The Pipeline

JANUARY 14, 2020

Giving you the opportunity to introduce your definition, in our case Actionable Definition. If the buyer agrees and buys into your definition, it is much easier to align on a roadmap. If that road includes your definition of value, it is a better ride. If you can get them to think you’re on the road.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

The Pipeline

SEPTEMBER 14, 2017

What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. That lack of definition is rarely the reps’ fault. Definitions are important, they are not like some like to say, limiting, they help you utilize your time in the best possible way.

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

The Pipeline

MAY 18, 2021

As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

The Pipeline

JUNE 25, 2019

They focused primarily on these three factors: A workable definition of value they can share with a buyer, one that the buyer is willing to adopt. Why not lead with your definition, and use that as a means of opening the discussion productively. We use an actionable definition that has the buyer right at the heart of the issue.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

The Pipeline

OCTOBER 15, 2020

Leading with an actionable definition of value. . ” Join me today, as Jon Ferrara , Founder & CEO of Nimble , the social CRM, and I will explore how to do each of the two right; how to combine them for better outcomes. Specifically, we will cover: Communicate value that resonates with buyers in a noisy world. Why pain is lame.

Survey 235

Survey How To Analysis Lead Rank 235

The Pipeline

SEPTEMBER 14, 2021

One definition of conversation is Conversation = Stimulus + Response. The other advantage of course, is the more you direct your intro, the more likely you are to narrow the possible answers. Let’s face it, answers here mean objections, where I focus will narrow the response.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

APRIL 25, 2012

A couple of weeks back, I was asked about value, and provided a firm definition for value. The definition is step one, it provides the direction for the seller, next sellers need to learn how to surface it and leverage it for the mutual benefit of the buyer and the seller.

Objections 292

Objections Buyer Follow-up Pipeline 292

The Pipeline

FEBRUARY 8, 2022

It is easier to hide in the shadows than be definitive, both in measures and actions. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

The Pipeline

JULY 7, 2020

Each of the above events was clearly defined and if the meeting missed the definition it did not count. He then took the pool of funds available for commission in a deal and carved it into four unequal pieces. Say the commission would be $100.00, he split it to $10, $10, $10, $70. Pay For Play.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

The Pipeline

OCTOBER 20, 2012

At the same time, there are as many different understandings and definitions of value as there are sellers and buyers. Without a clear and actionable definition of value, many conversations between buyers and sellers are less than effective, and do not help create a buy.

Webinar Metrics 239

Webinar Metrics Maximizer Buyer Objections 239

The Pipeline

AUGUST 2, 2012

Almost every sales conversation starts or ends with the concept of value; at the same time there are as many different understandings and definitions of value as there are sellers and buyers. . This course delivers clear and actionable definition of value.

Objections 226

Objections Maximizer Sales Cycle Buyer 226

The Pipeline

OCTOBER 13, 2014

Part of the problem is a lack of definition around value, just because it is subjective, does not mean it cannot be defined, especially in the context of a sale. Like beauty, value is in the eye of the beholder, some line up to pay for a high end performance auto, while others are loath to pay full price for even the most basic vehicle.

Lead Rank 299

Lead Rank Lead Scoring Scale Margin 299

The Pipeline

JULY 26, 2012

Almost every sales conversation starts or ends with the concept of value; at the same time there are as many different understandings and definitions of value as there are sellers and buyers. Without a clear and actionable definition of value, many conversations between buyers and sellers are less than effective, and do not help create a buy.

Objections 262

Objections Course Referrals Maximizer 262

The Pipeline

OCTOBER 4, 2021

BTW, here is our definition of value. People hope (yuck), that their product will help the prospect understand why the CHANGE. But the best sellers get the prospect to agree that a louder amp would bring value. This then allows us to explore what that value represents? The value comes not from your product, but the possibilities enabled.

Data 368

Data Objections ACT Lead Rank 368

The Pipeline

JUNE 22, 2020

By definition, one is ready to transact, this is why they travel that mythical 57% of “BUYERS’ JOURNEY” before engaging with a rep. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us.

Buyer 272

Buyer Prospecting Advertising Advertising 272

The Pipeline

JUNE 25, 2020

Based on the simple definition of productivity, outputs/inputs, here is what was presented in The Economist. This is not new, I once asked an executive why the benchmark themselves against inferior competitors, rather the amount of potential realized? One measure made him look good, the other exposed the truth. 1891 to 1939 – 1.5%.

Sage 288

Sage Real Estate Skype Collateral 288

The Pipeline

NOVEMBER 28, 2012

While it is still early days, there are some definite ways social media is impacting selling and buying; some of this is good and has helped sellers better understand and meet the needs of buyers, others, well really not worth fostering, and should be nipped in the bud now.

Face-to-face 280

Face-to-face Social Media Decision Maker Cold Calling 280

The Pipeline

NOVEMBER 19, 2015

Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. By Tibor Shanto – tibor.shanto@sellbetter.ca . Need help, your next step is call me: +1416 822-7781.

Call-back 120

Call-back Pipeline Proposal Lead Rank 120

The Pipeline

SEPTEMBER 23, 2021

Everything Starts With A Definition. Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years).

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

The Pipeline

AUGUST 28, 2014

While Google + may not have as many users as Facebook, it’s definitely a powerful influencer when it comes to search engine results. Twitter users will often reach out to their followers when they need a recommendation for a product or service. Be on their list!

Social Media 317

Social Media Media Google Twitter 317

The Pipeline

JULY 16, 2013

You will be introduced to GAP Selling, a five plank platform for selling success based on an actionable definition of value for the buyer. This session will show you what you need to think about before you start your sales, and what you have to do to succeed in new or any buying environment. The planks are: Time utilization.

Webinar Metrics 267

Webinar Metrics Segment Maximizer Field Sales 267

The Pipeline

JUNE 24, 2013

I suspect that this time round will be no different than other times that we have talked about voice mail, and that is mostly because no one really has the definitive answer when it comes to leaving voice mail for new potential B2B buyers. What we do have however are two different things, facts and opinions.

Video 267

Video Cold Calling Sales Leadership Channels 267

The Pipeline

AUGUST 18, 2016

is definitely one. By definition, a cold call is when we call someone who does not know us, is not expecting our call, but fits the profile of someone who would benefit from out offering. – I know it sounds simple, polite, and innocent, but it adds little if anything to the call, and opens some risk. Is this a good time? –

Prospecting 120

Prospecting Cold Calling Objections Benefit 120

The Pipeline

SEPTEMBER 23, 2013

Definition: To start we need to define “cold call”, there are almost as many meanings as there are pundits. So as we look at three things they don’t tell you about cold calling, keep this definition in mind. When I say cold call, it simply means that you are not on the targets agenda for that day.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

The Pipeline

SEPTEMBER 28, 2021

Beyond the weakness and sheer predictability of these statements, they do not add value to the prospect. ( Definition of value ). 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.”

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

The Pipeline

JULY 24, 2014

The same is absolutely true now, but I’d say that the definition of word of mouth has shifted significantly. The Pipeline Guest Post - Megan Totka. In the past, word of mouth was always considered the best form of advertising for business.

Referrals 282

Referrals Advertising Advertising Channels 282

The Pipeline

JULY 17, 2013

Not saying it is definitive, but for the remainder of this piece, I measure the CONTINUOS cycle from initial hand shake to close. Semantics, to a degree, and that is why it is important to settle on a definition for your company and then stick to it so you can begin to make improvements.

Sales Cycle 316

Sales Cycle Pipeline Buyer Up-Sell 316

The Pipeline

AUGUST 24, 2015

Now of course the problem with “value” is that it is rarely defined, it is talked to, it is talked about, it is probably part of every sales conversation, but there as many different definitions as there are people asked, often more.

Sales Qualified Lead 120

Sales Qualified Lead Objections Lead Rank Lead Scoring 120

The Pipeline

DECEMBER 26, 2012

One way to maximize this effort is to look at your sales in 2012, all that you started, look at the ones you won, lost or that ended with no definitive decision. Did you develop that skill you committed to hone 12 months ago; did you stop doing things that were detrimental to your success.

Referrals 326

Referrals Maximizer Sales Cycle Quota 326

The Pipeline

NOVEMBER 5, 2019

You may not agree, but salesforce.com is a commodity; CRM is a commodity, by definition. If you factor time, lost productivity, frayed nerves, and the loss of faith in humanity, it costs more to the error corrected than the mistake. Change your Style. Yet they can charge more than a fair price.

Wireless 240

Wireless SalesForce Fashion Call-back 240

The Pipeline

OCTOBER 30, 2017

I had a call last week from an enthusiastic rep, eager to introduce me to his company’s new and “disruptive” technology that will “change the way I present to prospects and buyers” Hmm, disruptive, here is the definition I go with: “Disruptive innovation is a term in the field of business administration which refers to an innovation that creates (..)

Sales Qualified Lead 258

Sales Qualified Lead Lead Rank Lead Scoring Leads 258

The Pipeline

NOVEMBER 6, 2014

What’s the old Einstein saying – doing the same thing over and over and expecting different result is the definition of – well – someone who will miss quota, if not something else. Another popular saying sellers can adopt is FDR’s “Only Thing We Have to Fear Is Fear Itself”; and the best way to overcome fear is proactively.

Quota 256

Quota Intent ACT Exact 256

The Pipeline

MARCH 10, 2014

I think not, more accurately, the person they call when they are 2/3 of the way through their “buying” process is an order taker, there is no selling taking place here, there is just taking an order the buyer by definition arrived at on their own.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

The Pipeline

JANUARY 24, 2014

It certainly doesn’t have to be difficult or very costly – but it is definitely a part of the business process that needs constant evaluation in order to be successful. Protecting your customers’ information is just one of the things required to maintain a positive customer relationship. Photo Source ). About Megan Totka.

Outsourcing Services 267

Outsourcing Services Customer Cancellation Loyalty 267

The Pipeline

OCTOBER 15, 2019

For definition, buyers, are those people ready to buy, like now, or soon, and they know when. Some use these two words interchangeably, mistake, labels influence actions. If you see them as the same, you will act the same. We need to apply the right method to each.

Prospecting 212

Prospecting Influencer Buyer Education 212

The Pipeline

APRIL 2, 2014

When suggested that extreme, by definition, “too much” of a good thing, Dan offered up that “ no, being extreme is not too much of a good thing. Some folks see edgy or extreme as being out there, but Dan presents a different more compelling view. Extreme behaviour starts with a mindset change.

Conversion 292

Conversion Sports Webinar Metrics Face-to-face 292