The Pipeline

APRIL 27, 2017

Two key things you’ll learn will help you in Mining The Gap. You can surface this Gap with two simple questions, once the Gap is there, you can “Mine” it. Develop your Gap questions built on empirical data not third party wives’ tales or industry myths. This will allow you to understand where there are Gaps or misalignment.

Margin 230

Margin Objections Face-to-face Influencer 230

The Pipeline

DECEMBER 22, 2014

Data will continue to make its impact on quality selling, call it big data, actionable data, or a term Miles Austin recently introduced me to “fast data”. Call it what you like, data will help you make the decisions you need as a sales person to execute. Execution, everything else is just talk.

Data 275

Data Cold Calling Revenue Social Selling 275

The Pipeline

JULY 23, 2019

But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways. But no, you move on, having captured the data you think you get points for. There are a lot of films that people like to point to as a means of highlighting a critical element of selling. While lists may vary, Dude, Where’s My Car?

Film 235

Film Follow-up Pivotal Buyer 235

The Pipeline

APRIL 8, 2013

I can tell you from personal experience, mine that of my clients, and other sellers, that the percentage of executives who respond is much greater than 10%, and even if they wanted to reframe the statistics and limit it to those who have made a purchase from a cold call, the number is still much higher than 10%. That’s for sure!”.

Cold Calling 292

Cold Calling Referrals Social Media Objections 292

The Pipeline

NOVEMBER 25, 2013

Mining these data for insight — so-called social media analytics — does not “engage the unengaged”; quite the opposite.” Looking to the broader social experience, as a guide, “ Only a tiny subset of a subset of a subset uses Twitter or Facebook or any other social media platform to engage in social change.

Social Media 265

Social Media Revenue Social Selling Facebook 265

The Pipeline

OCTOBER 9, 2018

” A friend of mine has been getting into movies at a senior rate for years because he has been grey since his 20’s, and looks ancient, the millennial ticket takers see an old guy, never question. I asked why, not being one to share data for false compliments, and they had no answer, so I left.

Sales Qualified Lead 279

Sales Qualified Lead ACT Hiring Lead Rank 279

The Pipeline

NOVEMBER 14, 2016

As a friend of mine once told me, “if it was easy, they would not need us”. Same in sales, despite the data available, many are to inwardly focused and lining up with the latest fashions and labels, rather than sharing practical, proven and experience based executable insights. Oh ya, take the order). Instead on Monday they’re Sales 2.0,

Sage 120

Sage Account Based Marketing Fashion Policies 120