The Pipeline

JUNE 26, 2014

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. Think about that, what we measure we have the ability to manage.

Pipeline 325

Pipeline Positioning Twitter Closing 325

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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?

Hiring 224

Hiring Sales Management Outsourcing Services Territories 224

SalesFuel

FEBRUARY 16, 2025

With over 15 years in sales and marketing divisions of three Fortune 200 companies, Mark has led significant projects, including the creation of a new 200-member sales force. He is the author of several influential books, including 'High-Profit Prospecting,' 'High-Profit Selling,' and 'A Mind for Sales.'

Hiring 52

Hiring Prospecting Face-to-face Twitter 52

Hubspot Sales

OCTOBER 20, 2020

If you’ve worked in sales, you know that your performance is based on a single premise: you have to want to sell. Prospecting effectively, rebounding quickly from rejection, and dealing with difficult customers won’t happen if your heart’s not in it. A positive attitude endears you to both clients and coworkers.

Positioning 138

Positioning Energy Study Exercises 138

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

Hubspot Sales

JANUARY 14, 2025

Trust a Sales Champion Ultimately, a sales champion isnt just a stellar deal-closer for your sales team. Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Sales champions take crushing it to a whole new level.

Data 111

Data Hubspot Negotiation B2B 111

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

SalesFuel

JULY 25, 2024

Introverts tend to be socially anxious and therefore, may not feel suited to a prime sales position. However, there are ways for introverts to achieve relevance in the sales world and accentuate their inherent sales strengths. Prospects deserve to be heard and their positions thoughtfully considered.

Positioning 105

Positioning Hiring Lead Scoring Lead Rank 105

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Social Selling 108

Social Selling Social Media Media Networking 108

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Assesses prospecting potential and closing style.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Sales 2.0

SEPTEMBER 14, 2014

This is often when the founders call in a “sales professional”. Maybe a chief sales guy or a VP of sales (usually the same function just a better title). It’s time to “scale their sales”. Now I’ve been in this position. Startup sales reality. Sales Management'

Scale 373

Scale Hiring Collateral Social Selling 373

Sales and Marketing Management

OCTOBER 12, 2018

Certainly, being articulate is an ingredient in the sales success recipe, but that is not the one that makes someone a sales rock star. Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. Learn more in Lee’s new, groundbreaking book “Sales Differentiation.”

Buyer 266

Buyer Construction Exercises Positioning 266

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. If your sales reps are resistant, then they are not coachable. . Conclusion.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. What does it take to transform this dreaded responsibility into a positive, fulfilling part of your day? Positivity. Alas, it is absolutely essential.

Coaching 257

Coaching Construction Pivotal Positioning 257

Pipeliner

JANUARY 16, 2025

The Unique Nature of Sales Hiring Understanding the Distinctiveness of Sales Roles Walter Crosby emphasizes that sales roles are fundamentally different from other positions within an organization. Despite this, many companies continue to use the same hiring processes for sales positions as they do for other roles.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Sales and Marketing Management

MAY 28, 2018

Author: Cristina Gomez The war for top-performing sales talent has begun. By 2026, the number of open sales positions is projected to grow by more than 3 percent , putting the pressure on sales leaders and HR teams to attract top talent. percent of what their male counterparts earn. Strategies for Gender Diversity.

Face-to-face 250

Face-to-face How To Salary Quota 250

MTD Sales Training

APRIL 23, 2019

Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. Are USP’s really USP’s any longer?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

SalesFuel

MAY 9, 2024

Sellers who ask powerful sales questions position themselves for success. They can leverage the valuable knowledge gained from these questions to develop relationships, show value and close sales. Powerful Sales Questions Build the Bigger Picture Questions play a big role throughout the entire sales process.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Nutshell

MARCH 25, 2024

More often than not, this leads to a positive brand experience and a happy customer. DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. That means more word-of-mouth referrals, more customers, and more revenue.

Positioning 127

Positioning Customer Churn Face-to-face 127

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. Trust is the foundation for building strong teams, creating a positive work environment, and producing winning results.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.”

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. Coaching and Training Superpowers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

DiscoverOrg Sales

MARCH 5, 2019

If you know when a new executive takes a new position, you can take advantage of this early momentum. And this is exactly what the new Salesforce sales rep did. Management changes are one the most obvious but least utilized inflection points in your sales strategy arsenal. And your new prospect has budget to solve it.

Hiring 218

Hiring Decision Maker How To SalesForce 218

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. ” – Rob Ulsh Key Takeaways: AI is not a threat to sales professionals but a powerful tool that can enhance their effectiveness. He also emphasized the time-saving aspect of AI in prospecting.

Company 296

Company Sales Leadership Retention Loyalty 296

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., to customer service and account management. Require Management Participation In addition to believing in the training, sales managers need to be participants.

Training 118

Training Hiring How To Retention 118

Hubspot Sales

AUGUST 12, 2020

That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. What is inbound sales? Inbound sales is a personalized, helpful, modern sales methodology. Here's how to understand the difference between inbound and outbound sales.

Inbound 140

Inbound Top of Funnel Outsourcing Services Hiring 140

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Vengreso

MARCH 26, 2025

Integrate it with: Gmail Facebook LinkedIn Drift Twitter Slack Teamwork HubSpot Outlook Web SalesForce Sales Navigator and Google Docs …to give your team the tools they need to build a loyal community and command prospects’ attention. They impart information on: The best sales strategies for each platform and audience.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

Sales and Marketing Management

JULY 21, 2019

Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line. CSO Insights reports that implementing formalized sales coaching leads to double-digit improvements in win-rates and quota attainment. React to the unexpected.

Coaching 241

Coaching Video Hiring Trade Show 241

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. Inside Sales or Field Sales? (or Unset career paths.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279