Chief Outsiders

JULY 14, 2023

Part 5: Moving Your KPI Levers Into Alignment Managing a sales team can be a lonely job these days. Just a few years ago, the energy in a typical sales office was positively electric.

Sales 246

Sales Sales KPI Energy 246

Harvard Business Review

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. This year, I retired the funnel — threw it a party, gave it a gold watch, and congratulated it on its move to a condo in Florida. For another, the funnel fails to capture momentum. In 2015, a sales rep earned commission on everything they closed.

Sales Funnel 15

Sales Funnel Sales Sales B2C 15

Peter Winick

MAY 4, 2023

In addition, we can help you implement marketing, research, and sales. I created a sales funnel to like create a process and, and figure out my qualified leads and move people through the pipeline. So I guess my argument is not necessarily that you can could or should kind of splatter your energy everywhere.

Sales Funnel 130

Sales Funnel Metrics Accounts Marketing 130

Harvard Business Review

JULY 12, 2012

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. There were four tactics I wanted to be laser focused on to achieve this mission: Hire the same successful sales person every time. Hire the same successful sales person every time.

Sales 16

Sales Sales Sales Funnel Scaling 16

Harvard Business Review

AUGUST 5, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. The sales force is more important than ever.

B2B 15

B2B Sales Sales Sales Funnel 15

Harvard Business Review

APRIL 20, 2016

Despite taking the faux-curmudgeonly attitude of an anthropologist exploring the strange world of business dudes — is a sales funnel really that much of a novelty? Dan Lyons’s book Disrupted is an often-delightful tour through startup culture, based on the author’s experience working at online marketing firm HubSpot.

Marketing 14

Marketing Sales Funnel Media Advertising 14

Harvard Business Review

MAY 14, 2014

It takes up energy, and “prevents our ability to solve anything.”. When Mark Berlin* was tapped to build a new direct-sales division at a major insurance company, he had to overcome a number of challenges. I suggested we each learn more about each other’s part of the sales funnel,” he says, but the effort went nowhere.

Sales Funnel 15

Sales Funnel Workflows Sales Sales 15