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

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

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

No More Cold Calling

JANUARY 31, 2025

Youre just assuming your team is doing well with referrals, and assumptions dont fill pipelines. Pain Point #2: Your pipeline cant be trusted. An unreliable pipeline creates false confidence. The impact of referrals on sales pipeline reliability cant be overstated. When the pipeline falters, revenue follows.

Referrals 156

Referrals Scale GoldMine Pipeline 156

SBI Growth

JANUARY 2, 2014

At the end of Q2 your pipeline was healthy. Somehow the pipeline collapsed. By the end of the year 40% of your reps hadn’t made quota. As a Sales Operations leader, you use the pipeline to build budget and allocate resources. Have a pipeline with 5X your quota. Last year you missed the number.

Sales Process 308

Sales Process Hiring Forecasting Quota 308

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

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And emerging solutions such as AI agents and AI SDRs are already accelerating time-to-market, enhancing team productivity, and delivering better ROI on tools and resources for early adopters.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

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. Given all the tools available, we shouldn’t have to exclusively go by feel. That reality leads to an uncomfortable choice.

Discount 361

Discount Quota Sports Objections 361

The Pipeline

SEPTEMBER 2, 2020

Consistent, effective, and efficient prospecting sufficient to deliver enough viable opportunities to retire quota, still eludes many teams. No process, incomplete data, a vacuum of leadership, can explain why prospecting continues to be a challenge, and why only about 50% of B2B reps achieve quota. Pre-existing Condition.

System 316

System Prospecting Quota Decision Maker 316

The Pipeline

OCTOBER 16, 2014

I recently read a piece that was supposed to boggle my mind, it talked about a stat that came from an executive at a social selling platform, at a social selling event, that suggested that sales professionals who use social selling are 51% more likely to exceed their quota. What’s in Your Pipeline? what was Telex Sales -3.0?

Social Selling 303

Social Selling Quota Consumer Up-Sell 303

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.

Pipeline 107

Pipeline Tools Coaching Forecasting 107

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. As the primary team responsible for sales tools, it’s time to re-evaluate. Track pipeline and results by Personas. Create tools such as call plans, discovery guides and opportunity assessments that are persona-based.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

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 6, 2024

The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. And RevOps has the tools and analytics to run all these models to give us the answers needed to achieve our goals.

Lead Gen 127

Lead Gen Lead Rank Top of Funnel Analytics 127

The Pipeline

FEBRUARY 4, 2020

More roles, more tools, more input, more enablement, more you name it, yet the CSO Insight, it is not leading to more on a performance basis. Whether you look at individual win rates, quota attainment and more, it is clear why you need more people to operate the machine. show a different reality. What are their SDR’s numbers?

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Mindtickle

FEBRUARY 25, 2025

Every sales rep knows the importance of building a sales pipeline. After all, without opportunities in the pipeline, its impossible to close deals. But the best sellers go further to determine whether their sales pipeline has enough potential to hit their sales targets. What is pipeline coverage?

Pipeline 52

Pipeline Ideal Customer Profile Top of Funnel Lead Scoring 52

Zoominfo

AUGUST 8, 2024

The Difference Between Sales Enablement and Sales Operations Sales operations as a department covers every component of driving sales, for example, setting quotas, defining territories, and determining compensation. Meanwhile, sales enablement focuses on the sales team that sales ops has helped build.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Lead411

JANUARY 16, 2025

Sales Tools for 2025 Top 5 AI Sales Tools for 2025 AI tools are revolutionizing the sales landscape, empowering teams to work smarter, personalize outreach, and close deals faster. Heres a look at the top 5 AI sales tools in 2025, complete with real-world examples of use and pricing. Top 5 Best A.I.

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

SBI Growth

OCTOBER 3, 2013

You''ll also get plenty of other tools to help you meet all types of Sales Ops challenges. You may only be one connection removed from a pipeline of opportunities. Measuring referral activity determines each rep’s likelihood of filling their pipeline with qualified leads. Follow them through the pipeline. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

The Pipeline

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Scoring 352

Zoominfo

SEPTEMBER 2, 2021

Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021. According to Chorus research, 57 percent of sales reps don’t forecast their pipeline correctly. That lack of data can lead to missed quotas and derailed company revenue.

Data 52

Data Scale SalesForce Forecasting 52

Cincom Smart Selling

APRIL 10, 2025

This strategic discipline ensures that salespeople have the necessary tools, content, processes, and technology to engage buyers effectively and close deals more efficiently. From faster quotes to fewer errors, see how the right tools can turn your sales process into a growth engine. What is Sales Enablement?

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

The Pipeline

OCTOBER 9, 2017

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. The rep in question was a solid B player, knows the product, market, and there were years he actually made quota. In essence, quantity over quality.

Scale 265

Scale Quota Margin Referrals 265

SBI Growth

APRIL 27, 2013

These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The full list is available in the downloadable tool here. They are focused on monthly and quarterly quotas, pending deals, and helping handle objections. Download this tool of sample obsolescence symptoms. Rick (soon obsolete).

Buyer Persona 335

Buyer Persona Networking LinkedIn Consumer 335

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. No Distraction. When something is important, you make time for it.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

The Pipeline

OCTOBER 2, 2018

But ignoring specific facts does not make them go away, and could well explain why we seem to be doing more than ever to achieve quota, with little progress. As always, when the tool and process become the focus, the purpose is usually lost. ” Meet the modern learner – Bersin by Deloitte. Learning Is Local.

Coaching 273

Coaching Quota Cold Calling Data 273

The Pipeline

OCTOBER 28, 2020

Sure, that is why almost 50% of B2B sellers fail to make quota. The tools you need to win, and the ones you don’t no matter what they say at the club. Create predictability, viability, and consistency of your pipeline. Listen, if your pipeline runneth over, skip this, but if not, click here and sit in. Lack of skill.

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 Scoring Lead Rank 258

Hubspot Sales

SEPTEMBER 9, 2024

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. Tools like ChatSpot and Sales Navigator can save your team lots of time they would otherwise spend on market research and lead enrichment.

Lead Rank 118

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

SBI Growth

JUNE 5, 2013

They look at each rep’s performance to quota. They review the pipeline. The sales call coaching tool will help sales leaders ensure their reps are prepared. Use the Sales Call Coaching tool to ensure your sales people are properly prepared. Sales Leaders miss or make the number one sales call at a time.

Objections 335

Objections Coaching Follow-up Lead Scoring 335

SBI Growth

JULY 22, 2013

Missing even more than 5% of your budgeted team can cause a missed quota. Training your sales team how to social sell will immediately improve your sales pipeline. Fill the pipeline with these big deals now. This session will get you numerous productivity tools including the Hiring Freeze Survival Guide.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

The Pipeline

FEBRUARY 22, 2022

Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. Doesn’t matter the tools, the technique or anything that take the conversation away from the why of it all. By Tibor Shanto.

Objections 351

Objections Forecasting Quota Buyer 351

Sales Hacker

JULY 26, 2021

These tools allow users to send a link to someone else, and the person on the retrieving end can choose the time that works best from a selection of different time slots. The tedious and time-consuming tasks that occupy sales reps include: Having to switch between multiple tools. Having multiple tools open at once.

Quota 131

Quota Outbound How To Cold Calling 131

The Pipeline

DECEMBER 1, 2014

I remember once telling a director that I could not imagine or fathom going to our annual sales meeting and going up on stage to receive an award other than the one for making quota. This drove my activities, and gave her a great tool to motivate me when needed. What’s in Your Pipeline? Tibor Shanto .

Intent 288

Intent Face-to-face ACT Compensation 288

Partners in Excellence

JANUARY 23, 2025

We become obsessed with forecasts, pipelines, and their health. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. ” And we are using these tools to…… ramp up the numbers even more. On the customer side, we see increasing No Decision Made.

Segment 122

Segment Maximizer Margin Up-Sell 122

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Fortunately for you, we’ve sifted through the clutter and done all the legwork to bring you the top 10 sales prospecting tools. Wiza reviews 4.5/5

Ideal Customer Profile 125

Ideal Customer Profile B2B Tools Prospecting 125

Tenbound

DECEMBER 2, 2024

Key Findings Revenue Contribution of SDRs SDR teams have become essential for pipeline generation and revenue. Quota Attainment and Metrics While SDR teams sourced a significant portion of company pipelines, hitting quotas remains challenging. Download Report Here.

Survey 59

Survey Hiring Compensation Lead Rank 59