Sales pipeline full of zombies?

A good sales pipeline keeps a consistent and continuous number of closable leads. Sales pipelines can be good or bad, but there is something common between both processes. You might have zombies lingering around in your pipeline and not even know it! Good sales pipelines stay successful because sales reps and managers know how to deal with these zombie leads and don’t let them affect the sales closing.
What is a zombie in the sales pipeline? Zombies are leads that a lot of time and resources are being spent over with a sprinkle of optimism, and no close in sight for the deal. This leads to a slower sales closing time and figure that’s detrimental for a sales department if happens regularly. Though optimism is what keeps a sales rep going, here the sales manager or the top leadership must be realistic enough to understand the stakes and flush these leads out of the system.

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The BILLION dollar question: When is the right time to follow up?

follow up smarter

Inside Sales exits as a market because of two customer issues: 1. They need to be better educated before making a buying decision, or 2. They need to be sold to by an expert salesperson in order to make their decision. This entire relationship hinges around a few critical emails, phone calls, or meetings, in a time period known as the Follow Up. Following up with your lead’s initial outreach or request is what keeps the conversation moving and the sales process on track, and it is up to each and every inside sales rep to manage this relationship to a successful outcome. The more successful outcomes each sales rep can manage, the closer to success their company will find themselves.

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Top complaints of SDRs and how sales managers can solve them

Sales Managers, what’s your job? Is it to coach and educate your team, or simply to ensure they make their quarterly expectations, no matter what?
SDR’s need to learn from your sales experience, but they also have valid critiques of their sales process, or what seems to be impeding them from selling at their peak. As sales managers, your duty is to solve these impediments to the best of your or your company’s ability, to maximize the productivity of your SDRs. Just for you, we’ve compiled a list of top complaints to look out for – and how YOU can solve these problems.

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Just How Much is your Low Sales Productivity Costing You?

Some of this should be a no brainer. For instance, if you don’t work you can’t make any money! Likewise, the fewer productive sales conversations you have per day, the fewer sales you can make overall. Successful companies invest a lot of capital in sales development and outbound sales to find their solution to increasing sales productivity and scale up. To find your growth curve, you need to understand just how limiting low sales productivity is to your growth goals.

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Task Prioritization 2: Controlling Distractions

What do sales managers want? Quality results in a short period. There’s always the incentive to be the “yes man” and squeeze in that extra scheduled phone call or two during the day. However, without proper task prioritization and time management, things can go south in no time. Pretty soon, you’ll be balancing multiple clients at once, and can fall short of assisting all of them. It’s understandable that sales can be a very hectic job and requires constant motivation. Task prioritization and sales tasks management makes the sales process consistent and doable. Though it might not take the frustration out of it, it still helps a sales rep push back the pressure and keep on succeeding with regular sales tasks.

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Sales Process 101: Will I make my quota with my current leads?

In a successful sales process, meeting your quota depends upon the quality of your lead pipeline. If a sales rep thinks that he or she is born with some sort of a super natural gift that you can close deals without following a proper protocol, this is not going to happen.

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Task Prioritization: Do you spend enough time selling?

Improper task prioritization hurts more salespeople than you might realize. According to Cirrus Insights, a majority of salespeople spend less than half of their time selling. In most of the cases, salespeople spend anywhere between 15% to 20% of their time selling. With salespeople responsible for dozens of other tasks besides sales, it usually ends up eating the time they should have spent on selling.
Similarly, according to Alice Heiman LLC, “sales people need to spend more than 39% of their time selling, but other activities pull them away,” Heiman said. “Hopefully, some of that email time is advancing a sale.”
A few of the task and role prioritization issues that tend to take salespeople away from giving enough time to their sales activities.

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Calling all Sales Managers: Here’s 3 ways gimmicks can LOSE your team’s motivation and 4 ways to KEEP it!

Sales managers worldwide want to offer their sales team the tools and support they need to succeed, and make the company succeed. What managers sometimes fail to realize is the risk they take on to by relying on gimmicks or halfhearted tools to pep up the team. One idea could seriously put your team at the risk of not making their quarterly figures.

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Finding your Sales Process: Which leads are hot and which are not!

Stuffing up your sales pipeline with random, unqualified leads is a disaster for your sales process. Sales reps can make a list of leads without determining their use, but this is only good enough to relax your mind temporarily. Sales pros are always never interested in the quantity of leads, just quality. In plain terms, they like a hot lead! The final phase in a lead life is to successfully pass through a sales closing process. This cannot be expected from random leads.
Let’s define a hot lead first. There is a BANT approach that establishes the distinct stages of qualified leads. In time, this increases the efficiency of your sales process.

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