The Pipeline

AUGUST 16, 2021

Lahat Tzvi is a leading sales authority, a world-renowned sales expert in the field of B2B and complex selling. He has worked in sales for over 30 years, lectures at the University about B2B Sales, and has published over 500 articles on sales and sales strategy. Subscribe today, and take the Breakfast on the go!

B2B 296

B2B Leads Marketing Qualified Lead Strategy 296

The Pipeline

JULY 25, 2016

The post Einstein Selling – The Most Popular Form Of B2B Selling Today appeared first on Renbor Sales Solutions Inc. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

B2B 120

B2B Revelation Quota Remedy 120

The Pipeline

NOVEMBER 2, 2020

and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. The post Sales Scrum Episode #23 – Guest Alice Heiman appeared first on TiborShanto.com.

B2B 356

B2B Groups Sales Opportunity 356

The Pipeline

NOVEMBER 8, 2021

With 20 years of cross industry experience from various roles in B2B Sales and Sales Enablement. Anita is committed to her clients’ success and relentless in finding solutions for the various problems faced by senior B2B sales leaders. Anita Nielsen is a Sales Performance Strategist, Consultant, and Coach.

Face-to-face 173

Face-to-face B2B Sales Enablement Coaching 173

The Pipeline

NOVEMBER 3, 2020

In “ The B2B Elements of Value ” they present a hierarchy of value. Unlike roses, it’s not just value, by any other name. A couple of years ago, HRB featured a piece by several folks from Bain & Company, taking a more detailed look at value. There is a lot in the piece, and it is worth reading.

Vendor 392

Vendor Maximizer B2B Buyer 392

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep.

Lead Rank 275

Lead Rank Lead Scoring B2B Face-to-face 275

The Pipeline

OCTOBER 3, 2020

More than ever to succeed we need to think Human-to-Human is you are in B2B. By Tibor Shanto. While selling has always been personal, it is that much more so since the arrival of COVID 19. This requires you to rethink your message as much as the delivery.

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Distribution Webinar Metrics Video B2B 385

The Pipeline

NOVEMBER 30, 2021

Despite booming times, there seems to be a cloud over B2B sales. The realty of B2B sales is that it is a contact sport. By Tibor Shanto. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. What’s At Your Core?

Sports 188

Sports Intent B2B Education 188

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. On the surface, the predictions may have been wrong, more sellers than ever.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Pipeline

JUNE 15, 2020

As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén.

Sales Enablement 289

Sales Enablement CRM B2B Relationals 289

The Pipeline

DECEMBER 6, 2021

Richard “Rick”Janezic is Chief Sales Officer for StrikeZone Sales Systems, a management consulting and sales productivity improvement company focused on helping executives, investors and boards of small and middle market B2B firms to increase financial strength and valuation.

Engineering 173

Engineering Banking Software Software 173

The Pipeline

NOVEMBER 29, 2021

His team specializes in helping B2B sales leaders, marketers and product owners connect with their best customers and prospects to drive more sales. SMB-Acuity Web site: smb-acuity.com. Shane’s email: shane@smb-acuity.com.

Small Business 173

Small Business Small Business Segment B2B 173

The Pipeline

DECEMBER 22, 2020

We bandied about the question as to whether Santa Claus would make a good B2B salesperson. Rather than pontificate on a finer point of sales, I wanted to add a bit of holiday spice to today’s video. So, I share a discussion I had with a close chum. You can see my take in the video below, where we explore the new SaaS, Santa as a Salesperson.

Face-to-face 220

Face-to-face Video B2B Closing 220

The Pipeline

MARCH 2, 2021

The customer and their success are central to B2B sales, and the best way to that is with your expertise. By Tibor Shanto. It’s not by pandering or pretending that the prospect is always right as many try to do. You do have to accept that if the customer is right and always in the know, then you are nothing but an order taker.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

The Pipeline

FEBRUARY 12, 2019

Yet about half of B2B reps still fail to exceed quota. While few B2B salespeople have control of when a deal will close, we always have 100% control as to when we open a deal. Wildly different than the majority of salespeople who would rather close than prospect. Who Is In Control?

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Closing Quota Proposal Face-to-face 292

The Pipeline

FEBRUARY 21, 2022

Olivier helps Sales and Marketing leaders and their teams at companies operating in COMPLEX B2B and B2G ENVIRONMENTS improve SALES PERFORMANCE and CUSTOMER MANAGEMENT for RETENTION and GROWTH. Incudes OVERTIME segment.

B2G 173

B2G Construction Segment Retention 173

The Pipeline

MARCH 16, 2021

This list is not exhaustive or definitive, but the elements are common among B2B sellers. The goal is to understand how these habits were formed, and how to either update them or stop doing them. Which I understand is easier said than done. The 5 Prospecting Mistakes. In no specific order, the five are: Making Decisions vs. Making a Purchase.

Prospecting 299

Prospecting Video Influencer Up-Sell 299

The Pipeline

APRIL 13, 2021

It’s no secret we exist to consume, choose your lens, B2B or B2C , the system survives on consumption. By Tibor Shanto. Out with the old, even if it works, and in with the new long before it truly does. But one can’t go on consuming without discarding things to make room for the new.

B2C 210

B2C Consumer B2B System 210

The Pipeline

DECEMBER 13, 2021

Since 2004 he has assisted B2B selling organisations to transform the way they sell. John Smibert is an Australian who invested 38 years as a successful sales leader in four USA and Japanese IT corporations – IBM, NCR, Unisys and Fujitsu. John is passionate about enhancing professionalism in sales.

Software 173

Software Software B2B Prospecting 173

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. By Tibor Shanto. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor. Companies close, get acquired, and a range of reasons beyond fault.

Churn 310

Churn Quota Margin Exercises 310

The Pipeline

NOVEMBER 1, 2021

Prior to Yesware Joel was the GM and founder of Wayfair’s B2B division which he grew to several hundred million in revenue. Subscribe today , and take the Breakfast on the go! Joel Stevenson is the CEO of Yesware – a leader in sales productivity software.

Study 173

Study Software Software B2B 173

The Pipeline

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. By Tibor Shanto. The generally correct answer is any reasonable time. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls.

Prospecting 345

Prospecting Cold Calling Video Exact 345

The Pipeline

FEBRUARY 9, 2021

There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. By Tibor Shanto. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic. Everything is seen through a singular filter, their own.

Prospecting 369

Prospecting Real Estate Quota Video 369

The Pipeline

MAY 18, 2021

Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

The Pipeline

MAY 11, 2021

But while tempting, it may also explain the high turnover rate, and low quota attainment, among B2B sellers. But given the example set by political, religious, and corporate leaders these days, it is easy to see why sellers feel it’s OK to follow. Start With You.

Quota 341

Quota Lead Rank Forecasting ROI 341

The Pipeline

JUNE 4, 2019

Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. The B2B Buying Disconnect – TrustRadius 2017. By Tibor Shanto. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. While I am not working with sales teams, I am buying.

Discount 268

Discount Vendor Quota Buyer 268

The Pipeline

OCTOBER 15, 2020

The Survey is a joint initiative with Hippo Video, the premier video prospecting, and sales platform for B2B sales professionals. Be the first to respond to an in-depth survey into prospecting today and moving forward.

Survey 235

Survey How To Analysis Lead Rank 235

The Pipeline

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota.

SME 391

SME Margin Video Quota 391

The Pipeline

SEPTEMBER 14, 2021

As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call. As cold callers, we stimulate all conversations, we must plan, what are the best realistically attainable answers prospects could give. This includes how we manage objections.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep.

Lead Rank 120

Lead Rank Lead Scoring B2B Face-to-face 120

The Pipeline

OCTOBER 18, 2021

Shortly after becoming an independent consultant focused on helping Top Leadership to measurably increasing the productivity of their B2B sales organizations with system thinking, Christian was approached by two German Universities, to become a part time adjunct lecturer (the “0.5

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

The Pipeline

OCTOBER 28, 2020

Sure, that is why almost 50% of B2B sellers fail to make quota. Lack of Process. ? Lack of data-driven leadership. ? Lack of skill. Most organizations pretend that their frontline managers can deal with it. As with other aspects of sales, frontline managers are either the linchpin to your team’s success. Help For Those Who Want It.

ACT 235

ACT Face-to-face Pivotal Pipeline 235

The Pipeline

JANUARY 26, 2019

Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. You can listen to the podcast here: [link].

Prospecting 189

Prospecting B2B Video Conversion 189

The Pipeline

MARCH 31, 2020

Build your sales coaching around your sales process to generate exponential results within complex B2B sales environments. Align your strategy, process and methodology to achieve scalable world-class sales performance. Turn your sales technology into your servant, not your master.

Call-back 279

Call-back ROI Sales Enablement Sales Coaching 279

The Pipeline

OCTOBER 22, 2019

We covered a wide range of issues relating to B2B sales. They speak from experience, rather than the second-hand view from the press booth, far from the field. I recently had the pleasure to chat with Jeff Bajorek , on his “ The Why and The Buy ” podcast.

B2B 133

B2B Relationals Sales 133

The Pipeline

FEBRUARY 2, 2021

The pundits tell us there are six to a dozen people involved in a purchase of a B2B solution. People in sales have come to accept that selling is no longer for lone-wolves, packs hunt much more successfully. Many of those same sellers also know that buyers generally act in packs as well.

ACT 169

ACT Buyer B2B Groups 169

The Pipeline

JUNE 20, 2012

Let’s frame the discussion, we are talking about a B2B sale, the client has options, the “other guy’s” product is very similar to yours (their shade of blue is two digits darker on the hexadecimal chart), and you are resolved not to win the business by discounting.

Discount 276

Discount Intent B2B Pipeline 276