The Pipeline

AUGUST 31, 2021

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year.

Harvest 360

Harvest Referrals Call-back Video 360

Understanding the Sales Force

SEPTEMBER 5, 2023

Last week, I posted an article on the Impact of Relationship Building Challenges in Sales. While there were some terrific insights, the one thing that was missing from the article was what great relationship builders do that everyone else fails to do. He always asked what he could do for you.

Scale 193

Scale Networking ACT Sports 193

Sales 2.0

OCTOBER 23, 2023

One of the areas of complex sales that I have seen soak up tons of time from entrepreneurs and senior salespeople over my years is writing proposals. But as with all things AI at the moment there are some caveats. I customized this to one of my needs as a digital marketing agency. I fed this prompt into ChatGPT 3.5

Proposal 221

Proposal Social Media Media Decision Maker 221

Sales 2.0

JULY 8, 2022

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. I used to work for a major semiconductor manufacturer. Do you know how you help? Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Sales 2.0

JUNE 19, 2023

This is number 8 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Interview Transcript Nigel: Where do you see AI impacting the sales profession the most in the next 2-3 years?

CRM 195

CRM Call-back Lead Generation Analysis 195

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Partners in Excellence

MARCH 13, 2024

Preface : I met John Callies in our very first sales training class for IBM. Through our first year, every few months we’d see each other in Endicott at another class. We stumbled on each other about 10 years ago, at Dreamforce. I found tremendous value being an integral part of my client’s extended team.

Face-to-face 107

Face-to-face Up-Sell Revenue Training 107

Partners in Excellence

DECEMBER 27, 2023

Yes, we’ve all come to despise connection requests. Recently, I read a post recommending a number of experts, and one of the criteria was, number of connections/followers. I was almost ashamed to be on the list because I, apparently, met the connection/follower criteria. Usually, 400-600 a year.

Construction 94

Construction Social Media Ideal Customer Profile Follow-up 94

No More Cold Calling

FEBRUARY 13, 2020

Not much has changed over the years. Employees ignore these flash-in-the-pan announcements, because they know another new book and strategy will come along soon. If you leave it to your employees to figure things out, I guarantee that nothing will change. The title of the post is startling and applies to any year.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

The Pipeline

JULY 30, 2019

Depending on your industry, and who is measuring, it usually is 10% or less of a given target market. But the vast majority of salespeople I meet admit that they need to sell to other prospects as well. But there are not many companies that do, just enough to prove the rule. By Tibor Shanto. If yes, congratulations.

Buyer 277

Buyer Collateral Harvest Demographics 277

Understanding the Sales Force

SEPTEMBER 11, 2023

There are three possible scenarios for the candidate pool: High Unemployment (coming soon to a city or town near you): Sales candidates are plentiful, and the applicant flow from job sites is strong. We are currently in scenario 3 with an expectation that scenario 2 will come into play by early 2024.

Hiring 203

Hiring Top of Funnel Company Funnel 203

Steven Rosen

AUGUST 12, 2021

A few years later, it seems that it’s not slowing down any time soon. It would help if you were open to trust and look deeper into how you do things. A more in-depth understanding requires a different way of thinking, which calls for awareness of everything you do. It’s an everyday thing. Guess what?

Coaching 374

Coaching Guarantee Travel ROI 374

Zoominfo

JUNE 15, 2022

It’s been two years since ZoomInfo went public. Two years in a pandemic, and two years of chaos, excitement, learning, and adjusting. And two years of feeling really proud of the things my team continues to accomplish. ” I don’t think this is entirely true — work is work. Work is work.

Hiring 130

Hiring Scale Engineering Exact 130

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? Role of a sales engineer Chris: What does a sales engineer even do, Rebby? We’re absolutely focused on the same things as an account executive, a salesperson, and an account rep. But we’re doing it from a slightly different lens.

Engineering 52

Engineering Industry Face-to-face Education 52

Understanding the Sales Force

APRIL 2, 2018

I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. Check out this data: The weakest 10% of all salespeople own the lowest average scores for hunting, coming in at 17 (out of 100). Wasn't Social Selling supposed to be the big new thing?

Social Selling 272

Social Selling Data Social Media Up-Sell 272

DiscoverOrg Sales

AUGUST 29, 2017

This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing. I was in my law school apartment and stumbled upon their website.

Competition 251

Competition Hiring Enterprise Enterprise 251

The Pipeline

NOVEMBER 5, 2019

Somehow over the years, the word has come to be something negative in sales. I don’t want to minimize the pressure everyone feels when it comes to price. I am working with a company now that is under attack by lower form look-a-likes. By Tibor Shanto. They skip the BS and go straight to selling.

Wireless 240

Wireless SalesForce Fashion Call-back 240

The Pipeline

MAY 29, 2018

Some things just never get old, summer vacations, cold beer on a warm night, and if you are a seller: Voice Mail; who doesn’t love it? I figure most of us don’t but does that not change the fact that 90% of outbound (cold) calls you make will end up in voice mail. By Tibor Shanto. Generating Inbound Calls. ,

Cold Calling 264

Cold Calling Inbound Call-back Survey 264

Partners in Excellence

JANUARY 31, 2024

My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. It’s from Gartner analysis, now about 3-4 years old, but still relevant. And we know what keeps them from buying, it has little do do with selecting a product, but everything to do with decisions confidence.

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

The Sales Hunter

FEBRUARY 20, 2019

Throughout my many years of selling, I have been constantly gaining new insights and ideas. I do see technological advances helping us in sales, but sales is still about human interaction and emotional decisions. I don’t care what you sell or who you sell it to. This is where prospecting has to come in.

Prospecting 236

Prospecting Social Media Call-back Media 236

Partners in Excellence

NOVEMBER 9, 2023

I suspect it’s human nature to constantly be in search of short cuts. We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver.

Discount 119

Discount Pipeline Opportunity Tools 119

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! Now, who would not want this?

Webinar Metrics 147

Webinar Metrics Industry Training Coaching 147

Zoominfo

NOVEMBER 18, 2020

Jake stepped into my new hire meeting one time, and that was the first exposure that I got from Jake. In my SDR role, the biggest challenge that I face every day is trying to scale volume while also maintaining quality. A good partnership all comes down to communication and being open to feedback. Over time we build trust.

Hiring 246

Hiring Scale Account Intent 246

Zoominfo

JUNE 30, 2022

ANDREA LOPEZ I always loved being on the microphone. I have always loved the idea of media and I went to school for television, radio and film. I have always loved the idea of media and I went to school for television, radio and film. So I always thought I was going to go into radio. I love Travis.”

Lead Rank 130

Lead Rank Lead Scoring Film Call-back 130

Allego

APRIL 16, 2024

GPT can’t do that, at least not yet. I’m Deniz Olcay, vice president of marketing at Allego, stepping in for your regular host, Mark Magnacca. Today, I’m joined by Sam Richter , bestselling author of Take the Cold Out of Calling ; technology entrepreneur; founder of Intel Engine; and an award-winning speaker.

Hiring 62

Hiring Scale Proposal Analysis 62

Openview

MARCH 1, 2021

We like to call ourselves the Toyota Camry of cybersecurity,” Axonius co-founder and CEO Dean Sysman told me in an interview last year. However it’s a fundamental thing that people are struggling with, and it is what everyone needs. It’s nothing exotic in a world of cutting-edge AI and advanced tech. Just like the Camry.”

Scale 199

Scale Networking Data Tools 199

Pipeliner

JANUARY 10, 2024

My message for the New Year is this: we need to bring back real entrepreneurship. What is it, and how can we do that? I recently read that one of today’s prominent billionaire investors will only invest in companies when the main idea person is under 30 years old. I got paid, I gained some experience, and now I move on.”

Health Care 52

Health Care Insurance Insurance Enterprise 52

Adaptive Business Services

MAY 18, 2022

I recently published a post of next step planning in sales. In 2006, I made the decision to go out on my own. I had a beginning plan to do so (be an independent sales contractor), but I was also working on a plan(s) for what would come next. I was planning for what would happen if Plan A imploded.

Sales 77

Sales 77

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Why is Q4 the biggest sales quarter of the year?

Data 117

Data Discount How To Quota 117

Product Management University

FEBRUARY 12, 2024

If you’re looking to climb the product marketing career ladder faster, here are five things you can do that’ll accelerate your climb. Track Record of Year-Over-Year Product Revenue Growth Not to state the obvious here, but product revenue is always top the priority. I came into a product marketing role from pre-sales.

Marketing 59

Marketing How To Segment Scale 59

Sales Hacker

APRIL 15, 2021

Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. I happened to think I was pretty good, despite not having played in forever. I happened to think I was pretty good, despite not having played in forever. It’s not that you say stupid things.

Sales Cycle 138

Sales Cycle Call-back Hiring Lead Rank 138

Partners in Excellence

FEBRUARY 21, 2023

Regular readers will know among a number of things, I’m obsessed with ChatGPT and I’m obsessed with business acumen. I decided to test how Chat could help us better understand and connect with our customers. I’ve mixed feelings about it, but realized my expectations may be unrealistic.

Face-to-face 62

Face-to-face Industry Data Examples 62

Alice Heiman

NOVEMBER 10, 2022

On his fourth startup, #founder and #CEO Arman Eshraghi has learned a thing or two about building products and the sales teams that sell them. Once you do bring in a sales team, Arman believes sales teams only succeed if they can see that the product is helping customers. Do you agree? Click to tweet.

Revenue 124

Revenue Infusion Twitter Analytics 124

Partners in Excellence

DECEMBER 6, 2022

This time of year, sometimes we look back to see what’s happened how things have changed and the progress we’ve made. It also helps us think about what we want to achieve in the coming year. A few colleagues and I sat down, looking at research data of overall sales performance for a number of years.

Face-to-face 96

Face-to-face Maximizer Report Buying Cycle 96

Gong.io

JANUARY 21, 2021

We recently asked women from our sales community what career-pumping advice they’d give other women coming up in sales. Print out your favorite quote and look at it when you need a boost this year. . I find that problematic. The second thing is to know our worth as salespeople. These women deal in inspiration.

Compensation 139

Compensation Sales ACT Up-Sell 139

Hubspot Sales

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Why do value leaks occur? You can‘t come out of the gate hobbling — so don’t lead by referring to your price or “low costs”. Don’t trail off.

Closing 120

Closing Proposal Negotiation Discount 120

Nutshell

SEPTEMBER 23, 2020

There’s no need to adjust your monitor—things are looking a bit different around here lately. I spoke to Nutshell Co-Founder Andy Fowler and Brand Design Lead Rebekka Kuhn to learn about the reasoning and creative process behind our visual rebranding. The stars began to align toward the beginning of this year.

Face-to-face 127

Face-to-face Call-back Exercises Infusion 127