Chief Outsiders

FEBRUARY 16, 2022

(Blog 1) Step Zero: The Dark Funnel. If your sales funnel is lurking in the shadows, it may be because it’s filled with people who are trying to avoid the spotlight.

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Forbes Leadership

DECEMBER 9, 2022

The most important feature of any sales process is that it must map to your ideal prospect’s buying process.

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Peter Winick

NOVEMBER 20, 2023

Nora explains how you need to tie activity to business outcomes and understand what action you want them to take next, moving them deeper into your content but not necessarily leading them into a sales funnel. Not all calls to action must lead into the sales funnel. Otherwise, they are likely to tune out.

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Ascend

NOVEMBER 11, 2023

The essential thing sellers and marketers need to know to get results from the campaigns they run every day is what contacts in the sales and marketing database are qualified potential customers.

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Peter Winick

DECEMBER 18, 2022

It’s high volume, low ticket, sales funnels, etc. Moving into enterprise, large-scale organizational sales, corporate sales, which is where we quite frankly as an organization spend most of our time working with our clients. And as a general rule, when you’re moving into the B2C space, that’s marketing.

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Jackie Nagel

JUNE 14, 2023

Your marketing and sales funnels are functioning beautifully and creating a consistent stream of clients for your business. The Messy Middle vortex, or stage two of business growth and development , is the natural progression following establishing your start-up foundation. You’ve proven your business model.

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Chief Outsiders

APRIL 6, 2023

The past three years have been heady times indeed for sellers. From a global pandemic to a robust rebound, and a return to spending skittishness, it’s been difficult to pinpoint exactly how the market is going to react to the transaction of commerce. CEOs need a safe harbor because the marketplace represents a rolling sea of choppy tides.

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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.

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Chief Outsiders

JUNE 23, 2023

Part 3: Technology Platforms for the Win The market for sales enablement platforms has never been more robust. In fact, a recent report projects that the global market for sales enablement tech will grow at a 15 percent rate over the next five years, topping $9 billion by 2028.

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Chief Outsiders

JUNE 15, 2023

Part 2: Finding the Right Talent for the Game Here today, gone tomorrow: Did you know that the average tenure of a sales professional is just about a year and a half? It’s a mind-blowing statistic that is, on the surface, an indicator of the rigors of a sales role, in any market segment.

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Chief Outsiders

JULY 3, 2023

Part 4: Is Your Sales Process Supporting Revenue Growth? At the dinner table, you tend to get immediate feedback when the recipe of the dish being served is not quite perfected. In the business world, where the steaks….er….stakes

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Chief Outsiders

APRIL 20, 2022

“There is nothing quite so useless, as doing with great efficiency, something that should not be done at all.” ? Peter Drucker. Why is it that the best run companies often have the hardest time growing?

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Chief Outsiders

SEPTEMBER 24, 2024

Salesforce’s “State of Sales” report surveyed 5,500 sales professionals earlier this year. First, sales reps spend only 30% of their time selling during an average week. Second, 81% of sales teams said they are investing in AI. Two findings caught my attention.

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Andrew Chen

DECEMBER 20, 2016

CPA would be used for leading indicators to CAC, such as Cost Per Lead, Cost Per Sales Qualified Lead, Cost Per Trial or other points in the marketing and sales funnel. Since HubSpot is a B2B SaaS product, CAC would equal the cost to acquire a new customer on one of their Basic, Pro, or Enterprise plans.

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Chief Outsiders

JULY 2, 2024

Out for a walk on a cool May morning, I saw a pickup truck pull alongside. It was Ray from up the street. Are you around May 31 st ?” I’m having a 99 th birthday party.” That’s funny, I thought, Ray can’t be much over 70. Yep, this one is my 99 th. Last year’s party was my 100 th.

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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. clu/Getty Images. It was the right thing to do.

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AIHR

JUNE 3, 2024

A common technique involves creating an applicant funnel (similar to a sales funnel), from which automation can weed out and remove unsuitable candidates. Automation can help you source potential employees in various ways. You can also use automation to reach passive candidates through targeted emails or advertising pop-ups.

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Chief Outsiders

MAY 7, 2024

CEOs often struggle with why their sales team doesn’t close more deals. A common reason why deals don’t close is the proposal is not being presented in a way that communicates the most value to the prospect.

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Chief Outsiders

APRIL 11, 2024

Learn how to accelerate revenue growth by shortening your sales cycle. Discover the seven steps to success and a real-life example of significant growth achieved through effective marketing strategies.

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Chief Outsiders

OCTOBER 14, 2024

In the first two blogs of this three-part series, we introduced the concept of AI-enabled selling, the need for an integrated strategy, and a framework for mapping the myriad technologies available to the needs of the sales organization.

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Chief Outsiders

OCTOBER 24, 2023

In the realm of business-to-business (B2B) sales, blue lights, doorbusters, Black Friday sales, or penny pinchers don’t apply. Attention, bargain shoppers! That said, in our ever-evolving battleground, the age-old theory that "everyone buys a bargain" still holds.

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Chief Executive

JUNE 3, 2022

If account executives don’t appreciate the sales side or know the questions posed to salespeople, then your agency won’t be as effective as it could be. In time, they’ll be able to drill deeper into the sales funnel, get to know their overarching goals, and understand where to focus their research going forward.

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AIHR

NOVEMBER 28, 2022

Plan: The sales rep must spend 10 hours per week cold calling in order to set up 6 meetings per week with new clients. They should also have 4 meetings per week with retention clients and 2 meetings with clients at the end of the sales funnel Check-ins: Monday mornings at 8 am for the next 6 months.

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Chief Outsiders

OCTOBER 3, 2024

There was a time not so long ago when the tools-of-the-trade for a salesperson were a Rolodex, a landline phone, and a pair of comfortable shoes. Not anymore.

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Zenefits

JUNE 26, 2022

Sales processes. A solid Customer Relationship Management (CRM) platform makes it easier to automate sales funnels and keep your sales team on task. You can automate email sequences that alert your sales team when it’s time to follow up with a call.

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Chief Outsiders

JUNE 8, 2023

Are you one of the 31 percent of CEOs who aren’t completely satisfied with your sales team’s performance? Today, CEOs are consistently underwhelmed with their firm’s sales throughput when measured against their expectations.

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Peter Winick

JULY 13, 2023

Plus, he shares tips for getting your audience to engage and move further down the sales funnel. Finally, we learn about the advantages of starting a podcast or doing the circuit as a guest. Three Key Takeaways: You need to get in front of the right people, so they get to know you.

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LSA Global

JULY 15, 2019

Today’s buyers are more sophisticated and come armed with more leverage and data to get what they want and need.Similar to the being more customer centric, solution selling training today must teach sales reps how to be customer focused from the top to the bottom of the sales funnel.

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Harvard Business Review

JULY 9, 2012

One result of this change is that managers will need to get comfortable with the knock-on effects of longer sales cycles and "misshapen" sales funnels.

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Harvard Business Review

AUGUST 22, 2017

Deconstruct Your Sales Funnel. In order to improve sales outcomes and clarify the relevant sales KPIs in your business, you need to deconstruct your sales funnel. If salespeople are behind on a key indicator, for example, they and their managers can change behavior to increase the probability of success.

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Harvard Business Review

JANUARY 5, 2018

The bad lead: It’s like a big piece of gunk gumming up the works in your sales funnel. Not only does it stop the flow of better prospects, but it does so seemingly out of nowhere. So would it surprise anyone to learn that these leads are completely in the company’s control?

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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.

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Harvard Business Review

JULY 12, 2012

After 12 months, 500 interviews, and 20 hires, I hired a graduate student from MIT to run a regression analysis, correlating the interview scores to success in our sales funnel. Today, as we hire 5 to 10 sales reps per month, I sleep better knowing this process is established. The hiring began.

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Harvard Business Review

JANUARY 25, 2017

They do more than hit their targets and push them through the sales funnel: They create an ongoing relationship that alters the trajectory of customers’ lives and companies’ operations. In a similar way, companies that use the gravity model to compete can warp the marketspace , altering the dynamics of their industry.

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Harvard Business Review

APRIL 19, 2018

With online technologies and targeted lists, this should be a cost-effective tool for separating the suspects from the prospects, accelerating customer conversion through the sales funnel, and, equally important, optimizing “data-driven marketing” by tying each piece of content to metrics like opens, reads, downloads, and so on.

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Harvard Business Review

DECEMBER 15, 2015

As a result, false positives and negative-value prospects littered the sales funnel, and about 75% of margins came from just 25% of the deals—almost all of which were managed-services contracts versus one-off “project” installations.

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Harvard Business Review

JUNE 21, 2012

One of the challenges facing the demand gen industry now is developing a steady stream of interesting content that will attract buyers and move them through the sales funnel. With the rise of the Internet, demand generation has gone from a marketing backwater to a multi-billion dollar industry in itself.

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