Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. Perhaps we ask them for ideas, to research a customer, plan a call/meeting.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Heinz Marketing

SEPTEMBER 24, 2024

Benefit : Automating data entry reduces the administrative burden on SDRs and ensures accurate, up-to-date records in the CRM system. Follow-up Automation Challenge : Keeping track of follow-up tasks can be overwhelming, especially as leads move through the pipeline. Missing a follow-up often means missing out on a potential deal.

Objectives and Key Results 104

Objectives and Key Results GTM CRM Follow-up 104

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Partners in Excellence

NOVEMBER 21, 2024

It was with an entrepreneur doing fascinating things in leveraging AI, data, analytics to help his customers. He had a number customers, including some thought leaders and opinion shapers in his markets. It was clear that what he did had a very high impact on his customers. We use words around what our products do.

Customers 48

Customers CRM High impact Pitch 48

Heinz Marketing

SEPTEMBER 6, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio. We love the team.

Pipeline 116

Pipeline Sales Up-sell Government 116

Cerebral Selling

JANUARY 14, 2023

When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. How many of those type of actions does it take to build enough pipeline? How much of that pipeline should come from inbound vs. outbound leads?

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Martech

JANUARY 14, 2025

From upgrading data permissions to improving your ability to track customer satisfaction with feedback-linked tickets, these updates give you better control over your CRM and actionable insights for smarter decision-making. Updates managers will love Stay ahead with email digests for high-intent website visitors.

Objectives and Key Results 61

Objectives and Key Results CRM Campaign Pipeline 61

Partners in Excellence

AUGUST 14, 2024

” And then there is a random series of meaningless insights like, “You need more pipeline, You need more top of funnel, You need to get your meetings/demos/calls up, You need to do more prospecting… ” My reaction is, “Weelll, that might work, fingers crossed… ” This isn’t coaching!

Cross-sell 134

Cross-sell Pipeline High impact Meeting 134

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. The good news is that in just the next year, generative AI is poised to unlock new levels of efficiency, knowledge, and agility for customer-facing teams everywhere.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Lots of sales managers get hired because they’re expert salespeople, either because they know what to say to close deals or because they demonstrate value to customers. This course can also be customized according to your requirements. Managing with an eye on the big picture.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

DECEMBER 15, 2023

” Manager: “Your pipeline sucks, you need to fill it!” ” Customer: “No we don’t… ” Seller: “But others like you have these issues and have gotten a lot of value… Can you see how you might value this?” ” We see the same thing in “coaching conversations.”

Construction 146

Construction Pipeline Gaming Conversion 146

Partners in Excellence

JANUARY 20, 2015

We have to know everything that is going on, what can help us, what can derail us, what helps the customer and what derails the customer. That they are managing their pipelines well and have high integrity pipelines. We also have to understand how to get things done within our organization. No related posts.

Territory 124

Territory Trust Pipeline High impact 124

Partners in Excellence

SEPTEMBER 17, 2020

Did we qualify the customer correctly? Did we create value in each interaction, did we understand what the customer was trying to achieve, did we engage the right people on the right things at the right time? Let’s look at some examples: Pipeline coverage is a critical indicator of our ability to meet our goals.

Pipeline 118

Pipeline Quota Meeting High impact 118

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 need help.

Customers 59

Customers High impact Territory Pitch 59

Partners in Excellence

APRIL 1, 2021

Why would we use our least experienced people to create the first impression with many of our customers–particularly senior decision makers? How could they possibly have a high impact conversation with senior people? They are expected to be the first contact for prospects/customers.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Partners in Excellence

MAY 11, 2012

People implement CRM thinking “because we have CRM, we have much greater insight into our customers, pipelines, opportunities, and so forth.” We have to continue to focus on building a sound platform based on the fundamentals: Do we have a well defined sales process aligned with the customer buying process?

CRM 114

CRM Trust High impact Presentation 114

Partners in Excellence

APRIL 7, 2019

SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. We want, in these first calls, to engage the prospect in a credible, high impact conversation. Unfortunately, customers are becoming increasingly resistant to this, so the numbers keep scaling upwards. I hired 4 people.

Manufacturing 94

Manufacturing Pipeline Prospecting High impact 94

Partners in Excellence

JUNE 5, 2019

Delighted customers are the biggest drivers of growth. Friction-eliminating friction in the customer experience. So we use the words solutions, customer focused, consultative, MEDDIC, insight, challenger, etc. We have those arguments with the pipeline, the funnel, and now the flywheel.

Commission 120

Commission Territory Sales Drivers/motivators 120

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 112

B2B GTM Cross-sell Cold Call 112

Partners in Excellence

JULY 7, 2015

Why would we chase opportunities outside our sweet spot, when we know we have greater success with our ideal customers? Why would we continue the same tired marketing programs, if we see they don’t create high quality leads for sales? And we ask ourselves, “Why aren’t we making our numbers?

Sales 103

Sales Pipeline High impact Pitch 103

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Using a sales engagement platform like Gong allows you to capture customer interactions across phone, email, and web conferencing. Not meeting customers in person means these learnings can appear more fragmented than before.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

DECEMBER 9, 2018

It may be calling on our favorite customers–the one’s we always have done business with and have relationships with, even if they have no current requirements, we keep “touching base,” maintaining the relationships. Pipelines help us understand whether we are doing enough to achieve our goals.

Territory 96

Territory Pipeline Commission Sales 96

Highspot

FEBRUARY 3, 2025

To eliminate silos and rally your teams behind the high-impact activities that drive business outcomes, you need shared visibility into what works and what doesnt. Overcome the Execution Gap and Drive Business Impact Go-to-market strategies have little value without consistentand effectiveexecution.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

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 58

Pipeline Objectives and Key Results Sales Inside sales 58

InsightSquared

AUGUST 28, 2019

We could write a thesis statement on all of the best practices we share with our customers to help them create a predictable sales process, but this is a blog post, so we are only going to share the tip of the iceberg. A best practice we share with our customers, is to email this dashboard to each sales rep every Friday. Next Steps.

Pipeline 87

Pipeline CRM Follow-up Process 87

Sales Hacker

JULY 26, 2021

In simplest terms, the sales process is a potential customer’s journey from facing an initial problem, to defining a solution for it, to making an actual purchase. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. Less friction to source and control pipeline.

Quota 131

Quota Cold Call CRM Sales 131

ConversionXL

OCTOBER 23, 2012

Pipedrive is a sales pipeline management tool, a kind of a CRM. Also, when the customer has an emotional, impulsive, and “want-oriented” motivation. 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

SaaStr

JANUARY 28, 2022

But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? This model worked backward into pipeline quotas which defined how much revenue they needed to create every week, month, and quarter. Enter your email below for the latest SaaStr updates.

Quota 96

Quota Pipeline Go To Market Up-sell 96

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?” What Drives “Cold Calling?”

Cold Call 125

Cold Call Prospecting High impact Pitch 125

Partners in Excellence

SEPTEMBER 27, 2018

Things like pipeline metrics (quality, volume, velocity) have been very powerful as leading metrics that help us understand whether we are on track to achieve our goals (quota). For that person, a healthy pipeline is 20 deals valued roughly at $2M. Are the calls to the right people, with value based/high impact discussions.

Quota 91

Quota Pipeline Growth Drivers/motivators 91

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. What causes customers to abandon their buying process, resulting in no decision made? My good friend, Andy Paul, and I were talking about the state of selling today. How do we decrease this?

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Partners in Excellence

APRIL 19, 2012

Condition 1: Your sales process must not only be aligned with the customers buying process, but it must enable you to help lead and facilitate the customer’s buying process. Too often we’re glib in talking about the customer buying process, when we really are talking about our sales process. But buyers rule.

Process 109

Process Sales Price High impact 109

Partners in Excellence

AUGUST 26, 2020

In looking at sales and engaging our customers, we spend an inordinate amount of time talking about the What and How. For example, establishing SDR teams, Account Management, Reseller or other ways we might engage our customers. They will evolve as our customers and markets change. Why is really a foundational question.

Start-ups 100

Start-ups High impact Technique Follow-up 100

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. If you’re not using messaging, you’re missing a huge oppoortunity — especially today, when customer engagement is driven by instant gratification and personalization at scale. But here’s the thing…. Lead Bot” Campaigns.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

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. And, too often, it’s a directive engagement, “Go do these things… ” High impact coaching is a collaborative conversation, a learning conversation. It’s not a specific activity, though we tend to treat coaching as this.

High impact 62

High impact Pipeline Conversion Meeting 62