The Pipeline

FEBRUARY 20, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. This why, the next step is the objective of any interaction with a buyer. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

MARCH 2, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. August 2011. April 2011.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

MAY 13, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. August 2011. April 2011. March 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

FEBRUARY 6, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Questions create interesting experiences for people, and don’t forget, buyers are people. CNi Rapid Research. August 2011. April 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

DECEMBER 12, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

AUGUST 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. That is how most people see an initial negative response from a buyer, as rejection, rather than correction. August 2011. April 2011. March 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

DECEMBER 27, 2011

Purchasing Departments and Buyers. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. The research you are doing is really good stuff, even if it never results in a sale. December 2010. October 2010.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Pipeline

JANUARY 27, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Absent that you are condemned to sell by adjusting your price, usually downwards, until it is low enough for the buyer to rationalize the relevant value.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Sales and Marketing Management

SEPTEMBER 14, 2018

Tina originally targeted female buyers between 18 and 65 years old. That represents 91 million people in the United States, according to the 2010 US Census. For example, one of my clients, Tina Tang, owner of Iron Strong Jewelry has a business that creates jewelry to celebrate the fitness achievements of women.

Small Business 260

Small Business Small Business Marketing Social Media 260

The Pipeline

MAY 20, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. You meet him for the first time and he’s done a ton of research. What was the last thing you bought without researching it first on the web?

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Pipeline

OCTOBER 10, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. CNi Rapid Research. August 2011.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The ROI Guy

FEBRUARY 22, 2013

A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. As most solutions involve technology, experts are involved in research and evaluations.

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

The Sales Hunter

JANUARY 17, 2012

Purchasing Departments and Buyers. You are your customer’s research and development department. When we see ourselves as being our customer’s research and development department, it moves us to a higher level in what we look at. December 2010. November 2010. October 2010. September 2010.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Pipeline

JUNE 15, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

JULY 18, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

MAY 6, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. all designed to attract interested buyers. Prospects avoid salespeople and do their own research. CNi Rapid Research. August 2011.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

FEBRUARY 15, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JANUARY 16, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. As long as the buyer thinks that they are different and unique, they will be stuck in that mode and rarely move to buying. August 2011. April 2011.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

MAY 27, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Let’s take a look at 10 fail-proof tasks to help turn prospects into buyers: Before the Call.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

JULY 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

NOVEMBER 10, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. CNi Rapid Research.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

JANUARY 28, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Focus on the buyer’s objectives, and “demo” how you can address them positively. CNi Rapid Research. August 2011. April 2011.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The ROI Guy

FEBRUARY 12, 2010

A recent research report on content marketing highlighted why marketing via feature / function / price is extinct, and why connecting personally with skeptical and frugal buyers is more important than ever. For the third straight year, marketers are planning to spend significantly more on their content marketing efforts in 2010.

Buyer 40

Buyer Marketing Survey Comparison 40

The Pipeline

NOVEMBER 11, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. ” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. CNi Rapid Research.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

AUGUST 24, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

AUGUST 22, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Yes the opening statement needs to be compelling, but compelling to each buyer not you or others in your company. CNi Rapid Research. August 2011.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

JANUARY 6, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. The challenge is ensuring that the actions you take have the desired outcome for you and your buyer. CNi Rapid Research. August 2011. April 2011.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Sales Hunter

NOVEMBER 21, 2011

Purchasing Departments and Buyers. McGowan Charitable Fund brings its vision to life “through grantmaking in three program areas including Health care and Medical Research; Education, and Community Programs for Those Most Vulnerable.” December 2010. November 2010. October 2010. September 2010.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Pipeline

AUGUST 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. I’m Bill the Buyer. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. August 2009.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Sales Hunter

FEBRUARY 6, 2012

Purchasing Departments and Buyers. Well according to ES Research, a whopping 70% of companies expect their sales force to “just know” how to sell their products and services – and sell them well — without an established standardized sales methodology and process. December 2010. November 2010. April 2010.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

SBI Growth

AUGUST 23, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." The problem with a regular sales process is that it is misaligned with the buyer. Today’s informed buyer is through 57% of the buyer’s journey before reaching out to your team. Result, he/she goes dark.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

The Pipeline

APRIL 27, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

The Pipeline

JULY 19, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. CNi Rapid Research.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Sales Hunter

NOVEMBER 28, 2011

Purchasing Departments and Buyers. We conducted comprehensive research that asked managers about their top sales hiring mistakes with over 160 participants from multiple industries. Our research clearly shows that organizations need assistance in hiring successful, motivated sale staff. December 2010. November 2010.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Pipeline

FEBRUARY 17, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

APRIL 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Motivate buyers using the solution not an event. CNi Rapid Research. August 2011. April 2011. March 2011. February 2011. January 2011. October 2009.

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216