Enable Account-Based Sellers To Close The Pipeline Gap
Get more at bats with specialized blueprints, sales enablement and sales intelligence.
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Pipeline Support Shouldn’t Be a Perk
Account-based sellers struggle immensely with pipeline generation.
They’re on an island with minimal help and support with the full pressure to perform and make their number. Meanwhile, the modern buyer has made prospecting and pipeline building much more difficult.
70%+
88%
17%
70%+
88%
Account-based sellers need to generate 70%+ of their pipeline. Marketing + SDR/BDR support contributes only up to 30% of pipeline creation.
88% of sellers do not enjoy prospecting!
17%
70%
Only 17% of the prospect’s time is spent with a vendor’s seller. The rest is spent doing solo & group research.
70% of buyers self-define needs before engaging with sellers.
44%
44% of buyers identify solutions before engaging with sellers.
Account-based sellers need to generate 70%+ of their pipeline. Marketing + SDR/BDR support contributes only up to 30% of pipeline creation.
88% of sellers do not enjoy prospecting!
Only 17% of the prospect’s time is spent with a vendor’s seller. The rest is spent doing solo & group research.
70%
44%
70% of buyers self-define needs before engaging with sellers.
44% of buyers identify solutions before engaging with sellers.
The Pipeline Signals System
Pipeline Signals helps account-based sellers to reach their full potential with pipeline creation. Through an accountability and support system, we enable sellers to close the pipeline gap.
Learn
Sellers learn the world’s best social selling, digital prospecting and account management techniques to grow sales pipeline.
Apply
Sellers apply learning to generate real-life sales outcomes.
Reinforce
We reinforce pipeline development by supplying sellers a stream of hot signals regularly (more ‘at bats’) to boost pipeline.
Outcomes & Results
With Pipeline Signals, your account-based sellers will generate pipeline at scale while increasing output-per-seller.
Increase sales
pipeline by
Improve deal
win rates by
Boost quota attainment by in 1 Year
*based on real customer outcomes
600
600+ organizations trained in pipeline boosting methods like Social Selling Mastery®, SPEAR Selling and more.
500,000+
500,000 sellers trained globally with one common goal: generate more ‘at bats’ and close the self-sourced pipeline gap!
Step 1
Enable Sellers with Proven Learning
Explore how learning leads to proven sales outcomes.
Certification
Programs
500,000+ sellers certified worldwide in social selling, account-based growth strategies and more
Pipeline
Workshops
Continuous and ongoing tactical training that impacts pipeline growth.
1-on-1
Coaching
Available daily, sellers get
support when they need it.
The Learning Process
Learning is ongoing and deployed frequently every quarter. Topics are practical, application-focused and designed to produce real-life sales outcomes.
Certification Programs
Leverage immersive social selling + digital sales training used by 600+ B2B sales teams & 500,000+ sellers worldwide.
Sellers are armed with the latest in social selling, account-based growth and more to open doors and generate pipeline.
Best of all, they’re certified by producing real-life sales outcomes. No outcome, no certification.
Explore our certification program library; finely curated, growing and always kept updated.
Certification Programs
Leverage immersive social selling + digital sales training used by 600+ B2B sales teams & 500,000+ sellers worldwide.
Sellers are armed with the latest in social selling, account-based growth and more to open doors and generate pipeline.Best of all, they’re certified by producing real-life sales outcomes. No outcome, no certification.
Explore our certification program library; finely curated, growing and always kept updated.
SPEAR Selling®
SPEAR Selling is a much-needed blueprint for Account-Based sellers who are focused on outbound prospecting and selling. It’s an acronym for:
- Select & prioritize accounts that have the highest chances of conversion.
- Plan entry into accounts with 360 degree knowledge.
- Engage accounts in modern and effective ways.
- Activate accounts with stories that open doors & drive deal progress.
- Reprioritize accounts to keep focus on pipeline growth.
Mandatory for all current & future new hire sellers.
- Account Executives
- Account Managers
- Inside Sales Reps
- Customer Success Managers
All programs are tailored to your organization’s sales process, tools, vernacular, and more.
- 1 quarter to deploy.
- 3 x 1 hour sessions.
- Self-study & certification timeline.
- In total, 8 hours of work in one quarter.
Achieve certification when all assignments are complete and a real-life sales outcome (such as a door opening in an account) is achieved.
Sellers provide an overview of their work via certification videos like these to achieve certification.
- Live training experience in English.
- On demand curriculum subtitled in: English, Spanish, French, Italian, German, Russian, Mandarin, Korean, Japanese, Brazilian Portuguese.
- LinkedIn (free + Sales Navigator)
Understand the importance of time management and how to practice digital account segmentation using a proprietary method. Next, begin selecting top focus accounts based on digital facts and evidence.
Sellers learn how to build a full buying committee, automate the research process in minutes (not hours) while planning their positioning. Completed digitally, via our War Room account planning method, sellers achieve a strong understanding of how to enter accounts systematically.
Digital engagement requires learning modern communication mediums like video and multimedia presentations. In this module, sellers learn how to use these mediums to create impact, stand out, collect intent signals and open doors.
Opening doors and advancing deal flow requires a consistent messaging strategy. In this module, sellers learn how to design frequency with value-based storytelling at the core.
Sellers learn that at the end of a predetermined time sprint, it’s time to either dig in, move on and plan the attack on the next set of accounts displaying the strong levels of interest.
Social Selling Mastery®
Social Selling Mastery® is designed to help all sales and sales support professionals generate mass awareness using their personal brands and networks.
By becoming social sellers, organizations amplify their corporate brand, influence and footprint.
Mandatory for all sellers and sales support professionals.
- Account Executives
- Account Managers
- Inside Sales Reps
- Customer Success Managers
- Sales Engineers, Pre-Sales Consultants, Solution Consultants & more
- BDRs & SDRs
All programs are tailored to your organization’s sales process, tools, vernacular, and more.
- 1 quarter to deploy.
- 4 x 1-hour learning sessions.
- Self-study & certification timeline.
- In total, 8 hours of work in one quarter.
Achieve certification when all assignments are complete and there is proven growth in a 90-day period in:
- Growth in account-based connections,
- modification of LinkedIn profile,
- Sharing of content to drive prospect engagement.
Sellers provide an overview of their work via certification videos like these to achieve certification.
- Live training experience in English.
- On demand curriculum subtitled in: English, Spanish, French, Italian, German, Russian, Mandarin, Korean, Japanese, Brazilian Portuguese.
- LinkedIn (free + Sales Navigator)
- LINE
It’s estimated that 67% of B2B buyers will visit the LinkedIn profiles of salespeople at some point in the buying journey. In this module, participants learn practically how to set up customer-centric brands and “growth hack” the LinkedIn algorithm for maximum reach.
Participants learn to teach where buyers learn. With an education-first mindset, they’ll be able to find content to share, know when, where and how to share it to educate their network with insights.
The more people that see our content, the better. This is why it’s so important to grow our social network.
In this module, participants learn how to grow their LinkedIn network with key account champions and influencers.
Learning Journey
Experience pipeline results quickly by deploying a new learning program every quarter. Or, work with us to create a customized learning journey that aligns with organizational initiatives.
Quarterly Course Outcome
Learning Delivery
We deliver learning to sales teams globally using one or more of the following methods.
Live Instructor-
Led Training
Virtual live training,
private to you.
1-on-1 Coaching
with Sellers
Daily office hours to implement signals, execute strategy and more.
On Demand
Accessible any time,
anywhere.
Governance
Governance is key to program and seller success. Learn how to implement us in a “no worry” way to accelerate results.
Learning is deployed via live virtual instructors with deep domain expertise in B2B sales, sales leadership, revenue operations and more.
Everyone learns differently: some use on demand curriculum as their primary method of learning while others use it as a reinforcement method.
Our library is always available and updated regularly with the latest strategies and tactics.
To enhance learning and enablement, we offer daily office hours / coaching sessions. Program participants can leverage these 15-minute 1-on-1 sessions on an unlimited basis to seek help, practice ideas to achieve pipeline outcomes.
All certification modules and sessions contain mandatory assignments. Carefully designed in a learning path, assignments induce application and real-life outcomes. This way, participants can bypass theory and begin to see results quickly.
All assignments are graded to ensure correctness and accuracy. Anyone that doesn’t pass an assignment is encouraged to repeat it with help from the program’s instructor. Our goal is to ensure maximum assignment and certification completion.
Learning performance reporting is always available in learning and enablement programs in participant, team and company-wide views.
Our curriculum is designed for accessibility best practices and standards, ensuring that various groups in your organization can take advantage of learning opportunities.
Your revenue teams deserve inclusive and accessible learning solutions.
Our on demand curriculum is available in the following languages in subtitles.
- English
- Spanish
- French
- Italian
- German
- Russian
- Mandarin
- Korean
- Japanese
- Brazilian Portuguese
🇺🇸 🇨🇦 🇬🇧 🇦🇺 🇫🇷 🇪🇸 🇲🇽 🇧🇷 🇷🇺 🇩🇪 🇮🇹 🇨🇳 🇰🇷 🇯🇵
We strive to provide curriculum coverage on multiple global platforms. Currently, we offer advanced Social Selling Mastery® curriculum on the following global social platforms.
- LINE
As a default, all curriculum, assignments, grading and reporting will be kept in learning portal located at www.PipelineSignals.com
However, on a case-by-case basis, we may work with you to place our curriculum in your LMS or learning portal. If this interests you, please have a discussion with us.
During onboarding and discovery, we will understand your revenue team’s requirements and tailor our learning delivery for maximum context.
If you require deeper customization of curriculum at the on demand library level, please have a discussion with us to see how we can help.
We believe all sellers in the organization should be standardized on the same sales motions. To enable this, we’ll work with you to roll out new hire classes based on your needs and availability.
You’ll be assigned a dedicated CSM that helps you onboard, implement and scale the entire program. Benefit from their experience of working with hundreds of other clients and industry domain expertise.
Step 2
Apply Learning,
Achieve Certified Sales Outcomes
Training by itself is boring and outdated.
Our enriched training is designed to produce real-life sales outcomes through constant application and practice. Accountability is achieved through gamified certifications.
Verified Sales Outcomes
Participants are required to create video business summaries of achieving real-life sales outcomes.
Accountability
Certification is mandated.
No exceptions.
Pull Through
Sellers learn the entire process
on their own step-by-step.
See examples here of fully enabled and confident sellers.
Step 3
Reinforcement with Sales Intelligence
Once certified, sellers are reinforced with a steady supply of rich signals (more ‘at bats’ or leads) statistically proven to get more meetings and close the self-sourced pipeline gap.
Add these signals to your existing campaign sources to boost pipeline development.
Ongoing & Consistent Lead Flow
Lead generation tools have many advantages but many are reliant on seller pull through.
With 3% of CRM data records becoming stale monthly, can organizations afford to miss important signals that drive lead generation?
78%
10%
78%
10%
Sales misses nearly 8 in 10 signals from lead platforms. They simply don’t know how to use them, can’t or won’t.
Only about 10% of sellers use tools like LinkedIn Sales Navigator regularly for lead generation purposes.
Sales misses nearly 8 in 10 signals from lead platforms. They simply don’t know how to use them, can’t or won’t.
Only about 10% of sellers use tools like LinkedIn Sales Navigator regularly for lead generation purposes.
Signals to Drive More Sales Meetings
Our growing library of sales intelligence includes the following types of signals (more ‘at bats’).
Former Customer Signals
Former customers are up to 5X more likely to buy your solution again. Know when they join your target/named accounts or greenfield accounts.
New Decision Makers
Collaborating with new stakeholders in prospect and customer accounts is key. They’re creating up to 75% their budgets in the first 1-2 quarters of joining.
These signals are more likely to convert into sales meetings and pipeline.
Contact Sally Meyer at Walmart. They’ve joined as their VP of Retail Operations in the last 30 days and used to be the Director of Retail Operations at our customer Target. Their email address is example@example.com and their LinkedIn profile is www.linkedin.com/in/signalurl
Contact Robert Lopez at Nike. They’ve joined as Director of Data Analytics in the last 30 days. Their email address is example@example.com and their LinkedIn profile is www.linkedin.com/in/signalurl
Customers On The Move
First 100 Days
High-Converting Signals Without Seller Administration
Salespeople are creatures of habit. Administration is not a well-liked task.
Remove the burden of finding signals to scale pipeline consistently.
70%
10%
70%
Sales misses 70% of all signals that lead to immediate pipeline growth. They forget how or simply don’t want to.
10%
Only about 10% of sellers use Sales Navigator effectively to generate signals.
Sales misses 70% of all signals that lead to immediate pipeline growth. They forget how or simply don’t want to.
Only about 10% of sellers use Sales Navigator effectively to generate signals.
How Signals Are Generated
Signals are generated by analyzing what matters to you.
Your customer accounts
Your prospect accounts
ICP Titles
Account
headcount size
Account
geography
Account
vertical
How Signals Are Generated
Signals are generated by analyzing what matters to you.
Your customer accounts
Your prospect accounts
ICP Titles
Account
headcount size
Account
geography
Account
vertical
Surface Signals In Your Systems
Surface and route signals to multiple systems and salespeople for rapid action.
Here are a few examples of how this can look in your systems.
Signal Notification
We notify users of signals directly.
They also get alerts from your systems (like CRM for example) if you create a quick integration with us.
FAQs
If you have questions, please review these FAQs to learn more.
Can I train my entire sales organization?
Yes. You can train your entire sales organization as a subscriber. We’ll work with you to determine the number of classrooms and frequency in which we deploy training.
Is getting certified hard?
It depends. If sellers do the work, they are likely to generate positive outcomes. If they don’t do the work, they can’t be certified. We’ll teach them and support them consistently (even on a 1-on-1 basis!), but accountability needs to be shared by the sales leaders of your organization.
How long does onboarding take?
Onboarding takes <30 days and includes the following:
- Learning enablement: diagnostics, user selection, kick off meeting.
- Signal generation: selecting your accounts, users and preferences.
- Signal integration: setting up integrations with CRM, sales engagement platforms or more.
What are signals?
Signals are events that statistically help sales get more meetings and generate positive sales outcomes. Currently we offer two major signal types:
- Your organization’s former customers
- New decision makers in prospect and customer accounts
What signals do you offer?
Currently, Pipeline Signals offers two types of signals: tracking former customers and new decision makers in accounts that matter to you.
Former customers are up to 5X more likely to buy from you again. New decision makers are busy creating and spending budgets rapidly upon being hired.
Can’t we generate these signals on our own? Why do we need you?
10 years of research illustrates that salespeople don’t want to, can’t or forget in creating their own signals. After all, they’re salespeople, not researchers!
Secondly, there is no way an individual seller can track people within thousands of companies moving to your customer accounts, prospect accounts and more. It’s a logistical nightmare.
The result is that at least 70% of high-converting signals are missed by sales on a consistent basis.
Pipeline Signals helps fill your funnel by providing you with a consistent feed of signals so sales stays productive in booking more meetings and having more sales conversations.
We already have LinkedIn Sales Navigator / ZoomInfo / Apollo. Do I need this?
Most of our customers also have these tools. Pipeline Signals isn’t a replacement but a perfect complement to them.
In LinkedIn Sales Navigator, many signals can be generated. In fact, we’ll even teach your sales teams how to 10X the value they extract from Sales Navigator usage. But, to our previous question, the most important signals are routinely missed by sales.
All salespeople want these signals, but they don’t know how to get them, forget how to or simply aren’t willing.
Apollo and ZoomInfo are great platforms but are missing a lot of signals and are “pull technologies”: you’re relying on sales to do the research and manual work on their own.
With LinkedIn Sales Navigator, Apollo, ZoomInfo, and more, you’re reliant on salespeople to be researchers and administrators.
Pipeline Signals helps fill your funnel by providing you with a consistent feed of signals so sales stays productive in booking more meetings and having more sales conversations.
Does this complement the other signals my company generates?
Yes, absolutely!
The signals we produce complements any signal you have.
Plus, with our “always on” enablement training, we’ll teach sales how to turn all types of signals into more meetings.
What is your data source?
Pipeline Signals uses multiple publicly available sources to identify, cross-reference and verify all signals.
How do I get signals from you?
You always have a choice in how you receive your data from us.
We can integrate with any system you have and/or provide in CSV format only.
How long does it take to find signals?
We provide signals on a monthly basis, giving your sales team ample time to action them. However, depending on your needs, we can provide them faster as well.
Please book a demo with us today to find a schedule that’s tailored to your goals.
Testimonials
Josh Blair
Head of Sales Enablement
“Sales intelligence by itself is okay. But knowing what to do with it to turn into sales pipeline is extremely valuable. This is what our team found so beneficial about the enablement + intelligence approach. The program is actionable and measurable. The accountability system forced opportunity creation and then reinforced it with signals, helping to prove ROI rapidly.”
Tony Rangel
Sr. Director, Market Development
“Pipeline Signals provides actionable sales intelligence that sales can use and backs it up with deep enablement and training to bring it to life. We love the certification programs and 1-on-1 coaching to help with pipeline development.”
Jenna Suhl
Account Director
“With Pipeline Signals, I’m not just getting a data dump. I’m learning how to use the signals effectively to create more sales pipeline. It’s awesome!”
Danielle Bauers
Account Executive
“Going through each cold lead and working it to make it warm is the key for my role, although it’s a tedious task. Having a Pipeline Signal for me and not having to scrub through all the data has been a game changer.”
Justin Crook
Account Executive
“I love the knowledge and expertise from training & 1-on-1 coaching. I get personalized insights into what works, based on data. It enables me to get outside of our box and think differently, not just about prospecting, but messaging and storytelling.”
Kevin Brening
Sr. Account Executive
“Knowing how to build pipeline systematically is a great skill set for any sales leader and seller to have today. I love using Pipeline Signals for the learning and the consistent signal reinforcement.”
Austin Shaw
Client Success
“I loved the personalized 1-on-1 coaching, helping me with messaging and how my LinkedIn can be used to book meetings faster.”
Kevin Dempsey
Director of Engineering
“I’ve cut out the phase of finding a target company because Pipeline Signals drops into my inbox. It’s so easy.”
Tracy Feder
Territory Development Manager
“I was able to open a door using the signals and strategies I’ve learned. It’s great!”