The Pipeline

MAY 13, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The buyer has more choices than ever before, and that includes choosing to talk to your salesperson. December 2011.

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Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

OCTOBER 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Demand Generation.

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Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 8, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives.

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Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

AUGUST 8, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Demand Generation.

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ACT Pipeline Top of Funnel Hiring 244

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

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Survey Case Study ROI Proposal 72

The Pipeline

FEBRUARY 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Questions create interesting experiences for people, and don’t forget, buyers are people. One is the beliefs that all questions have an answer, and indeed, that all questions deserve or demand an answer. Demand Generation.

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Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JUNE 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. Demand Generation. Your email address will not be shared. December 2011.

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Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

DECEMBER 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Demand Generation. Sign up for our Email Newsletter.

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Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

OCTOBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. December 2011.

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Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. October 2011.

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Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

JANUARY 28, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Then I got to thinking, is this reflective of the level of accuracy and reliability the modern buyer can rely on when he/she turns to social media as part of their buying quest? Demand Generation. December 2011. April 2011.

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Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Focus on the buyer’s objectives, and “demo” how you can address them positively. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. December 2011. November 2011.

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Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

JANUARY 27, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Buyers will attribute value in your offering if can see, understand, and accept, that it will help them eliminate barriers and/or bridge gaps between where they are now and the objective(s) they are seeking to reach. Demand Generation.

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Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

JULY 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Diving home it struck me that this fellow an unnecessary but real barrier to successfully selling, going to an expo with thousands of attendees, and completely limit the means of buyers to buy does not seem savvy. Demand Generation.

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Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011.

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Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Your email address will not be shared.

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Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

JANUARY 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As you have heard me say, sales is all about execution, everything else is just talk, and frankly with all the demands on sales professionals these days, there is little time for talk. Demand Generation. December 2011.

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Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In today’s video, I go into detail about leaving effective voice mails, how to leverage them and make them a core part of you campaign to win specific buyers. Demand Generation. Your email address will not be shared.

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Pipeline Cold Calling Hiring Compensation 223

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Second, the value gained, whether that is increased sales, reduced costs, longer asset life, reduced time to market, you name it, (well actually let the buyer name, you ask the questions that lead to that). Demand Generation.

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Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JANUARY 16, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As long as the buyer thinks that they are different and unique, they will be stuck in that mode and rarely move to buying. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

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Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

NOVEMBER 11, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. ” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

AUGUST 22, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. Demand Generation. December 2011.

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Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

AUGUST 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. I’m Bill the Buyer. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011.

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Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

JULY 19, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. Dealing with a buyer afraid to pull the trigger on a change that is good for the company.

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Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

FEBRUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Just as you don’t want to misalign the resources based on the type of buyer involved, you also don’t want to assume that all your sales people will benefit from the same type of training. Demand Generation. December 2011.

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Webinar Metrics Pipeline Hiring Face-to-face 210

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

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Demand Generation Agencies Lead Rank Top of Funnel How To 219

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Since they are the primary buyers, sales tools are built for their priorities. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011.

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Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

APRIL 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Get buyers to be motivated by the opportunity to be better, the impact of their actions; achieve the same responses that an event may cause, but we in advance of the event. Motivate buyers using the solution not an event.

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Pipeline Twitter Hiring Cold Calling 216

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. I am not saying there is no value, what I am saying is that vast majority of B2B buyers and sellers are not as connected or plugged in as the bleeding edge folks. Demand Generation. Your email address will not be shared.

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Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. When you find buyers who are interested in your product, it’s as though you “struck gold.”. Your email address will not be shared. December 2011. November 2011.

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Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

MAY 6, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. all designed to attract interested buyers. But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing less and less effective. Demand Generation. December 2011.

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Pipeline Hoovers Customer Hiring 256

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This all presents a number of opportunities to leverage e-mail and the culture that goes with it, to engage with potential buyers. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

DECEMBER 19, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The other discipline was ensuring that you are dealing with buyers who are as engaged as you are in the outcome or sale. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter.

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Pipeline Closing Top of Funnel Hiring 222

The Pipeline

OCTOBER 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In fact studies have shown that next to referrals, it is the most effective, time and cost efficient way to engage with potential buyers, especially those who have not declared themselves as being in the market. Demand Generation.

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Cold Calling Pipeline Twitter Call-back 201

The Pipeline

APRIL 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The key is that buyers don’t care which side is communicating with them, they care about what’s in it for them as they work toward solving business problems. Your email address will not be shared. Sign up for our Email Newsletter.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Buyers are better informed, and while they may not know it all, it is up to you as a seller to communicate value to a …[link]. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter.

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Pipeline Twitter Small Business Small Business 313

The Pipeline

MARCH 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Demand Generation. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011.

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Pipeline Twitter Hiring Territories 220