Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion? Help them build confidence in handling objections.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

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? Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. But here’s the problem: A good candidate for sales management is hard to find.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . Remote selling offers more data points. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

DECEMBER 9, 2018

I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! ” (Yeah, a few of you are probably siding with him on my picking up my stuff, Kookie has already put me on a performance improvement plan.). He needs to do the whole job!”

Territory 98

Territory Pipeline Commission Sales 98

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Low morale, low productivity, and high turnover. High vs. low-value activities.

Quota 131

Quota Cold Call CRM Sales 131

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. We’ve already featured some great guests and have a line up of awesome content and special guests going forward. Sales Readiness Group has been around for a long time.

Pipeline 63

Pipeline Objectives and Key Results Sales Inside sales 63

Sales Gravy

OCTOBER 23, 2022

Many individual sales professionals were selling more and earning more than ever before. 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.

Product 92

Product Construction Territory Pipeline 92

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. Drive the shift from push to pull marketing. Give them control.

B2B 114

B2B GTM Cross-sell Cold Call 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. Ideally, we are trying to generate enough high quality, ideally qualified leads, to fill our pipelines.

Manufacturing 95

Manufacturing Pipeline High impact Prospecting 95

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. 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 includes pipeline generation, champion building, and qualification.

Quota 96

Quota Pipeline Go To Market Up-sell 96

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. ” 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 81

Pipeline Prospecting Up-sell Growth 81

Partners in Excellence

FEBRUARY 26, 2020

Proponents and opponents of cold calling will show up on every side of each of the above issues, seldom defining what they mean, possibly because it generates lots of discussion, but no change in behaviors. Is it trying to engage someone who may have a need for your products and services, but may not be aware of them?

Cold Call 128

Cold Call Prospecting High impact Pitch 128

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. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data. Sales prospecting fuels your pipeline.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Hubspot

JUNE 5, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. If you can impact or persuade them at an emotional level across all your interactions, you will not only win the deal you are working on, you will create a customer for life. Ask High-Impact Questions.

Service 88

Service Conversion Objectives and Key Results High impact 88

Sales Hacker

OCTOBER 30, 2018

Follow up with her updates on Twitter at @bridgegroupinc. Joanne Black is one of the leading authorities in referral selling. She is the bestselling author of No More Cold Calling and Pick Up The Damn Phone. Her book Stop Selling & Start Leading is a terrific read on buyer experience and sales.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Partners in Excellence

AUGUST 26, 2020

.” We don’t talk much about these principles in selling or as managers in leading our people/organizations. When we identify that, we adjust our engagement strategies showing up where they show up. You can see where, has a huge impact on our how.

Start-ups 100

Start-ups High impact Technique Follow-up 100

Hubspot

NOVEMBER 9, 2022

These are the six steps to tackle at the beginning of the new year to set yourself up for success. Work until you have goals and targets set up for the year. 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.

Pipeline 69

Pipeline Presentation Networking Up-sell 69

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line.

Sales 99

Sales Quota Commission Drivers/motivators 99

Partners in Excellence

OCTOBER 1, 2016

The Filter Bubble : I’ve written about this in the past, but wanted to bring it up again. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. I’ll share how they’re working for me in the coming weeks.

Inside sales 87

Inside sales Construction Presentation Meeting 87

Hubspot

JUNE 15, 2023

A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell. 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.

B2B 87

B2B Sales Prospecting High impact 87

Salesforce

FEBRUARY 21, 2024

Back to top ) Why sales performance reviews are important Data from Gartner notes that almost 90% of sellers feel burned out at work, 54% are actively looking for a new job, and 67% think sales leadership is overly optimistic and disconnected from selling realities. Time to close is above average for the team.” Watch the demo

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Partners in Excellence

MARCH 9, 2023

” Today, we seem to face the same thing in selling, except now it’s data. If I had a nickel for every time I asked to see a pipeline report, I’d have lot’s of nickels. The typical response is, “I don’t know how to pull it up… can you help me?”

Cross-sell 71

Cross-sell Pipeline Represent Technology 71

Sales Hacker

MARCH 23, 2020

NOTE: Within each category, sales events are arranged according to their calendar date to make it easier to see what’s coming up and find the ones that fit your schedule. The end of the year is the perfect time to assess your performance , set goals , and rev up for the new year. Virtual sales conferences. One-day events.

Sales 89

Sales Growth B2B Networking 89

SaaStr

JUNE 27, 2024

He prioritizes and optimizes his day by focusing on the things that have the highest impact or are fun, and that never changes. Of course, the things that have a high impact are very different from the early days. Job still does interviews for everyone, director and up, but not for the ICs and managers of ICs, for the most part.

GTM 103

GTM Launch Finance Start-ups 103

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. 2) The ability to quickly and efficiently ramp up distribution. They’re the ones on the phone speaking with the leads your marketing team generated.

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. Learn more What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Partners in Excellence

OCTOBER 31, 2019

As with most pipelines I see, many of these people’s were anemic. Even if they won 100% of the opportunities in their pipelines, they would fall far short. We finally helped them set some goals for target prospects, conducting some campaigns, agreeing on a certain number of high quality prospecting calls per week.

Pipeline 48

Pipeline Prospecting High impact Campaign 48

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. Set up the essential reports. Set up lead scoring.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. What works well for one company might seriously constrict another’s pipeline and profit. Solution Selling. To build a custom solution, practitioners of this technique rarely sell off-the-shelf products.

Technique 55

Technique B2B Sell Cross-sell 55

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. And in the next coaching meeting, they start by following up to see whether the right numbers are moving in the right direction. . Sadly though, even the best sales coaching is never going to bring your lowest performers up to where you need them to be. You’re so right.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Related Video: Salesloft Rhythm: The way you sell will never be the same 1. Ryan Constantino, Account Executive at Salesloft Let’s be honest, selling is a rollercoaster right now.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Closing Bigger

AUGUST 22, 2024

The question is “Is AI living up to the sales tech hype?” By leveraging AI, sales leaders can free up time to focus on high-impact activities like coaching their teams, building relationships with key clients, and developing long-term strategies. to get on the guest list!

CRM 52

CRM Strategize Sales Technology 52

Gong.io

OCTOBER 19, 2022

Time spent selling. Instead, ensure you are using them in relation to high-impact metrics like demos provided or closed deals. . By tracking these KPIs, you may realize your team is making some basic errors, like not making enough calls or not spending enough time selling. Sell your company. Sell as a team.

Product 62

Product Cold Call Sales Meeting 62