The Pipeline

DECEMBER 6, 2013

Available from McGraw-Hill Business in January 2014. . His latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, is forthcoming from McGraw-Hill in January 2014. The Pipeline Guest Post – Jeff Shore. Adapted from Be Bold and Win the Sale by Jeff Shore.

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Energy Twitter Course Research 322

The Pipeline

JANUARY 12, 2013

What we are looking for is what’s the one challenge you have in sales today that you are determined to overcome by next January, 2014. Name * First Last Email * Phone * Company * Biggest Sales Challenge: Please tell us what's the one challenge you have in sales that you are determined to overcome by January 2014?

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The Pipeline

OCTOBER 7, 2014

9th, 2014 at 2:00PM ET / 11:00AM PT for this free webinar. How to Shift the Conversation from Product to Objectives. Join us on Thurs., Most salespeople are taught to look for pain and needs. However, 75% of customers who switch from one vendor to another say they were satisfied at the time that they switched.

Webinar Metrics 275

Webinar Metrics Objections Vendor Account 275

The Pipeline

MAY 29, 2014

On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link). By Tibor Shanto - tibor.shanto@sellbetter.ca. We touched on a range of topics relating to sales, sales tools, automation, social selling and more.

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Video Cold Calling Closing Social Selling 257

The Pipeline

DECEMBER 16, 2013

Take a look, and pick up the book when it comes out January 3, 2014, and go out and win sales. Jeff highlights specific things sellers and organizations can do to to begin the transformation and win sales. What’s in Your Pipeline? Tibor Shanto.

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The Pipeline

JUNE 25, 2020

You would be correct, except the quote comes from a piece in Forbes in 2014, “4 Steps To A Successful Business Transformation.” I know, you’re thinking, another voice in the chorus of COVID insta-experts offering sage, yet all too obvious advice.

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Sage Real Estate Skype Collateral 288

The Pipeline

NOVEMBER 5, 2014

Making time to plan for 2015 while closing 2014 can be a challenge. I am pleased to be part of a leading experts on sales, planning and sales leadership. The time to start thinking about 2015 is here, planning should be well underway. Take a break from Q4 to get some ideas on ways you can lay the groundwork for a great 2015.

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Sales Management Top of Funnel Lead Rank Lead Scoring 256

The Pipeline

NOVEMBER 26, 2014

Not only that but readers of The Pipeline can take advantage not only of promotional pricing, but the Early Bird pricing in effect until December 5th, 2014. Yes it is that time of year again, time for the Art Of Sales in Toronto, and while January may seem a bit away, it’s not, and now is the time to plan ahead.

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Conference Journal Microsoft Loyalty 255

The Pipeline

JUNE 30, 2014

July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. But the reality is that those Nigerian princes will still be hitting your inbox, of course given that it is 2014 most now end up directly in the junk box. But tomorrow will not be a happy day for many businesses, sales people and sales organizations.

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Cold Calling Government Direct Mail Advertising 120

The Pipeline

JANUARY 27, 2014

So if you are going to align and sell to them today, you need to be thinking and talking to things they thinking about, which means they have been in 2014 for some time, cranking up you preparation now, like the pundit suggest, nay, scream to the buyer, “This guy is no for you”, as my fellow Tull freaks will say he is “Living In The Past”.

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Sales Cycle Forecasting Objections Lead Rank 236

The Pipeline

NOVEMBER 2, 2013

As we head into 2014, sales teams and companies will need to elevate their game to deliver expected results. November 26, 2013 – Toronto. In today’s challenging environment a crucial element of succeeding in that goal will come down to leadership.

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Relationals Strategy Tools Opportunity 271

The Pipeline

JULY 18, 2013

As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong.

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Prospecting Cold Calling Discount Maximizer 275

The Pipeline

JULY 11, 2014

Date: July 17, 2014 at 1:00 PM Eastern. As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. The Objective Seller Webinar.

Webinar Metrics 292

Webinar Metrics Objections Loyalty Segment 292

The Pipeline

OCTOBER 12, 2013

Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Click here for more detail and registration. What’s in Your Pipeline? Tibor Shanto .

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Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Pipeline

DECEMBER 23, 2013

Meaning decide some things you would want to change in 2014. Understand the elements, just as you would elements of a sale you want to repeat to ensure you succeed again and again. Once you have an understanding of the concrete elements, it is time to look forward, and move forward.

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Face-to-face Intent Objections Up-Sell 285

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

JANUARY 9, 2014

It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? By Tibor Shanto - tibor.shanto@sellbetter.ca.

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Fashion Proposal Objections Buyer 292

The Pipeline

JULY 11, 2014

Date: July 17, 2014 at 1:00 PM Eastern. As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. The Objective Seller Webinar.

Webinar Metrics 163

Webinar Metrics Objections Loyalty Segment 163

The Pipeline

DECEMBER 19, 2013

As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics. By Tibor Shanto - tibor.shanto@sellbetter.ca. Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota.

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Scale Fashion Margin Sales Cycle 296

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

DECEMBER 10, 2013

The Art of Sales Conference is coming to Toronto – January 28, 2014 – and other then having me in to do a keynote for your team, probably the best way to kick of the new sales year. Check out the great line-up of speakers: Matthew Dixon – The Challenger Sale. Daniel Pink – To Sell is Human, A Whole New Mind & Drive.

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Conference Networking Up-Sell Account 272

The Pipeline

NOVEMBER 13, 2014

According VentureBeat’s summary of the 2014 CEO.com Social CEO Report “an annual survey that investigates the social media habits of business leaders, has been released. Not only that but depending on who you are prospecting, it is important to note that some groups’ social media activity is in decline.

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Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

NOVEMBER 22, 2014

The Best of 2014, Top Ten of 2014, and more. The first is for Top Sales & Marketing Blog 2014 , and if you are regular reader of this blog, I would truly appreciate your support. The second category is for Top Sales & Marketing Webinar 2014 , for the webinar I delivered for salesforce.com about The Objective Seller.

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Webinar Metrics Exercises Objections Lead Management 267

The Pipeline

FEBRUARY 27, 2014

Using content marketing to drive sales will certainly only continue to grow exponentially in 2014. So what should you do to effectively use content marketing to drive sales in 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.

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Marketing Small Business Small Business Survey 276