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

JANUARY 16, 2025

We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. There are the meetings we might have with our management, usually with them sitting behind their screens, looking at a dashboard, and saying, “Your pipeline is weak, you need to get to 3X!”

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 105

Objectives and Key Results GTM CRM Follow-up 105

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.

Pipeline 117

Pipeline Sales Up-sell Government 117

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

Partners in Excellence

SEPTEMBER 22, 2024

They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—-all sorts of “coaching meetings.” High impact coaching is a collaborative learning conversation. Often, when I talk to managers, they tell me how much time they spend coaching.

Pipeline 138

Pipeline High impact Meeting Growth 138

Engage Selling

JUNE 26, 2013

Sales Coaching Pipeline Management sales quota The Sales Leader two face coaching system'

High impact 48

High impact Pipeline Quota Up-sell 48

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

DECEMBER 21, 2022

Trying to build a high-impact sales team? to familiarize new sales managers with all company solutions and how they impact sales processes. These lessons should focus on how teams use these tools today, giving managers a better frame of mind about where gaps exist and areas of opportunity in sales pipeline management.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Martech

JANUARY 14, 2025

The ability to generate data-driven, custom reports ensures your team stays focused on high-impact actions to improve campaign outcomes. How it helps you This update empowers sales managers and their teams to prospect and build pipelines from anywhere. Previously, creating leads on mobile was limited and inefficient.

Objectives and Key Results 62

Objectives and Key Results CRM Campaign Pipeline 62

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 132

Quota Pipeline CRM High impact 132

Highspot

APRIL 1, 2025

Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion? How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Partners in Excellence

SEPTEMBER 17, 2020

Let’s look at some examples: Pipeline coverage is a critical indicator of our ability to meet our goals. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!” If a sales person has a 50% win rate and the right average deal size, her pipeline only has to be 2 times.

Pipeline 118

Pipeline Quota Meeting High impact 118

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 124

Territory Trust Pipeline High impact 124

Partners in Excellence

DECEMBER 15, 2023

” Manager: “Your pipeline sucks, you need to fill it!” ” And we know the “coaching version” of this conversation, it usually starts with, “Why does your pipeline suck?” We want to engage others—customers, our people, our colleagues, others in high impact conversations.

Construction 146

Construction Pipeline Gaming Conversion 146

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 105

Pipeline Territory High impact Process 105

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. Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

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 63

Pipeline Objectives and Key Results Sales Inside sales 63

Partners in Excellence

APRIL 1, 2021

How could they possibly have a high impact conversation with senior people? It’s not the role, I think the role can be very impactful. Why wouldn’t we align the resources that have the ability to have high impact conversations with the people we are targeting?

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Partners in Excellence

NOVEMBER 21, 2024

It was clear that what he did had a very high impact on his customers. He had a number customers, including some thought leaders and opinion shapers in his markets. As we were discussing the problem he solved, he spoke in terms of data quality, currency, data analytics, reporting. But those words are often meaningless to the customers.

Customers 48

Customers CRM High impact Pitch 48

Sales Gravy

OCTOBER 23, 2022

Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. Impactful things that generate revenue growth. If you're an account manager, you make an impact by expanding and retaining your accounts.

Product 92

Product Construction Territory Pipeline 92

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 96

Territory Pipeline Commission Sales 96

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. Ideally, we are trying to generate enough high quality, ideally qualified leads, to fill our pipelines.

Manufacturing 94

Manufacturing Pipeline High impact Prospecting 94

InsightSquared

AUGUST 28, 2019

Once you have a process in place, clearly define the process, so that reps are able to explain why each opportunity in their pipeline belongs in its current stage and close date period. Creating a dashboard for your 1:1s with your reps is also crucial to hold reps accountable to properly update their pipeline. Is the pipeline growing?

Pipeline 87

Pipeline CRM Follow-up Process 87

Gong.io

SEPTEMBER 26, 2022

With these insights, you can replicate their success across your team and push more deals through your sales pipeline. Click here to get our free high-impact sales pitch template (with scripts). . Have weekly sales pipeline reviews. There’s no rule on how often you should run pipeline reviews. Pipeline coverage.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

JULY 7, 2015

Likewise in making high impact sales calls, or prospecting, examining the things we and our customers do to create the desired outcomes enables us to define those things we need to do to produce results. Knowing what creates a healthy pipeline with good velocity and doing those things creates healthy pipelines.

Sales 103

Sales Pipeline High impact Pitch 103

Martech

JUNE 28, 2022

Based on the Great Buyer Resignation reality and market shifts, here are a few high-impact career opportunities for talented pros who want to up-level their professional world while positively impacting their company’s growth.

B2B 113

B2B GTM Cross-sell Cold Call 113

Partners in Excellence

JUNE 5, 2019

We have those arguments with the pipeline, the funnel, and now the flywheel. And to be honest, I’ve never found the nuances of a pipeline and funnel very informative, and I feel somewhat the same about the flywheel. They are more concerned about the new name than the fundamentals and underlying issues.

Commission 120

Commission Territory Sales Drivers/motivators 120

ConversionXL

OCTOBER 23, 2012

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

A/B testing 128

A/B testing Drivers/motivators Price High impact 128

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. Without alignment across systems, tools, and data, your teams cant execute your go-to-market strategies effectively and achieve desired business results.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Sales Hacker

JULY 26, 2021

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. These improvements allow teams to expand their pipeline faster.

Quota 131

Quota Cold Call CRM Sales 131

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.” Do we know how to develop and execute high impact sales strategies? Too often, however, it seems the implementation of the tool in itself, is the end rather than just a means.

CRM 114

CRM Trust High impact Presentation 114

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

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. Don’t get me wrong, prospecting is important, we have to continue to find opportunities to maintain our pipelines. Pipeline Coverage Models Stop Focusing On The Top Of The Pipeline!

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

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

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?” Prospecting is critical in every sales function.

Cold Call 125

Cold Call Prospecting High impact Pitch 125