The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. They are the furthest down the pipe”. “I

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. However, despite this, it would be a mistake for organizations to think they can just sign their team up for training and watch them succeed. To be successful, training cannot be a one-off event. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. It can be a critical step in filling your sales pipeline with great opportunities. Humans, aka your prospects, don’t care about?your?problems Do you know anything about your prospect’s personal goals?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

OCTOBER 24, 2019

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. Train The Prospect.

Prospecting 205

Prospecting Training SME ROI 205

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. Your question can be a key to unlocking a train of thought. Changing Focus.

Objections 339

Objections Prospecting Fashion Face-to-face 339

DiscoverOrg Sales

MAY 30, 2018

If you’re at a small company or startup, you were probably impressed and inspired by the highly sophisticated and advanced techniques that your peers at large companies with big teams are using to build lead pipeline. You have all the info you need to start building your pipeline strategy. That’s perfect!

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Targets Demand Generation 270

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. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. By Tibor Shanto. Best Defence Is a Good Offence.

Objections 267

Objections Prospecting SME Cold Calling 267

The Pipeline

APRIL 23, 2019

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. I have trained some large transport companies, have a good feel for the business, opportunities and challenges. Find Yours.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

JUNE 22, 2020

One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers.

Buyer 272

Buyer Prospecting Travel Call-back 272

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

The Sales Hunter

MAY 21, 2019

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. Make your prospects earn the right to become prospects.

Prospecting 275

Prospecting Sales Qualified Lead Marketing Qualified Lead Leads 275

No More Cold Calling

MAY 22, 2019

That’s why I decided to host summer sales training courses this year. And it took training and practice. Either way, if you’re looking for individual sales training courses that can help you fill your pipeline with hot leads, this is the program for you. Referral Sales Training Courses. A marathon is 26.2

Referrals 47

Referrals Course Training Hiring 47

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. 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. Your time is too valuable! Most likely, no! Your time is valuable.

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

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. Sales engineering, customer success, and support teams all require content and training.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Work consistently to improve their process and more quickly engaging the prospect. Use the telephone heavily.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

Sales and Marketing Management

SEPTEMBER 23, 2020

Building a sales pipeline in this context can seem daunting. To start, we should define a pipeline. A pipeline refers to the set of opportunities that a sales team is working on with the intent to convert those opportunities to sales. Keep in mind that the pipeline is built by both Sales and Marketing personnel.

Pipeline 177

Pipeline Lead Rank Hiring Lead Scoring 177

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. That momentum helps them stick with the grind of more complex training.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

SalesFuel

MAY 8, 2025

Much like spring cleaning, the beginning of the second quarter is a great time to conduct a sales pipeline review. The Sales Pipeline Review Informs Your Sales Manager The highest best use of your time can often be communicating with sales management. You may be asked to revisit a prospect with a specific goal in mind.

Pipeline 59

Pipeline Hiring Referrals Cold Calling 59

Anthony Cole Training

DECEMBER 3, 2020

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

Prospecting 203

Prospecting Conference Groups Pipeline 203

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Scoring Lead Rank 62

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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

MARCH 3, 2020

For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? Your front-line managers are crucial to retrain managers whenever you introduce new training.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Zoominfo

DECEMBER 20, 2024

Training and Support: Invest in training for end-users and ensure ongoing support for seamless adoption. ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Understanding the Sales Force

MARCH 20, 2024

Similarly, many prospects are also non-believers in your product or service. This begins with training and coaching Sales Leadership to support such an organization. Salespeople need to be trained too, but as much time needs to be spent on beliefs as it does on Sales Process, Sales Methodology, Sales Strategy, and Sales Tactics.

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. Most are focused on and working on getting that primary directive right.

Prospecting 210

Prospecting Harvest Call-back SME 210

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. 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. How long will this take?” What to do?

Face-to-face 320

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

Zoominfo

APRIL 15, 2025

These tools help streamline day-to-day tasks and offer actionable insights into prospect behavior. Larger Deal Sizes : 70% reported an increase in deal size, likely attributed to better prospect insights and tailored outreach. Higher Win Rates : AI-powered tools contributed to a 76% increase in win rates.

Survey 130

Survey Forecasting Lead Rank Lead Scoring 130

Partners in Excellence

DECEMBER 6, 2024

” I am offered lists of thousands of prospects. As I sit in pipeline reviews, almost universally, the coaching is, “You need more,” followed by demands to 3X, 4X, 9X their pipelines. As a trained physicist, I know the math works. People ask me about my prospecting. we have 92-89% win rates.

Ideal Customer Profile 117

Ideal Customer Profile Pipeline Channels Motivation 117