SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Somebody at corporate is mad because there was no real ROI. And the buck always stops with you, the Sales VP. Some of these work.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

No More Cold Calling

OCTOBER 22, 2013

In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. It’s our job as smart, strategic sales pros to deliver value —real value.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Cincom Smart Selling

FEBRUARY 14, 2025

This article outlines 10 CPQ best practices to help optimize your performance, eliminate inefficiencies, and maximize ROI. Align CPQ with Your Sales Strategy A CPQ system that operates in isolation from the broader sales strategy leads to misaligned workflows, inconsistent pricing approvals, and disconnected customer interactions.

ROI 48

ROI Maximizer Lead Rank Discount 48

No More Cold Calling

SEPTEMBER 9, 2014

They want you to ask questions about their business challenges, share your expertise, offer solutions, and talk ROI. Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Associations Enterprise Sales Management Salespeople Small Business' Instead have a real business conversation.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

No More Cold Calling

FEBRUARY 6, 2014

Yes, they also have the technical expertise, but their people skills are what enable them to prospect well, develop relationships, and close business. CEOs and sales leaders across industries tell me that their people routinely email and send text messages to clients, and then complain that they can’t reach their contacts.

Closing 251

Closing Hiring Referrals Small Business 251

Pointclear

APRIL 17, 2013

Maybe it’s the marketing manager who fails to manage the CRM system as a system. Finally, it could be the communications manager who doesn’t manage and/or fails to report the ROI of every campaign. Corporations spend money on marketing, complain they don’t get an ROI and hold no one accountable. It’s a mess.

Lead Generation 216

Lead Generation ROI Lead Management Policies 216

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. By Tibor Shanto.

Course 235

Course Hiring Video Discount 235

Sales Hacker

JULY 15, 2021

Imagine this: you have a thoroughly vetted list of prospects. The prospects soak up everything your marketing team has to say. When marketing hands over the leads to the sales team , they have a field day and close most of them because they are highly qualified. If your ads don’t resonate with prospects, you must improve them.

Account Based Marketing 114

Account Based Marketing Top of Funnel ROI Cost Per Click 114

No More Cold Calling

JUNE 19, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Are you interested in achieving a 120-pecent ROI? Think again. Click here.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

MAY 27, 2014

We might not be able to get our clients a ROI overnight, but we can certainly prove we value their business by responding quickly to their needs. One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time. Be Prepared. What have these salespeople been doing?

Buyer 277

Buyer Cold Calling Social Media Small Business 277

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. That’s just the symptom. Save your money.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Zoominfo

JULY 13, 2021

Sales reps will be able to replicate the winning behaviors they hear and see, develop skills modeled by others in their organization, ramp quickly, and receive ongoing coaching for continual growth and improvement. I still remember how painful the process used to be to prepare for important sales calls.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

No More Cold Calling

MARCH 20, 2014

You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s frustrating and disappointing when a prospective deal goes from hot to radio silence. But it doesn’t mean the death of your sale. Does this sound familiar?

Training 248

Training Hiring Referrals Enterprise 248

Sales 2.0

APRIL 27, 2014

Or I may say “I don’t think we’re going to get a good ROI out of using your technology given our situation–or our customer base”. Gathering all that information and packaging it for your prospect can take a big chunk out of your sales week. I’ve seen sales people in my teams spend a day generating a proposal.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. The first step is to identify ideal prospects is to look in the current customer base by firmqographic details.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

SBI Growth

AUGUST 6, 2012

You need to focus efforts on companies that maximize your ROI. What sales resources forecast the largest returns? Is your pipeline an accurate representation of where the Head of Sales sees growth opportunities? Customer Spend: Calculate the ideal revenue from your prospects. Are your current accounts being undersold?

Opportunity 316

Opportunity Strategy Banking Territories 316

Janek Performance Group

JANUARY 22, 2025

In many ways, by streamlining sales processes and workflows, the CRM was the Industrial Revolution of sales. Not only that, but you can instantly access sales history and marketing campaigns and gain useful insights into clients and contacts with the ease of a customizable dashboard. makes its own use of the common data.

CRM 118

CRM Lead Qualification Social Media Data 118

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

No More Cold Calling

FEBRUARY 4, 2014

The key to delivering the ROI that keeps people coming back for more is actually talking to our customers—not through email or text, and not through marketing automation. Simplify Your Sales Conversation. : How People, Not Technology, Seal the Deal. How often do you actually talk to your current clients and prospects?

Customer 208

Customer Demographics Small Business Small Business 208

Anthony Cole Training

MARCH 5, 2013

Over the last 10+ years, tools like SalesForce.com, ACT, SalesLogic and Base have been developed that provide capabilities for sales management and finance to gather data, gain insight, manage sales opportunities and predicit future sales success. The selected system was created for finance instead of sales people.

ROI 211

ROI Pipeline Report Sales Cycle 211

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Sales Hacker

JULY 22, 2022

No matter the industry, every sales organization needs content. It is the first experience many prospects have with your brand — and it’s also the backbone of the sales strategy responsible for generating your revenue. Easy reporting and iteration of content that leads to increased ROI. Sales management.

ROI 102

ROI Lead Rank Lead Scoring eBook 102

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

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Sales and Marketing Management

JUNE 3, 2019

Predictive analytics, captured through an onboarding assessment, have been proven to increase productivity, reduce turnover, and ensure ROI on the cost of the hire. They recognize that time is too precious to spend with indifferent prospects and instead invest their time with people who clearly want or need the product.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

The Pipeline

AUGUST 3, 2017

Proactive Prospecting Summer – Part 5. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”. Arguing that the response needs to align with buyer/prospect expectations, meaning the statement should be about the business outcomes achieved, not the means of achieving them.

Objections 206

Objections Face-to-face Segment ROI 206

The Pipeline

JANUARY 27, 2012

At this point you can decide if you can help them understand your pricing, where their will see an ROI , and make full use of all the impactful thing you uncovered during the Discovery stage. In the end you still have the choice of re-establishing the value or moving on to the next prospect. Sales Success , Sales Technique.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. In any case, if the customer selected the wrong solution this will considerably limit the ROI they can achieve. From their customers and prospects, they know that the average time for their competitors to issue a quote is five days.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

In this article, we’ll look at a quantitative approach to CPQ ROI. In any case, if the customer selected the wrong solution this will considerably limit the ROI they can achieve. From their customers and prospects, they know that the average time for their competitors to issue a quote is five days.

ROI 62

ROI Discount Licensing Vendor 62

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. ” As a modern digital magazine, Sales POP! Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Scoring 98

SBI Growth

AUGUST 15, 2012

Typically this is something like, 30 additional prospects X average deal size = lift of $X in sales. As Joe presents his findings and recommendations, questions begin to flow from the VP of Sales. He then performs ride-alongs with multiple sales representatives to observe the buyers in action.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This accessibility ensures that sales teams are always one step ahead, equipped with the latest digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Hubspot Sales

APRIL 5, 2018

And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?". It's very likely that your prospect forgets your name by the time you reach out a month later. At HubSpot, lacking urgency is the number one objection we face in the sales funnel. Rep: “Okay.

Marketing Qualified Lead 111

Marketing Qualified Lead Lead Rank Prospecting Hiring 111

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

SBI

MARCH 29, 2018

Deal Identification and Management: Node will provide contextually-relevant information about the people and companies in your sales cycle to enable you to figure out the best path to drive ROI from your sales efforts. Build data-driven sales territories. Conduct prospect research for prospect outreach.

Campaigns 66

Campaigns Pipeline Ideal Customer Profile Conversion 66

SBI Growth

AUGUST 13, 2018

Picture this… You have just acquired a B2B technology company focused on big data and are tasked with growing the Portfolio company quickly over the next 18 months due to the company’s potential. Your company’s due diligence captured a few opportunities.

ROI 149

ROI B2B Data Opportunity 149

The Spiff Blog

SEPTEMBER 9, 2022

The fact that the prospect made a buying decision is actually a big deal (win or lose), and if you can get any insights into why they chose a specific competitor that is also worth celebrating,” says Tom Burton, Co-Founder and COO of LeadSmart Technologies ( source ). A more supportive and collaborative sales culture. Final thoughts.

ROI 83

ROI How To Face-to-face Commission 83