The Pipeline

JULY 14, 2020

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. But facts don’t always support feelings, and a quota is more of a fact that a feeling.

Prospecting 430

Prospecting ACT Quota Lead Rank 430

The Pipeline

OCTOBER 5, 2017

This has allowed the former group to act and speak about their pipeline with conviction backed by results, the subjective group, spends more time rationalizing the outcome than driving it. The post Pipeline – Stand And Defend appeared first on Renbor Sales Solutions Inc. Statistics.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

The Pipeline

JANUARY 26, 2021

But it is still a sum that has to be recovered before we start retiring quota. Churn is a variable of quota you need to know. Most go for the easy and perhaps obvious option; they gross up their quota by what they feel their average churn rate is. Not just know, but plan for and manage like any other element of sales success.

Churn 310

Churn Quota Margin Exercises 310

The Pipeline

FEBRUARY 9, 2021

31 seconds that make a prospecting call. Yes, the phone is a numbers game, and so is a quota. The post 31 Seconds That Make a Prospecting Call appeared first on TiborShanto.com. Not only do people answer their phones, but they also take calls from strangers. And when they do, they give you 31 seconds. By The Numbers.

Prospecting 369

Prospecting Real Estate Quota Video 369

Understanding the Sales Force

FEBRUARY 1, 2025

If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota.

Sales Leadership 286

Sales Leadership Buying Cycle Coaching Proposal 286

SalesFuel

APRIL 10, 2025

Meeting a quota can be a struggle for every seller at times in their career. 87% of sales teams say they are struggling to meet or exceed quotas. 87% of sales teams say they are struggling to meet or exceed quotas. What is stopping sellers from meeting a quota? Sellers can still hit quotas by acting strategically.

Quota 64

Quota Meeting Top of Funnel Hiring 64

The Pipeline

NOVEMBER 15, 2020

Not the right question, reaching someone is a single point on a continuous prospecting journey. The question that should consume your focus is: “What can I do at every point to maximize every point along the way to always keep my pipeline full?”. Which is why Sunday is crucial to your prospecting success. Once Removed.

Prospecting 241

Prospecting Call-back Quota Objections 241

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 Scoring 98

The Pipeline

NOVEMBER 17, 2020

Hey, if you’re enjoying these videos, and are curious as to how it all comes together, why not check out the Proactive Prospecting Virtual Program. That’s right, on December 1st and 2nd, we are presenting a virtual edition of the accredited Proactive Prospecting Program.

Objections 366

Objections ACT Quota Video 366

No More Cold Calling

JANUARY 31, 2025

Youre just assuming your team is doing well with referrals, and assumptions dont fill pipelines. 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. Cold outreach is a slog.

Referrals 156

Referrals Scale GoldMine Pipeline 156

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.

Quota 178

Quota Decision Maker Segment Hiring 178

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. Given the uncertain times we’re living in, ineffective sales pipeline management can easily grow from being something that holds your business back to actively endangering it.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

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. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

The Pipeline

JUNE 18, 2020

The quarter-end is coming, and there are only two left behind it, “we need to get our ass in gear if we’re gonna hit quota.” If your pipeline was running over the brim with opportunities, you could care less how long it takes to close. Coming back to earth, here, most pipelines don’t look like that. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

The Pipeline

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. No doubt we all want greater quality prospects, than just more things in the pipeline. But there is no denying that a lack of quality prospects leads to the same poor results.

Discount 361

Discount Quota Sports Objections 361

Sales 2.0

JULY 28, 2020

On the whole, a relatively small percentage of our surveyees said that the coronavirus had negatively affected their ability to use email, the phone, social media, and webinars to contact prospects. Another one third said their ability to reach prospects on those channels was about the same as it was before.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

The Pipeline

NOVEMBER 7, 2016

One example was highlighted in a recent piece about pipelines , where sales people lie to themselves about the quality of individual opportunities, and by extension, they lie to themselves, their managers and companies about the state of the entire pipeline, and the ultimate revenue delivered.

Wireless 303

Wireless Face-to-face Quota Distribution 303

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. By Tibor Shanto.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. The issue I have is that networking by nature operates on a different timetable than prospecting.

Networking 203

Networking Prospecting How To Quota 203

The Pipeline

MAY 14, 2019

Let’s look at prospecting. When someone has a lull in their pipeline, managers will tell them to prospect more. certainly more than repeating the “prospect more” mantra. As they get to $33,000, it reduced the number of prospects they need to get to quota. Less prospecting.

Sage 313

Sage Quota Coaching Proposal 313

The Pipeline

JUNE 1, 2021

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell?

Prospecting 222

Prospecting Cold Calling Lead Rank Research 222

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. Relying upon seller opinions when grading pipeline health.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

The Pipeline

OCTOBER 2, 2014

Whenever I do a piece about prospecting, specifically cold calling, one of the push backs I get is about the script. What’s in Your Pipeline? Accountability Cold calling Excuses execution Planning Play to Win Prospecting Sales Mistakes Attitude cold calling how to sell better Renbor Sales Solutions Inc. Tibor Shanto .

Cold Calling 310

Cold Calling Face-to-face Call-back Quota 310

The Pipeline

MAY 11, 2021

He would demonstrate how easy it was to exceed quota if you only did “these things.” In this case it’s easy to understand the fib, people left on a high note, ready to attack their quota. But while tempting, it may also explain the high turnover rate, and low quota attainment, among B2B sellers. Start With You.

Quota 341

Quota Lead Rank Forecasting ROI 341

The Pipeline

DECEMBER 7, 2021

If you are going to make or exceed quota, the path should be clear, and you’re on your way. If you don’t see a path to quota , it’s time to focus on next year. And the best place to start is prospecting. In The video you’ll find five prospecting actions to take now, 5 simple steps you can take now.

Prospecting 188

Prospecting Quota ACT Video 188

The Pipeline

OCTOBER 23, 2017

Michael Jordan was quoted that the only thing that changes is our focus on the fundamentals , a great lesson for those who tend to be distracted by shinny objects promising “easier” way of achieving or exceeding quota, or, to avoid doing things we don’t like. Which may lead one to conclude that they do not want to prospect.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

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. Over time, theyll rely less on help but theyre still building pipeline from Day One.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Sales Gravy

AUGUST 12, 2022

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. The same is true of sales.

Pipeline 116

Pipeline Prospecting Scale Face-to-face 116

The Pipeline

FEBRUARY 20, 2020

Precisely why I think we should be much more hands-on with our pipeline in Q1. We should flush our pipelines a lot earlier in the year than most will want to. This doesn’t mean more stuff in the pipeline, but options in your path to your quota. Your pipeline is more than just the opportunities in it. No mystery.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., Unfortunately, if you are on a quest for “fast”, the easiest place to gain time and speed is during discovery, and in many pipelines, this is painfully obvious. takes time, with some more than others.

Scale 265

Scale Quota Margin Referrals 265

Bernadette McClelland

FEBRUARY 25, 2018

There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. But I digress … we are looking at why sales quotas are not being met, not the vision of tomorrow’s sales leader… Clearly, we are now in a different era.

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

The Pipeline

JUNE 23, 2014

But since it takes time and action to establish trust, and buyers often have objectives with shorter timeframes, what do you do, especially in a quota driven reality? While I utilize forms, there is a bunch downloads I provide to prospects that don’t require one. What’s in Your Pipeline? The answer is Goodwill. Tibor Shanto .

Objections 314

Objections Lead Scoring Lead Rank Buyer 314

The Pipeline

FEBRUARY 12, 2019

Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. The reason most salespeople or teams miss quota is not that they can’t close, they just don’t have enough opportunities to close. Number of prospects in Discovery that move to Proposal.

Closing 292

Closing Quota Proposal Face-to-face 292

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?

Pipeline 133

Pipeline Ideal Customer Profile Sales Cycle Forecasting 133

The Pipeline

OCTOBER 28, 2020

Sure, that is why almost 50% of B2B sellers fail to make quota. Join Bob Howard of Contact Science , and me, for this interactive discussion about pivotal elements of prospecting, both skills, and systems. This wide-ranging discussion will cover key elements of prospecting success, including: How to simplify success for all.

ACT 235

ACT Face-to-face Pivotal Quota 235

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. While this advice may sound cliché, it really is important for sales reps to approach their quota one day at a time. Do yourself a favor and build up your pipeline as you go. Need more pipeline?

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

No More Cold Calling

OCTOBER 28, 2018

There’s a lot that’s scary about sales, for all of us—making quota, navigating shifting buyer expectations, keeping a full pipeline, and getting meetings with decision makers. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals.

Cold Calling 240

Cold Calling Referrals Social Media Sales Qualified Lead 240