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PipelineDeals Launches Excel Integration & New Lists


Today we’re proud to launch several updates to PipelineDeals that offer users a simpler way to work and report on their leads and deals.

Excel Integration Is Here! 

It’s important to have flexibility in where and how you report. We developed an integration with Excel to make it easy for you to create, edit, and update custom dashboards on demand. In the near future, we will also release an integration with Google Sheets to create On Demand reports too.

The Excel integration gives you the flexibility to create your own custom dashboards.

The Excel integration gives you the flexibility to create your own custom dashboards.

Use the integration to update Excel dashboards with one click. No more exporting files to CSV or manually updating spreadsheets. Simply click to update and the most updated version of your data will be downloaded to your Excel workbook. Even better, you can target specific filtered views of your data to export so that you’re able to report on the exact data that you want.

Below are some ways PipelineDeals customers are using the Excel integration:

  • Report on your sales data to members of your executive team or board of directors

  • Create custom sales dashboards to track your specific key performance indicators

  • Update data that you work with offline while traveling

Download Excel for PipelineDeals & Outlook for PipelineDeals from the My Profile area in your PipelineDeals account.

For users of Google Apps products, we will also be releasing an integration for Google Sheets pending approval from the Google Apps store.

You can find out more details about the Excel integration in our Help Center.

 

New Lists Give You More Power & Insights

The Lists available on the Deals, People, and Companies tabs have always been a great place to create custom sales views to view your data. With our recent updates, it’s easy to filter, save, and share sales views with your team.

Get to the Bottom Line

View your sales pipeline & filtered pipeline total at the top of the Deals tab.

The total value in your sales pipeline is a fundamental key performance indicator for your business. That’s why we’ve elevated this value under the Deals tab so you can see the total value of your pipeline at the top of the page. You can also view the total value of a particular filtered view that you’ve selected.

Collaborate with the Team and Create One Unified View

The new lists make it easy to create, save, and share views of your leads, deals, and companies. Sales views save you time and ensure that your team is focused around the same shared view. Some popular sales views you can create here include:

  • Hot Leads Filter - leads your team should follow-up with today!
  • Sales Pipeline Filter - use this filter to understand active deals in different parts of your pipeline.
  • Closed Filter - your end-of-the-month or end-of-the-quarter report.

Wondering if you can create a specific view of your data? Contact our product experts at customercare@pipelinedeals.com and they’ll help guide you in creating views.

NOTE - if you have previously used our saved filter feature, your saved filters will now be available as views.

Import/Export With Ease

You can still easily import and export data from PipelineDeals. These features are now available underneath a new Import/Export button in the upper right part of your lists.

Filter & Sort Your Data

Filtering and sorting your data has never been easier. With the new lists, you can filter on any column by clicking on the column header arrow to access the filter window. Filter your data, sort A to Z, Z to A, or remove the column from your view. You can add additional columns of data to your view by clicking on the newly reorganized Columns select in the upper right corner of the list.



Send Us Your Feedback!

Let us know what you like about the new lists and our integration with Excel. If you have additional questions, please contact us at customercare@pipelinedeals.com or call us at 866-702-7303.


Not a PipelineDeals Customer? Start a Free Trial of PipelineDeals Today!

"The Bar Is High" - How Sales Is (and Isn't) Changing With Today's B2B Buyer

PipelineDeals is excited to have Matt Heinz, president of Heinz Marketing, speak at its' Accelerate Sales Conference for action oriented sales leaders, on August 19 – 20 in Seattle.

We spoke with Matt about how the buyer's journey hasn't changed as much as you've heard, why the bar in B2B sales is so high, and why marketing needs to do more to align itself with sales.


Matt Heinz, President of Heinz Marketing

Matt Heinz, President of Heinz Marketing

One of the hottest topics in sales today is how the buyer’s journey has changed over the past decade. How is that impacting leads at the top of the sales funnel?

Honestly, the way organizations treat their prospects shouldn’t have changed much at all over the past decade.  Yes, we have access to prospects far earlier than before.  Yes, we can see buying signals and trigger events earlier.  But that doesn’t change the value-added, customer-centric approach that has always worked, and will always work.  

I’m not actually convinced the buyer’s journey has changed all that much.  The stages are the same.  How much of that process buyers spend on their own may have changed.  But that doesn’t mean sellers can’t provide significant value at every stage, including from the very beginning.

If the buyer’s journey hasn’t changed that much, should salespeople approach qualifying leads differently?

If you find a buyer who’s qualified but not ready to buy, your job is to create value.  Manufacture urgency.  Help the prospect understand and quantify a problem they may or may not have known that they have.  Again, I don’t think that this has changed much in the last few years.

The bar is high though – I want prospects to hang up the phone at the end of that first call and think to themselves - “damn, that was good, I would have paid for that information.”  What’s that bar in your industry, for your customers?  Find it, and leverage it.

In the software world, the current buzz in sales is around sales development reps (SDRs) and division of sales. How is this impacting lead qualification?

I’m in favor of helping the entire organization maximize their skills.  If that means some sales reps focus on qualifying leads and others focus on closing, great.  But even if it’s the same rep from start to finish, there has to be consistency of story.  The customer is listening to, and believing, a story you’re telling them.  

If sales & marketing tell different stories, or if SDRs and field reps tell different stories, you create friction between you and your buyer.  At best, that slows down momentum.  At worse, it demonstrates you don’t know what you’re doing and may direct that prospect to research solutions elsewhere.

Are you seeing division of sales or SDRs in other industries?

Absolutely. The SDR model is taking root everywhere now. It’s really exciting to see. It’s hard to find an industry these days where the SDR model ISN’T taking root. Software as a service (SaaS) sales and technology were early adopters, but I’m seeing the model work equally well in healthcare, manufacturing, professional services and more.

Marketing and sales historically have some tension. How are the best marketing and sales teams making sure that they're aligned?

Comic courtesy of LeadFormix Inc.

Comic courtesy of LeadFormix Inc.

I’ve spent most of my career in marketing, and I’ll tell you right now that tension is mostly marketing’s fault.  Marketers like to focus on leads and tweet and brand and pretend they’ve done their job.  The best modern marketing organizations, and the places where that tension is diminished if not eliminated, is where marketing embraces revenue responsibility.

It’s where marketing considers their job not campaigns and leads, but sales pipeline contribution. Common objectives and definitions with sales is where it starts.  But marketing needs to feel the terror at the end of the month and quarter, be just as anxious about hitting the number, for the tension between sales & marketing to be truly eliminated.

Can you provide an example of a shared objective or definition that marketing/sales should have with one another?

I love seeing marketing organizations make sales-qualified leads their primary measure.  Why?  It literally requires collaboration between sales & marketing to achieve.  This is way more than just common definitions.  Both sides can agree on what a qualified sales opportunity looks like.  But measuring marketing on SQLs requires more than just delivering leads with the right profile.  It also requires a short-term business need and purchase path.  This can be impacted by better lead targeting, messaging, needs qualification content/scripting, etc.  Each of these is a joint sales & marketing effort.  Working together, they can absolutely drive better performance and results.

Can you share one thing people can look forward to if they attend your talk at Accelerate Sales in August?

In a word, specifics.  You’re not going to be swamped with strategy and frameworks and theory. We’re going to get tactical – early and often.  Lots of specific tactics, best practices, templates, specifics that are working in the field for similar organizations right now.  Get your pencils ready!

How to Win the Sale 74% of the Time

PipelineDeals is excited to have Craig Elias, the creator of Trigger Event Selling™ kick off it’s Accelerate Sales Conference for action oriented sales leaders, on August 19 – 20 in Seattle.

We spoke with Craig Elias about how high powered sales teams are leveraging Trigger Events to win the sale 74% of the time.

Can you tell us more about what you mean when you tell salespeople to be first in?

Craig Elias, author of Trigger Selling, will share more about the trigger events for future opportunities at Accelerate Sales 2015.

Craig Elias, author of Trigger Selling, will share more about the trigger events for future opportunities at Accelerate Sales 2015.

It does not matter what you sell or who you are selling to, buyers are always in one of three Buying Modes:

1) Status Quo: Status Quo is when a decision maker believes their current product or service meets or exceeds their needs.

2) Searching for Alternatives: Searching for Alternatives is when a buyer realizes their current product or service no longer meets their needs and are actively engaged in the process of searching for alternatives.

3) Window of Dissatisfaction™: A Window of Dissatisfaction exists between Status Quo and Searching for Alternatives – after the buyer realizes that their current product or service no longer meets their needs but before they have started the process of searching for alternatives.

Being first in is all about proactively reaching out to decision makers to be first in with those who recently entered the Window of Dissatisfaction and there is zero competition.

When you’re first in you get to help define the problem, design the solution and develop a relationship when the competition does not even know there is an opportunity yet.

How does being first in with sales connect with today’s customer journey?

The customer journey for B2B buyers has shifted. Many salespeople have not adjusted to the shift in power from the salesperson to the buyer. They act reactively and only spend time with buyers when they’re two-thirds of the way through their customer journey.

When you’re first in, it does not mean you’re attempting to loosen up the status quo of a buyer before their journey has begun. What it does mean is that you’re showing up right after a specific event has triggered them to realize that the status quo is no longer sufficient.

According to Forrester Research, your odds of winning the sale is 74% when you can make this happen. This is five times higher than if you wait until the company starts Searching for Alternatives. Moreover, the customers you do win tend to be more loyal and refer customers because you’re a trusted partner.

What are the things the best teams do to ensure that they’re first in?

The best sales teams are great at listening and they’re helpful.

What they are listening for is a decision maker who says one of two things:

  1. I’m thinking of doing something about this. Why don’t you call me back in 6 months when I’m ready to do something about it.  

  2. They use verbs to describe the the outcome they want to accomplish NOT nouns to describe the solution or product they want to buy. E.g. I want to be the preffered trucking company or logistics provider vs. I want to buy long lasting tires so I can improve my on-time-delivery ratio and be chosen more often when something is more important or urgent and I can charge more.

Most salespeople get scared off by the above because they believe the sale will take too long or be too much effort. The truth is these decision makers are easier to close, make decisions quicker, and are less likely to grind you down on price.

Listen for prospects that use verbs to describe the outcome they want to accomplish.

Listen for prospects that use verbs to describe the outcome they want to accomplish.

The mistake that most salespeople make is waiting for 5 or 6 months to get back in touch. This tells your prospect two things: (1) you’re only interested in talking if there is an immediate chance for a sale (2) you’re unavailable to help them solve a problem they’ve acknowledged they have.

Think about the last time someone said this to you and you waited 5 to 6 months to call them back. By the time you called them back they’ve already purchased something from one of your competitors.

The next time this happens say to yourself, “I won’t wait 5 or 6 months to follow-up. I want to get 15-20 minutes with this person as soon as possible.”

What if your sales team is having trouble being first in?

Have you ever noticed that when you buy a new car you see that car all over the road? That's’ called selective perception.

For all salespeople, there are things that hide in plain sight. Once you know what to look for you start seeing them all over the place.

These things are the Trigger Events that initiate a buyer’s journey. These events push a decision maker from Status Quo into the Window of Dissatisfaction.

At the conference I’ll share what the best Trigger Events are, how to leverage them, and a very simple process to turn on selective perception so every salesperson can start seeing these events everywhere they go.

If a prospect isn’t ready to look at solutions, what should you be doing to ensure you’re first in?

If the person meets the criteria of an ideal prospect, stay in touch on at least a monthly basis to see if any thing has changed to make what you sell more important, more urgent, or more affordable.

For example, if you have a list of just 100 ideal prospects, watch for a change in decision makers. By leveraging all the related job changes of those 100 decision makers over the course of 12 months, you can obtain 250 high value opportunities.

How can a CRM tool like PipelineDeals help?

Use PipelineDeals Accelerator to test email messages regularly and see what connects. 

Use PipelineDeals Accelerator to test email messages regularly and see what connects. 

I know that PipelineDeals has some email tools that let you create email templates, track engagement, and understand what’s successful. I’d encourage salespeople to use these tools to test their email messages regularly to learn what resonates the most and take advantage of the emails that bounce back.

I would also use it to track which competitors my prospects use and the name of that competitors sales person. Then when I hear that sales person has moved on or moved up, I have a list of companies that are about to become dissatisfied with my competitor and I know who to start spending more time with.

Can you tell us anymore about these events that trigger opportunites?

Sure! If you want to understand the best events that trigger new opportunities, you should come to Accelerate Sales. On day one, I’ll be sharing 45 minutes of my best content about what Trigger Events are most effective and how your sales team can start seeing them everywhere they go. On day two, Matt Heinz and myself will lead a panel discussion where we take questions from the audience and tell them how to take material from day one and make it relevant to their specific situation.


Register for Accelerate Sales before July 1st using the discount code "June" to receive $50 off your registration costs.