Remove geography

The Pipeline

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Be “Where The Buyer Is At”

The Pipeline

This can be a million places based on industry, geography, and other basic demographics, again there are loads. Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. Where The Buyer Is At. Narrow it down, this is one example, you may want to look at doing this for multiple sets of data.

Buyer 345
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A Complete Prospecting System

The Pipeline

These three elements have proven to be consistently successful in 15 plus years, in all geographies, across various industries and markets. You can throw all the charm and good looks at it while giving it the old school try. But in the end, it will prove to be Not Good Enough, just look at the numbers.

System 316
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Are You A Sales Hoarder?

The Pipeline

But no, the hoarding class just wants to add more accounts and geography, as though it represents some form of wealth. So why not let someone else in your company cover them properly, and you focus on growing your top 30, OK stop sniffling, top 40.

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FREE is A Four Letter Word – Sales eXecution 290

The Pipeline

As we got down to the short strokes, the buyer, a director of Sales Productivity, asked me to offer the initial session free, this would allow them to assess how to roll it out to other geographies, a show of good faith on my part. I pointed out that my mortgage holder offered no such sign of good faith for having my mortgage.

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Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography.

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Challenge The Premise – Not The Individual

The Pipeline

This takes not only knowing and understanding common objectives, based on role, industry, geography and a range of other inputs. Things which become apparent when you review all opportunities and outcomes that go into your funnel, not just wins.

SME 120