The Pipeline

NOVEMBER 2, 2017

No, it is more likely they will talk about the impact that app would have on their pipeline, conversion rates, leading to increased revenues, margins, cash-flows, impact on funding, etc. When was the last time you heard your VP of Sales, “I wanna buy me a piece of software that will process leads based on an algorithm designed to….”

Travel 253

Travel Margin Buyer Exercises 253

The Pipeline

DECEMBER 1, 2016

When times get tough, cash-flow is squeezed, most people pull back on discretionary spending, then less discretionary spending. When you’re feeling good in your 40’s, but tight for cash, you may feel you have to make choices; you’ll likely forgo disability coverage in favour of car insurance, as you need to drive to work daily.

Insurance 120

Insurance Insurance Pipeline Prospecting 120

The Pipeline

JANUARY 5, 2017

So how we start the call will very much dictate the flow of the call, and even the reaction of the prospect. Over 90% of sales conversations are started or initiated by the seller, this goes to 100% of telephone prospecting calls, especially cold calls. Lead with the outcomes!

Prospecting 210

Prospecting Cold Calling Call-back Follow-up 210

The Pipeline

MAY 23, 2011

After all, we in sales play a big role in driving revenues and profits, and ultimately cash flow. There is nothing wrong with that, capitalism like socialism is not dead, even though it may smell funny over the last few years. There has been a gentle coexistence between the Social types (media or network), and the capitalists.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241