Untitled presentation (1)
May 21, 2014

Thoughts On Pipeline - a VP of Sales Perspective

I have spent a fair number of years with the title “VP of Sales” on my business card for companies big, small and in-between as well as consulting and coaching others who make their living in sales.  Throughout the whole time, my close and constant companion has, and always will be, my pipeline report.  I have nurtured, cajoled, played puts and takes, adds and takeaways, backfill and upside with the deals in my pipe while always having a list of my key deals.  In other words, those deals that can get me to or above target.  Late one quarter, in a particularly anxious time, I confess to putting my list under the pillow when I went to sleep.   As I said, we are close, and that is never a bad thing to be with your pipeline.  This is how you become well acquainted with the opportunities that will get you to plan. ...

Blogs & guidebooks, Sales Executives

May 5, 2014

Sales Ops: The Invisible Hero

Congratulations! Your sales quotas were hit and sales are higher than projected! ...

Blogs & guidebooks, Sales Operations

April 22, 2014

The Value of Target Verticals and Buyer Personas by Richard Harris

The Value of Target Verticals and Buyer Personas ...

Blogs & guidebooks

April 17, 2014

Domain Tech Report hosts Jim Eberlin of TopOPPS

The St. Louis Business Journal is showing its readers snippets of the weekly Domain Tech Report, produced by Techli, a St. Louis-based startup that came to town after it received a $50,000 Arch Grant in 2012. ...

Press

April 16, 2014

Sales Process Best Practices Part: 2

Stage Naming  Convention This is often the part of a sales process that seems simple but often confuses people.  For example is the stage called “Qualified” or “Qualifying”? Qualified – Means something has already happened. Qualifying - Means you are still going through the process. Following the above concept take a look at the two different sales process naming conventions: ...

Blogs & guidebooks, Sales Operations

April 10, 2014

Sales Process Best Practices Part: 1

Defining a Sales Process “It’s time for your pipeline meeting 1:1 with your manager!” Guess what? Sales managers and sales people hate this equally. It is truly the fingernails on a chalkboard to both parties. It is still a manual, deal by deal discussion between management and sales teams to get a real number. Managers think sales reps are too conservative and sales people think managers over extend them. We are constantly surrounded by this new technology that often does make the sales job easier yet the one thing almost everyone still struggles with is forecasting. ...

Blogs & guidebooks, Sales Operations

April 3, 2014

Hackathon gold: How to win a job offer in a coding competition

Are software competitions bad? Some participants say hackathons can stifle innovation and chill the vibe of camaraderie because they offer such large prizes. But that doesn't have to always be the case. ...

Press

February 18, 2014

STL Startup TopOPPS Continues To Grow; Hires Talent From GlobalHack

When you’re a serial entrepreneur like Jim Eberlin, you don’t find success just by doing the same old things.  He’s an innovator. And not just because of the companies that he’s founded.  Now, he’s even innovating his hiring process, which has been quite successful for him. ...

Press

February 18, 2014

Eberlin's Third Startup May Be a Charm for St. Louis

Jim Eberlin’s friends in California consider him a Silicon Valley entrepreneur, even though he lives in St. Louis. ...

Press

February 3, 2014

GlobalHack Gives Away First $50,000 Prize

Developers came from far-and-wide for the first edition of the GlobalHack competition — but, as it turns out, the winning team didn’t have to travel much at all. ...

Press

February 3, 2014

GlobalHack names first hackathon winner

A team called "The Force" took the top prize at GlobalHack's first hackathon, held this weekend at Union Station. ...

Press

January 15, 2014

Eberlin's TopOpps sponsors top prize at GlobalHack

GlobalHack, an upcoming computer programming competition, is aimed at attracting some top coding talent to St. Louis for a weekend. It also will be helping a local company get off the ground. ...

Press

January 14, 2014

GlobalHack Announces Jim Eberlin’s TopOPPS as Prize Sponsor

Jim Eberlin, the founder of Gainsight (formerly JBara), will jump start his newest venture, TopOPPS by sponsoring the grand prize at GlobalHack 1, set to take place on January 31, 2014 through February 2, 2014 at Union Station in Downtown St. Louis, MO. ...

Press

January 14, 2014

Eberlin’s startup to sponsor first GlobalHack

Jim Eberlin, the St. Louis-based serial entrepreneur, will use GlobalHack to help launch his new venture, Topopps. TopOPPS is Eberlin’s new startup that looks to use big data to analyze companies’ customer relationship management portals and forecast the likelihood of future sales. ...

Press

January 14, 2014

GlobalHack Competition Grabs Sponsor for First Hack-a-Thon

Gabe Lozano says you can call it the “Super Bowl of Geeks.” ...

Press

January 8, 2014

Eberlin leaving Gainsight to start big data company

Jim Eberlin, the serial entrepreneur based out of St. Louis, is leaving Gainsight, the company he founded in 2009, to start a new company focused on using big data to predict sales forecasts for business-to-business companies. ...

Press

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