The Pipeline

SEPTEMBER 28, 2021

Most of the time the answer is a description of their product, and when it’s not, it’s usually no more than a feel-good statement, “I sell peace of mind,” “I sell myself.” Beyond the weakness and sheer predictability of these statements, they do not add value to the prospect. ( Definition of value ). Momentum For The Prospect.

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

The Pipeline

JANUARY 28, 2020

Not questioning the facts of your statement, but the delivery screams for rejection. Nothing wrong with that, we have all benefited from people interrupting us and sharing insight with us. Part of the problem is what we say when we interrupt. Change the words. Sure, we are going to look at how to change the words in your script.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

The Pipeline

JULY 15, 2013

The problem is that too many sales people allow the statement about timing to throw them off or give up on an opportunity, not just for themselves, but for the buyer, and by extension the buyer’s company and objectives. “75% The simplest and most effective way to do that is to move the discussion off time and on to their objectives.

Cold Calling 303

Cold Calling Objections Vendor Call-back 303

The Pipeline

NOVEMBER 6, 2014

It’s the questioning sound at the end that tells me they don’t buy into their own statement either, they just need to say something other than “no I am too scared or set in my ways to try something different.” My experience is that trying and failing still delivers benefits. What’s in Your Pipeline?

Quota 256

Quota Intent ACT Exact 256

The Pipeline

MARCH 20, 2017

As Fashionable as Malcolm Gladwell may be, the prospect of having to invest 10,000 hours to become a master, is not an appealing recruitment statements, even if companies were willing to lend a hand. The challenge for many is that the fundamentals are usually not exciting or easy, especially for those looking for a short cut to success.

Fashion 189

Fashion Cold Calling Call-back Follow-up 189

The Pipeline

AUGUST 3, 2017

Arguing that the response needs to align with buyer/prospect expectations, meaning the statement should be about the business outcomes achieved, not the means of achieving them. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”.

Objections 206

Objections Face-to-face Segment ROI 206

The Pipeline

JUNE 8, 2015

Some may remember one of Reagan’s more famous statement in 1987, while he was addressing folks gathered at a nuclear treaty signing, Trust but Verify, could also be part of every keynote at your everyday B2B sales Kick-off. Another area where sellers benefit from a Trust but Verify approach is during the process of prospecting and qualifying.

Sales Qualified Lead 120

Sales Qualified Lead Proposal Face-to-face Pipeline 120