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. So in 2014 Stop. Well a lot of prospects don’t have “problems”, and therefore don’t see the need for a solution.

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Face-to-face Commission Objections Follow-up 276

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. By Tibor Shanto - tibor.shanto@sellbetter.ca. Buying Vs. Selling. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? Expand Your Pipeline. The post 9 Steps to Boost Sales in 2014 Part 3 Execution appeared first on Score More Sales. Increase Opportunities. Close More Deals.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” Follow them through the pipeline.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

The Pipeline

JANUARY 12, 2013

But wait, you could win tickets for this great event, right here from Renbor and The Pipeline. 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. Could be better questioning, better prospecting, overcome call reluctance, etc., Tibor Shanto.

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Conference ACT Pipeline Prospecting 256

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. Most salespeople only spend about 10 percent of their workdays actively selling, and another 10 percent on prospecting, according to Augusoft.

Referrals 224

Referrals Cold Calling eBook Small Business 224

SBI Growth

OCTOBER 28, 2013

Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? Add in branding, digital media, social prospecting, collaboration solutions, etc. The demands for the CMO keeping pace with the market require constant recalibration.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. So when they suddenly find themselves with no pipeline, the only thing they can do is reach out to grab some low-hanging fruit. Set manageable goals instead.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

DECEMBER 30, 2014

Goodbye, 2014. And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Assuming is dangerous because it makes us lazy about increasing sales pipelines.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

Collateral 55

Collateral Negotiation Proposal Vendor 55

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.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Track pipeline and results by Personas. Are your territories designed to maximize time with customers and prospects? Has your Sales Ops planning kept up with the new realities?

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Buyer Persona Territories Compensation Buyer 310

SBI Growth

AUGUST 18, 2013

The ability to prospect. As a sales leader, you need a richer pipeline. As a sales leader, you need a richer pipeline. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Sales leaders from other companies are not having pipeline issues.

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Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

The Pipeline

OCTOBER 12, 2013

October 23 - Time – Prospecting – And Getting the Jump On Both. Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! What’s in Your Pipeline? Over the next couple of weeks I will be presenting three different webinars on 3 related topics that you should register for and attend.

Webinar Metrics 273

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

Pointclear

MARCH 24, 2015

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Image Copyright Kheng Guan Toh via Shutterstock.com (c) Copyright 2014 Dave Kurlan' Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? My next statement will cause even more outrage.

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Top of Funnel Social Selling Funnel Promotion 309

The Pipeline

NOVEMBER 15, 2021

Simon Hares set up SerialTrainer7 Ltd in 2014 with a view to getting people where they need to be quicker and leaving them there better. Subscribe today , and take the Breakfast on the go! With over 25 years experience training sales and management the training is described as more than different, it is relevant.

Ideal Customer Profile 173

Ideal Customer Profile Retail LinkedIn Media 173

Hubspot Sales

JUNE 8, 2020

You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

B2B 88

B2B Ideal Customer Profile Top of Funnel Prospecting 88

The Pipeline

SEPTEMBER 3, 2014

Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern. We will lay out what needs to be accomplished at each stage of the sales funnel and offer actionable insights for marketing and sales to work collaboratively on content development, defining the target market, refining prospect lists and generating engagement.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Training your sales team how to social sell will immediately improve your sales pipeline.

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Hiring Top of Funnel How To Social Selling 325

SBI

MAY 7, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. Power Prospecting. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. Mobile Selling.

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Sales Tools Tools Revenue InsideSales 139

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. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process? Care to share?

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Prospecting Lead Rank Lead Scoring Real Estate 92

SBI Growth

JANUARY 10, 2014

Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Today’s sales leader should be generating about 70% of revenue through sales prospecting. To see more on how VP’s use social prospecting take a look at this post.

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Quota Territories Top of Funnel Marketing Qualified Lead 316

The Pipeline

DECEMBER 23, 2013

In fact as a sales pro, at times the best thing we can do for prospects is show them how they can achieve their objective though an alternate way they hadn’t considered. Meaning decide some things you would want to change in 2014. What’s in Your Pipeline? Tibor Shanto.

Face-to-face 285

Face-to-face Intent Objections Up-Sell 285

The Pipeline

OCTOBER 7, 2014

9th, 2014 at 2:00PM ET / 11:00AM PT for this free webinar. In this webinar, sales expert, Tibor Shanto, covers how to shift the conversation from your product to your prospects’ objectives. How to Shift the Conversation from Product to Objectives. Join us on Thurs., Most salespeople are taught to look for pain and needs.

Webinar Metrics 275

Webinar Metrics Objections Vendor Account 275

SBI Growth

JANUARY 1, 2014

Make a change in 2014. Pipeline generation and management. Training should be focused on helping your sales reps identify prospects and close deals. Training Topics: Social prospecting: You need to teach them how to identify prospects on social media. Building net new pipeline. Ramping new sales reps.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

AUGUST 28, 2013

Talent development is a key differentiator heading into 2014. Reps that have optimized their social brand and shared relevant content are connecting with prospects. Heading into 2014, technology adoption is business as usual. Integrate proposal programs, lead programs and pipeline forecasts in the system.

Training 300

Training Sales Management Hiring Social Selling 300

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. One is the result of the type of prospects you pursue; if you are selling stuff measured in units, the larger the target company, the more units they will require. Get rid of the crap in your pipeline, and you’ll work with more gold.

Scale 296

Scale Fashion Margin Sales Cycle 296

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. Pipeline Manager. Pricing: Free.

Tools 113

Tools Closing Territories Hubspot 113

SBI Growth

OCTOBER 18, 2013

Rule of thumb is a VP should spend 25%-40% of their time on prospect calls. In addition, you''ll receive all of the other tools deigned to help you make your number in 2014. The best look at all the deals in their pipeline. This shows the company’s commitment to their prospect. Most VPs fall within this range.

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Opportunity Negotiation Discount Follow-up 303

Jonathan Farrington

OCTOBER 28, 2014

We are already well into the final “selling phase” of 2014 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. You can’t manage what you can’t measure, and if you can’t measure your pipeline, then you can’t improve your productivity. This is not a time to be optimistic.

Pipeline 43

Pipeline Closing Margin Quota 43

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.

Cold Calling 120

Cold Calling Government Direct Mail Advertising 120

Customer Centric Selling

OCTOBER 20, 2014

It''s the fourth quarter and if you''re like most salespeople, you''re examining your pipeline trying to determine which opportunities have a chance of closing this quarter; what needs to be done and when in order for them to close; and, which ones will have to be carried over into 2015. This is the final quarter of 2014.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Understanding the Sales Force

JANUARY 8, 2014

As you might expect from groups who spend all of their time at the top of the sales funnel, there has been a positive impact on their ability to add opportunities to the pipeline. Most prospects would decline to engage (just as they would with their traditional approaches) and the impact of social selling would be statistically insignificant.

Social Selling 275

Social Selling Top of Funnel Groups Trends 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

Pointclear

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

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Social Media Media B2B Decision Maker 223