The Pipeline

MARCH 30, 2011

The Pipeline Renbor Sales Solutions Inc.s Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ It’s a real question we hear often, and we know sales reps are not wanting to hear a vague reply like, ”It depends on your situation.” They are looking for practical advice to a real-world sales problem.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Zoominfo

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. It’s about helping your sales organization do what they do best. Then, make sure you’re combining the best tools with sales enablement best practices.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

The Pipeline

MAY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Hubspot Sales

MAY 29, 2019

Even a brand-new sales rep knows that a "sales opportunity" is when you are working with a qualified prospect who has a good chance of becoming a customer. After all, typically only 10 to 15% of B2B sales opportunities become deals. But a "sales opportunity" is more than a "lead," and herein lies the rub.

Sales Qualified Lead 109

Sales Qualified Lead Opportunity Marketing Qualified Lead Lead Rank 109

No More Cold Calling

MAY 6, 2014

Are you looking for the right prospects in all the wrong places? Sales is like dating. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person. Someone who’s downloaded a white paper is not a qualified lead, nor is someone who’s viewed a demo.

Sales Qualified Lead 227

Sales Qualified Lead Leads Marketing Qualified Lead Ideal Customer Profile 227

Partners in Excellence

OCTOBER 21, 2020

He posed the question, “Which of the following workflow is more important, Prospecting, Opportunity Management, Account Development, Partners.” Right now, too many people believe, “If we only solve our prospecting problem, everything would be great!” Opportunity management is key to hitting our numbers.

Top of Funnel 118

Top of Funnel Face-to-face Social Media Account 118

Anthony Iannarino

MAY 31, 2019

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers.

Prospecting 105

Prospecting Cold Calling eBook Top of Funnel 105

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. Associations Enterprise Sales Management Small Business'

Buyer 271

Buyer Face-to-face Social Media Small Business 271

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

Janek Performance Group

MAY 24, 2023

For sales organizations, these numbers are expressed in raw data we call leading and lagging indicators. Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations. Of course, top sellers vary the days and times of their prospecting calls.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

The Pipeline

JUNE 3, 2011

The Pipeline Renbor Sales Solutions Inc.s 5 Ways to Boost Your Email Prospecting Response Rate. Stored in Attitude , Business Acumen , Guest Post , Proactivity , Sales Strategy , Sales Success , Sales Technique , Sales Tip , e-mail , execution. Go ahead, do it, its good for you and your sales!

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Sales 2.0

SEPTEMBER 14, 2014

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. This step could ideally happen in parallel to the founders making their initial sales. Sales Management' And in the situations I’ve seen this step was missed out.

Scale 373

Scale Hiring Collateral Social Selling 373

Sales Hacker

FEBRUARY 6, 2019

The goal of the sales process should be to make life easier for your customers and reps by allowing everyone to proactively get ahead of any potential objections or challenges. Some key content you’ll want to create to support the sale process include: Discovery call script. Educational white paper (e.g. why do this now).

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Igniting Sales Transformation

SEPTEMBER 16, 2019

I would revise Gartner’s definition slightly to say, “designing and reacting to prospect and customer interactions to meet or exceed their expectations and, thus, increase pipeline, revenue, satisfaction, loyalty and advocacy.”. The most common strategy to engage new prospects starts with content. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

SBI Growth

JANUARY 22, 2014

You may not have the luxury of an LMS (Learning Management System). You can create PowerPoints, Prezi, videos or white papers to name a few. Remember, as the sales enablement leader, your sales reps are your customers. social prospecting) is a great way to use drip testing. A big initiative (i.e.

Training 281

Training Customer Hiring Education 281

Partners in Excellence

JUNE 9, 2021

To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. Somehow, our engagement strategies are less and less effective.

Lead Rank 149

Lead Rank Channels Customer Service Sales Qualified Lead 149

Allego

APRIL 30, 2024

In addition, McKinsey analysts say, “AI can boost sales effectiveness and performance by offloading and automating many mundane sales activities, freeing up capacity to spend more time with customers and prospective customers (while reducing cost to serve).” 5 Ways AI Is Transforming Sales Enablement 1.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Allego

JUNE 11, 2024

The sales enablement strategy is a comprehensive plan that includes many parts: Sales Content Management involves creating, organizing, and distributing relevant content such as case studies, white papers, videos from your top performers, and presentations that sales teams can use at different stages of the buyer’s journey.

Sales Enablement 62

Sales Enablement Top of Funnel Strategy Hiring 62

Janek Performance Group

AUGUST 26, 2024

This includes top line revenue, margin, the cost per sale, revenue per rep, etc. At Janek, we see many sales teams that only focus on lagging indicators. Because reps and sales managers get paid based on these metrics. Sales velocity can also be broken down into: Cross-sell rates Upsell rates Existing accounts 3.

Top of Funnel 62

Top of Funnel Coaching Sales Cycle Sales Coaching 62

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. The cost of bad hires reverberates long after the errant sales professional has been shown the door.

Hiring 52

Hiring Sales Talent Quota Travel 52

The Pipeline

MAY 27, 2011

The Pipeline Renbor Sales Solutions Inc.s 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Success , Sales Technique , execution. Prospecting is a term that’s been around for a long time. Go ahead, do it , click here now!

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI Growth

SEPTEMBER 2, 2012

In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Partners in Excellence

MARCH 12, 2020

Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you are paying attention. Afterword : The process we put in place with my client was based on the implementation of our Sales Execution Framework (SEF).

Proposal 101

Proposal Margin Sales Cycle Quota 101

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Voice mail continues to be a topic of discussion whenever sales people get together. Prospecting. Sales Compensation.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Chorus.ai

JANUARY 29, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. It’s about helping your sales organization do what they do best. Then, make sure you’re combining the best tools with sales enablement best practices.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

The Pipeline

NOVEMBER 25, 2011

Changing mediums, my webinar Leveraging Trigger Events for Sales Success , a jolly romp of triggers triggered and dodging bullets; is up for Top Sales & Marketing Webinar. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Janek Performance Group

NOVEMBER 16, 2022

This is the lengthy process of developing raw sales talent into top performers within their respective organizations. Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. There, we focused on how onboarding has changed.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

SBI

MARCH 13, 2018

Now, let’s apply it to sales. “If If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. I asked this question recently to a handful of sales executives and the answer was, “we have mandated that all info needs to be entered into the CRM, but quite frankly, the reps aren’t doing it.”

CRM 139

CRM Data Intent Decision Maker 139

Partners in Excellence

SEPTEMBER 28, 2014

Marketing and sales really need to get their acts together. I’m almost hesitant to click on a download for an eBook or White Paper. One was an eBook on Sales Management, containing 2 articles featuring me. But I experience the same thing with virtually every eBook or white paper I download.

eBook 92

eBook Lead Rank Lead Scoring Ideal Customer Profile 92

Pointclear

AUGUST 15, 2017

Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. In my years of sales management and sales consulting I have found the following four reasons for sales failure in many companies.

Quota 113

Quota Forecasting Policies Pipeline 113

Showpad

FEBRUARY 9, 2020

Reps first kick off their participation in a given organization’s sales enablement strategy days, weeks, and sometimes even months before the initial conversations with a prospect take place. The latter, improvisational approach can work in a pinch, but for the sake of good sales enablement, it should not be a go-to for reps. .

Sales Enablement 99

Sales Enablement Hiring Social Media Pivotal 99

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

Partners in Excellence

MARCH 9, 2023

I spend a lot of time with sales managers looking at data. I ask questions about win rates, deal sizes, sales cycles, prospecting outcomes, account growth/share, market growth/share, business justification, seller performance analysis. If they aren’t getting enough leads, more emails/calls/social.

Data 71

Data Vendor Pipeline Face-to-face 71

No More Cold Calling

FEBRUARY 20, 2014

Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. 29% increase in percentage of sales reps making quota. 24% decrease in sales force turnover. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Pipeliner

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. Depending on who you talk to, there are various definitions of “sales enablement.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98