The Pipeline

MAY 20, 2011

Home About The Pipeline. The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. The Pipeline Guest Post – Ian Brodie. LinkedIn is a two way street, now your prospects know your background.

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Pipeline Twitter Small Business Small Business 313

The Pipeline

SEPTEMBER 16, 2011

Home About The Pipeline. The Pipeline Renbor Sales Solutions Inc.s The Pipeline Guest Post – Dr. Rae Baum, Ph.D. Your Stress Matters – The Pipeline Guest Post – Dr. Rae Baum, Ph.D. RT @topsalesworld: Your Stress Matters – The Pipeline Guest Post – Dr. Rae Baum, Ph.D. Free Resources. 0 Subscribers.

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Pipeline Twitter Groups Cold Calling 298

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. You simply cant plan territories confidently without visibility into these parent-subsidiary links. Your sales coverage becomes intentional and conflict-free.

Data 130

Data Revenue Scale Territories 130

Sales 2.0

OCTOBER 25, 2021

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. Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) Sales process efficiency.

Territories 396

Territories Compensation Scale Decision Maker 396

Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Expand Your Pipeline.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag.

Objections 267

Objections Prospecting SME Cold Calling 267

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

The Pipeline

JULY 13, 2012

First, their pipelines; don’t get me wrong having a full pipeline is a good thing, but it needs to be full of the right things, opportunities, not clutter. But some sales people are reluctant to get rid of any opportunities once in the pipeline, not matter how old, unreal, or how much mold it has on it.

Territories 257

Territories Pipeline Guidelines Account 257

SalesHood

AUGUST 30, 2022

The Five Minute Sales Territory Plan Between sales kick-off season approaching and another year beginning, there’s a lot of talk about self-sourcing pipeline, prospecting strategies, and territory management planning.

Territories 128

Territories Analysis Pipeline Prospecting 128

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Thoroughly researching new areas and understanding their laws and regulations will help you successfully break into new territories. Request a demo today What is sales territory?

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52

Score More Sales

JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Download the “Strategic Prospecting Plan” here. Expand Your Pipeline.

Prospecting 222

Prospecting Education Territories B2B 222

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

SBI Growth

JANUARY 10, 2014

The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Impact on morale and any risks on the individual.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting?

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

SBI Growth

AUGUST 6, 2012

Pipeline: Know what is coming up in the near future. Is your pipeline an accurate representation of where the Head of Sales sees growth opportunities? Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline.

Lead Rank 118

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

The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. By Tibor Shanto. A Race To The Wall. No Problem. This is hard for some.

Prospecting 215

Prospecting Skype ROI Face-to-face 215

The Pipeline

SEPTEMBER 12, 2012

In sales it is often thought of as prospects who are perceived “ready to buy” or easy to sell due to a number of factors. Read On… What’s in Your Pipeline? Tibor Shanto.

Territories 255

Territories Quota Groups Pipeline 255

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Track pipeline and results by Personas. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. What’s in Your Pipeline? That is why it is a “sales process”, not a “buying process”. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. Tibor Shanto . Join me - Return On Objectives #Webinar.

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

The Pipeline

SEPTEMBER 15, 2014

Revisit “No decision” Opportunities – As I have argued in the past, it is important that we always understand why opportunities that made it into our pipeline delivered the results they did, usually one of three: Win – Loss – No Decision. What’s in Your Pipeline? Hence the title of today’s post, featuring my contribution.

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Outsourcing Services Closing Hiring Social Selling 306

The Pipeline

JUNE 13, 2012

There does come a point when sales people establish themselves at a company, in a territory, and they go into cruise control. This one reason I recommend to clients that they employ a combination of changing territories, shrink them, or change reps, requiring reps to always use their experience, rather than just ware it as a badge.

Territories 267

Territories Government Discount Account 267

The Pipeline

AUGUST 21, 2013

Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. They are able to lead prospect through a range of choices, challenges, noise and alternatives, cheaper and easier solutions, and get them to arrive at choosing them.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

SBI Growth

DECEMBER 5, 2013

There are several possible reasons: Need to keep your complete book of business and preserve your territory. Don’t have accounts in the pipeline to replace the bad ones. Fill your pipeline with new prospects. You instinctively avoid customer attrition. So why maintain Bad Customers? How Do You Acquire Bad Customers?

Customer 303

Customer Referrals Margin Territories 303

The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. I talk a lot about focusing on prospects’ Objectives. Sure, everyone has the goal of making quota, or improve prospecting, but the question is how? It is not enough to say, “I want improve my prospecting.” Objectives?

Territories 201

Territories Objections Quota Proposal 201

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. What’s in Your Pipeline? Tibor Shanto.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

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

SalesforLife

JUNE 13, 2019

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory.

Territories 105

Territories Segment Account Intent 105

Sales 2.0

OCTOBER 11, 2019

My territory was broad. Their job was getting meetings so brilliant sales engineering geeks like me could waltz in and generate sales pipeline by talking engineer-to-engineer. Once the realization hit me that setting meetings with prospects was the key to my success, I went to my sales manager to find out how to do this.

Engineering 262

Engineering Small Business Small Business Banking 262

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

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

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Zoominfo

JUNE 8, 2021

The sales and marketing technology landscape has grown from just a few hundred applications to thousands—each one promising to streamline go-to-market operations, accelerate pipeline and generate revenue at scale. Without the right tools, you simply can’t expect sales reps to know every detail about your prospects and customers.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

SBI

MARCH 29, 2018

Campaign Improvement: Node will surface the people that are most likely to be a fit for your solution, and provide contextual information to improve campaign response and conversion to pipeline. Build data-driven sales territories. Conduct prospect research for prospect outreach. Get real-time prospect updates (e.g.

Campaigns 66

Campaigns Pipeline Ideal Customer Profile Conversion 66

The Pipeline

AUGUST 6, 2019

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. So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Quota 242

Score More Sales

APRIL 5, 2014

Great salespeople have much fewer when it comes to beliefs about prospects or the future. It is upon me to reach out until my prospect and I connect.”. A learner gets a new territory and they create a plan to “own” that territory rather than mull over why it won’t work. Expand Your Pipeline.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212