The Pipeline

AUGUST 10, 2012

Most would send in the document a day or two in advance or even the morning of. You want to be in a position to take in their initial visceral reaction, not once they have had a chance to rationalize with time. So here is the plan, say you schedule a phone presentation for 2:00 pm Thursday.

Proposal 257

Proposal Negotiation Buyer Course 257

The Pipeline

JANUARY 20, 2014

It seems that more people today skim or scan documents, e-mails and other reading, rather than giving it full attention, as a result they miss things that are important to the outcome; they then have to backtrack wasting more precious time, more than they saved by skimming.

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Face-to-face Vendor Energy Sales 264

The Pipeline

MARCH 16, 2012

One example he gave related to questions submitted by vendors to clarify aspects of the tender document. He highlighted that in most instances it favoured the mediocre and punished creativity. He did not understand why when one vendor submits a question, it is shared with everyone bidding.

Vendor 226

Vendor Trends Benefit Relationals 226

The Pipeline

JANUARY 14, 2020

All smart salespeople want to have a hand in “helping” their clients write the RFP document. Not saying it is easier, but in the long run, more sustainable and profitable. Think of it through the filter of an RFP. You know if you can bend the words your way, you have a much better shot.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

The Pipeline

OCTOBER 8, 2012

A pipeline review just needs to look at the opportunities at each stage – are they real, next steps, and volume based on the individual rep’s documented conversion rates. Lead – Prospects – Pre-Proposal – Proposal – Initial (verbal) Agreement – Won Business (Closed).

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Pipeline Opportunity Top of Funnel Funnel 244

The Pipeline

JANUARY 26, 2015

You had to come prepared to not only speak what’s on your mind, but also to answer any questions she may have, and with no supporting documentation, or laptop, you had to know your stuff. Her thinking was that it would limit the junk one would bring, not wanting to schlep stuff around while trying to keep up.

Up-Sell 120

Up-Sell Proposal ACT Meeting 120

The Pipeline

JANUARY 4, 2016

If you currently don’t have a process or it is not documented, create one, or hire a professional to do it for you. Make sure your team is adhering to your process, not interpreting it to suit their results, or cherry picking things the like. This where metrics come in real handy.

Hiring 120

Hiring Sales Cycle Fashion Buying Cycle 120

The Pipeline

SEPTEMBER 19, 2011

The second would be around getting rid of the C’s, which should go according to a policy of documentation. As the C shows that they are falling behind, and you have a proactive sales manager in place, it should be documented and by the time it comes time to part company, it is clean.

ROI 243

ROI Pipeline Training Twitter 243

The Pipeline

SEPTEMBER 9, 2011

Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

AUGUST 16, 2011

When you know what issues are likely to be on the minds of buyers, when you know where you have been able to deliver specific measurable and documented value to those buyers, (this is why you should always be collecting testimonials and case studies); you can start building a set of better questions.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

JUNE 26, 2014

Every day—yes, every day you should look at this document and ask yourself, “What do I need to do to move them closer to a sale?”. This is a fluid, living document and will change weekly. Position 1 is the person who should become your next new customer, Position 2 is the next most likely and so on.

Pipeline 325

Pipeline Positioning Twitter Closing 325

The Pipeline

JANUARY 13, 2021

Award-winning motivational speaker, Michael Wigge, specializes in documenting incredible stories about achieving victory over challenges. What are your 2021 goals and challenges you want to take on? Bio: Speaker and Challenge Seeker Michael Wigge.

Travel 298

Travel How To Film Face-to-face 298

The Pipeline

JUNE 26, 2014

Every day—yes, every day you should look at this document and ask yourself, “What do I need to do to move them closer to a sale?”. This is a fluid, living document and will change weekly. Position 1 is the person who should become your next new customer, Position 2 is the next most likely and so on.

Pipeline 133

Pipeline Positioning Twitter Closing 133

The Pipeline

FEBRUARY 27, 2014

However, the same survey as mentioned above shows that companies who have a documented content strategy think that they are successful about 66 percent of the time, compared to companies that don’t have a recorded strategy thinking that they are successful only 11 percent.

Marketing 276

Marketing Small Business Small Business Survey 276