The Pipeline

JUNE 29, 2021

Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. Even if it does not scare the buyer, it serves little purpose before buyers understand a reason to change. By Tibor Shanto. As always, you have a choice.

Harvest 352

Harvest ACT Buyer Objections 352

The Pipeline

AUGUST 31, 2021

Harvest referrals. The best way to approach is to take your cues from your prospects, buyers and clients. Harvest Referrals. One constant opportunity is to harvest referrals. At minimum, ensure that you see things you need to so you can act, while not losing sight of secondary things. Recalibrate with your team.

Harvest 360

Harvest Referrals Call-back Video 360

The Pipeline

SEPTEMBER 5, 2012

In essence, harvest time! Seems everyone is not only back at work, but also have a “back to work” mind set; gone are the excuses (on both the buyers’ and sellers’ part) of summer. Buyers are expected to produce for their companies as much as you are for yours, so leverage that for your mutual success.

Harvest 257

Harvest Pipeline Knowledge Base ACT 257

SBI

APRIL 25, 2011

Marketing resources act as prospectors or beaters who beat the bushes and drum up interest. Great sales people are generally not good prospectors or long-term nurturers—they’re hunters who are motivated and incented to close deals with short-term, sales-ready buyers. A resource and functionality gap between marketing and sales.

Harvest 63

Harvest Sales Qualified Lead Lead Rank Lead Scoring 63

Partners in Excellence

JULY 23, 2015

List vendors have the ugly practice of harvesting their names, appending the @excellenc.com to them and put them on a list. Moral of this story, “Buyer beware,” too many list providers intentionally or sloppily seem to provide more crap than real lists. George still gets lots of email from enthusiastic marketers.

ACT 48

ACT Marketing Construction Harvest 48

BrainShark

JANUARY 4, 2023

Companies are 48% more likely to experience high buyer engagement when they have had sales enablement processes in place for more than two years, according to Sales Enablement Pro’s State of Sales Enablement Report 2022. You already have a wealth of expertise and best practices, you just need to harvest it from your sales force. .

Sales Enablement 62

Sales Enablement Harvest Training Report 62

The Brooks Group

FEBRUARY 12, 2020

In the business world, there are times when we, too, are interested in a bigger fish story – winning larger accounts, from a more fertile pond, representing a potential harvest that can propel our revenues manifold. Know the Buyer.

Account 72

Account Scale Decision Maker Harvest 72