Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast #171 - Why Your Sales Pipeline Is Failing—Hatch's Chief Revenue Officer 'Tim Geisenheimer' Explains the Mistakes Costing You Millions
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Feb 20, 2025 Discover the secrets to a winning sales process from an industry leader! Explore how to identify ideal customers while leveraging data-driven strategies. Learn about the evolution of lead management and the impact of technology on customer interactions. Unpack challenges faced by HVAC companies in pipeline management and the essential role of dedicated sales teams. Navigate the cultural shifts needed to enhance sales effectiveness and discover how to optimize your outreach for better engagement!
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Data-Driven Targeting
- Data-driven targeting is crucial for effective B2B sales.
- Identify data points that indicate a good fit for your product or service to improve targeting and messaging.
Building a B2B Sales Team
- When building a B2B sales team, consider two roles: sales development reps (SDRs) and senior sales reps.
- SDRs focus on cold outreach and setting demos, while senior reps handle demos and closing deals, often compensated by commission.
Premier's Sales Metrics
- Tim Geisenheimer mentions Premier, a fast-growing home remodel business in Akron, Ohio, as an example of a company with sophisticated sales metrics tracking.
- Premier focuses on optimizing their sales pipeline and reducing leakage, similar to software sales processes.