The Pipeline

MARCH 21, 2019

As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. Status Quo, Lack of Interest, No Time, Bad Experiences, and of course, send me an e-mail; for practical ways to address and manage these grab The Objection Handling Handbook , free!).

Objections 310

Objections Handbook Lead Rank Energy 310

The Pipeline

MARCH 7, 2019

I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1. On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive. So the key, going back to the start, is to know the length of your cycle, and most sellers and their managers do not.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

The Pipeline

JANUARY 22, 2019

Sellers instantly file it under ‘adverse”, go into rejection mode, and looking to please their manager and Marketing Director; they start defending their company when it does not need defending. This requires you play offence on your field, not defense on theirs. I need to change fields.

Objections 267

Objections Prospecting SME Cold Calling 267

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. While not isolated to the new managers above, cloning is a common and costly problem.

Hiring 296

Hiring Lead Rank Sales Management Lead Scoring 296

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

The Pipeline

MARCH 27, 2014

Almost everyone in sales will tell you that incentives drive behaviour, but beyond that there is often little agreement among the pundits as to what the right incentive plan is. Some see it as a black art, while others, usually sales people, see it as something to manipulate, hence the expression ‘gaming the plan’.

Incentives 306

Incentives Incentive Compensation Engineering 306

The Pipeline

JULY 10, 2014

Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. Substitute “nation-state” in the above to vertical or market segment, and you can see why successful sales people focus on commerce over sales.

Case Study 275

Case Study Objections ROI System 275

The Pipeline

AUGUST 28, 2014

Let’s face it; social media is the future of sales. Actually, it’s the right now of sales, too! Are you harnessing its power for your sales initiatives? Here are a few easy ways that you can harness the power of social media for sales : Facebook’s graph search. The Pipeline Guest Post - Megan Totka. About Megan Totka.

Social Media 317

Social Media Media Google Twitter 317

The Pipeline

JULY 16, 2013

Join me today as I deliver my segment of the Internal Sales Curriculum for Top Sales World’s Top Sales Academy. While the curriculum is billed for internal sales, this GAP Selling presentation is applicable to all B2B sellers, inside or field sales.

Webinar Metrics 267

Webinar Metrics Segment Maximizer Field Sales 267

The Pipeline

JULY 20, 2017

The fact that it does vary rep to rep, is a challenge for many managers, because they feel they have to come up with multiple coaching plans for each of their reps. The way we help our clients balance the playing field is two-fold. Work with your manager (or call me), to keep you honest and on track.

Proposal 223

Proposal Quota Account Call-back 223

The Pipeline

OCTOBER 11, 2013

So I was a bit baffled last week when I met with a group of sales people who typified the 80% in the Pareto principle , they weren’t so much lazy or lethargic, more like completely uninspired and totally lacked the ability to have fun. So pick your favourite sleuth, and let’s solve this sale. Sales Process Tibor Shanto'

Prospecting 273

Prospecting Revenue Decision Maker B2B 273

The Pipeline

AUGUST 10, 2012

As sales professional you work hard to get a sale to a point of proposal, and every day buyers will have you do things that could introduce unnecessary risk to the sale. Some can be managed, but some are harder, because you feel pressure, real or not, to take actions that you should not take. What’s in Your Pipeline?

Proposal 257

Proposal Negotiation Buyer Course 257

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

The Pipeline

JULY 16, 2012

We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals. Failing this, all too often money is left on the table.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

The Pipeline

DECEMBER 6, 2013

Adapted from Be Bold and Win the Sale by Jeff Shore. Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world. The Pipeline Guest Post – Jeff Shore. Available from McGraw-Hill Business in January 2014.

Energy 322

Energy Twitter Course Research 322

The Pipeline

FEBRUARY 2, 2017

We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. But many don’t, we have all known career sales people, who continuously make more money than their managers or even directors, but and have no desire to take on the role.

Hiring 120

Hiring Incentives Incentive Promotion 120

The Pipeline

OCTOBER 30, 2017

I recently witnessed an “influencer” from a leading social platform, stand on stage, in front of thousands of sales professionals and leaders, and with a straight face, in fact with great conviction, exclaimed how “a change of job status, is an ‘insight’!” Insight, seriously? What does “all the time” mean? of the time.

Sales Qualified Lead 258

Sales Qualified Lead Lead Rank Lead Scoring Leads 258

The Pipeline

MARCH 20, 2014

Effective tracking tools pave the way for great sales, so when considering what tools to use for your business, you shouldn’t accept anything less than exceptional. They’ll spend far less time slogging through a mess of information and more time actually using that information to turn your business into a well-oiled super-sales machine.

CamCard 308

CamCard Tools Conference Insurance 308

The Pipeline

MAY 15, 2014

How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. There are many potential buyers that are overlooked by a large number of sales people. Till one year the elephants went to a different field, and I was left short on my target. Sales Process Tibor Shanto'

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

The Pipeline

OCTOBER 6, 2014

I continue to be amazed that despite all that is written about the importance and success of referrals, how few sales people actually leverage this proven and effective method of sourcing new sales opportunities. Whenever I ask a group of sales reps “How many people here ask for referrals?”

Referrals 310

Referrals Forecasting Follow-up Groups 310

The Pipeline

JUNE 26, 2018

Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. Oddly enough most salespeople seem to be able to manage objections better at the end, then in a first prospecting call.

Sales Qualified Lead 200

Sales Qualified Lead Objections Fashion Call-back 200

The Pipeline

JULY 10, 2014

Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. Substitute “nation-state” in the above to vertical or market segment, and you can see why successful sales people focus on commerce over sales.

Case Study 161

Case Study Objections ROI System 161

The Pipeline

MAY 29, 2013

Sales people often look at me funny when I suggest they lock themselves in a boardroom or meeting room and practice their approach, be that a prospecting call, an actual sales meeting, anything important. For prospecting calls, it is important to practice how you will respond to and manage objections potential buyers have.

Prospecting 296

Prospecting Cold Calling Handbook Sports 296

The Pipeline

JULY 10, 2017

It’s easy to see why, you find yourself in front of what appears to a willing prospect, sharing what they want to do, why they are thinking of doing it, all while asking you questions that your manager taught you are “buying signals”. The post What’s Your Buyer’s Closing Ratio appeared first on Renbor Sales Solutions Inc.

Closing 198

Closing Vendor Energy Pipeline 198

The Pipeline

APRIL 27, 2015

From my perch, being an observer and practitioner of sales and selling, the most common cause is laziness. It is certainly no different for sales people. This is over and above the “on stage” or “on field” time, we are talking practice time. I know some will point to “natural born” talent, geniuses in their field.

Face-to-face 120

Face-to-face Up-Sell Follow-up Exact 120

The Pipeline

AUGUST 20, 2012

Last month I posted a piece call “ The Reality Of Prospecting Rejection “, in it I argued that rather than trying to avoid rejections, sales organizations and sales people need to adopt and adhere to a specific prospecting process, and leverage it for consistent results.

Objections 243

Objections Face-to-face Lead Rank Lead Scoring 243

The Pipeline

MARCH 23, 2012

It’s sad that at times sales people seem to know little about their potential prospects’ real objectives and goals, but it is completely intolerable that many have no idea what their own objectives are when calling on a potential prospect, and how to best attain them. Learn to manage common objections. Tibor Shanto.

Sales Qualified Lead 227

Sales Qualified Lead Cold Calling Objections Inside Sales 227

The Pipeline

OCTOBER 22, 2012

To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest. The goal is to learn if the deal was winnable, if so what could I have done differently.

Discount 303

Discount Margin Commission Trends 303

The Pipeline

JULY 9, 2012

” As the sales equivalent of Zeus or some sales oracle and their council, high on Mount Revenue, had decided that this was not the quarter Henry was going to make his number; they plotted and placed obstacles no mortal sales person could overcome thus assuring his failure. .

Oracle 257

Oracle Territories Quota Relationals 257

The Pipeline

MARCH 20, 2018

But you can change those numbers and by extension your sales outcomes. Many sales people’s inability to go beyond the fences of their products capabilities turns buyers off, they know they are being manipulated to say yes, but there is no conviction (or decision) behind it. The Question. Here Is Why. ” Making quota is good!

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

The Pipeline

JANUARY 17, 2012

The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Start by downloading our new book: Sales & Consequences. Sales Success , Tibor Shanto.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

JANUARY 5, 2015

While I am not here to knock Big Hairy Audacious Goals , a staple of start of year planning and sales kick offs, they are mostly strategic and anthemic in nature. Most sales people are not aware of the average length of their sales cycle, when asked most will say depends. The last two are key, and often over looked.

Construction 120

Construction Sales Cycle Intent Account 120

The Pipeline

AUGUST 31, 2012

The Non-Objection are those that can be avoided before they are ever presented; these will differ across industries, and will therefore require you to draw on your own experience to manage. Success with these objections rely on a basic tenant of sales success, specifically the Three Rule.

Objections 254

Objections Follow-up Call-back Small Business 254

The Pipeline

JUNE 9, 2016

I just can’t help myself, but sport analogies are so great when it comes to making some points about sales. At the same time, seeing players interviewed on the side line, repeating symbolic words and well worn clichés, as though saying it will change the lack of execution on the playing field. Boring #Sad. REGISTER HERE.

Lead Rank 120

Lead Rank Lead Scoring Trends Sports 120

The Pipeline

APRIL 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Targets vs. Metrics – Sales eXchange – 92. Stored in Attitude , Communication , Metrics , Sales Tool , Sales eXchange , execution. As with most things in sales for the infamous 80% of the 80/20 divide, their use of specific words is shaped by the leaders of their organization.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

The Pipeline

NOVEMBER 3, 2016

Years ago, I read a stat that suggested most sales people do not read even one sales book a year, and that was before access to sales blogs and curators of blogs, and a host of other sources (of dubious quality). Which brings us to in The Perfect Close: The Secret to Closing Sales , by James Muir.

Closing 120

Closing Education Consumer Up-Sell 120

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? December 2007.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251