The Pipeline

NOVEMBER 2, 2013

November 26, 2013 – Toronto. On November 26, 2013, you will have an opportunity to learn from some of today’s most dynamic leaders, including Gen. As we head into 2014, sales teams and companies will need to elevate their game to deliver expected results. Colin Powell, USA (Ret.) , Col.

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Relationals Strategy Tools Opportunity 271

The Pipeline

JULY 13, 2013

A Passion For Life - July 24, 2013 Contest. Complete the form below to enter to win a free ticket to this great event. . Contest: Complete the easy form below, and hit the tweet button, all tweets will qualify for the contest. You have to Tweet to Win! Name * First Last Email * Phone * Twitter ID Please add me to your newsletter list.

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Twitter Pipeline Sales 267

The Pipeline

JUNE 25, 2020

2000 to 2013 – 0.9%. Based on the simple definition of productivity, outputs/inputs, here is what was presented in The Economist. Growth in average output per person. 1891 to 1939 – 1.5%. 1939 and 2000 – 2.7%. This is in a period when people are desperate to be the next “disruptor.”

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Sage Real Estate Skype Collateral 288

The Pipeline

DECEMBER 13, 2013

If you’re in sales, the party to be at is The 2013 Top Sales & Marketing Awards Ceremony , taking place live on line this coming Tuesday December the 17th. By Tibor Shanto - tibor.shanto@sellbetter.ca. Well another year draws to a close, and you know what that means, new goals, likely higher, and awards season.

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The Pipeline

JANUARY 22, 2013

Today is your last chance to enter to win tickets for the The Art of Sales… , taking place in Toronto, January 29, 2013. It is simple to win , just tell us what’s the number one challenge you have in selling today, that given the opportunity you are determined to overcome by this time next year.

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Conference Opportunity How To Sales 249

The Pipeline

MAY 25, 2013

Contest Closes Midnight Friday May 31, 2013! Retweet the following: “ I entered #contest for tickets to see @Biz @ThisIsSethsBlog at #theartofmarketing [link] from #renbor ”. Remember all three have to be completed to qualify, no tweety – no winny! Looking forward to reading the responses – Good Luck!

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Social Media Twitter Conference Media 288

The Pipeline

JUNE 24, 2013

Here we are the last week of the first half of 2013, the first full week of summer, what better time to focus on every seller’s second favourite topic, voice mail. By Tibor Shanto – tibor.shanto@sellbetter.ca. The Discovery channel has their annual tradition of Shark Week, and now we introduce Voice Mail Week.

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The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. 1:00 – 2:00 pm EST / 10:00-11:00am PST. Join me and DiscoverOrg for this no filler – just stuff you can sink your teeth into – webinar.

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Cold Calling Webinar Metrics Conversion How To 276

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep.

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Lead Rank Lead Scoring B2B Face-to-face 275

The Pipeline

DECEMBER 12, 2012

Rather than resolving to do new things in new ways in 2013, why not resolve to improve a little here and a little there with things you already do or need to do; but do it in a way that ends up being greater than the individual gains on your efforts.

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Pipeline Top of Funnel Sales Industry 120

The Pipeline

JANUARY 12, 2013

This contest is to win tickets to the The Art of Sales… , Canada’s foremost sales conference, taking place in Toronto, January 29, 2013. Well boys and girls it is contest time again, yes it has been a while.

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Conference ACT Pipeline Prospecting 256

The Pipeline

DECEMBER 22, 2014

Percent in Potential Revenue, Accenture Research , shows, “Just 59 percent of sales representatives are expected to achieve his/her quota in 2014, down from 67 percent in 2013.” According to a recent press release from Accenture titled: Mediocre Performance by a Majority of Sales Representatives Cost Companies 3.2

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Data Cold Calling Revenue Social Selling 275

The Pipeline

JULY 3, 2013

But no, given the opportunity they offered up not quite a toaster, but a tablet, how 2013 is that? I was wrong thinking that they may actually talk to things that are really important in these days of economic woe, helping one save, creative mortgages, proactive retirement options, and more.

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Banking Opportunity Objections Intent 293

The Pipeline

FEBRUARY 19, 2016

The first Summit in 2013 attracted more than 15,000 sales leaders from all over the world. The purpose of the event is to bring successful authors, experts, and business leaders from across the world to one place. In 2015 they hosted over 30,000 attendees—and this year is going to be even bigger, better and more exhilarating.

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Top of Funnel Groups Funnel Analytics 120

The Pipeline

DECEMBER 30, 2013

And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products.

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Face-to-face Commission Objections Follow-up 276

The Pipeline

JULY 18, 2012

They are more likely to be planning on how they will deal with the change after the summer, and some may already be starting to think about 2013. The upside is that they are usually operating at a slower than normal pace (although in some industries it could be peak season), which makes them more approachable.

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Account Decision Maker Face-to-face Retail 288

The Pipeline

OCTOBER 15, 2012

Change this one thing now, and you’ll close the year strong and set yourself up for 2013. Forget for a moment how you prioritize your target competitive accounts, there are a number of methods you can use to make sure you are pursuing the right opportunities, based on your specific criteria and measures.

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Call-back Pipeline Lead Rank Lead Scoring 255

The Pipeline

FEBRUARY 11, 2013

Which is why I am here to say that the much maligned closed ended question does have a place in B2B selling in 2013; hell I’ll go further to say it has a place in Sales 2.0 and/or Social Selling. It is about the situation, what is the desired outcome, and what the next step needs to be from both parties perspectives.

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Call-back Face-to-face Cold Calling Consultative Selling 313

The Pipeline

FEBRUARY 1, 2013

As it stands here today in 2013, its hard to find a medium or large size company that hasn’t purchased and implemented at least some enterprise software for their business. In this post, we’ll discuss some of the reasons technology sales to business is so complex. Long Sales Cycles.

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Telecommunications Real Estate ROI Enterprise 312

The Pipeline

SEPTEMBER 5, 2012

2013 looms large, so make sure that you set enough time aside to prospect for those deals that will give you a healthy and balanced pipeline on January 1, well in reality, January 2. Between now and the end of the year there will be a lot of focus and pressure to “close” Close deals, and close the year strong.

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Harvest Pipeline Knowledge Base ACT 257

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep.

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Lead Rank Lead Scoring B2B Face-to-face 120

The Pipeline

MARCH 26, 2012

While both had similar outlook for the economy in the remainder of 2012, and into 2013. Had the opportunity to speak to two senior people in opposite ends of related market sector, one on the design and production end, the other in the sales/distribution end, not the same product line, but related.

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Distribution Face-to-face Course Pipeline 226

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe.

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Cold Calling Handbook Inbound Social Media 267

The Pipeline

APRIL 28, 2016

When measured by average outputs per person, productivity for the period between 2000 and 2013, was only about a third of that between 1939 – 2000, 0.9% Others struggle, advancement in technology, has not brought the expected productivity gains. There are many factors that go into this, one is time.

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Commission Tools Webinar Metrics Objections 120

The Pipeline

APRIL 9, 2015

Oh what they failed to mention, in 1950 you can only have 4 crew members work on the care, whereas the 2013 example they were comparing it to had 18 crew members hands on car. But the belly laugh came when they told us about how now West Jet is benchmarking their turnaround time on the ground at airports against this.

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Banking Buyer Webinar Metrics Examples 120

The Pipeline

DECEMBER 10, 2013

PS – If you’re going to enter the contest, you may as well vote for this blog as Top Sales Blog for 2013 in the Top Sales World Awards; vote now, and vote often! That’s right, we are running a simple easy to win contest for single tickets to this event, click here to enter. See you at this exciting event.

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Conference Networking Account Up-Sell 272

The Pipeline

FEBRUARY 27, 2014

Here are a few things to consider: Visual content – infographics, which gained lots of popularity in 2013, will continue to be on the rise in 2014. Infographics were used by 51% of B2B content marketers in 2013. People love getting their information in a visual manner – less reading, more colors.

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Marketing Small Business Small Business Survey 276