The Pipeline

JUNE 9, 2020

Step back and see that much of our ability to pivot and continue came by leaning on different people than in previous pivots. Due to the unprecedented lockdown, those who were agile, able to vigitize , are marching on to new sales opportunities. Having gone through the dotcom boom, the people pulling the levers were still traditional.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Stalled sale. Let me think about these and get back with you.”. Sound familiar?

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Force Management

SEPTEMBER 28, 2023

A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.

Pivotal 150

Pivotal How To Sales Sales Leadership 150

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. .” It didn’t turn out so well for them because while Jack is a senior in college, Kyle barely graduated from High School. Incentives work.

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

Understanding the Sales Force

NOVEMBER 7, 2022

Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? There was a clear correlation between 4 baseball KPI's and the outcome of the World Series.

Quota 284

Quota Sales Management Coaching Pivotal 284

Understanding the Sales Force

AUGUST 8, 2022

Pivot to sales. If the car could speak, it would be saying, "Dave doesn't know what he can't see back there but he needs to see it right now. So I'm going to turn off the map display and instead, give him the two-camera intelligence he needs." It's crazy!

Pivotal 293

Pivotal Closing Sales Comparison 293

Predictable Revenue

MARCH 12, 2025

The post Fail Fast, Pivot Smart with Paul Doerwald appeared first on Predictable Revenue. Customers wont always adopt a tool that improves their workflow, but they will actively seek to eliminate something that slows them down.

Pivotal 62

Pivotal Revenue Tools Customer 62

Understanding the Sales Force

OCTOBER 16, 2018

What would it look like if we were to pivot this data and look only at the group who have it as a weakness? Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%.

Decision Maker 264

Decision Maker Pivotal Groups Coaching 264

Understanding the Sales Force

MARCH 15, 2022

So let's pivot back to sales. The nicest coach Michael ever played for, the one who we, as parents liked the most, and the one Michael loved the most, didn't make the top 5. They loved each other but didn't win anything together and the coach didn't bring out the best in Michael. He was simply way too chill. There are two parts to this:

Coaching 312

Coaching Sales Management Pivotal Travel 312

SBI Growth

JUNE 17, 2021

Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle. Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world.

Pivotal 227

Pivotal B2B Strategy Sales 227

Koncert

MARCH 4, 2025

Despite their pivotal role, SDRs often face significant challenges that impede their productivity. This blog delves into these pain points and explores how Koncert AI Flow Dialers can address them effectively, leveraging technology to enhance sales engagement , outbound calling, and overall team efficiency.

Face-to-face 85

Face-to-face Pivotal Sales Qualified Lead Outbound 85

SBI Growth

APRIL 1, 2020

And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure. You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind.

Pivotal 224

Pivotal Customer Strategy Marketing 224

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

Prospecting 225

Prospecting Face-to-face Pivotal Meeting 225

Sales Gravy

JANUARY 16, 2025

Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams success by offering real-time coaching and feedback. Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams success by offering real-time coaching and feedback.

Coaching 98

Coaching Sports Pivotal Energy 98

Sales Gravy

MARCH 18, 2025

The rep sees how an experienced teammate answers tricky questions, navigates underwriting guidelines, and pivots between carriers. The rep sees how an experienced teammate answers tricky questions, navigates underwriting guidelines, and pivots between carriers. Hands-On Coaching Each real conversation is a goldmine for coaching.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Steven Rosen

JUNE 3, 2020

Sales coaching is a pivotal factor in closing the sales gap. By following a Focused Sales Coaching methodology, you can then key in on the one area that the sales rep is committed to improving and effectively coach them. Coaching improves sales performance by upwards of 20%; it also improves sales rep engagement.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

Zoominfo

FEBRUARY 24, 2025

Instead of waiting for post-campaign analysis, GTM teams can pivot mid-campaign, maximizing performance in fast-evolving market conditions. Enhances agility : Leaders can pivot strategies dynamically, effortlessly adapting to market shifts. AI transforms campaign optimization into a continuous, real-time process.

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

The Pipeline

OCTOBER 28, 2020

Join Bob Howard of Contact Science , and me, for this interactive discussion about pivotal elements of prospecting, both skills, and systems. As with other aspects of sales, frontline managers are either the linchpin to your team’s success. Help For Those Who Want It.

ACT 235

ACT Face-to-face Pivotal Pipeline 235

Sales and Marketing Management

JUNE 29, 2020

Eidsvold says the company’s incentive travel clients have either pushed planned group travel events to the second half of 2021 or pivoted to an online platform where salespeople earn points that can be redeemed for rewards of their choosing. Sales are still happening, but a group celebration isn’t likely.

Travel 218

Travel Groups Incentives Incentive 218

Sales Gravy

FEBRUARY 4, 2025

Instead, pivot to a mindset of partnership: Build Real Relationships Invest time getting to know your buyer on a personal level. Instead, pivot to a mindset of partnership: * Build Real Relationships Invest time getting to know your buyer on a personal level. Talk about local sports teams, industry news, or shared hobbies.

Customer 84

Customer Licensing Proposal Government 84

Sales and Marketing Management

DECEMBER 14, 2020

For example, one of our key high-tech clients initiated a straightforward deal registration program and quickly pivoted to a robust sales training and engagement effort. We’re currently in what some might consider the golden age of sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Sales and Marketing Management

DECEMBER 2, 2024

Proactive scenario planning and agile execution allow B2B teams to pivot quickly, ensuring alignment and progress even when facing unforeseen challenges. The post What Happens When Your Go-to-Market Strategy Encounters the Unexpected? appeared first on Sales & Marketing Management.

Strategy 156

Strategy Face-to-face Pivotal Marketing 156

Hubspot Sales

MARCH 13, 2025

You need to set clear, data-driven goals, keep the team aligned, and stay flexible enough to pivot when necessary. Its critical to be agile and able to pivot when things dont go as planned. Ultimately, hitting revenue targets is a mix of strategy, execution, and adaptability , says Stephen Do. Prioritize Communication.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Sales 2.0

JULY 28, 2020

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Sales Gravy

MARCH 11, 2025

To handle them, remember: Agree and Pivot When someone says, How much does it cost? Immediately pivot to: Id love 15 minutes to show you exactly how we do that. To handle them, remember: Agree and Pivot When someone says, How much does it cost? Immediately pivot to: Id love 15 minutes to show you exactly how we do that.

Objections 58

Objections Advertising Advertising Cold Calling 58

Zoominfo

JANUARY 15, 2021

Do it right, and you can: Spot potential ‘issues’ early (and pivot). With the length-of-sales-cycle method, CRM will play a pivotal role in tracking lead activity. While sales forecasting is an estimate of what will happen, it’s also a guide that can keep sales teams on track and hitting their number. Opportunity stage forecasting.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

Sales and Marketing Management

NOVEMBER 11, 2020

More than three-quarters of event planners (78%) believe that moving forward, in-person events will pivot to hybrid models. . Most event planners and businesses expect to continue to incorporate virtual components to their live events even in a post-pandemic world. Even when (if?) things get back to normal.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Zoominfo

JULY 6, 2020

With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. You’d be hard-pressed to find someone who didn’t have …. an unusual second quarter. At ZoomInfo, the story was no different. We adjusted goals. We reset expectations. We said goodbye to the office (for now). Oh yeah, and we IPOd.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Sales and Marketing Management

NOVEMBER 8, 2018

You may discover that a buyer pivoted in their career or that you know someone in common, which are great opportunities to ask more questions. What were you doing before you were at this company? Your buyer’s career path may come in handy because it will give you a sense of where they’ve been and where they’re headed.

Pivotal 266

Pivotal Buyer Groups Follow-up 266

No More Cold Calling

NOVEMBER 8, 2021

It was a pandemic, and businesses were struggling with managing remote sales teams and “pivoting” their focus to survive. Now I know why, because I’ve been guilty of it myself. I was over-the-top busy last year with business I hadn’t expected. My phone started ringing in June, and the rest of the year was a blur.

Referrals 227

Referrals Customer Revelation Networking 227

Zoominfo

MARCH 21, 2025

By leveraging advanced technologies such as conversation intelligence and artificial intelligence , these tools offer unprecedented insights into sales interactions.

Sales Coaching 130

Sales Coaching Software Software Coaching 130