The Pipeline

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The Monday Morning Breakfast For Champions Podcast – Episode 55 – Jake Dunlap

The Pipeline

Subscribe today , and take the Breakfast on the go! Jake Dunlap – CEO of Skaled , and in that role, everyday Jake helps companies operationalize key aspects of their sales and marketing organization. As CEOs, Senior Execs, and Sales people, our world is changing so rapidly and keeping pace is extremely hard. Jake and Skaled, help with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current ma

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The Best Plans Starts With You

The Pipeline

By Tibor Shanto. I’ve read several pieces offering suggestions that now is the time to develop the right plan for the year ahead. One can argue about the timing, some, me included, would say the planning should already have been done. January, or any first month of a fiscal year, should be used to hit the ground running, not planning. But if you’re going to plan, there is more to it than Territory or Account Planning.

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Leveraging The 360 Deal View

The Pipeline

By Tibor Shanto. While this time of year is great to unplug, there are some habits we can work on while celebrating. One not unique to this time of year is reflection, the year that was, the year to come. I say not unique, because sales pros are always looking to the past to execute here and now. Change requires understanding, understanding is a result of learning, from books, others, or life.

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A Short Shot – Not A Longshot

The Pipeline

By Tibor Shanto. Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. So, what’s left to do? Well, the honest answer would be to look to next year, and or, explore other professions. But if you still cling to hope, here are two things to consider.

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The Monday Morning Breakfast For Champions Podcast – Episode 52 – John Smibert

The Pipeline

Subscribe today , and take the Breakfast on the go! John Smibert is an Australian who invested 38 years as a successful sales leader in four USA and Japanese IT corporations – IBM, NCR, Unisys and Fujitsu. Since 2004 he has assisted B2B selling organisations to transform the way they sell. John is passionate about enhancing professionalism in sales.

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Yes – Fries Do Go With That Year-End

The Pipeline

By Tibor Shanto. This week’s post is short and sweet, think sweet potato fries. It’s a short week, leading to a short time to the end of the sales year, so I thought I would make this short and to the point. But, before you watch the video below, you might want to put George Clinton on in the background, specifically “ Do Fries Go With That Shake?

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Salespeople – You Are What You Say You Are

The Pipeline

By Tibor Shanto. One of the hardest challenges salespeople face is an undifferentiated world is price. While all roads lead to price, the question is which road you choose, and how you get your prospect there. So, while price will always be a factor, you don’t have to be a hostage to it. If you lead one way, you’ll face one set of responses, pick a different path, and you will yield different results.