The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. The differentiators continue to be execution, made up of a dynamic process as James highlights, and skills training. The commonality, safety, more specifically safety, and the value of time. What’s On Top.

Airlines 206

Airlines Sports Health Care Analysis 206

Understanding the Sales Force

JULY 2, 2014

They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there. When commercial airlines made flying affordable enough for everyone, it didn''t eliminate buses, trains and cars. Mark and I go back a long way. We still use our cars to drive 120 miles!

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Hubspot Sales

MARCH 15, 2019

There's a reason why airlines instruct us to place our own oxygen mask on before helping others: if we don't take care of ourselves, we can't take care of someone else. Identify and use those tools that can help you optimize your business. See how each one of those tools can make that process easier or more efficient.

Outsourcing Services 145

Outsourcing Services Scale Lead Rank Lead Scoring 145

Keith Rosen

APRIL 17, 2009

Join us for this 60-minute conference where you and your colleagues will get the tools to: • Learn lead generating ideas to keep your pipeline filled all year. • Ways to handle “I’m not Interested” – Overcome any objection. CONVENIENT - No airlines. PROGRAM BENEFITS. No time out of the office.

Cold Calling 48

Cold Calling Opportunity Gatekeeper Prospecting 48

Sales and Marketing Management

JUNE 22, 2020

As Square co-founder Jim McKelvey explained to The Wall Street Journal, “We have a lot of tools that a lot of people need. And a lot of people didn’t know they needed those tools. The sales force may need updated training in negotiation, value selling and pricing. Financial technology company Square Inc.

Margin 194

Margin Discount Incentives Incentive 194

LeveragePoint

SEPTEMBER 21, 2018

A strong Value Proposition supports customer conversations that are account-specific with respect to (i) an account’s identity and business, (ii) its problems and objectives and (iii) the decisions it is considering. Our airline furniture is better designed, more comfortable and 20% lighter. Too good to be true?

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Hacker

JUNE 12, 2018

1) Training SDRs as if they were Account Executives. Mistake #1: Training SDRs as If They Were Account Executives. No product training, so let’s just give them a phone, a computer and off we go, right?” You don’t hire a kid out of college and make him a pilot for Delta Airlines without training.

Scale 75

Scale Hiring Ideal Customer Profile How To 75