The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! April 2008. March 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Pipeliner

AUGUST 24, 2021

The international transportation logistics client that generated 80% of their business from the airline industry. Construction, transportation, and the consumables markets as well. While you may long to return to in-person selling, research shows your buyers feel differently. It’s here and it’s hungry.

Transportation 96

Transportation Real Estate Airlines Government 96

The Pipeline

JULY 27, 2017

Transportation services. If you look at the list above, it is all correct, but it really relates to what your company “manufactures” or “produces”, or from the buyers point of view, it is literally the “deliverables”, the stuff that will be in the boxes when it arrives on “location”. Good, you’re back, gave it a go? Recruiting.

Transportation 225

Transportation Trade Show Exercises Call-back 225

Pipeliner

OCTOBER 9, 2023

We all know how upsetting that can be as a buyer. In ancient times, a traveling merchant had to be careful not to cheat or betray a buyer because it could mean the seller’s life. A buyer being betrayed had a swift sword hand. I hired a transportation company to move some goods, and they were paid by the hour.

Social Media 59

Social Media Transportation Call-back Media 59

Sales and Marketing Management

AUGUST 28, 2020

According to Gerry Brown, customer experience (CX) research director at IDC, 80% of buyers will disengage from a vendor if they grow dissatisfied with the sales and marketing team, even if they like their product. Further, buyers want to see exact product tackling true-to-life pain points.

Software 177

Software Software Skype Scale 177

Pipeliner

NOVEMBER 24, 2022

If you transport clients to properties, you’ll need a policy that covers liability and injury risks to those in your vehicle as you drive for work purposes. Make sure your photos show the property in its best light to entice potential buyers to see more. Don’t neglect to improve the property photos you post online.

Real Estate 98

Real Estate Insurance Insurance Strategy 98

Pipeliner

SEPTEMBER 2, 2021

Provide Transport Services. Along with your studies, you may become an Uber driver or offer local transportation services (pick & drop to offices, schools, etc.). Unlike the previous startup concept, starting a transportation company may have some upfront costs, such as vehicle, licensing, and car insurance.

Transportation 96

Transportation Social Media Advertising Advertising 96

DiscoverOrg Sales

DECEMBER 18, 2018

Logistics/Transportation. We documented initiatives related to payroll, ERP systems, data storage, continuous delivery, natural language processing, security, expense tracking … Amazon has something for everyone, as a buyer and as a seller. Logistics/Transportation. Logistics/Transportation. Logistics/Transportation.

Company 156

Company Prospecting Oracle Transportation 156

No More Cold Calling

APRIL 29, 2019

Two phone calls later, with people promising to notify their transportation people and promising to call me, no one called. Therefore, what differentiates us is creating a compelling experience that buyers will remember. Nothing fancy, just a damn filing cabinet that I can get anyplace, but I certainly won’t be getting it there.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

SBI Growth

AUGUST 15, 2012

Are we currently covering or capturing buyers in our target market? How well do we know the buyer of our product/service? Maybe the company has recently been highly successful selling into the transportation industry. Joe takes note and says, “Alright, that is slide one, we need to focus on more transportation companies.”.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

InsideSales.com

JUNE 30, 2021

EXL serves customers in multiple industries including insurance, healthcare, banking and financial services, utilities, travel, transportation and logistics, media and retail, among others. With Playbooks from XANT, sales professionals increase productivity, optimize customer interactions, and connect to the right buyers. About XANT.

Sage 81

Sage Transportation Lead Qualification Lead Rank 81

The Pipeline

JULY 25, 2012

Focus on the perception, mapped to value held by the buyer, and it is possible to sell past price. By focusing on the outcome rather than the means, you can get buyers to get past price and see what is in it for them. This means forget features/benefits, and focus on impact from the buyer’s perspective. What’s in Your Pipeline?

Transportation 275

Transportation Comparison Retail Segment 275

Hubspot Sales

NOVEMBER 29, 2021

And if you want to pin down one that will work best for you, you'll need to conduct extensive market research, conduct competitive benchmarking, thoughtfully shape and understand your buyer personas, and be prepared to ride out the tides of trial and error. Air Transport: -25.03%. Transportation: 3.88%. Advertising: 0.34%.

Margin 103

Margin Chemicals Real Estate Strategy 103

The Pipeline

APRIL 1, 2013

Picture yourself as the person getting the calls, dozens of calls every week, from the copier rep, the wireless rep, the IT integrator rep, the office supply rep, the transportation rep, the sales training rep, and the oodles of other reps. This unnecessarily extends the length of their sale cycle, or kills the sale all together.

Wireless 280

Wireless Transportation Margin Follow-up 280

MTD Sales Training

SEPTEMBER 12, 2012

However, I often wonder if some sales people truly understand the concept, or feel that it is still relevant when dealing with today’s modern buyer. In today’s high tech, futuristic era, it is tempting for sales people to concentrate too much on the makeup and “nuts and bolts” of a product, and less on what the product DOES for the buyer.

Transportation 277

Transportation Exact Buyer Report 277

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 is generally the biggest sales quarter of the year due to two major factors: buyer behavior and budgets. It’s here, the biggest sales quarter of the year.

Data 117

Data Discount How To Quota 117

Zoominfo

AUGUST 1, 2018

In our increasingly digital world, new technologies constantly emerge and change the way we interact with buyers. Today’s blog will tell you everything there is to know about virtual reality and the ways in which B2B marketers can use this technology to transform the buyer experience. Keep reading! Emotional engagement.

B2B 154

B2B B2C Scale Transportation 154

Zoominfo

APRIL 18, 2019

Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new logistic contacts for your transportation solution. Targeting your buyers with relevant messaging and content increases your chances of getting a response.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Pipeliner

NOVEMBER 18, 2022

And while you may yearn to return to in-person selling, research shows your buyers feel differently. From real estate to residential construction to transportation – they’re all touched. How does it affect your business model? Can your organization deliver remotely with the same levels of quality as in the past?

Real Estate 97

Real Estate Government Face-to-face Transportation 97

Hubspot Sales

JUNE 8, 2022

Industries with the most significant growth include Leisure and Hospitality (+44.7%), Manufacturing (+13.65%), and Trade, Transportation, and Utilities (+10.62%). In addition, keep an eye on buyers' LinkedIn profiles and take note of changes. You should always strive to sell buyers on value, not price or terms. Web Traffic.

Data 122

Data How To Call-back Collateral 122

MTD Sales Training

MARCH 29, 2017

Here are some ways to appeal to buyers through your brand: Focus. Is the brand transportable across networks? So, unless you’re the cheapest on the market, you had better be looking at your brand to build your value. And if you are the cheapest, then brand probably isn’t that important to you! Does it market well on mobile devices?

Competition 120

Competition Transportation Guarantee ACT 120

Selling Essentials RapidLearning Center

SEPTEMBER 19, 2023

It does mean knowing exactly what your opening statement should be and how you will connect what the buyer cares about with what you sell. Why you’re calling: “I’m calling because we’ve recently helped a number of transportation companies increase their average load capacity.” That doesn’t mean reading from a canned script.

Cold Calling 52

Cold Calling How To Transportation Journal 52

SBI

MARCH 7, 2019

The “product” of transporting you from point A to point B didn’t change. A Hubspot study shows that while 82 percent of sales people believe they provide value to buyers, only 34 percent of customers believe the same. Essentially, this means shifting the focus of the buying process, adapting to buyer behaviors and preferences.

Customer 94

Customer Transportation Buyer Face-to-face 94

Increase Sales

JULY 29, 2016

Today’s buyer is more educated and more self directed in his or her solution research. of all US business owners who have under 20 employees is how to adapt their sales funnel to the educated buyer who left that old gray mare and is now riding a far faster, more energized and agile marketing vehicle. The challenge for 97.7%

Top of Funnel 70

Top of Funnel Funnel Transportation Education 70

Hubspot Sales

NOVEMBER 3, 2021

FOB (or Free on Board) origin pricing is where a buyer pays for any variable shipping costs from a seller's factory or warehouse on top of the original price. Ownership is transferred to the buyer as soon as the products in question have left their original facility. Freight-Absorption Pricing. Geographical Pricing Examples.

Transportation 100

Transportation Discount Strategy Consumer 100

Distribution Pricing Journal

AUGUST 23, 2023

The buyer might have ordinarily purchased a generic brand for the drill bits, which would reduce your profit, but with a bundle they get more perceived value and you increase your order profitability. These kinds of buyers seek consistency in their physical spaces and value cost savings and convenience.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

Cincom Smart Selling

MARCH 6, 2017

Configurator software is helpful to both sellers and buyers in mitigating risk by helping both parties in a buying cycle fully understand what the buyer needs and what is being sold to fulfill that need. Savvy buyers aren’t going to base their buying decisions solely on a current set of circumstances. Playing the “What If. ?”

Software 63

Software Software Transportation Churn 63

InsideSales.com

JUNE 30, 2021

EXL serves customers in multiple industries including insurance, healthcare, banking and financial services, utilities, travel, transportation and logistics, media and retail, among others. With Playbooks from XANT, sales professionals increase productivity, optimize customer interactions, and connect to the right buyers. About XANT.

InsideSales 40

InsideSales Sage Transportation Lead Qualification 40

Revegy

FEBRUARY 25, 2020

in 2018 [footnote 1], which highlights the need to tailor sales messages for each buyer persona. Another statistic says that 77 percent of senior buyers don’t think sellers understand their business. Business Functions/Buyers Supporting the Goal(s). Business Function (Buyers) Initiatives to Support Goal(s). percent to 16.0

Distribution 82

Distribution Margin Transportation Buyer Persona 82

Pipeliner

MARCH 9, 2021

Your large transportation logistics client that generated 80% of their revenues from the airline industry saw its customers like Virgin Australia, Trans-State, Avianca and Compass simply disappear. Your Buyer Network Coverage. Many of us in sales feel the same way as we rise and recover from the tornado that was COVID.

Retention 98

Retention Airlines Transportation Account 98

Mereo

JANUARY 12, 2022

In 2022, a tough sell to buyers is on the horizon: numerous price hikes in response to inflation. While the majority of buyers will be aware of the current inflationary environment, sellers are still put in a precarious position. Price shocks often invite buyers to glance toward your competition. Price increases spur pushback.

Lead Rank 41

Lead Rank Lead Scoring Strategy Transportation 41

Sales Hacker

JUNE 14, 2021

The content and messaging had no commercial impact on the buyer. It’s why they needed to redesign profiles and content to show mid-market firms like Sygma how they were being underserved by their transportation management system (TMS). Schneider had the right contacts.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

InsightSquared

JANUARY 12, 2018

There’s a concept in transportation logistics called the “spoke-hub distribution paradigm” which routes are organized as a series of “spokes” that connect outlying points to a central “hub.” Why am I talking about transportation and horrible Boston city planning? Lesson 2: The Endless Loop of Integrations.

Transportation 75

Transportation Scale Vendor SalesForce 75

Vengreso

JULY 5, 2019

No matter your industry, doing real market research and understanding the view of your buyers is the key to proven sales and marketing. Rather than depending on his own myopic view of his industry, Rafe relies on data provided by survey companies like Nielsen and Kantar to dig into the reality of his industry and his buyer.

Competition 101

Competition Marketing Face-to-face Google 101

Pipeliner

JULY 10, 2018

This includes buyers who have engaged with your company, regardless of whether or not they’ve actually made a purchase. Once a buyer is “known” you can begin to gain a historical view of their activity. Jessica Barrett Halcom is a writer for TechnologyAdvice.com , with specializations in human resources, healthcare, and transportation.

Cold Calling 74

Cold Calling Transportation Lead Rank Data 74

InsightSquared

JANUARY 12, 2018

There’s a concept in transportation logistics called the “spoke-hub distribution paradigm” which routes are organized as a series of “spokes” that connect outlying points to a central “hub.” Why am I talking about transportation and horrible Boston city planning? Lesson 2: The Endless Loop of Integrations.

Transportation 54

Transportation Scale Vendor SalesForce 54

Partners in Excellence

AUGUST 23, 2015

They even fit into the same general product/solution category — personal transportation. ” When he bought the Porsche, he was looking for transportation, but a lot more–he was looking for a certain driving experience, perhaps some “social positioning,” (OK, he calls it the “chick magnet” factor.).

Transportation 48

Transportation Siebel Sports Oracle 48