Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. I have learned to gauge the quality of the conversation, the quality of engagement by the questions the people are asking. ” We see the same thing in “coaching conversations.”

Construction 118

Construction Pipeline Gaming Conversion 118

Partners in Excellence

SEPTEMBER 17, 2020

And then if, by chance, we do, the conversation might look like, “Remember that meeting you had two months ago, what if you …… ” Coaching has the most impact if there is an immediacy about what we have observed. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!”

Pipeline 102

Pipeline Quota Meeting High impact 102

Partners in Excellence

AUGUST 14, 2024

Whether it’s performance dashboards, looking at performance to date, or conversational intelligence tools that help us understand what happened. High impact coaching means understanding the current performance–not just the numbers but what is driving the numbers: If there are pipeline problems, what’s causing them?

Cross-sell 99

Cross-sell Pipeline High impact Meeting 99

Partners in Excellence

NOVEMBER 27, 2012

We know the right way to achieve a goal—for example, how to structure a high impact sales call, how to handle an objection, how to develop and execute a deal strategy. We know what a healthy pipeline looks like, we know what we have to do to have a healthy pipeline, but we forget to apply it.

Pipeline 90

Pipeline Territory High impact Process 90

Partners in Excellence

APRIL 7, 2019

SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. It’s critical to create a great impression from the very first conversation. We want, in these first calls, to engage the prospect in a credible, high impact conversation.

Manufacturing 86

Manufacturing Pipeline High impact Prospecting 86

ConversionXL

OCTOBER 23, 2012

Pipedrive is a sales pipeline management tool, a kind of a CRM. Level of cost/commitment associated with conversion. In other words, if you’re looking to write high-impact copy for concert tickets, designer shoes, or mp3 players…keep it short. I call that a win. Case #3: Pipedrive.

A/B testing 128

A/B testing Drivers/motivators Price High impact 128

Heinz Marketing

NOVEMBER 7, 2024

Shared KPIs: Establish KPIs that reflect each department’s contribution to account success, such as engagement metrics, pipeline acceleration, and customer retention. This lets your team focus on high-impact, personal engagements.

Go To Market 91

Go To Market Negotiate High impact Territory 91

Partners in Excellence

MAY 3, 2022

” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You don’t have enough in your pipeline. Pipeline health is impossible to determine unless you know the linkage to orders and revenue. You aren’t going to make your forecast.

Quota 99

Quota Pipeline CRM High impact 99

Heinz Marketing

SEPTEMBER 24, 2024

Benefit : AI-driven tools reduce the manual effort of prospecting by surfacing high-quality leads and giving SDRs the data they need to personalize outreach more effectively. Conversational Emails and Outreach Challenge : SDRs often struggle to send personalized emails at scale to maintain a genuine connection with prospects.

Objectives and Key Results 80

Objectives and Key Results GTM CRM Follow-up 80

Gong.io

SEPTEMBER 26, 2022

With these insights, you can replicate their success across your team and push more deals through your sales pipeline. Strong product knowledge allows your reps to have engaging conversations with prospects. Click here to get our free high-impact sales pitch template (with scripts). . Have weekly sales pipeline reviews.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. Less friction to source and control pipeline. High-quality research and personalized outreach. Reps spending most of their time on high-value activities. High-value activities mark the difference between a sales team generating revenue or not.

Quota 129

Quota Cold Call CRM Sales 129

Partners in Excellence

JANUARY 20, 2015

That they are managing their pipelines well and have high integrity pipelines. That they are developing and executing high impact call plans, developing territory and account plans to maximize growth and share, that people are prospecting as effectively as possible. Sales People Are Not Automatons!

Territory 98

Territory Trust Pipeline High impact 98

Martech

JUNE 28, 2022

This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 107

B2B GTM Cross-sell Cold Call 107

Partners in Excellence

JULY 15, 2019

” So much of the discussion about sales these days focuses on the top of the pipeline, that is, how do we find more opportunities. Yet the conversation in the sales community is remarkably light on these discussions, all the focus is on putting more in the top of the funnel to increase what’s coming out of the bottom.

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Partners in Excellence

DECEMBER 9, 2018

If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. Pipelines help us understand whether we are doing enough to achieve our goals.

Territory 84

Territory Pipeline Commission Sales 84

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. Instead, it is information sharing or an update on something–perhaps a deal, an account, the pipeline. One of the reasons, front line managers are probably so bad at this, is they probably don’t get a whole lot of high impact coaching themselves.

Territory 62

Territory High impact Pipeline Strategize 62

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. Coaching is a language we speak, every day, every meeting, every conversation. Ideas with which to experiment. Do you speak coaching?

High impact 62

High impact Pipeline Conversion Meeting 62

Salesforce

FEBRUARY 21, 2024

” And sales reps aren’t the only ones who worry about these conversations. It’s important to remember that reviews are a two-way conversation. Here’s how to approach the sales performance review with a step-by-step structure so the conversation is productive, fair, and focused on growth.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Heinz Marketing

AUGUST 27, 2018

For almost three years now, we’ve been producing a weekly radio program called Sales Pipeline Radio ( live every other Thursday at 11:30 a.m. Matt Heinz: Welcome, everybody, to another episode of Sales Pipeline Radio. Thank you for taking time to join us on the Sales Pipeline Radio today. Today is no different.

Pipeline 48

Pipeline Objectives and Key Results Sales Inside sales 48

Sales Hacker

JUNE 19, 2019

It then hands off the conversations to their human counterparts. With triggered messages, you can run high-impact campaigns such as: Event sign-ups. When done right, triggered messages are personal and targeted, which helps you keep your sales pipeline full. Starts 174% more conversations than social media.

Campaign 98

Campaign Cross-sell Sales Up-sell 98

Partners in Excellence

FEBRUARY 26, 2020

.” But in reading it, I thought, “Based on his description, I’m not sure if was a cold call… ” Alternatively, I thought, “Well that’s just one, how many do you make that are unsuccessful, what are you doing to generate pipeline?” They consume endless hours of meaningless conversations.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

Partners in Excellence

MARCH 9, 2023

If I had a nickel for every time I asked to see a pipeline report, I’d have lot’s of nickels. ” For those that can get it and recognize the pipeline is weak, when I ask, “What are the top things you need to do to create a healthy pipeline?” There is huge amount of data about industry performance.

Cross-sell 71

Cross-sell Pipeline Represent Technology 71

Partners in Excellence

OCTOBER 19, 2022

According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. ” With the exception of conversations, none of those have been metrics I’ve cared about. Calls and emails generate those conversations.

Territory 48

Territory High impact CRM Pipeline 48

PandaDoc

DECEMBER 19, 2022

Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount. Sales prospecting fuels your pipeline. Excessive reliance on inbound prospecting results in sellers losing power over their KPIs and the number of prospects in the pipeline. Urge to buy.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

DECEMBER 6, 2024

As I sit in pipeline reviews, almost universally, the coaching is, “You need more,” followed by demands to 3X, 4X, 9X their pipelines. Just slip a few more opportunities into the the qualified pipeline with the justification, “I finally talked to the prospect yesterday!” we have 92-89% win rates.

Pipeline 86

Pipeline High impact Prospecting Drivers/motivators 86

Search Engine Land

OCTOBER 2, 2024

For this, we looked at: Traffic and conversion trends. Traffic and conversion trends Two of the main KPIs for our client were traffic and conversions, which made it clear that our analysis needed to begin in these areas. We noticed a slight decrease in sessions overall and no impact on conversions. Link profile.

Clients 91

Clients CTR Conversion Closing 91

Hubspot

FEBRUARY 8, 2022

If you’ve found that you’re losing leads that seem qualified and interested in your business, read on to discover strategies that will help you bring them back and drive a conversion. All of these pose an opportunity to reach out again and make a sales pitch that re-establishes your relationship and helps you further nurture a conversion.

CRM 74

CRM Contact High impact Pitch 74

Hubspot

JUNE 15, 2023

Sales reps who currently use AI/automation in their role say they most often use AI/automation tools that offer data-driven insights, like sales forecasting, lead scoring, pipeline analysis, etc. Use predictive scoring tools to identify the most high-quality leads. Lean into personalization. Don’t let AI take over your strategy.

B2B 87

B2B Sales Prospecting High impact 87

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching to improve sales performance and increase win rates. What is AI Sales Coaching?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Hubspot

NOVEMBER 9, 2022

Clean out your pipeline. Take a hard look at your pipeline, separate deals that have a chance of closing from those that are dead, and unclutter your CRM accordingly. A new year calls for spring cleaning. Moore adds, “Before reaching out to these prospects, be sure to identify customer stories that match these accounts.

Pipeline 69

Pipeline Presentation Networking Up-sell 69

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people.

Customers 59

Customers High impact Territory Pitch 59

Gong.io

AUGUST 2, 2021

But t op sales managers drive maximum impact by focusing their coaching on high-leverage areas. Here’s how to cut bad coaching habits and deliver the high-impact coaching your team are craving. Instead, we dive right into the pipeline conversations. Back-up pipeline. Coaching 101). Coaching 101.

Pipeline 62

Pipeline Territory Strategize Sales 62

Sales Hacker

OCTOBER 30, 2018

Jennifer Brandenburg is an industry sales leader in building high impact organizations that are repeatable, measurable and predictable. She has more than 20 years of deep enterprise sales experience managing sales operations and growing sales organizations in the high technology industry. Nicolette Mullenix – Sr.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Hubspot

AUGUST 12, 2014

Here are three high-impact ways for Marketing and Sales to join forces: 1) Position Marketing as a content creation engine and Sales as a learning and distribution engine. They’re in a great position to field customer questions your way and distribute content assets as part of everyday conversations.

Cross-sell 78

Cross-sell Repeat business Education Sales 78

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Navigating these conversations can be tricky.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Partners in Excellence

MARCH 17, 2022

Recently, I got sucked into a LinkedIn conversation (Yes, I have to be better at resisting clickbait). But it was a fascinating conversation started by Anthony Iannarino. We set goals for daily dials, conversations, emails, meetings. Look at the conversations in LinkedIn, for example. But where are those conversations?

Conversion 77

Conversion Meeting High impact Closing 77

Partners in Excellence

FEBRUARY 28, 2018

Plan and execute high impact calls. If you like doing deals, but can’t stand to prospect, pretty soon your pipeline will be empty and you will have no deals to move forward. Develop business justified proposals. Closing is all that matters. Generate net new logos/customers. Leverage social channels.

Referrals 55

Referrals High impact Sales Prospecting 55