The Pipeline

JUNE 15, 2012

Some will die early, which is good, some may die after three meetings, some near the close, and we just don’t know until it happens. Like it or not, every time you close one, you will need to engage with five new prospects to get your next sale. In closing the three of 15 requires that you still go through the sale with all 15 prospects.

Prospecting 276

Prospecting Harvest Top of Funnel Face-to-face 276

The Pipeline

JULY 10, 2017

You will also get a window into how progressive and early to adopt they are, or are they the type that wait second or third iteration of a technology. Now that you have a sense around how they deal with their “whys”, why change, why that, or more like why not, it is time to turn to how they select based on the why.

Closing 198

Closing Vendor Energy Pipeline 198

The Pipeline

AUGUST 3, 2017

You can pretend like some do that you can get away with reviewing only wins or only losses, but you run the risk of not spotting trends early enough, and only responding to change after it bites you. The other thing you want to do is review all three outcomes, win – lose – draw (no decision).

Objections 206

Objections Face-to-face Segment ROI 206

The Pipeline

OCTOBER 1, 2015

If we extrapolate out from the technology adoption lifecycle , how we sell to buyers at the left end of the curve will tangibly differ from those on the right end. The key in all this is to do this sort of questioning early, when it can seem informal, not central or pertinent to anything specific at the time.

Prospecting 120

Prospecting ACT Objections Groups 120

The Pipeline

DECEMBER 2, 2013

The second, not only do they all start their days early, but when the alarm goes off, they jump to it, and never hit the snooze button. I think that sales people can learn and benefit from adopting one or both these habits.

Revelation 241

Revelation Maximizer Call-back Energy 241

The Pipeline

AUGUST 17, 2015

Adopting that attitude is key, as attitudes influence your actions, and how you act on that initial call will determine whether you engage with your potential buyer, or join the ranks of the Also-rans. What they DO care about is “what is in it for them”, more specifically “how will this help me get to my desired outcomes or objectives?”

Prospecting 120

Prospecting Lead Rank Lead Scoring Objections 120

The Pipeline

FEBRUARY 12, 2015

And when you asked what it was all about, all you got was some babble about sales people selling using the latest tools, like that was new, like successful sales people were never early adopters of technology, especially technology that made them more efficient and effective.

Direct Mail 120

Direct Mail Enterprise Enterprise Up-Sell 120

The Pipeline

MAY 22, 2013

Show no time or attention to the C Players; the lack of attention clearly communicates that they either need to adopt and contribute, make their way up to B status, in order to get attention, or move on to organizations. They are transactional, and can tell early, you may need to wait the year, or not.

Hiring 287

Hiring Quota Territories Groups 287

The Pipeline

MAY 16, 2011

When we work with sales teams we ask them early on what they need to allocate time to, and prospecting is always on the list, we then ask how much of their time by percentage they should be allocating to prospecting, on average we end up with a number around 30%. hours they may have “guessed” before they adopt the approach.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

The Pipeline

SEPTEMBER 8, 2016

You first need to “get in”, so you can start selling, no need to worry about the end so early in the game. Yet that is the very trap many sales people fall into, adopting an “all or none” posture that just pisses even the most will participant off. If sellers embraced this they would find life much easier and profitable.

Face-to-face 120

Face-to-face Handbook Objections Direct Response 120