The Pipeline

FEBRUARY 16, 2015

Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. Pursuit Cadence – It takes a lot more effort to get the attention of buyers these days. Add to that many ignore the first few calls just to separate the strong. Tibor Shanto.

Call-back 120

Call-back Cold Calling SAP Face-to-face 120

Julie Hanson

JULY 14, 2019

Video is fast becoming a salesperson’s secret weapon in the battle for attention of today’s busy buyers. see below) So what in the world is holding you back from being a Video Sales Superstar? Speaking to a camera is an unnatural act. 3 Acting Secrets to Overcome Your Fear and Become a Video Sales Superstar!

ACT 99

ACT Video Film Face-to-face 99

SalesProInsider

JUNE 2, 2022

Most of us have realized that there are differences in people’s ways of acting, the information that’s important to them, and the style in which they approach things. In sales, or in customer service, we have a short period of time to identify certain customs important to buyers. We call it the Neutral Zone.

Buyer 62

Buyer Customer Lead Rank ACT 62

The Pipeline

AUGUST 31, 2021

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. The five, in no particular order, are: Avoid falling back into usual routines. Harvest referrals. Recalibrate with your team.

Harvest 360

Harvest Referrals Call-back Video 360

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the four types of buyers. How do you engage a B2B buyer? What Is Buyer Enablement?

Buyer 98

Buyer Examples Top of Funnel ROI 98

The Pipeline

NOVEMBER 26, 2019

In the case of sales, the message delivered the way you want a buyer to hear it. Believing that voicemail helps them move the call towards what a percipient may expect in a live call. It makes the seller feel better, but it does little to move the listener, the buyer, the people with the check. Business Triager.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

SalesforLife

MAY 13, 2019

The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change? In this blog, We’ll look back over the past 19 years to help you look forward to the next couple of years. My evolution since 2000 looked like this.

Policies 73

Policies ACT Hiring Face-to-face 73

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. Taking a bit braver approach, translating data into questions, then leveraging the response to educate the buyer. As an interruption, we need to move the call to where the outcome has greater value than the interruption. By Tibor Shanto.

Data 368

Data Objections ACT Lead Rank 368

Gong.io

FEBRUARY 23, 2023

Here are the trends to watch as you enter the new year and the proven strategies (backed by data of course) to thrive amidst change. Be a sense-maker and confidence-builder for your buyers The number of interactions buyers have with sellers is decreasing. Today’s buyers are completing more of their journey solo.

Data 121

Data Closing Buyer Call-back 121

SBI

NOVEMBER 8, 2017

So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? Enabling the Buyer via the Seller. That theme centered on the fact that buyers are researching your products, engaging with peers and analysts, and discussing options with their colleagues outside of interactions with the seller.

Buyer 139

Buyer Top of Funnel Conference Sales Enablement 139

Hubspot Sales

MARCH 27, 2023

The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. You have to be prepared to meet them at every stage of the buyer's journey and frame yourself as a knowledgeable, reliable, trustworthy resource. That starts with asking the right questions at the right time.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

Hubspot Sales

APRIL 10, 2020

It means recognizing that the way your customer buys from you no longer fits into a convenient one-size-fits-all buyer journey. In today’s market, reviews and word of mouth referrals are the fuel for growth, with 84% of buyers now kick off their buying process with a referral. This is what modern buyers expect. Thank you.".

Buyer 126

Buyer Top of Funnel Ideal Customer Profile Inbound 126

Janek Performance Group

APRIL 23, 2024

A Very Short History of Personal Branding Although he didn’t define it as such, the underlying concept behind personal branding can be traced back to Aristotle, who observed in his Nicomachean Ethics , “These virtues are formed in many by his doing the actions” (Side note: That quote “We are what we repeatedly do.

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62

Sales Hacker

NOVEMBER 9, 2017

By the time a prospect today talks to a sales rep they are already more than halfway done with the buyer journey. The new breed of salesperson will think like a rep, act like a marketer, and react like customer service. First, lack of discouragement — top salespeople bounce back quickly from losses without dwelling on failure.

Customer Service 84

Customer Service ACT Hiring Customer 84

The Pipeline

OCTOBER 8, 2019

Pick up the phone, wait for the ring, when someone answers, there is a conversation, if not you call back. They may not take calls, which is the big complaint, “no one answers their phone,” but they make calls. So we are down to incoming calls. You’re going to get a call back as sure as if you had left a message.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

The Pipeline

FEBRUARY 26, 2019

While it has been near 40 years that voicemail has been the constant companion to sales professionals, it still seems to challenge many, especially when it comes to connecting with unknown buyers. How do you get them to call you back and still hold your own?” you either get a call back; 0. Very binary – 1.

Call-back 262

Call-back Objections ACT Prospecting 262

Anthony Iannarino

MARCH 14, 2020

Of all of the bad advice around sales, the most reckless and worst counsel you will read from charlatans and know-nothings is the idea that your buyer has all the power in the relationship, that they are some large percentage through their buying process, and that you should wait for them to reach out to you. Get the Free eBook!

Buyer 99

Buyer eBook B2B Construction 99

The Pipeline

JANUARY 29, 2019

Most buyers are not looking for perfection, they want expertise, reliability, honesty, they want to be challenged, educated, but mostly they achieve the right results, not perfection. Buyers have told me that they are suspect of the “perfect approach” and feel more comfortable opening up to someone they feel is more like them, not perfect.

Education 290

Education Buyer Call-back Maximizer 290

The Pipeline

JULY 2, 2019

This same cause/effect reaction presents itself in other human interactions, where sellers can leverage these triggers and the buyer behaviour they lead to. Usually, buyers who were already committed to making a purchase and were feature and price shopping. Most sellers stop here, do an ROI calculation, then sit back.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

Sales Evangelist

JULY 7, 2023

Listen in to discover the mental patterns that might be holding you back. Adopt the Habits of Top Earners Take the time to learn what holds you back. Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. We call this Deep Sales.

ACT 40

ACT Survey How To LinkedIn 40

Go for No!

APRIL 28, 2022

So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”). Speaker Paul Ross calls great salespeople, “decision service technicians.” No, it’s called taking action. The reality is that one of two situations exist.

Head Buyer 149

Head Buyer Call-back ACT Course 149

Highspot

MARCH 3, 2022

Sellers today can meet with buyers in several different ways: in-person, virtual, telephone conference calls, or any combination of the three. Before the pandemic, most sellers and buyers met in person, which gave them the opportunity to build rapport face to face. For the last two years, virtual sales calls have prevailed.

Research 52

Research Buyer Face-to-face Decision Maker 52

The Pipeline

MARCH 17, 2014

And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. It is when you act and make mistakes that you can correct, vary, and act again. Many sales people tell me that they don’t want to act “until they have it right”.

ACT 310

ACT Intent Objections Account 310

Zoominfo

SEPTEMBER 1, 2021

You put a lot of effort towards getting your buyers to even visit your site in the first place, so once you have them there, there’s no time to waste. This not only allows you to filter your qualified leads ; it also increases the likelihood that your prospect will show up to the call. Besides, it’s now in their calendar too.).

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Mr. Inside Sales

JUNE 1, 2020

Sales reps love receiving these leads and tell me all the time that these “warm” leads must be better because they called or emailed requesting more information. By separating out people who are “just looking,” sales reps can identify and spend more time with the real buyers. But we all know this isn’t necessarily true is it?

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

The Pipeline

NOVEMBER 19, 2019

We’ll look at it in the context of time to decision, not close, but the buyer’s timeline, decision. In any given market, you have people who are actively in the midst of a decision, call them buyers. Another group that we’ll call prospects know a purchase decision will need to be made, say around buying new production equipment.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

Bernadette McClelland

JULY 5, 2022

However, if it was a business opportunity, I would have placed more urgency on my time and value and also because what I have to share is urgent for that buyer’s success. If you are wanting to do the same thing, then Stu has your back and shares some amazing ideas. We won’t make those calls!

Guarantee 369

Guarantee Strategy Journal Lead Rank 369

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Hubspot Sales

JANUARY 30, 2024

Salespeople acting as primary information sharers. Because of their self-led research, salespeople say buyers enter conversations with them more informed than ever. These more informed buyers don’t want a product pitch, which changes the role of a salesperson. Saying that cold calling is dead. Why the change?

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Hubspot Sales

JUNE 22, 2018

Know "who" your buyer is. Trish Bertuzzi (TB) : Don't spend prime selling time figuring out who to call and how to call them. JK : The more time you spend here, the better off you'll be when you connect with a buyer. TB : Create a pre-call plan for every contact. TB : Create a pre-call plan for every contact.

Buyer 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106

The Pipeline

JULY 31, 2017

One challenge arises when there is a disconnect between what people say, and how they act, I guess one can call it incongruity. You can’t say you are empathetic to a buyer or their concerns, and then behave in an opposite manner. Empathy Is Not Just A Word. We all know empathy is central to interactions and by extension sales.

Wireless 227

Wireless ACT Face-to-face Buyer 227

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. He says in the future people will look back at this time period and see it as the era of massive change, something like the industrial revolution. Buyers have changed. This post is going to be biased.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

Gong.io

MARCH 12, 2020

Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm. Don’t believe me?

Call-back 153

Call-back Selling Skills Buyer Social Media 153

Sales and Marketing Management

OCTOBER 12, 2020

The hive-like atmosphere of our sales offices was replaced by Zoom calls. . And expect that revenue will tilt for a while toward growth from existing customers rather than new logos because, in times of uncertainty, buyers tend to go to the vendors they know. Ask staff members and sales leaders to help you climb the approval chain.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

The Pipeline

FEBRUARY 20, 2020

I see too many people chasing short term opportunities, ignoring buyers who will purchase in the next 18 months. With a third of deals going to No-Decision, it is fair to assume that about a third of buyers did not act in Q4. I often find that sellers take losing personally and don’t call back people they already know.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

Jeffrey Gitomer

OCTOBER 8, 2018

Selling is not about defining the type of buyer you're facing. There are a millions of types of buyers. Ever see those "four types" of buyer things? I'll give you three words that will let you absolutely identify every type of buyer in the world in 5 minutes: Look (around the office). No two buyers are alike.

Customer 224

Customer Face-to-face Guidelines Buyer 224

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. It’s even harder to win back the interest of a buyer once you’ve lost it than it is to attract it in the first place. Or at least, that’s what it’s supposed to be.

Prospecting 116

Prospecting How To Buyer Campaigns 116