The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Prospecting. December 2011. August 2011.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. Next actions are the fuel by which a seller can encourage a buyer to move forward. Great comment and question.

Buyer 196

Buyer B2B Call-back Decision Maker 196

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. Prospecting is a term that’s been around for a long time. When you find buyers who are interested in your product, it’s as though you “struck gold.”.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Increase Sales

DECEMBER 31, 2011

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). Even though this person said he or she did research, obviously that did not include my first name. Credit www.sxc.hu.

Research 115

Research How To Proposal Google 115

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

Selling Essentials RapidLearning Center

JUNE 29, 2023

You may have heard, for instance, that if your buyer looks up and to the right, or covers their mouth, it indicates they’re not being honest with you. And if a buyer sees you sending these signals, they might conclude you’re not being honest with them. Or so the story goes. And is there a larger principle at work here?

Study 52

Study Face-to-face Video Research 52

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. Research from TOPO supports this. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. Intent Data is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic.

Data 196

Data Intent Data Intent Customer 196

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . I don’t like it—and your prospects don’t like it.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. March 2nd, 2012. Sign up for our Email Newsletter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

SBI Growth

AUGUST 29, 2013

Buyers are evolving and changing. The question is, are you evolving and keeping pace with your buyers? As buyers evolve and change, it becomes more important to focus on Buyer Anthropology. That is to say, you need to be a student of buyer trends and influences. How are buyers changing? In 2013 it was 65%.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Maybe they can even get referrals from those lost prospects. Hopefully they learn something from it.

Account 189

Account Referrals Sales Qualified Lead Quota 189

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

The Sales Hunter

DECEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work.

Buyer 154

Buyer Social Media Hiring Inbound 154

Score More Sales

JUNE 26, 2012

No longer can it be ignored that buyers are searching online for solutions long before they find out who you are. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. As in real life, you need to go where your customers are. What tools?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload.

Data 197

Data CRM Survey Study 197

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Speaking with and evaluating prospective vendors (85%). Quantify price / value relationship – buyers are looking for deals, and can fixate on purchase price if not careful.

ROI 79

ROI Vendor Survey Proposal 79

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Jan 17, 2012. You are your customer’s research and development department. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Tags: buyer. FREE Resources.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Selling Essentials RapidLearning Center

APRIL 19, 2022

True or false: Salespeople should emphatically NOT ask their prospects stupid questions. True or false: Salespeople SHOULD emphatically ask their prospects stupid questions. Here’s how a question like that might sound: Buyer: “So how can we integrate your solution into our CRM?”. ‘Stoopid’ vs. stupid.

Hiring 59

Hiring SalesForce CRM Software 59

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Additionally, you’ll have more insight into your prospect. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

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.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Score More Sales

NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Chances are you began your research online. Your prospects and customers are doing the same. Your prospects and customers are doing the same. And you could be right.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

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. Prospecting. December 2011.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

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.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

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. Prospecting. December 2011.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

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. However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. August 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Score More Sales

JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

The Sales Hunter

MAY 15, 2012

The reality is, though, that many potential buyers will use the internet to do research. My other recommendation about Linkedin is that you follow some of the key groups that would be of interest to the bulk of your buyers or prospects. Copyright 2012, Mark Hunter “The Sales Hunter.”

Ideal Customer Profile 177

Ideal Customer Profile LinkedIn Google eBook 177

Score More Sales

AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. Understanding: Think of research, above, for industry and competitive information. Use the social channels that you are comfortable with and that you know your buyers and customers flock to.

Social Media 233

Social Media B2B Strategy Media 233

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Feb 06, 2012. It is important to provide a framework that salespeople can follow systematically to move prospects through the pipeline. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The ROI Guy

APRIL 25, 2012

There is a new breed of buyer, who is more in control, skeptical and frugal than ever before, a condition we call Frugalnomics ,” said Tom Pisello, CEO and Founder of Alinean. “In The quarter also saw the return of Alinean’s founder Tom Pisello, the ROI Guy , as he re-engaged in day-to-day leadership, and assumed the role of CEO.

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

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.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

FEBRUARY 20, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Whatever you call it, advance, next step, it is crucial to not only moving a sales forward, increasing velocity, and helping you separate buyers from tire kickers and disqualify those who are wasting your time and other resources.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218