Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 105

Prospecting Case Study Industry Study 105

SBI Growth

MARCH 23, 2014

The irony is that most sales professionals are not producing their own opportunities. All you have to do is open CRM and pull up the pipeline dashboard. Inspect how many opportunities exist in the pipeline. Sales Managers, there is a way to teach reps to get better leads.

Marketing Qualified Lead 312

Marketing Qualified Lead Leads Pipeline CRM 312

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Have a dedicated time on your calendar to prospect. Don’t allow interruptions!

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

The Pipeline

JUNE 26, 2014

The Pipeline Guest Post - Butch Bellah. How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. Well, you’re in luck!

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Pipeline Positioning Twitter Closing 325

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. No, seriously!

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

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Forecasting Webinar Metrics Pipeline System 307

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. How to turn sales managers into prospecting leaders. Try this alternative objection handling method: [link].

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Objections Forecasting Webinar Metrics Pipeline 276

Sales 2.0

OCTOBER 25, 2021

Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones.

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Pipeline Sales Management Competition Resources 111

No More Cold Calling

JULY 29, 2021

But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

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Hiring Sales Management Outsourcing Services Territories 224

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

Partners in Excellence

NOVEMBER 12, 2024

I review hundreds of deals and pipelines every year. We should have the data on: The average buying cycle, once a deal has been moved into the qualified pipeline; of the average time deals spend in each stage of the qualified pipeline. I’m only focused on sales cycles for qualified deals.

Sales Cycle 133

Sales Cycle Buying Cycle Pipeline Closing 133

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. We know prospecting is important, but we don’t do it on a regular basis.

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Pipeline 166

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. They are the ones who succeed in sales.

Pipeline 143

Pipeline Buyer Persona Lead Rank Sales Qualified Lead 143

Zoominfo

FEBRUARY 18, 2025

By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. Why Outbound Call Tracking Matters for Sales Teams Outbound call tracking software provides several key benefits, making it essential for modern sales teams. Personalized messaging automation.

Outbound 130

Outbound Software Software Buyer Intent 130

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. These are just the Insights portions.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. He’d broken the code to exceeding his call goal, and all his manager was focusing on was the number of calls. He’d broken the code to exceeding his call goal, and all his manager was focusing on was the number of calls.

Outbound 121

Outbound Call-back Sales Qualified Lead Pipeline 121

The Pipeline

SEPTEMBER 9, 2019

The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close.

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

Gong.io

NOVEMBER 16, 2022

That’s why building and managing a sales pipeline is so important. . A well-defined sales pipeline makes your sales process transparent, allowing you to see your deals in the sales funnel, where they’re getting stuck, and how long the entire process takes. What is a sales pipeline?

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Pipeline Ideal Customer Profile Top of Funnel Decision Maker 118

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance.

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Pipeline Opportunity Coaching Meeting 116

No More Cold Calling

OCTOBER 21, 2014

Or you can close the laptop and actually talk to colleagues, prospects, and clients. And if we’re really good, their referrals will keep our sales pipelines full of hearty leads. Get out there and actually get to know your prospects. Associations Enterprise Sales Management Salespeople Small Business'

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Networking Cold Calling Small Business Small Business 294

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. 1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Sales 2.0

SEPTEMBER 14, 2014

For those of us on the sales side you will know 3-4 weeks can go by in the blink of an eye. 3-4 weeks go by while you’re still learning your product and your market never mind filling your sales pipeline. For tips on ramping up your sales knowledge as fast as you can grab Jill Konrath’s new book, Agile Selling.

Scale 373

Scale Hiring Collateral Social Selling 373

Zoominfo

SEPTEMBER 2, 2021

The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business. Steven Bryerton, ZoomInfo’s senior vice president for sales, describes some of the changes in this video. According to Chorus research, 57 percent of sales reps don’t forecast their pipeline correctly.

Data 52

Data Scale SalesForce Forecasting 52

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Sales Cycle 309

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 addition to deal coaching and forecasting, managers should challenge reps to know their deals and develop plans to close them. As with much of sales, pipeline reviews should be routine.

Pipeline 118

Pipeline How To Forecasting Construction 118

MarketJoy

JULY 22, 2022

Why is creating an effective sales pipeline a nightmare for some businesses? After you read this short article, you will have a full understanding of how to build a robust sales pipeline. A sales pipeline plays an important role in any successful business. Is it as daunting as some people make it out to be?

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

The Pipeline

FEBRUARY 13, 2017

While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue! I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Zoominfo

MAY 13, 2018

Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. This way, you build a strong pipeline that will protect you should you lose a big account or sale at the last minute. Need more pipeline? Incentivize. Communicate.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Zoominfo

JULY 13, 2021

We are building a modern go-to-market platform where intelligence , workflow and engagement technology combine to deliver pipeline and revenue generation through insight-driven automation. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. .

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Scoring 264