Pipeline Ops CEO, Josh Paul, Speaks at Virtual Summit for Startups

Posted by April Crisnaire on Dec 15, 2020 12:45:25 PM

This next year poses just as much risk as it does opportunity for tech startups. Founders, marketers, and sales leaders need a focused roadmap for driving leads, revenue, and customer advocacy. 

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Topics: Company News

Access the Modern Sales Management Podcast [Episodes 11-20]

Posted by Josh Paul on Dec 15, 2020 7:00:00 AM

I feel incredibly lucky to have spent the last few months interviewing some of the world's most talented sales leaders for the Modern Sales Management podcast.

Being able to share their stories and insight is an honor for our company and the feedback from our subscribers has been overwhelmingly positive, making this podcast a win-win every step of the way. 

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Topics: Company News, Modern Sales Management Podcast

EP. 20) How to Give Sales Reps License to Be Creative Without Losing Sight of Your Strategy With Daisy Peña

Posted by Josh Paul on Dec 8, 2020 1:28:18 PM

Managing a team of diverse individuals with unique strengths and varying amounts of sales experience can be overwhelming to even the most seasoned sales leaders. Especially this year, as sales teams adapted to remote selling techniques, embraced new technologies, and 40% of businesses missed their revenue targets, the role of a sales manager seems more difficult than ever before. 

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Topics: Sales, Sales Process, Modern Sales Management Podcast

EP. 19) How to Help Your Sales Team Use LinkedIn to Hit Quota With Colleen McKenna

Posted by Josh Paul on Dec 1, 2020 9:57:49 PM

Harnessing the power of social media has been a cornerstone of successful sales strategies within the past few years. Especially in 2020, when millions of road warriors were grounded overnight and forced to work remotely, knowing how to access and sell to prospects virtually is a necessity for modern sales teams. 

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Topics: Social Media, Modern Sales Management Podcast, Sales Messaging

EP. 18) How to Use Simple Math Formulas to Increase Sales with Ryan Reisert

Posted by Josh Paul on Nov 24, 2020 11:34:22 AM

Hitting a sales slump is a right of passage for every salesperson and team, and this year has been especially tough across various industries due to the uncertainty of Covid-19. It’s no surprise that 57% of sales reps are expected to miss their quota this year (Salesforce). 

Knowing how to increase sales revenue when it’s not where your company needs it to be is a tricky situation for executives and sales teams alike. Finding the exact areas to improve in your sales process can feel like searching for a needle in a haystack, but it doesn’t have to. 

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Topics: Sales, Sales Process, Modern Sales Management Podcast

EP.17) How to Select the Best Sales Technology for Your Business with Dan Cilley

Posted by Josh Paul on Nov 17, 2020 9:41:33 AM

According to LinkedIn’s State of Sales Report 2020, 97% of salespeople said that technology is either “important” or “very important” to their sales process. Meanwhile, the number of salespeople relying on sales intelligence tools has increased 54% in the past two years. 

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Topics: CRM Adoption, Sales Efficiency, Modern Sales Management Podcast

What Is Sales Enablement? Definition, History, Examples, and Implementation Tips

Posted by Josh Paul on Nov 12, 2020 12:14:12 PM

In the past decade, the sales playing field has changed dramatically. What may have worked for sales reps before is now insufficient.

In the recent past, a bright charisma, creativity, and improvisation drove the majority of sales. Then, authenticity ruled the day. Most recently, social proof and trust-building are essential for brands.

While all of these are still valued today, these approaches alone just don’t cut it. 

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Topics: Sales, Sales Process, Sales Automation, Sales Efficiency

EP. 16) How Sales Enablement Can Be Most Impactful With Andrew Quinn

Posted by Josh Paul on Nov 10, 2020 9:18:27 AM

Sales enablement is a term that has recently gained a lot of traction in the business world. While sales enablement has always existed, it is only in the past five years that a universally accepted term has been put forth to describe the processes, people, and technology that reduces friction in the sales process.

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Topics: Sales, Sales Process, Modern Sales Management Podcast

EP.15) How to Implement an Outbound Sales Strategy with Skip Miller

Posted by Josh Paul on Nov 3, 2020 10:00:06 AM

Companies of all types have been placing a heavy emphasis on inbound lead strategies for the past few years. While some may argue inbound is the key to sustainable sales success, others point to the lack of control of your pipeline.

Many sales leaders wonder if the inbound mentality is creating a culture of less-effective salespeople who can only close leads that are served to them on a silver platter. For the long-term success of your company and its salespeople, is outbound sales the real game changer? 

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Topics: Sales, Sales and Marketing Alignment, Modern Sales Management Podcast

The Key to Creating HubSpot Reports and Dashboards

Posted by Josh Paul on Oct 28, 2020 4:58:21 PM

Data analytics is a key business tool that helps successful companies plan growth, execute strategies, and make the right adjustments along the way. According to Insights2020 research, nearly 70% of executives working with “overperforming” companies attributed the corporate success to interpreting and acting on disparate chunks of data.

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Topics: CRM, Lead Management, HubSpot Reporting and Analytics