2008 and Conversion - Sales Pro Central

Ominous Signs for Sales Teams and Baseball Can Help

Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. On the other hand, the effects of the 2008-2009 economic crisis lasted for years. More importantly, it was short lived.

Hiring

Hiring Discount Decision Maker Call-back

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

AUGUST 10, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. In Conversation – How to Shorten the Sales Cycle. ©2008 Copyright by The Pipeline. April 2009. March 2009. February 2009. January 2009.

Sales Cycle

Sales Cycle Pipeline Conversion Webinar Metrics

Sharpen the Saw

Selling Energy

AUGUST 4, 2023

Because it forces you to work Trulia , an online real estate service that had a pitiful closing ratio with brokers as they entered the Great Recession of 2008 to 2010. By the end of that recession, just two years later, they had elevated their prospect conversion ratio ten-fold to 20% rather than 2%.

Real Estate

Real Estate Face-to-face Prospecting Conversion

Webinars

Planning Your Restaurant's Path to Profitability

Sales & Marketing Alignment: How to Synergize for Success

MORE WEBINARS

The REAL Voicemail + Program

The Pipeline

AUGUST 26, 2020

If you are looking to have a direct intimate business conversation, other than being in the room, video is the next best thing. Back around 2008, I did a post on how to prospect with SMS, I got my head handed to me. Yet people don’t think of video for day to day interactions. Now it is table stakes for professional prospectors.

Face-to-face

Face-to-face Video Prospecting LinkedIn

Sellers’ Remorse

The Pipeline

MAY 13, 2020

Inserting yourself into that conversation will require that you reimagine how you are going to sell. For leaders, the conversation is about reshaping their companies and industries. Some of the conversations I have had with leaders would scare most of their ranks. The conversation was about plans for 2010, after the recession.

Outsourcing Services

Outsourcing Services Real Estate Ideal Customer Profile Objections

The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

AUGUST 24, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. August 2009. April 2009.

Pipeline

Pipeline Top of Funnel Hiring Cold Calling

The Pipeline ? Compelling Opening Statements ? Sales eXchange.

The Pipeline

AUGUST 22, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. The conversation quickly got around to compelling opening statements in an initial call. ©2008 Copyright by The Pipeline. August 2009.

Pipeline

Pipeline Cold Calling Hiring Sales Qualified Lead

Stray thoughts on customer experience trends

Sales and Marketing Management

MARCH 1, 2019

The most recent version of this approach was published in Harvard Business Review in the 2008 article “ Putting the Service Profit Chain to Work ” by James L. The 2008 article reinforces the original message that treating customer-facing employees well increases the likelihood that those employees will treat the customers they serve well.

Trends

Trends Ideal Customer Profile Customer Face-to-face

The Pipeline ? Sales Roulette ? Are You A Player?

The Pipeline

FEBRUARY 24, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Sales Roulette – Are You A Player?

Pipeline

Pipeline Hiring Top of Funnel Cold Calling

Taking the Lead: Why Q4 Is the Time for Small Businesses to Get Aggressive

Sales and Marketing Management

SEPTEMBER 28, 2020

Following the 2008 recession, it took larger companies an average of four years to recover their pre-recession level of GDP , while smaller companies took six years. Planned marketing hiring has dropped to its lowest point, going negative for the first time since the survey began in 2008, with average hiring estimated to be -3.5%

Small Business

Small Business Small Business Lead Rank Sales Qualified Lead

The Pipeline ? Mastering Voice Mail

The Pipeline

APRIL 27, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Mastering Voice Mail.

Pipeline

Pipeline Cold Calling Compensation Hiring

Don’t Let Bernie Madoff Keep YOU from Helping More Clients

SalesProInsider

FEBRUARY 15, 2023

Of course, with people, the “transaction” should be focused on the conversation or information-exchange that provides prospects with the resources they need to make a decision to work with you or not. Because most prospects go into these well-meaning conversations with at least an element of “buyer beware” in their minds.

Conversion

Conversion Buyer Industry Up-Sell

23 Ways to Strengthen Your Relationship with Your Client | Sales.

The Sales Hunter

FEBRUARY 7, 2012

Using this technique requires you to be engaged and sincere about the topic of conversation. Use that common interest as a springboard for starting additional conversations and as reasons to send an email or leave a voice mail. Make sure all of your conversations and your body language are positive. December 2008.

Ideal Customer Profile

Ideal Customer Profile Negotiation Hiring Facebook

How to Sell in a Recession: 3 Tips Based on Experience

Zoominfo

AUGUST 1, 2022

I spoke with Lou Wolf, VP of sales at ZoomInfo, to learn how he survived the recession that followed the dot-com crash of 2001 and the financial crisis of 2008. triggered the world financial crisis of 2008. Be well prepared to demonstrate the value your solution can offer, especially during earlier conversations.

Hiring

Hiring Face-to-face Lead Rank Lead Scoring

The Pipeline ? What Did You Start?

The Pipeline

FEBRUARY 10, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. What Did You Start? Top Sales Blog.

Pipeline

Pipeline Cold Calling Groups Lead Rank

5 Deadly Sins People Make When Networking | Sales Motivation.

The Sales Hunter

FEBRUARY 16, 2012

Making every conversation about you. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Now that’s what I would call a waste of time. August 2009. April 2009. March 2009. February 2009. January 2009.

Networking

Networking Motivation Hiring Ideal Customer Profile

4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training

The Sales Hunter

DECEMBER 29, 2011

The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Conduct a referral blitz.

Motivation

Motivation Training Hiring Ideal Customer Profile

The Secret to LinkedIn that You May Be Missing | Sales Motivation.

The Sales Hunter

NOVEMBER 19, 2011

I’ve had many a conversation with senior level people who have said they’ve been following me on LinkedIn for some time before making contact. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008.

LinkedIn Motivation Ideal Customer Profile Negotiation

The Pipeline ? Take Control!

The Pipeline

JANUARY 13, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. It comes down to two things, first knowing the length of you cycle, and your specific key conversion rates at critical junctions of your cycle. April 2009.

Pipeline

Pipeline Cancellation Sales Cycle Cold Calling

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

MARCH 30, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Prospecting – When Is The Best Time?

Pipeline

Pipeline Prospecting Cold Calling Sales Qualified Lead

5 Sales Negotiation Strategies that Work | Sales Motivation and.

The Sales Hunter

NOVEMBER 22, 2011

Conversely, the less the customer knows about yours, the better off you will be. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Time is the greatest negotiating tool you have. August 2009. April 2009.

Negotiation

Negotiation Motivation Strategy Ideal Customer Profile

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Twitter Facebook. Facebook. -->.

Motivation

Motivation Hiring Ideal Customer Profile Negotiation

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline

AUGUST 12, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. The experience had left her drained, and she needed to update me, in case Darren decided to take the conversation up a notch and call me. August 2009.

Pipeline

Pipeline Hoovers Customer Twitter

The Pipeline ? Take Time Out To Get Ahead ? Sales eXchange ? 133

The Pipeline

JANUARY 23, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Track your key conversion rate between stages of the sales to ensure you can create balance in your pipeline and calendar. August 2009. April 2009.

Pipeline

Pipeline Top of Funnel Hiring Webinar Metrics

The Pipeline ? Social Selling University ? Webinar

The Pipeline

MARCH 31, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. What’s in Your Pipeline?

Social Selling

Social Selling Webinar Metrics Pipeline Social Media

6 Ways to Raise Your Prices NOW | Sales Motivation and Sales.

The Sales Hunter

JANUARY 24, 2012

Engage your customer in a conversation regarding quality and, in particular, long-term quality. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Talk quality with your customer. August 2009. April 2009.

Motivation

Motivation Ideal Customer Profile Hiring Negotiation

6 Tips to Jump Start 2012 Sales Now | Sales Motivation and Sales.

The Sales Hunter

DECEMBER 27, 2011

They have the ability, by nature of their title, to get into conversations with people and about things many salespeople can’t get. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. August 2009.

Motivation

Motivation Hiring Ideal Customer Profile Negotiation

You Help People. Does that Sound Better Than "Salesperson.

The Sales Hunter

NOVEMBER 10, 2011

You cringe a little when, in a casual conversation, someone asks what you do and you respond that you’re “in sales.” December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. August 2009.

Ideal Customer Profile

Ideal Customer Profile Negotiation Hiring Facebook

The Pipeline ? Five Bucks To Success!

The Pipeline

APRIL 30, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. 3:45 PM EDT – John Doerr: Keys to Mastering Successful Rainmaking Conversations. ©2008 Copyright by The Pipeline. August 2009.

Pipeline

Pipeline Conference Webinar Metrics Cold Calling

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

APRIL 15, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. The integration with CRM will help salespeople choose when to interact as well as provide them with fodder for relevant follow-up conversations.

Manticore

Manticore Pipeline Marketing Lead Rank

Empowering Women in Sales Leadership

Pipeliner

OCTOBER 16, 2023

A Diverse Perspective: Surviving and Evolving in Sales Many millennials, like Kelly , entered the sales industry during the turbulent times of the 2008 financial recession. Navigating the Path to Gender Equality and Revenue Growth The conversation at the heart of this article is centered on gender equality.

Sales Leadership

Sales Leadership Face-to-face Revenue Promotion

The Pipeline ? Time To Step Up!

The Pipeline

MAY 7, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. 3:45 PM EDT – John Doerr: Keys to Mastering Successful Rainmaking Conversations. ©2008 Copyright by The Pipeline. August 2009.

Pipeline

Pipeline Conference Webinar Metrics Cold Calling

On the Road to Nowhere -- Failure to Define, Support and Drive.

The Sales Hunter

FEBRUARY 6, 2012

John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. August 2009. April 2009.

Negotiation

Negotiation Ideal Customer Profile Journal Guidelines

The Pipeline ? Mine the Gap!

The Pipeline

AUGUST 16, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. then it goes to follow that you have a good chance of engaging with the next shipping manager if you lead the conversation based on the list you created.

Pipeline

Pipeline Lead Rank Lead Scoring Sales Qualified Lead

12 More Ways to Build the Strongest Client Relationships | Sales.

The Sales Hunter

FEBRUARY 10, 2012

.” If this is the case, then the last thing you want to be doing is having a conversation with them on your cell phone while you’re driving.). Bring everything to the conversation in a positive, solution-minded manner. December 2008. November 2008. October 2008. September 2008. August 2008.

Ideal Customer Profile

Ideal Customer Profile Negotiation Hiring Facebook

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

MARCH 18, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Instead of caring about others, we decide to keep the conversations about the weather, kids, and our lines of product. August 2009. April 2009. March 2009.

Pipeline

Pipeline Twitter Top of Funnel Hiring

Sales Amateur or Sales Professional? What are You? | Sales.

The Sales Hunter

FEBRUARY 13, 2012

The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008.

Hiring

Hiring Ideal Customer Profile Negotiation Facebook

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

JUNE 3, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Show them that you understand what they’re going through, and they’ll reward you with a reply to begin a conversation. August 2009. April 2009.

Pipeline

Pipeline Prospecting Twitter B2B

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

MAY 13, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Buyers want to have an intelligent two-way conversation, and this won’t happen with some over-cologned “closer.” ©2008 Copyright by The Pipeline.

Report

Report Pipeline Top of Funnel Webinar Metrics

The Pipeline ? 3 Ways To Reduce Friction In A Cold Call ? Sales.

The Pipeline

JULY 4, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Your lack of confidence distracts from the conversation, you may think you are being polite and respectful, but you’re not. August 2009. April 2009.

Cold Calling

Cold Calling Pipeline Hiring Twitter

The Pipeline ? Who's Expectations? ? Sales eXchange ? 119

The Pipeline

OCTOBER 17, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Who’s Expectations? Top Sales Blog.

Pipeline

Pipeline Hiring Exercises Twitter

The Pipeline ? Targets vs. Metrics ? Sales eXchange ? 92

The Pipeline

APRIL 11, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. The Corporate Sales Challenge.

Pipeline

Pipeline Twitter Hiring Top of Funnel

Small Goals Now Mean Big Results in 2012 | Sales Motivation and.

The Sales Hunter

NOVEMBER 15, 2011

You’re seeing preliminary numbers from corporate — or you’ve been having conversations with your boss. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. August 2009. April 2009.

Motivation

Motivation Ideal Customer Profile Negotiation Hiring

8 Things Salespeople Can Learn from Fantasy Football | Sales.

The Sales Hunter

DECEMBER 6, 2011

Conversely, the one who closes a couple of sales soon closes even more. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Momentum builds momentum. April 2009. March 2009. February 2009. January 2009.

Ideal Customer Profile

Ideal Customer Profile Negotiation Hiring Cancellation

Ominous Signs for Sales Teams and Baseball Can Help

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

Webinars

Trending Sources

Sharpen the Saw

Webinars

The REAL Voicemail + Program

Sellers’ Remorse

The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline ? Compelling Opening Statements ? Sales eXchange.

Stray thoughts on customer experience trends

The Pipeline ? Sales Roulette ? Are You A Player?

Taking the Lead: Why Q4 Is the Time for Small Businesses to Get Aggressive

The Pipeline ? Mastering Voice Mail

Don’t Let Bernie Madoff Keep YOU from Helping More Clients

23 Ways to Strengthen Your Relationship with Your Client | Sales.

How to Sell in a Recession: 3 Tips Based on Experience

The Pipeline ? What Did You Start?

5 Deadly Sins People Make When Networking | Sales Motivation.

4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training

The Secret to LinkedIn that You May Be Missing | Sales Motivation.

The Pipeline ? Take Control!

The Pipeline ? Prospecting ? When Is The Best Time?

5 Sales Negotiation Strategies that Work | Sales Motivation and.

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline ? Take Time Out To Get Ahead ? Sales eXchange ? 133

The Pipeline ? Social Selling University ? Webinar

6 Ways to Raise Your Prices NOW | Sales Motivation and Sales.

6 Tips to Jump Start 2012 Sales Now | Sales Motivation and Sales.

You Help People. Does that Sound Better Than "Salesperson.

The Pipeline ? Five Bucks To Success!

The Pipeline ? How Marketing Can Help Sales After the Handoff

Empowering Women in Sales Leadership

The Pipeline ? Time To Step Up!

On the Road to Nowhere -- Failure to Define, Support and Drive.

The Pipeline ? Mine the Gap!

12 More Ways to Build the Strongest Client Relationships | Sales.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

Sales Amateur or Sales Professional? What are You? | Sales.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline ? 3 Ways To Reduce Friction In A Cold Call ? Sales.

The Pipeline ? Who's Expectations? ? Sales eXchange ? 119

The Pipeline ? Targets vs. Metrics ? Sales eXchange ? 92

Small Goals Now Mean Big Results in 2012 | Sales Motivation and.

8 Things Salespeople Can Learn from Fantasy Football | Sales.

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