The Pipeline

JULY 7, 2020

The three events were: Initial qualifying appointment. Initial qualifying meeting had to include specific roles, and answers to a regimented and regulated set of questions. Making it easy to come in in the morning, and you set yourself up much better for the close. Hard to confuse, no room for excuses.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

The Pipeline

OCTOBER 4, 2013

I was working with a reps last week, helping him be more effective on the phone in the process of setting appointments. Those dynamics, nuances in attitude and delivery, can make the difference between another prospecting call, and an appointment. I expect to get the appointment”.

Objections 282

Objections Commission Pipeline Sales 282

The Pipeline

OCTOBER 23, 2017

Real pros I work with, set appointments in their calendars to do research, to segment their opportunities, and time to prospect. The emotional rollercoaster, the misspent energy, all avoided by setting an appointment with themselves to secure appointments with their next big client.

Banking 268

Banking Sales Qualified Lead Proposal Quota 268

The Pipeline

SEPTEMBER 30, 2013

A Red Light Call is simply a call you can make while stopped at a red light driving between appointments or wherever. I don’t need to be at my desk to make this appointment call, in fact if I wait for that, it may be hard to vary the times of the call. There is also the benefit of not being trapped to routine. What’s in Your Pipeline?

Cold Calling 275

Cold Calling Face-to-face Prospecting Sales 275

The Pipeline

SEPTEMBER 12, 2013

Seventy-five per cent of IT executives have set an appointment or attended an event as a direct result of outbound email and call techniques.” Develop approach for engaging with prospects and setting appointments. Further, “nearly 600 said an outbound call or e-mail led to an IT vendor being evaluated.”. .

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

The Pipeline

MARCH 13, 2014

Every day I work with sales people who start their day by setting their sights on winning second prize, and then celebrate when the achieve it. Notice what one of the options wasn’t, that’s right, an appointment, which what the objective is, first prize! By Tibor Shanto - tibor.shanto@sellbetter.ca. All of the above. Tibor Shanto

Cold Calling 314

Cold Calling Handbook Call-back Objections 314

The Pipeline

MAY 3, 2018

In disruptive time you need to take a disruptive approach to learning and adopting, One method that allows you to better understand something you have been close to for some time is to look at it through a new set of filters. in appointments over and above the stack.

Airlines 206

Airlines Sports Health Care Analysis 206

The Pipeline

DECEMBER 14, 2015

Part of whether you get that next step or not is how you view the appointment, your role in the appointment and how you approach that appointment. And while it may not seem big it starts with what you call that appointment, which in turn reflects how you are thinking and preparing. Intent counts as much as words.

Intent Signal 120

Intent Signal Intent Buyer Up-Sell 120

The Pipeline

FEBRUARY 5, 2019

So, what do we do when we need to break through to a prospect, when we need to understand something we are saying, to set a better context? The we’re all set, just bought, we’re good objection). The best salespeople understand the query behind the objection – because they are prepared. Throw an objection at the prospect!

Objections 232

Objections Buyer Hiring Call-back 232

The Pipeline

MAY 8, 2018

The problem with that is that you are not there to deal with the set of events and reactions set into motion by your introduction. If the buyer puts up one of the usual objections, “We’re all set” or “This is not a good time,” you can deal with the push-back, and continue (usually on to another objection).

Inbound 268

Inbound Call-back Cold Calling Objections 268

The Pipeline

SEPTEMBER 7, 2012

Prospecting is a unique skill set, this is why hunters are always in greater demand and earn more than people who can sell but can’t prospect. Even at the low end, 20 x 12 would mean an investment of 240 minutes FOUR HOURS for one appointment. When you set out for the appointment, do the deep dive.

Prospecting 267

Prospecting Face-to-face Guarantee Research 267

The Pipeline

FEBRUARY 27, 2018

Lead and stay with outcomes, and focus on your goal, getting an appointment, not selling, especially if you sell something that needs thinking. The singular purpose of the call, nothing else, is to get the “appointment.” You want signals, go to Roswell , you want sales, get the appointment. This is hard for some.

Prospecting 215

Prospecting Skype ROI Face-to-face 215

The Pipeline

NOVEMBER 6, 2013

While this is an important statistics for sellers to keep in mind, it means nothing to those who sell or set appointments by phone, where there is no body language, and it’s down to intonation and words; and as we have said before, words may not break your bones, they could hurt your sales.

Intent 278

Intent Cold Calling Compensation Inside Sales 278

The Pipeline

NOVEMBER 3, 2014

Attempts to right person contact; right person contact to desired result (appointment). It will also help you with your time allocation , know how much of an activity you need to do will help you set the right time; that in turn will help you set the right mind frame.

Face-to-face 288

Face-to-face Sports Objections Territories 288

The Pipeline

FEBRUARY 8, 2013

Within about 48 hours, I get a bunch of e-mails from people who tried the technique, got a calls back, got an appointment with someone they have been trying to connect with for sometime without success, and they now have one or more new prospects in their pipeline. Good luck if you have never spoken to them in the past. GET THE CALL BACK!

Cold Calling 293

Cold Calling Call-back Pipeline Face-to-face 293

The Pipeline

AUGUST 3, 2012

When you picked up the phone, you were not hoping, you were not wondering, you picked it up because you WANTED to SET an APPOINTMENT. Which means when it comes to asking for the appointment, do ease off the gas, gear down, and tell them what your objective is, which is you want to meet. So say that.

Cold Calling 303

Cold Calling Compensation Follow-up Objections 303

The Pipeline

OCTOBER 16, 2017

Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature. When the person identifies themselves as the right party, she continues: “Wow, that was fortunate, ….” She then continues to close on the appointment.

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

The Pipeline

MARCH 17, 2016

Perhaps the hardest sale of all, selling the appointment. The same instincts, skills and disciplines it takes to sell the product or service, are involved in selling an appointment, it’s just that the prospect is not yet a willing participant. Which is why you need to take the attitude that the appointment has to be sold.

Prospecting 120

Prospecting Up-Sell Objections Course 120

The Pipeline

MARCH 23, 2012

There can only be two answers, you either want to secure an appointment, which is the case for most field reps. Yes, you want to qualify and make sure the appointment is worthwhile, but from an objective point of view, it is what you want at the end of the call. Set a clear objective. Learn to manage common objections.

Sales Qualified Lead 227

Sales Qualified Lead Cold Calling Objections Inside Sales 227

The Pipeline

JUNE 3, 2013

Prospect, I am Tibor Shanto Principal with Renbor Sales Solutions, over the last three years we have helped The Business Development Bank of Canada set more appointments with Canada’s small business owners. How is Monday June 30th at 9:30 am? Thank you in advance, Tibor Shanto. What’s in Your Pipeline? Tibor Shanto.

Cold Calling 267

Cold Calling Social Media Face-to-face Banking 267

The Pipeline

FEBRUARY 12, 2019

Anything less than that, and panic sets in proportion to the level, I am short. In the example above, I know how long it takes me to get an appointment with a new prospect. Mostly because the scarcity mindset takes over, and we act on emotion rather than a plan. I know I need four never spoken to prospects to close a deal.

Closing 292

Closing Quota Proposal Face-to-face 292

The Pipeline

JANUARY 5, 2017

Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect. To set them on a different path, why not start the call by highlighting what things look like after your product is in place.

Prospecting 210

Prospecting Cold Calling Call-back Follow-up 210

The Pipeline

DECEMBER 29, 2014

Why Set Out For 2nd Prize? Every day I work with sales people who start their day by setting their sights on winning second prize, and then celebrate when they achieve it.

Face-to-face 241

Face-to-face Cold Calling Commission Proposal 241

The Pipeline

OCTOBER 20, 2014

Be clear, direct, and assertive, “I am calling to set a time to meet to share with you….”. So let me clear my calendar and set aside things I need to get done, so I can call you. People will follow a person with confidence who has a clear message that shows them what’s in it for them. Hmm, whose convenience is that for again?

Cold Calling 300

Cold Calling Call-back Compensation Pipeline 300

The Pipeline

JANUARY 7, 2020

Some of you may be yelling at the screen about the Google AI that set a haircut appointment ? By definition, it makes sense from large complex sets of data, based on a “ sequence of well-defined, computer-implementable instructions. Now comes the real hard part, breaking it to the woman in question. Data Is Blind.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

The Pipeline

DECEMBER 7, 2015

Early on, during the appointment setting call, you will have to give the person at the other end of the line a reason to want to see you. Second favourite reason spoken by reps trying to get appointments: “I want to discuss with you…” Again, do you think they have the time or inclination to discuss, likely not.

Decision Maker 120

Decision Maker Objections Inside Sales Buyer 120

The Pipeline

JANUARY 10, 2014

Develop an effective approach for engaging with prospects and setting appointments. How to allot and best manage your time. Mastering the language of sales. Understanding the role of conversion rates and how to improve them. Create company and individual opening approach (Talk Track).

Cold Calling 240

Cold Calling Webinar Metrics Conversion How To 240

The Pipeline

OCTOBER 6, 2014

When I follow up with the question “How many have sold to referrals, the same set of people raise their hand again; I am not sure what the others are waiting for. Most of these will say they will wait three to six months after, “so the value can set in and be proven, and the customer is happy.”.

Referrals 310

Referrals Forecasting Follow-up Groups 310

The Pipeline

OCTOBER 16, 2013

Brown is to schedule an appointment, do you have access to his calendar?” (Now About 20% of the time I get a tentative appointment, they usually stick, and when they don’t, the admin works with me to find an alternative. Now you know they do) “Great, how is Wednesday at 8:30 am for him?”

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

The Pipeline

JULY 21, 2014

Using this technique I get to speak to more qualified prospects while setting up future wins, than those relying strictly on one methodology. Using both cold calling and the referral approach is all upside, an inclusive approach both in terms of methodologies, and people. What’s in Your Pipeline? Tibor Shanto .

Cold Calling 299

Cold Calling Prospecting Referrals Sales Qualified Lead 299

The Pipeline

FEBRUARY 19, 2015

Don’t you know when you want to meet, don’t you utilize your time efficiently and set appointments based on where other meetings take place that day? If you want to make it easy for them, especially if you have set up the call well to this point, give them one specific time, their eyes will go there and bam!

Call-back 120

Call-back Buyer Proposal Up-Sell 120

The Pipeline

MAY 23, 2014

When I asked him what compelled him to write the book, he told me about how his son turned to him for advice when he set out for a career in sales. They set out to find a book that would help those who have never sold, a book that did not assume that you have sale experience.

Face-to-face 244

Face-to-face Call-back Territories Negotiation 244

The Pipeline

JULY 26, 2018

About two years ago, I began setting each appointment by asking, “do you want to talk by phone or webcam?” It may be awkward at first, but you’ll be surprised at how quickly everyone adapts. And when they reach a level of comfort, then they can start using webcams with clients. Give your clients options. At first, most chose the phone.

Wireless 185

Wireless Fashion Cold Calling Video 185

The Pipeline

FEBRUARY 24, 2014

Again, objections while prospecting are inevitable, no matter what some pundits will peddle, but you have the power to set things up in a way that allow you to manage and move past them to a real sales conversation. What to be better at handling objection, download our Objection Handling Handbook. What’s in Your Pipeline? Tibor Shanto .

Margin 256

Margin Objections Cold Calling Handbook 256

The Pipeline

NOVEMBER 26, 2019

Mostly because they see it as an element of selling or appointment setting, but voicemail does not conform to those rules. That desire to provide “an in-room experience” took hold and was further propagated by people who sold us voicemail. Hasn’t turned out to be the boon for sellers as promised.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

The Pipeline

SEPTEMBER 27, 2013

Seventy-five per cent of IT executives have set an appointment or attended an event as a direct result of outbound email and call techniques.” DiscoverOrg, recently surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

The Pipeline

NOVEMBER 13, 2014

I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. Even though you can find stats that would suggested that on its own, it is not all the Socialites will have you believe. What’s in Your Pipeline?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292