you in the past? These prospects may have turned you down before, but things can change a great deal even in a few short months or years – things like the economy, technology and even your prospects’ business needs and priorities. Here are a few ideas: 1.

Lead Scoring 132

Lead Scoring Lead Rank Face-to-face Call-back 132

Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 81

Sales Management Revenue Incentives Incentive 81

Zoominfo

AUGUST 26, 2021

The importance of sales is self-evident, but business development is also vital to any sales organization, particularly in a struggling market. At its most basic level, business development involves prospecting and lead generation. This can be particularly ruinous to early-stage startups.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? What is a sales plan template? A typical sales plan includes the following sections: Target customers.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « Four Critical Sales Kickoff Meeting Success Factors | Main. | August 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

NOVEMBER 3, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « If Sigmund Freud Was Your Sales Manager | Main. | February 2012.

Penetration 123

Penetration Ideal Customer Profile Software Software 123

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps.

Tools 131

Tools Closing Territories Hubspot 131

Hubspot Sales

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. It also takes critical thought and a firm grasp on a prospect's general circumstances.

Solutions Selling 136

Solutions Selling Retail Face-to-face Sales Methodology 136

HeavyHitter Sales

JUNE 15, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. It hard times for salespeople (and sales managers) over 50 today.

Hiring 87

Hiring Penetration Airlines Twitter 87

Sales Hacker

AUGUST 21, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 69

Sales Management Revenue Incentives Incentive 69

A Sales Guy

FEBRUARY 2, 2014

Recently, an inexperienced salesperson was sharing a story with me regarding the events of a specific sales call – a call that didn’t go exactly as planned: I sat down with [the prospect] and, after a bit of conversation, I asked him, “What is the biggest problem you currently have that I can help you with?”

Penetration 115

Penetration ACT Selling Skills Exact 115

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 138

Penetration Study Decision Maker Sales 138

Your Sales Management Guru

AUGUST 27, 2012

Your messaging must also be aligned to these prospects, check out your competitor web sites to determine their messaging and see how it compares to yours. Fourth: Are you focused on penetrating your existing accounts? Like the Salesperson’s Business Plan, each Account Plan is presented to the entire sales team.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Hubspot Sales

SEPTEMBER 27, 2019

Sales has traditionally been an intuition-driven profession. Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. Revenue per Sale. Market Penetration.

Data 141

Data Lead Rank Lead Scoring Energy 141

Your Sales Management Guru

NOVEMBER 7, 2011

When I read the article I had so many emotions; as a salesperson for many years, a sales leader for 15 years and a sales management consultant for the past 14 years, this article went right to the point that many of us write about, speak about and attempt to impact the organizations we consult with on a daily basis.

Penetration 69

Penetration Retail Hiring Sales Leadership 69

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. 5 Ways to Provide Sales Team Support 1. Invest in ongoing coaching.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Sales Hacker

SEPTEMBER 14, 2021

With the majority of our customers and prospects, we see that AEs still rely on their SDR colleagues to generate around 80% of their outbound pipeline. Instead of pushing on SDRs to prospect harder, we planned a new approach: empowering AEs to get involved earlier. The sales career ladder is hierarchical. Not so much.

Pipeline 96

Pipeline Penetration Account Outbound 96

Zoominfo

DECEMBER 6, 2022

The Elements of an Outbound Sales Cadence An outbound sales cadence is a list of the specific efforts (calls, emails, LinkedIn messages, etc.) According to Gartner, it can take more than 12 touches to reach a prospect. How do you determine the length and touchpoint frequency of a sales sequence? No problem, right?

Outbound 130

Outbound Quota LinkedIn Follow-up 130

HeavyHitter Sales

JANUARY 1, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Trends 121

Trends Decision Maker Study Analysis 121

Partners in Excellence

OCTOBER 27, 2014

As a brand new sales person in 1980, we called those sales contests. I remember participating in a “Prospecting Scavenger Hunt” in 1985. Yes, we’ve applied a technology veneer to sales contests and now use a multisyllabic word, gamification, but at it’s core its the same thing.

Fashion 113

Fashion Face-to-face Social Media Analytics 113

Hubspot Sales

AUGUST 8, 2019

Sales Key Performance Indicators (KPIs). These sales metrics are important for measuring company-wide performance: Total revenue. Market penetration. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Conversion rate by sales funnel stage (by team and by individual).

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

SBI

JULY 12, 2018

This helps sales management & operations plan where salespeople need to be assigned. Our solution helps sales organizations stay informed of breaking news, keep track of key players, and navigate their way through buying committees with real-time market intelligence embedded in a CRM system.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Partners in Excellence

FEBRUARY 17, 2014

For example, I know that I have to have a certain number of prospecting conversations this week. We know how our weekly prospecting calls (sharply executed) impact our goals. We’ve done this by analyzing our funnel and prospecting performance over many years. We may have market penetration/share goals.

Quota 119

Quota Trends Churn Maximizer 119

Chorus.ai

SEPTEMBER 29, 2020

It will take careful planning and adjustments, but by prioritizing the right sales essentials, you can bring stability back to your sales department, find new customers, and thrive once more. It will, however, take all your skill and experience as a sales manager.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. He states “It’s surprising how often senior executives or even first-line sales managers take for granted that their people are working the right accounts. The cover of “New Sales.

Revenue 101

Revenue Handbook Face-to-face Penetration 101