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. Sales Tool.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

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. This initiative is a testament to the commitment to providing accessible tools for individuals to advance their careers.

Sales Leadership 64

Sales Leadership Face-to-face Revenue Promotion 64

The Sales Hunter

NOVEMBER 22, 2011

Time is the greatest negotiating tool you have. 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. August 2009.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Pipeline

FEBRUARY 10, 2012

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

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Sales Hunter

NOVEMBER 19, 2011

Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

MARCH 30, 2011

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

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. December 2008. November 2008. October 2008.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

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. Sales Tool. August 2009.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Sales Hunter

FEBRUARY 6, 2012

John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. December 2008. November 2008. October 2008.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Pipeline

MARCH 31, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Tool. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Tibor Shanto.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

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. Sales Tool.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

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. Sales Tool. ©2008 Copyright by The Pipeline.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

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 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

MARCH 18, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Sales Tool. August 2009. April 2009.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

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. Sales Tool. ©2008 Copyright by The Pipeline.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

The Pipeline

APRIL 11, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Stored in Attitude , Communication , Metrics , Sales Tool , Sales eXchange , execution. Sales Tool. ©2008 Copyright by The Pipeline.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

The Pipeline

SEPTEMBER 30, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. person behind the counter is having a personal telephone conversation or reading the paper. Create Tools. Keep Tools Impressive. Sales Tool.

Small Business 253

Small Business Small Business Pipeline Marketing 253

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 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

DECEMBER 17, 2011

I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. April 2009. March 2009.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Pipeline

OCTOBER 17, 2011

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

Pipeline 220

Pipeline Hiring Exercises Twitter 220

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. Sales Tool.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

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.” Sales Tool. August 2009.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. Sales Tool. April 2009.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Steven Rosen

MAY 4, 2017

Sales and marketing automation tools $20 billion. We see this in times of recession when companies scale back on training, sales automation tools, and support materials. When they interact with their sales managers, the conversation is usually focused on business issues as opposed to coaching. Group Learning.

Sales Management 276

Sales Management Hiring ROI Coaching 276

The Pipeline

MARCH 26, 2011

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

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

SEPTEMBER 23, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Bottom line what we’re talking about is a phone call—the basic tool of any sales professional. Sales Tool. ©2008 Copyright by The Pipeline.

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

The Pipeline

MAY 16, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. One example is prospecting, more specifically for many lead gen and lead conversion to appointments and then prospects. Sales Tool. August 2009.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

Zoominfo

FEBRUARY 28, 2018

A salesperson’s CRM—or customer relationship management platform—is one of the most used tools in their technology stack. Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). The right tools can help you collect, analyze, and apply your data—effectively transforming your B2B selling process.

B2B 225

B2B Social Media CRM Social Selling 225

Hubspot Sales

DECEMBER 13, 2022

The 2008 recession accelerated their inability to adapt to changing consumer demand -- and by 2010, they filed for bankruptcy. It’s unfortunately common for B2B companies, particularly SMBs, to be stuck beneath a stack of disparate tools that create too much friction to experiment with new go-to-market motions.

Hubspot 87

Hubspot B2C Consumer B2B 87

Pipeliner

OCTOBER 11, 2021

It has gained much traction over the past couple of years, as it did when the global financial crisis hit in 2008. Back then, everyone was getting on LinkedIn because they had suddenly found themselves out of a job, while today, it is increasingly used as a sales spamming tool.

Video 52

Video Telemarketing Face-to-face How To 52

Braveheart Sales

FEBRUARY 24, 2022

How It Impacts Sales When salespeople are not comfortable discussing money, and therefore do not and cannot sell value, then what frequently happens is that they avoid money conversations. If the seller does not bring up money early in the conversation, they are positioning themselves as every other inadequate salesperson out there.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

BuzzBoard

FEBRUARY 28, 2024

It is an effective tool in lead generation, attracting potential customers who may evolve into loyal clients. Interestingly, numerous small enterprises have capitalized on the returns offered by digital marketing, thus attesting to its role as a potent tool for generating revenue. These factors drive higher conversion rates.

Small Business 52

Small Business Small Business ROI Case Study 52

Braveheart Sales

FEBRUARY 24, 2022

When salespeople are not comfortable discussing money, and therefore do not and cannot sell value, then what frequently happens is that they avoid money conversations. If the seller does not bring up money early in the conversation, they are positioning themselves as every other inadequate salesperson out there. How It Impacts Sales.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Braveheart Sales

FEBRUARY 24, 2022

When salespeople are not comfortable discussing money, and therefore do not and cannot sell value, then what frequently happens is that they avoid money conversations. If the seller does not bring up money early in the conversation, they are positioning themselves as every other inadequate salesperson out there. How It Impacts Sales.

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Mereo

DECEMBER 21, 2023

Based on conversations with executives and from market pulse conversations with our client’s buyers, in 2023 there was a lot of “paralysis” as B2B leaders looked for clarity. This pattern is similar to what we saw in the 2008 / 2009 recession. When they did not have that clarity, they froze.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

Sales Evangelist

JULY 1, 2022

During the 2008 recession, her peers and customers laid off teams and cut back budgets; that’s when her corporate exec board launched a report detailing what maintains relationships with customers. Conversely, working towards a productive goal helps make strides toward solving the problem. Which worked well for a long time.)

LinkedIn 40

LinkedIn Lead Rank Lead Scoring Survey 40

Sales Evangelist

JULY 1, 2022

During the 2008 recession, her peers and customers laid off teams and cut back budgets; that’s when her corporate exec board launched a report detailing what maintains relationships with customers. Conversely, working towards a productive goal helps make strides toward solving the problem. Which worked well for a long time.)

LinkedIn 40

LinkedIn Lead Rank Lead Scoring Survey 40