Podcasts about pipeline management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insights from his extensive experience in scaling high-growth businesses and leading world-class sales organizations. The discussion delves into the common challenges startups face as they grow, highlighting the importance of establishing the right hiring profiles, formal onboarding and training, key performance indicators (KPIs), and an operating rhythm to drive sustainable growth. The episode offers practical advice for CROs on building high-performing revenue teams, ensuring effective communication, and integrating sales processes across various departments to maintain a competitive edge in today's market. George emphasizes the need for continuous enablement, cultural cohesion, and the pivotal role of the CRO in fostering an accountable and disciplined sales environment.ADDITIONAL RESOURCESLearn more about George Mogannam:https://www.linkedin.com/in/georgemogannam/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] The Importance of Process in Scaling Startups[00:02:40] Common Challenges in Sales Organizations[00:03:43] Hiring the Right Salespeople[00:04:46] The Role of Sales Enablement[00:06:53] Defining Sales Terminology[00:09:11] Adapting Hiring Profiles for Growth[00:23:44] Onboarding and Training New Hires[00:32:03] Leveraging Tools and Metrics for Success[00:37:59] Understanding the Five Quarter Report[00:40:06] Implementing Sales Disciplines Across Departments[00:44:15] The Role of the CRO in Organizational Growth[00:48:26] The Importance of Operating Rhythms[00:52:44] Challenges in Sales Processes and Technology[00:57:02] The Impact of Remote Work on Sales Teams[01:00:00] The Criticality of Efficient Hiring ProcessesHIGHLIGHT QUOTES"When you implement these disciplines, it helps pull the rest of the company along.""You must have the right people on the bus executing in the direction we need to go.""A common language and definitions become critical as part of the enablement.""Everybody loves to be in an environment where they can be led to a place they couldn't get to on their own.""Creating a hiring profile that evolves with the company is essential; what works at one stage may not work at another.""It's critical to have the tools and metrics in place to provide direction and identify gaps in the sales process."

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.ADDITIONAL RESOURCESLearn more about Matt Nolan:https://www.linkedin.com/in/matthewanolanhttps://www.linkedin.com/company/redwood-software/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:02] Lessons from a First-Time CRO[00:03:47] Building and Maintaining Company Culture[00:04:45] Navigating Leadership During COVID-19[00:06:05] Managing the Board and Leadership Challenges[00:07:03] Scaling Revenue and Systems Thinking[00:10:15] Recruitment and Team Building Strategies[00:11:16] The Importance of Authentic Leadership?[00:15:21] Fostering a Team-Based Culture[00:20:39] Recruitment Pipeline and Talent Acquisition[00:21:30] The Relentless Pursuit of Top Talent[00:34:00] The Power of Networking and Recruiting[00:35:14] Building a Leadership Team[00:36:15] The Importance of Recruiting Top Talent[00:39:10] Sourcing and Recruiting Strategies[01:01:21] The Role of Culture in Building a DynastHIGHLIGHT QUOTES"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships.""Once you see the impact of having great people, you can't unsee it.""You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins.""Every word you say as a leader is internalized deeply by your team.""You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

Ich spreche mit Gabriel Fugli, Channel Sales Manager bei Pipedrive. Kernfragen, die wir behandeln: - Pipeline Management: Warum ist es der Boost für deinen Vertrieb? - Künstliche Intelligenz: Welche Rolle spielt sie im heutigen Vertrieb? - CRM als mehr als Adressverwaltung: Was sollte ein modernes CRM-System wirklich bieten? - Differenzierung im CRM-Markt: Was macht Pipedrive anders?

Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn't about more training or new tools—it's about creating consistent, data-driven sales execution across the entire go-to-market team.In this episode, Guy Rubin, Founder & CEO of Ebsta, shares insights from the 2025 B2B GTM Benchmark Report (in partnership with Pavilion) and explains how SaaS companies can close the performance gap, improve forecast accuracy, and drive revenue by making data and behavior work together.Key Takeaways:Top Performers Win with Consistency: The biggest gap isn't talent—it's execution at every stage of the funnel.AI Enables Better Selling, Not More Noise: When AI is used to extract insights, not automate spam, it becomes a game-changer.Full-Cycle Reps Are Back: 45% of companies are ditching the SDR model in favor of holistic sales ownership.Engagement Drives Forecast Accuracy: Momentum scoring predicts risk before it's too late to course-correct.Success = Process + Behavior + Data: Sales isn't just about gut feel anymore—it's finally becoming data-driven.Guy offers CROs and CMOs a blueprint to scale what works, eliminate what doesn't, and win more consistently—making this episode a must-listen.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

Send us a textIn this action-packed episode, Joey Pinz sits down with Dan Gribble, an expert in MSP sales and cybersecurity, to explore how businesses can accelerate growth and stay ahead of cyber threats. Dan shares his experience in coaching basketball and how discipline, strategy, and execution apply both on the court and in business.

In dieser Folge dreht sich alles um Pipeline-Management und wie du endlich Neukunden mit System und Struktur gewinnst – ohne Ausreden wie "Tagesgeschäft", "schlechte Erreichbarkeit" oder "keine Zeit". Erfahre, wie du mit einer klaren Systematik dein Vertriebspotenzial um 20 bis 30 % steigern kannst. Mach Schluss mit Chaos und nutze die Power eines strukturierten Prozesses, um deinen Erfolg nachhaltig zu sichern!

We do something slightly different for this episode of The HealthTech Marketing Show. Colin Hung from Swaay Health takes over as the interviewer to discuss the evolving dynamics of pipeline management in healthcare marketing with Mark Erwich, Chief Strategy Officer at Health Launchpad, and me, Adam Turinas. We discuss how traditional B2B marketing methods are losing effectiveness and why a shift toward account-based thinking and personalized engagement is critical. We also talk about the need for taking a balanced approach to marketing. Throughout the interview, we speak on identifying and nurturing buying signals, building effective marketing-sales alignment, leveraging customer networks, and adopting Account-Based Marketing (ABM) strategies tailored for healthcare. Mark and I also give some actionable advice on starting small with ABM and focusing on thought leadership to establish trust and credibility. Key Topics and Timestamps: [4:24] Challenges in Pipeline Management  [9:04] Account-Based Thinking [11:44] Effective Pipeline Strategies [17:05] Importance of a Balanced Approach and Brand Awareness [18:07] What Companies Should Stop Doing [23:10] Examples of Companies Doing it Right [25:03] The Role of Thought Leadership and Customer Advocacy [27:34] Tips for Getting Started If you found this episode useful please forward it to some of your colleagues who could also get value from it.  Check out our blog article, where we go into more depth on this topic. Subscribe to The HealthTech Marketing Show or watch us on YouTube for more insights into marketing, AI, ABM, buyer journeys, and beyond!

Why Your Time-Blocking Attempts Fail and How to Make It Work Sales Coach Dan Rochon from No Broke Months for Salespeople discusses one of the most effective productivity hacks for sales professionals: time blocking. What happens when time blocking doesn't seem to work for you? Dan tackles the common pitfalls many salespeople face when sticking to their schedules. Catch the latest episode of No Broke Months for Salespeople to learn how this simple yet powerful technique can help you reclaim control over your day. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop

The Recipe You Need for No Broke Months   Sales Coach Dan Rochon from No Broke Months for Salespeople reveals the ultimate recipe for consistent success.   Dan shares personal insights and lessons learned from two decades of winning in the sales industry.   In the latest episode of No Broke Months for Salespeople, craft a sustainable strategy that keeps your pipeline full and your commissions rolling in. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop

A Common Sales Mistake You Can't Afford to Overlook   Sales Coach Dan Rochon from No Broke Months for Salespeople dives deep into why failing to follow up is a costly error you can't afford to make.   Dan explains how, too often, sales professionals get caught up in chasing new prospects, forgetting that the real gold lies in consistent, meaningful follow-ups.   Don't let potential sales slip through the cracks in the latest episode of No Broke Months for Salespeople. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop

In this episode, I speak to Greg Nutter, best-selling author of the book P3 Selling and an expert on the selling process and how to influence the decision process of others.   We talk about the art of selling and creating great sales teams in organisations. Greg shares insights on the differences between B2B and B2C selling, the significance of understanding the buying decision process, and how to build successful sales teams.  Even if you aren't in sales, you'll find this conversation insightful in terms of how to influence others within your organization. So whether it be selling or influencing or both, I'm sure you're going to love this conversation as much as I did.  Chapters 00:00 Understanding P3 Selling 05:12 B2B vs B2C Selling Processes 10:20 Creating Awareness in B2B Sales 15:03 Navigating the Buying Decision Process 20:16 Pipeline Management and Its Importance 24:58 Building Effective Sales Teams Contact Greg Nutter   https://www.linkedin.com/in/greg-nutter/    Buy his book  ⁠www.P3selling.com⁠    ⁠https://www.goodreads.com/book/show/60894906-p3-selling⁠    Let us know your thoughts    Contact Josephine at ⁠https://gearedforgrowth.biz/contact/⁠

In this episode of Building Great Sales Teams, the host discusses three effective steps to shorten your sales cycle. The process involves focusing on different prospecting tools, identifying events that trigger the need for your service, and creating a scalable prospecting module. The host provides insights into leveraging referral partners, refining your sales scripts, and tapping into demographics and events that drive quicker decision-making. Practical examples and strategies are detailed to help listeners implement these techniques to achieve a more efficient sales process.Chapters00:00 Introduction to Building Great Sales Teams00:38 Understanding the Sales Cycle02:07 Developing Referral Partners03:16 Optimizing Your Sales Process04:21 The One Call Close Strategy07:11 Capitalizing on Timing10:26 Creating a Scalable Prospecting Module15:23 Conclusion and Real-Time Application Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

In this short segment of the Revenue Builders Podcast, Sasha Anderson, Global Head of Customer Success at Canva, shares her insights on crafting a scalable customer success strategy, emphasizing the importance of input metrics over output metrics. She discusses how defining clear roles, responsibilities, and competencies within customer success teams can lead to better performance management and improved outcomes like net dollar retention (NDR). Whether you're a leader building a CS team or refining an engagement model, this episode provides actionable advice to drive success.KEY TAKEAWAYS[00:00:29] Insights from Sasha Anderson on Customer Success[00:01:14] Challenges in Customer Onboarding and Specialization[00:02:37] Importance of Clear Roles and Responsibilities[00:03:19] Metrics for Performance Management[00:05:41] Effective Customer Engagement Strategies[00:07:16] Diagnosing Business Issues in Customer SuccessHIGHLIGHT QUOTES[00:01:28] "That's probably too many things for one person to be doing."[00:02:47] "You can't performance manage unless people know exactly what they're supposed to be doing."[00:03:53] "You need to provide the team with structure around the inputs they need to hit to achieve those output metrics."[00:07:16] "When roles are clearly defined, it's easier to diagnose where the problem lies."Listen to Sasha Anderson's Full Episode Here: https://revenue-builders.simplecast.com/episodes/optimizing-a-customer-success-teamEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, I speak to Greg Nutter, best-selling author of the book P3 Selling and an expert on the selling process and how to influence the decision process of others.   We talk about the art of selling and creating great sales teams in organisations. Greg shares insights on the differences between B2B and B2C selling, the significance of understanding the buying decision process, and how to build successful sales teams.  Even if you aren't in sales, you'll find this conversation insightful in terms of how to influence others within your organization. So whether it be selling or influencing or both, I'm sure you're going to love this conversation as much as I did.  Chapters 00:00 Understanding P3 Selling 05:12 B2B vs B2C Selling Processes 10:20 Creating Awareness in B2B Sales 15:03 Navigating the Buying Decision Process 20:16 Pipeline Management and Its Importance 24:58 Building Effective Sales Teams Contact Greg Nutter   https://www.linkedin.com/in/greg-nutter/    Buy his book  www.P3selling.com    https://www.goodreads.com/book/show/60894906-p3-selling    Let us know your thoughts    Contact Josephine at https://gearedforgrowth.biz/contact/

https://www.linkedin.com/in/romeamueller/https://www.linkedin.com/in/christophkarger/https://www.linkedin.com/company/gotonetworksummary (AI)In dieser Episode von GoToNetwork diskutieren Chris und Romare Müller die Rolle von Künstlicher Intelligenz (KI) im Sales-Bereich. Sie beleuchten die Herausforderungen und Chancen, die KI für Vertriebsteams bietet, und betonen die Notwendigkeit, die Balance zwischen menschlicher Interaktion und maschineller Unterstützung zu finden. Zudem werden praktische Anwendungsfälle für KI im Sales und die Bedeutung von Datenmanagement und CRM-Hygiene thematisiert. Abschließend wird die Akzeptanz von Call Recordings im Sales diskutiert und ein Ausblick auf die Zukunft der KI im Vertrieb gegeben. In dieser Episode diskutieren Chris und Romea die Rolle von KI im Sales-Prozess und wie Unternehmen ihre Verkaufsstrategien durch Datenmanagement und effiziente Nutzung von Technologien optimieren können. Sie beleuchten die Bedeutung einer Weltklasse Buying Experience, die Notwendigkeit einer effizienten Meeting-Nachbereitung und die Herausforderungen im Pipeline Management. Zudem wird die Verantwortung für die Implementierung von KI im Sales thematisiert und die proaktive Nutzung von KI als Schlüssel zur Effizienzsteigerung hervorgehoben.takeawaysEs gibt nicht die eine Wahrheit im Sales.Die Balance zwischen Planung und Handeln ist entscheidend.KI wird oft an den falschen Stellen eingesetzt.Effizienzsteigerung durch KI ist möglich, aber der Mensch bleibt wichtig.Datenmanagement ist die Grundlage für erfolgreiche Sales-Strategien.KI sollte als Werkzeug betrachtet werden, nicht als Ersatz.Sales Teams verbringen zu viel Zeit mit administrativen Aufgaben.Call Recordings können wertvolle Insights liefern.Die Akzeptanz von KI-Tools hängt von der Branche ab.Die Kombination von Mensch und Maschine schafft den größten Mehrwert. Effiziente Meeting-Nachbereitung ist entscheidend für die Umsetzung von Erkenntnissen.Eine Weltklasse Buying Experience erleichtert den Kaufprozess für Kunden.Datenmanagement ist der Schlüssel zur Nutzung von KI im Sales.KI kann helfen, Sales-Aktivitäten zu optimieren und den Fokus auf wertvolle Aufgaben zu legen.Die Lücke zwischen Buyer und Seller muss geschlossen werden, um Vertrauen aufzubauen.Praktische Anwendungen von KI können den Sales-Prozess erheblich verbessern.Pipeline Management sollte nicht mehr manuell, sondern durch KI unterstützt werden.Verantwortung für KI im Sales sollte zentralisiert werden, um Chaos zu vermeiden.Proaktive Nutzung von KI ist notwendig, um die Effizienz im Sales zu steigern.Die Implementierung von KI erfordert Schulung und Ressourcen für Sales-Teams.Sound Bites"Es gibt nicht die eine Wahrheit im Sales.""Wir sind immer noch auf diesem Hype um KI.""KI kann unterstützen, bessere Research zu haben.""KI ist ein Werkzeug, kein Ersatz für Menschen.""Daten können unterschiedliche Dinge bedeuten.""Die Kombination macht den Mehrwert aus.""Da wird es dann wirklich spannend für KI.""Ich würde die Calls immer aufnehmen.""Ich nutze ausschließlich der GPT aktuell.""Eine Person sollte es übergreifend ownen."Chapters00:00Einführung in das Thema KI im Sales03:00Die Rolle der KI im Sales: Status Quo und Herausforderungen05:58Effiziente Nutzung von KI im Sales-Prozess09:06Die Balance zwischen Mensch und Maschine11:47Praktische Anwendungsfälle für KI im Sales19:00Datenmanagement und CRM-Hygiene mit KI25:00Akzeptanz von Call Recordings im Sales27:50Abschluss und Ausblick auf die Zukunft der KI im Sales28:43Effiziente Meeting-Nachbereitung30:06Weltklasse Buying Experience32:24Datenmanagement und KI im Sales34:20Praktische KI-Anwendungen im Sales-Prozess40:16Optimierung von Sales-Aktivitäten mit KI43:05Pipeline Management und KI45:29Verantwortung für KI im Sales48:10Proaktive Nutzung von KI im Sales

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In this episode of the Win Rate Podcast, Andy is joined by two sales experts, Philip Lacor, CRO at Personio and St John Craner, Managing Director at Agrarian Rural Marketing. They look at the different aspects and importance of trust, consultative selling, and balancing AI with emotional intelligence. They dig into sales efficiency, achieving quality discovery, the critical role of sales leadership, and empowering sales teams through genuine interactions and ethical guidelines.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

This week our host Brandi Starr is joined by MJ Smith, CMO of Colab. Meet MJ Smith, a dynamic leader with a robust background in the industrial and software sectors. From her key roles at Refine Labs and FTSE 100 Halma to leading marketing at Colab, MJ brings a wealth of experience and strategic insights.  In this episode of Revenue Rehab, Brandi and MJ dive into the pivotal role of marketing leadership in owning the entire pipeline number, a function traditionally dominated by sales. They explore how marketers can effectively manage and optimize pipeline generation, focusing on executing known strategies with excellence and maintaining innovation. Join Brandi and MJ as they unravel actionable strategies, emphasizing quality over quantity, to drive exceptional results and foster a culture of internal competition and creativity. Bullet Points of Key Topics + Chapter Markers: Topic #1 Owning the Entire Pipeline Number as a CMO [08:45] MJ Smith discusses the benefits of marketing leadership taking ownership of sales development to streamline processes and avoid inter-department conflicts. "When marketing owns the entire pipeline, you treat SDRs as a channel to distribute your messaging, ensuring resources are invested more efficiently," MJ shares. "It prevents a lot of the 'sales vs. marketing' battles over who's responsible for revenue." Topic #2 The Importance of Personalization in BDR Outreach [16:22] MJ emphasizes the necessity of personalized interactions over mass-produced messages for Business Development Representatives (BDRs). "It's about crafting meaningful connections rather than pushing out scripted automation. Personalized touchpoints can significantly enhance the effectiveness of your outreach," she asserts, highlighting how tailored communication can drive better results. Topic #3 Mastering One Channel Before Moving to Another [29:54] In discussing growth strategies, MJ advises focusing on perfecting one marketing channel at a time. "Conferences, despite their high costs, were part of our initial strategy because they allowed for rich, face-to-face interactions that translated into valuable leads," she explains. "Our idea was to execute top-tier strategies rather than chasing every new trend. It's about quality over quantity, making each channel work exceptionally well before expanding further.  So, What's the One Thing You Can Do Today? MJ's ‘One Thing' is to launch a use case campaign to drive targeted growth. "Start by collecting customer interaction data, such as calls, to identify recurring needs and frustrations. Analyze this data to uncover patterns and insights, and then use these findings to create specific marketing assets like ads or landing pages. This targeted approach allows you to demonstrate your capability in addressing both strategic messaging and tactical execution. By focusing on this task, you can achieve meaningful results within a two to three-week cycle.” Buzzword Banishment: Buzzword Banishment: MJ's Buzzword to Banish is "headcount." MJ dislikes this term because she believes it dehumanizes roles that are filled by real people. She emphasizes that referring to team members merely as numbers undermines their value and contributions, reducing them to mere headcounts rather than recognizing them as individuals with unique skills and importance. Links: Get in touch on: LinkedIn Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

You're not dreaming. You've made it to our third episode featuring Saima and Adam imparting their wisdom, sans-guest. And if you thought this third installment couldn't top the last, think again. We're diving into ABX and ABM measurement—the essential metrics that can help marketers gauge the success of their campaigns. From leading indicators like reach and engagement to lagging indicators like pipeline and revenue, we explain why you need to monitor those metrics closely. Learn how to manage your pipeline within your CRM and how to improve outreach using AI.In this episode, you'll learn:How to effectively quantify and engage your Ideal Customer Profile (ICP) Why a single dashboard is all you need for all your ABX metricsThe importance of measuring both leading and lagging indicators to evaluate your ABM strategyJump into the conversation:(00:00)Welcome to Revenue Makers(02:32) Are you reaching and engaging with your ICP?(09:34) Measuring the effectiveness of advertising(11:34) Handing off MQLs to the sales team(15:01) Personalize your outreach using AI and intent data(16:59) Volume, conversion rate, velocity, deal size(22:30) Flag ABM accounts in your CRM Resources:Segment Performance Reporting: https://6sense.com/6sense-for-6sense/segment-performance-reporting/Unified Dashboards for Pipeline Management: https://6sense.com/blog/the-game-plan-for-success-unified-dashboards-for-pipeline-management/SFDC Dashboard at the 30-minute mark of this webinar: https://6sense.com/resources/webinars/Ideas-are-easy-execution-is-everything-webinarCMO Reporting on leading indicators: https://6sense.com/6sense-for-6sense/cmo-reporting/

One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are equipped to provide an exceptional customer experience. This customer-centric focus is not just about closing deals; it's about making it easier to be your customer and harder to be your competitor.“Sales leaders need to ask every day, what are we doing to make it easier to be our customer? That means we're providing a great customer experience from hello to 'I'm your loyal customer,'” says Alice Heiman.Empowering Sales Teams: The Role of LeadershipSales leaders are the backbone of the sales team. They are not only responsible for managing their teams but also for inspiring, coaching, and developing them. The challenge lies in balancing the day-to-day management tasks with the need to spend quality time coaching and strategizing with their sellers. The reality is that sales leaders should be spending 80% of their time coaching salespeople to close business effectively.This involves a variety of activities:Strategic Account Management: Sales leaders must be deeply involved in developing account strategies, ensuring the right resources are allocated, and that senior leadership is engaged when needed.Continuous Development: Sales leaders must assess the strengths and weaknesses of their team members and create development plans that include ongoing learning. This could involve reading industry-specific literature, attending webinars, or even engaging in peer learning.Effective Deal Coaching: With many deals stalling or ending in no decision, sales leaders need to provide thorough deal coaching, helping salespeople map out strategies, understand customer pain points, and navigate the complexities of the sales process.Managing the Managers: Who Coaches the Sales Leaders?One of the critical, yet often overlooked, aspects of a sales leader's role is their own development. Who is coaching the coaches? CEOs must ensure that their sales leaders are receiving the guidance and development they need to continue growing. This could mean bringing in external coaches, providing access to leadership training, or fostering a culture of continuous learning within the organization.Final Thoughts: A Call to Action for CEOsIf you're a CEO wondering whether your sales leaders are equipped to lead a peak-performing team, it might be time to reassess. Shadow your sales leaders, understand their daily activities, and ensure that they are not bogged down by non-essential tasks that detract from their ability to coach and lead their teams. By focusing on the development of your sales leaders, you're not only improving their performance but also driving the overall success of your sales team and, ultimately, your company.If you want to discuss improving sales leadership in your organization, feel free to reach out. I'm always happy to chat and offer insights tailored to your needs.“The job of a sales leader, all of them, no matter what their title, is to ensure that salespeople can do their job and that customers have a great experience.”Episode DetailsChapters00:02 Introduction and Setting the Scene01:43 Role of Sales Leaders and Customer Experience05:18 Communicating Needs to Leadership and Building Foundations08:02 Daily Activities of Sales Managers11:03 Strategic Planning and Senior Leadership Involvement13:50 Ongoing Development and Deal Coaching15:18 Pipeline Management and Effective Reviews18:02 Development and Coaching for Sales Leaders20:18 Conclusion and Call to ActionSocial Links Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/ 

Workforce intermediaries are uniquely positioned to help workers and businesses achieve mutually beneficial outcomes. Employers desire a workforce development approach that will address their most critical pain points, whereas workers seek opportunities to advance their economic security. In recent years, a wave of organizations has worked to take a “both-and” approach. These pioneers have recognized that job retention and recruitment are often linked to poor job quality, and that worker voice and input are critical to their ability to meet the demands of a dual-customer approach. Members of the U.S. Chamber of Commerce Foundation's Talent Pipeline Management (TPM) network are among those embracing this approach and leading on job quality and worker voice. The TPM Academy equips employers and their education and workforce development partners with strategies and tools to co-design talent supply chains that connect learners and workers to jobs and career advancement opportunities. And recently, the Foundation and the Aspen Institute Economic Opportunities Program developed a new curriculum focused on job quality to embed within the TPM Academy for businesses and business-facing organizations. The new course will be available this summer. In this webinar, which took place on July 24, 2024, we hear from two members of the TPM network about how they have tapped into worker voice and worked with employers to drive job quality improvements. Our speakers include Michael Evans (Kalamazoo Literacy Council), Jaimie Francis (U.S. Chamber of Commerce Foundation), Laurie Mays (Kentucky Chamber of Commerce Foundation), and moderator Matt Helmer (The Aspen Institute). For more information, including speaker bios and additional resources, visit: https://www.aspeninstitute.org/events/tapping-into-worker-voice-to-improve-job-quality-lessons-from-the-talent-pipeline-management-network/ For highlights from this discussion, subscribe to EOP's YouTube channel: https://www.youtube.com/@AspenEOP Or subscribe to the “Opportunity in America” podcast to listen on the go: https://podcasters.spotify.com/pod/show/aspeneop

With BOOST CRM & Business Suite, you can improve cross-team workflow between sales and marketing, create content more easily, and easily optimize conversions as a service provider. Find out more at https://vitazadigital.com/ VITAZA Digital City: Fort Lauderdale Address: 401 East Las Olas Boulevard Website: https://vitazadigital.com/ Phone: +1-954-228-3053 Email: info@vitazadigital.com

In this conversation, David Paul interviews Jon Corrin, the co-founder of Xilo, a vertical SaaS company in the insurance industry. They discuss topics such as pipeline management, the evolution of the insurance industry, Xilo's value proposition, and their market segmentation. Jon shares insights on the importance of product development, the role of instinct in decision-making, and the significance of a strong onboarding process. He also talks about the fundraising journey and the qualities he looks for in investors. The conversation concludes with a discussion on the best business advice Jon has received and his favorite book, 'The 33 Strategies of War' by Robert Greene. You can watch/listen to the podcast on YouTube, Spotify, and Apple.TakeawaysPipeline management is crucial in the insurance industry, and Xilo has focused on automating processes and improving operational metrics to increase pipeline.Xilo's value proposition lies in providing a great customer experience on the form submission side and automating workflows into legacy back-office software.Jon emphasizes the importance of listening to customers and using instinct and gut feelings to make decisions as a founder.A strong onboarding process is essential for customer success, and Xilo provides one-on-one onboardings for each user to ensure a smooth experience.When seeking investors, Jon looks for those who can provide access to capital, talent, and customers.Jon recommends 'The 33 Strategies of War' by Robert Greene as a compelling book that combines history and business advice.Sound Bites"It's 6X what it was in Q4. So we're doing well.""You know, there are so many facets to that because I didn't come from the insurance industry.""I'm definitely the type of person that can create a funnel, handle all the operational metrics."Chapters00:00 Introduction and Podcast Room Banter02:10 Pipeline Management and Xilo's Growth06:41 Xilo's Value Proposition and Automation in the Insurance Industry10:46 Xilo's Target Market and Growth Potential15:33 Fundraising and Investor Criteria23:48 Creating a Strong Onboarding Process26:05 Book Recommendation: 'The 33 Strategies of War'

This episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing difficult situations, and fostering a team-oriented mindset. Gleason shares his SEAL experiences and insights from his book "Embrace the Suck," underscoring the significance of persistence, purpose, and passion in overcoming adversity. Both interviews delve into how SEAL training philosophies on embracing challenges, dynamic subordination, and the mental aspect of enduring hardships can be applied to business leadership and personal growth, promoting a narrative of continuous learning and team cohesion.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:47] Memorial Day Special: Lessons from Veterans[00:01:07] Mike Hayes: Leadership Lessons from a Navy SEAL[00:02:15] Embracing Challenges and the Concept of 'Never Enough'[00:10:35] The SEAL Mindset: Team, Teammate, Self[00:14:59] Dynamic Subordination and Leadership in SEALs and Business[00:18:51] Brent Gleason: Embracing the Suck for Extraordinary Life[00:20:44] The SEAL Training Experience and Building Resilience[00:24:08] Channeling Pain and Persistence for SuccessADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Mike Hayes.https://www.thisismikehayes.comLearn more about Brent Gleeson.http://www.brentgleesonspeaker.com/index.htmlHIGHLIGHT QUOTES"You're only excellent if you know you're never excellent enough" - Mike: [00:03:52] “Whatever ways we define 'better', I think it has nothing to do with seniority, age, or where we are in our careers. You can be ninety-something years old and still be trying to get better at different things.”"Brent on having a passion for what you're trying to accomplish": [00:28:24] “If you think about any lofty goal we've ever pursued in life whether it's sports, work, charitable organizations, or in relationships, no lofty goal is ever achieved without some stress, pain, and adversity.”

Summary In dieser Podcast-Folge geht es um das Thema Leiden und Genießen als SDA zum Erfolg. Es werden drei Hauptthemen behandelt: die kontinuierliche Weiterentwicklung als SDR, die Perfektionierung der Daily Tasks und die erfolgreiche Kollaboration zwischen SDR und AE. Der Gast, Vince von Finway, teilt seine Hintergrundgeschichte und wie er von der Bundeswehr in den Sales gewechselt ist. Er betont die Bedeutung von Disziplin und Strategie, die er aus seiner Zeit bei der Bundeswehr mitgenommen hat. Vince erzählt auch von seinen Erfahrungen als SDA bei Personio und seinem Wechsel zu Finway. In diesem Teil des Gesprächs spricht Vinz darüber, wie er seine Strategie im Vertrieb geändert hat, um schneller Ergebnisse zu erzielen. Er erklärt, dass er von E-Mails zu LinkedIn gewechselt ist, um direkt mit Entscheidungsträgern in Kontakt zu treten. Er hat eine Kadenzaufgebaut, aber schnell gemerkt, dass er zu lange braucht, um Ergebnisse zu sehen. Also hat er seine Strategie geändert und ist auf Quantität gegangen, um aus den Rückmeldungen zu lernen. Vinz betont auch die Bedeutung von Mentoren und der Community, um Unterstützung und Motivation zu finden. Takeaways Die kontinuierliche Weiterentwicklung als SDR ist entscheidend, um erfolgreich zu sein. Mentoren können dabei helfen, die Grundlagen zu verbessern. Die Perfektionierung der Daily Tasks wie Prospecting, Cadencing und Pipeline Management ist für SDRs wichtig. Eine erfolgreiche Kollaboration zwischen SDR und AE erfordert, dass jeder die Verantwortung für sein eigenes Handeln übernimmt und nicht andere dafür verantwortlich macht. Der Hintergrund und die Erfahrungen einer Person können wertvolle Fähigkeiten und Perspektiven in den Sales bringen. Disziplin und Strategie sind wichtige Eigenschaften, die aus der Bundeswehrzeit übernommen werden können und im Sales hilfreich sind. Wechseln Sie Ihre Strategie, wenn Sie nicht die gewünschten Ergebnisse erzielen. Nutzen Sie LinkedIn, um direkt mit Entscheidungsträgern in Kontakt zu treten. Lernen Sie aus Rückmeldungen und passen Sie Ihre Strategie entsprechend an. Suchen Sie Mentoren und vernetzen Sie sich mit der Community, um Unterstützung und Motivation zu finden. Chapters 00:00 Leiden und Genießen als SDA zum Erfolg 02:47 Die kontinuierliche Weiterentwicklung als SDR 08:03 Vom Bundeswehrsoldaten zum Sales-Profi 12:03 Perfektionierung der Daily Tasks 19:15 Strategiewechsel im Vertrieb 20:21 Quantität über Qualität 26:11 Der SDA als eigener Manager 32:38 Mental Health und Selbstfürsorge 35:25 Die Bedeutung von Mentoren und der Community

In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO.From 1990 to 1994, Sean was a salesperson and loved every minute of it (he broke records, built amazing client relationships, and put hundreds of thousands of miles on his Honda Accord).From 1994 to 2018, Sean co-founded and helped grow nine early-stage companies. Seven of these nine companies successfully exited for over $600M.During these years, Sean learned about mergers & acquisitions, product-market fit, managing cash flow, evangelical sales, raising funds, making & losing millions, how to creatively accomplish much with very little $, and much more.The discussion includes key sales lessons from Mark Cuban, emphasizing the importance of trust and helping in sales, and strategies for creating trust with clients. The hosts also delve into the intricacies of forecasting, deal qualification, and managing sales cycles, with a focus on understanding customer needs and aligning sales strategies accordingly. The conversation provides actionable advice for sales leaders on improving sales performance, structuring deals, and leveraging data for better forecasting and pipeline management.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:51] Sales Insights from Mark Cuban's Masterclass[00:03:32] Building Trust and Understanding in Sales[00:08:18] The Art of Preparation and Asking the Right Questions[00:11:55] Navigating the Procurement Process: Insights and Strategies[00:15:44] Simplifying Business Success: Lessons from Purdue University[00:20:36] Identifying and Targeting the Ideal Customer Profile (ICP)[00:24:17] Strategic Sales Expansion and Resource Allocation[00:31:56] Navigating the Challenges of Meeting Sales Targets[00:32:42] Strategies for Setting Realistic Sales Goals[00:34:52] Building a Culture of Accountability and Trust in Sales[00:35:41] The Importance of Ownership and Data in Revenue Operations[00:42:39] Forecasting and the Art of Accurate Sales Predictions[00:42:44] Understanding and Managing Deal Pushes in Sales[00:50:33] Optimizing Sales Operations and Pipeline Management[01:02:43] Concluding Thoughts on Sales Success and LeadershipADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Sean Burke.https://www.linkedin.com/in/seanhburke/HIGHLIGHT QUOTES[00:02:36] “They have to trust the seller first, the company second, and then the product solution, et cetera, after that.”[00:10:28] “We would put together a team and we would have the personas that we're selling to be represented by the same personas within our team and role play those out.”[00:59:23] “So it's all this rhythm of the business that you got to be really aware of as a CRO because you can start a year and end a year dead Or you could start a year and end of the year on the path to success”

Morgan from Kellam Mechanical in Virginia shares his approach to taking care of his customers, which keeps him always booked for months out. Learn more about SBE at ⁠⁠⁠⁠⁠⁠⁠sbeodyssey.com⁠⁠⁠⁠⁠⁠⁠ Connect with us on social media: ⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠Facebook

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals.   Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more!   Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps:   0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights:   Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals.   Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more!   Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps:   0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights:   Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals.   Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more!   Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps:   0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights:   Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

Dive into the nuanced world of sales on the latest ClearTalk podcast episode, where we demystify the differences between opportunity management and sales forecasting. With expert Chris Peterson, Founder and CEO of Vector Firm, we challenge the idea that sales is either an art or a science and explore how the best sales teams blend structured processes with strategic agility. Uncover the essentials of an accurate forecast report, the dynamics of sales probability, and the execution of best practices for consistent sales success. For businesses seeking to refine their sales approach and navigate the complexities of implementation. Tune in to equip your team with the insights needed to not just understand, but master the sales process.

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This episode features an interview with Jamie Anderson, Chief Revenue Officer of Emburse. Emburse is the global leader in spend optimization, with expense, travel management, and payments solutions. Jamie believes that revenue operations have been around for a long time, but we haven't always called it “RevOps.” He describes how investing in your RevOps team will result in a great ROI, and how to focus on what really matters when building your bottom line.Guest Bio:As Chief Revenue Officer, Jamie is responsible for setting the strategy and executing on the revenue goals for Emburse. He has over 25 years of experience in the enterprise applications software industry serving in a variety of roles from product development, through marketing, to sales. Jamie has held key executive leadership roles at SAP, hybris, Marketo (Adobe), and most recently Xactly Corp, where he served as CRO. Jamie holds a BSc in Computer Information Systems from Glasgow Caledonian University.Guest Quote:“Revenue operations, I actually believe, have been around for a long time. We just haven't called it rev ops. Some places have just called it pipeline management, cadence. I often say incidentally that the measure of the health of a company is looking at the pipeline and measuring the unweighted four rolling quarter pipeline coverage, the current quarter plus one weighted pipeline coverage. It gives you a very, very strong indication of a company's health.” - Jamie AndersonTime Stamps:1:32 - How Jamie views RevOps13:22 - The importance of specialization15:23 - What makes a horrible client experience21:58 - Making leaders better25:47 - Why RevOps has a great ROI29:26 - The tool shed34:46 - Quick hitsSponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Jamie on LinkedInConnect with Ian Faison on LinkedinCheck out Emburse

In this episode, we delve into the concept of sales architecture and its role in driving sales performance. We begin by addressing the common obstacle faced by many established businesses – the underperformance of the sales team. While these businesses may have a solid product and a growing team, they struggle to achieve the desired growth due to inconsistent monthly revenues and missed opportunities. To overcome this challenge, we introduce the concept of sales architecture as a solution. We explain that salespeople are more likely to adhere to a framework or architecture rather than strictly follow a sales process. The first pillar of sales architecture involves implementing a trained common language for pipeline management and accurate forecasts. By de-risking the deals pipeline through an opportunity qualification methodology, businesses can ensure a more reliable revenue flow. Moreover, we highlight the importance of implementing metrics and Key Performance Indicators (KPIs) to measure the risk to income each month. We introduce the idea of using deals coverage as a superior metric to revenue coverage, as it provides a safer buffer and reduces income risk. Additionally, we emphasize the significance of accurate monthly forecasting and advocate for the use of the salary bet standard, where salespeople prioritize closing deals within the current month rather than relying on eventual closures. Moving forward, we discuss the transformational impact of accurate forecasting on the sales culture. We introduce a sales governance report called "distance to revenue," which categorizes income timing into green, amber, and red zones. This report is run by the finance department and provides a clearer understanding of the sales pipeline and progression towards revenue targets. We recommend sharing this report with the senior leadership and sales team to align their understanding. We also emphasize the importance of inspection in the sales architecture. Using an ideal sales pipeline benchmark, businesses can measure sales performance accurately. To facilitate this, we promote structured weekly sales meetings with specific agendas and the use of CRM or governance reports, eliminating the need for clue-finding. We question the necessity of group sales meetings but suggest using them for forecasting declarations and learning opportunities. The most significant meeting in the sales architecture is the one-to-one between salespeople and their direct managers. This is where performance and mindset are shaped, emphasizing the importance of building strong, customized relationships. Lastly, we introduce the OKR (Objectives and Key Results) pillar, focusing on salesperson and team development. By setting high-level objectives and supporting them with key results, OKRs align actions and create a standard of performance that leads to success. Sales architecture serves as a bridge between the technical and creative aspects of sales, fostering incremental progress in revenue production, skills improvement, learning, and earnings. By implementing this architecture and hiring sales leaders who understand both the technical and creative sides of sales, businesses can significantly improve their sales capabilities. The benefits of implementing sales architecture are substantial – from outperforming competitors who rely solely on sales personalities to achieving accelerated growth and new levels of performance. This podcast is aimed at helping small to mid-sized companies enhance their sales capabilities without extensive investment, demonstrating that sales architecture is an effective approach for driving growth and achieving success. 0:00:59 Establishing a strong sales team for growth 0:03:22 The need for a sales architecture and common language 0:07:02 Metric 1: Dated pipeline and its correlation to income production 0:09:37 Pillar 2: Achieving accurate monthly forecasting with the salary bet standard 0:11:03 Introduction of the Green Zone Standard for forecast performance 0:13:47 The Dangers of Operating in the Red Zone 0:15:05 Introducing the Distance to Revenue Report for Accurate Forecasting 0:19:20 The Role of Weekly Sales Meetings 0:21:06 The Power of One-to-One Seller-Manager Relationships 0:22:33 The OKR Pillar: Developing the Salesperson and the Team 0:24:19 Implementing OKRs for Long-term Progress and Personal Earnings 0:26:13 Building Quality Thinking and Behaviors in Sales 0:28:04 Attracting Good People with Effective Sales Architecture   Visite https://www.salesvirtual.com for more content and extended show notes on this subject. 

Welcome back to The Win Rate podcast. Today Andy welcomes Tim Hughes, CEO of DLA ignite and author of Social Selling, and Eric Stine who is just coming off his roles of CRO and Chief Commercial Officer at Skillsoft. Eric, Tim, and Andy explore the importance of evaluating performance at different levels within organizations and the impact it has on overall success, how misclassifying leads affects sales pipelines, and the common practice of capturing leads early on without properly assessing their potential. They explore the repercussions of this, including the pressure to maintain an artificially high pipeline multiple and the struggle to differentiate between top performers and those who struggle to say no to low-quality leads.They also share valuable insights on the role played by first line managers, the challenges they face, and innovative ways to improve effectiveness. And within all the data, they reflect on why human connection is essential for closing deals and how it can still be easy to build a relationship in a short span of time even when face to face interaction isn't as common as it once was.Find Tim and Eric on LinkedInHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognismKey Quotes"If you have fairly good sales reps and they're well enabled, then they are performing that early stage discovery almost unconsciously."— Eric 00:21:410 0:21:52Pipeline Management: "I have plenty of sales reps that I wouldn't trade for anything in the world that have win rates of 35, 45%. But they have one bad behavior, which is they can't say no to a lead."— Eric 00:23:32 00:23:43Improving First Line Management: "And for me, the critical inflection point and where I spend a lot of time as a leader is on first line management, because I think a lot of success or failure happens based on what your first line managers do..."— Eric 00:25:240 0:25:35I was fortunate to work for people that I remember asked a boss once what's our pipeline or multiple should I have? And he says, whatever you need to hit your number. Okay, that's good advice. And for me that was yeah, I generally ran 1.5 throughout my career and I was selling big stuff, but that's what worked for me. And somebody else may need three, somebody else may need four. — Andy 00:28:320 0:29:27 "I think there has to be we still need to train sales leaders because we still have the situation where we take the best salespeople and make them leaders. And quite often they're not leaders and they have to learn how to deal with people."— Tim 00:30:530 0:31:07“We should have known earlier we didn't talk to the right person that we should have talked to, that would have just devastated us. It was a great lesson, right?"— Andy 00:36:060 0:36:13"Got one thing out of that meeting. I got money for manager enablement. Because manager enablement is like a hurricane or a wildfire. Nobody wants to pay for prevention, but once the storm hits, they'll pay for the cleanup."— Eric 00:41:330 0:41:45

In der Mittagsfolge sprechen wir heute mit Janis Zech, CEO und Co-Founder von Weflow, über die erfolgreich abgeschlossene Finanzierungsrunde in Höhe von 3,2 Millionen US-Dollar.Weflow hat eine Plattform entwickelt, die Umsatzteams zur Verbesserung der Salesforce-Hygiene, der Pipeline-Transparenz und der Prognosegenauigkeit nutzen können. Der One-Stop-Shop ermöglicht CRM-Datenerfassung, Geschäftseinblicke und Pipeline-Management mit einer Integration in Salesforce, Google Workspace und Microsoft 365. Die neueste Version führt kollaborative Prognosen und Pipeline-Analysen ein und entwickelt sich zu einer All-in-One-Plattform für das Umsatzmanagement, die isolierte Tools überflüssig machen soll. Diese Ergänzung bringt das Unternehmen näher zu dem Ziel einer einheitlichen Umsatzlösung, die Managern, Revenue Operations und Führungskräften gleichermaßen helfen soll. Weflow wurde im Jahr 2021 von Henrik Basten, Janis Zech und Philipp Stelzer in Berlin gegründet. Die Lösung des Startups hat eine 4,8-Sterne-Bewertung auf G2 erhalten. Hunderte Unternehmen wie Zeotap, Remerge und Sana Labs, setzen bereits auf die Plattform für Vertriebsintelligenz.Nun hat das Berliner Startup in einer Finanzierungsrunde 3,2 Millionen US-Dollar unter der Leitung des KI-Fonds von Google namens Gradient Ventures eingesammelt. Zu den weiteren Kapitalgebern zählen Cherry Ventures, Hello World VC und die Business Angels Bo Pedersen, Andreas Bodczek und Christian Edler. Mit dem frischen Kapital wird es Weflow möglich sein, die Bemühungen zur Integration von KI zu verdoppeln und den gesamten Umsatz bei der Verwaltung des Verkaufsprozesses zu unterstützen.

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In episode 289, Bradley and Erik: The Producer offer a preview of the 2023 Sales Fundamentals Workshop being held April 10-12, 2023 in Ft. Worth, Texas.  They also discuss the importance of tracking your pipeline and answer the most common objections they hear from sales people who don't track their pipeline. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community. For more info: constructionleadershippodcast.com Follow us on Instagram: instagram.com/bradleyhartmannandco/ Subscribe to our YouTube Channel: Bradley Hartmann & Co. Capital One Trade Credit: capitalone.com/trade-credit

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Jaimie Francis is vice president of policy and programs at the U.S. Chamber of Commerce Foundation's Center for Education and Workforce. This nonprofit affiliate of the U.S. Chamber of Commerce is dedicated to strengthening the nation's educational standards and the quality of its workforce.  In this episode of the Leading Learning Podcast, co-host Celisa Steele talks with Jaimie about the U.S. Chamber of Commerce Foundation's Talent Pipeline Management initiative and its related TPM Academy and National Learning Network. They also discuss general challenges and opportunities in workforce development and ways learning businesses can foster effective collaboration with employers. Full show notes and a transcript are available at https://www.leadinglearning.com/episode313.

Incentive Compensation and Sales Performance Management - two key ingredients to scaling a successful B2B SaaS company.  Is Intelligent Revenue the next key ingredient to growth?Chris Cabrera, founder, and CEO of Xactly, built a very successful company by helping companies to automate and optimize those two disciplines. The result was an Initial Public Offering (IPO) in 2015 and a $564M acquisition by Vista Equity in 2017...but Chris's and Xactly's story did not stop there and continues to evolve.Currently Xactly is evolving to provide an Intelligent Revenue Platform that enables companies to scale revenue predictably more effectively.Chris defines Intelligent Revenue as the combination of Revenue Planning, Incentive Compensation Management, Pipeline Management, and Revenue ForecastingRevenue Operations and Intelligence is an evolving category still yet to be defined. Why the world is waking up that "siloed" apps are not an efficient or effective way to optimize revenue performance. Moreover, to leverage real intelligence across the entire customer journey requires consistent data across every phase of the journey, and a fragmented revenue technology stack does not provide the core foundation required for Intelligent Revenue.Chris's experience suggests that designing an intelligent revenue plan and incentive compensation model will lead to more predictable and profitable revenue growth. Revenue Intelligence does not start with better forecasting; it begins with using the insights and signals from the past to design the right Go-To-Market structures and plans - ultimately leading to better and more intelligent forecasts.Ninety-seven percent of Xactly's customers opt-in to share their data in an anonymous and aggregated fashion to develop benchmarks enabling the entire Xactly customer community to leverage the shared intelligence to build better revenue plans and incentive compensation programs.Who most benefits from Intelligent Revenue? Revenue Operations, often the combination of Sales Ops, Marketing Ops, and Customer Success Ops, directly benefit by being able to develop better territory plans, design incentive compensation plans that drive the right behavior and now provide more intelligent insights into how current pipeline trends will result in more accurate revenue forecasts.An example that Chris shared was how Revenue Operations can use Intelligent Revenue to design a program to reduce the use of discounting in price negotiations. As an example, incentive compensation plans that pay different rates based upon the "discount" that a sales professional negotiates. One of the traditional barriers to paying this way is the challenge of paying different commission rates based upon discount rates which is a complex, multi-variate calculation challenge - but one that can significantly impact profitable revenue growth.If you are responsible for one of the most common challenges that every company leader faces - delivering profitable revenue growth and consistent revenue forecasts, this conversation with Chris is entertaining, enlightening, and makes for a great listen!

How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget toHow Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to rate and review the show on Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn & YouTube: Jim Padilla rate and review the show on Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn & YouTube: Jim Padilla

How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget toHow Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to rate and review the show on Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn & YouTube: Jim Padilla rate and review the show on Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn & YouTube: Jim Padilla

How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions.   Do you want to discover our lead generation machine that attracts “ready-to-buy” leads in your calendar in less than 30 minutes a day? Learn 5 proven steps to fill your calendar with motivated buyers in the market right now. https://sales.gaintheedgenow.com/leads-made-easy-simplified

How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to rate and review the show on Apple Podcasts and Spotify Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn: Jim Padilla rate and review the show on Apple Podcasts and Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn: Jim Padilla

Pipeline management and sales forecasting are challenges in all environments. But, none is more challenging than selling to win government contracts.  In this episode, government sales consultant Rick Wimberly identifies some of the biggest pipeline and forecast challenges in government procurement markets. He offers definitive advice on establishing the rules of engagement surrounding pipelines, then a solution for making more accurate forecasts - even when government sales cycles are so blasted long.In this episode, Government Selling Solutions also announces the availability of customized individual government sales coaching sessions.