The Pipeline

NOVEMBER 15, 2021

Key clients include Dickies Workwear, NHS Professionals, ComputerWorld Group and The PCGames Network, Srixon Golf, Fitness First, TLC Marketing, CBS Interactive and Fandom. . Prolific on LinkedIn Simon is often invited as a guest speaker on numerous podcasts especially in areas of sales & management and people development.

Ideal Customer Profile 173

Ideal Customer Profile Retail LinkedIn Media 173

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. By Tibor Shanto. While it may not be pleasant, it is a fact, so we need to learn to manage things. Which is not as had as people think, but most approach things emotionally, not with thought.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

JANUARY 10, 2019

As a Sales professional, I have had the opportunity to work with a great group of sellers who have challenged and been challenged by their chosen profession, their customers and employers. This is why I am excited to be part of a new Meet Up group, the Sales and Talent Toronto Networking. Toronto, ON.

Networking 189

Networking Retention Groups Meeting 189

The Pipeline

MARCH 26, 2020

The answer is anyone that is in your target group that will be buying from their new base of operation, their basement. But many others going full thrust, having just shifted their base of operations. This is why when some people say there is no one to call, I have to call b t. Who am I Gonna Call?”. Get used to it kids).

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

The Pipeline

OCTOBER 18, 2021

After Siebel was absorbed by Oracle, the assets of the sales consulting department were sold to the TAS Group, where he continued his role as Solution Practice Director. career”) on Sales Methodologies and International Sales Management in their respective newly developed graduate programs for International Sales Management.

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

The Pipeline

NOVEMBER 19, 2019

Another group that we’ll call prospects know a purchase decision will need to be made, say around buying new production equipment. And then there the last group, those who could care less we exist, the Suspects. This is the group with the most potential. Was hast du gesagt?

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

The Pipeline

DECEMBER 4, 2017

While politics may be dominating populism these days, it does not hold a monopoly on populism, it is part of, if not the driving force for any like-minded group.

Cold Calling 174

Cold Calling Groups Positioning Examples 174

The Pipeline

DECEMBER 3, 2012

But most often the beneficiaries are in other functional groups or departments. Seems to me there is more opportunity in speaking with the group who creates the need for the IT project to begin with. Creating demand in a group that indirectly benefits, drives demand and opportunity in your target group.

Decision Maker 257

Decision Maker Groups Benefit Sales 257

The Pipeline

SEPTEMBER 17, 2019

44% Now have formal buying groups or buying committees in place to review potential purchases. No doubt operational integration has required more groups working together, still many units made their own choices and paths. Eventually, it became so unsafe or cool to decide, better done in groups. Used to be 5.4 It then rose to 6.8,

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

The Pipeline

FEBRUARY 2, 2021

The dynamic is different, and you can manage it better in a group setting. One important advantage is that people will voice their opinions and requirements more if they see others share their views. Some are not comfortable being first in or the odd one out. Enable This.

ACT 169

ACT Buyer B2B Groups 169

The Pipeline

NOVEMBER 12, 2019

Are they describing a group experience, “we looked at this…”, “I was asked to contact…”. Listen to how they speak one-on-one, versus how they interact in a group. Is he/she using language that is arm’s length from the event? When I ask a person why they chose to go down a path, how they say it is as important as what.

Decision Maker 266

Decision Maker Buyer Lead Rank Groups 266

The Pipeline

APRIL 7, 2016

Monday we looked at the readiest segment of three groups you are likely to encounter in the course of prospecting, those who are Actively Looking. The next segment is slightly larger, but brings a different set of challenges, this group is the Passively Looking segment. This group may be 20% or more of any given segment.

Segment 120

Segment Prospecting Groups Quota 120

The Pipeline

MAY 25, 2017

The things these two groups have in common include that they know they have to make a purchase, one now, the other sometime in the next 12 to 18 months. The other thing to consider is that these two groups make up less than 30% of the over target market.

Top of Funnel 198

Top of Funnel Objections Face-to-face Buyer 198

The Pipeline

JULY 29, 2020

Before voicemail, 1979, when we sold directly one-to-one at one time, synchronously, even when selling to a group, direct. It’s about voicemail for buyers vs. voicemail with prospects. A Quick Look Back. Pink slips ruled the day, you know I called but rarely any detail. Moving a deal forward generally required direct communication.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

The Pipeline

MAY 22, 2014

In the no-so-distant past, the baby boomers have arguably been the most important group to market to, as they did (and still do) make up such a huge portion of the population. But there’s a new group on the scene – the Millennials. This generation, made up of people born from 1980-2000, is estimated to encompass 80 million people.

Exact 293

Exact Hotels Small Business Small Business 293

The Pipeline

DECEMBER 31, 2012

In both cases you have a group of self-professed professionals, well paid, pampered and tolerated, who take the goodwill of others, and turn that goodwill and trust into a sham. No my friends, conviction is not their issue, they will go down fighting for your right not to have something other than what they see as the right thing. “Hey,

Energy 241

Energy Territories Exercises Groups 241

The Pipeline

OCTOBER 26, 2021

As you’ll see in the video, there are specific groups that can be accelerated in specific circumstances. This allows you to disqualify deals as quickly as possible, leaving you with the ones more likely to close. Most salespeople think about how to complete the deal, when they should be focused on face time.

Top of Funnel 188

Top of Funnel Face-to-face Incentives Incentive 188

The Pipeline

OCTOBER 15, 2019

I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. The second option is out if you have a marketing group; it is not your focus or strength. Talk about ignoring peers’ opinions while rushing headlong to their doom. The obvious answer is the latter; the next question is, how?

Prospecting 212

Prospecting Influencer Buyer Education 212

The Pipeline

FEBRUARY 10, 2012

I was working with a group of sales managers earlier this week, including observing some pipeline reviews. Of course this is all well and good if you had a good role model, which it seems this group did; or it could turn out to be a disaster if you have the wrong type of manager, and now those habits get passed on to the next generation.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

APRIL 4, 2016

Buyers fall into different groups, and how you sell to each needs to reflect that, this does not mean you have to reinvent your sale for each buyer, groups or segments based on their attributes. Prospect Segment One: The first group, anywhere from 3% – 12% of a given market, let’s round off to 10%, are Actively looking.

Segment 120

Segment Prospecting Groups Energy 120

The Pipeline

MAY 5, 2016

As you would know from previous posts, I find that at a high level you can split social selling proponents into two groups. I say genuine, because he went on to says: “I sent this email using our New XYZ Sales App Group Messaging, Templates. It helps me send templated group emails using my XXX@XYZ.com email account via gmail.

Groups 120

Groups Social Selling Follow-up LinkedIn 120

The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. When the study ended, each group still learned valuable and practical lessons they applied right away. The commonality, safety, more specifically safety, and the value of time.

Airlines 206

Airlines Sports Health Care Analysis 206

The Pipeline

AUGUST 15, 2016

Most groups I work with, when asked, will tell me that to make quota they will have to close business with more than just the “lower hanging fruit” of self-declared buyers with “pains” or “needs”, they will need to reach beyond this group, and bring other players “into the market”.

Groups 120

Groups Segment Vendor Buyer 120

The Pipeline

SEPTEMBER 7, 2015

Based on which of the above groups you are in, you will need to attack September – December in different ways. To fully maximize opportunities, start early, segment your pipeline in to two general groups, those that are truly just in need of harvesting, and those that still need some work to complete. Tibor Shanto .

Harvest 120

Harvest Maximizer Pipeline Groups 120

The Pipeline

APRIL 3, 2017

Then draw the usual quadrant lines, and you will see your opportunities fall into three groups worth pursuing. you may see the top left as being your second-best group to target. In either case, whichever your number 2 is, spend 30% of your prospecting efforts there, and the remaining 20% on the third group.

Top of Funnel 181

Top of Funnel Sales Qualified Lead Pipeline Quota 181

The Pipeline

JUNE 8, 2012

The concept or the game came to me the other day when I was watching a rep present his solution to a group of decision makers. The biggest among the communication faux pas our boy made was clearly telegraphing to the group of decision makers is that he was squarely focused on his agenda, and all but oblivious to theirs.

Decision Maker 291

Decision Maker Groups Buyer Pipeline 291

The Pipeline

MARCH 11, 2013

A similar percentage, fall into a group I call Passively Looking, leaving about 70% of the target group is removed from the market, not looking, or working hard to look the other way, the Status Quo.

Marketing 282

Marketing Buyer Vendor Objections 282

The Pipeline

MARCH 8, 2013

Let’s look at the latter group, not that those making their number can’t learn or improve, those are not are the drag on the system. In larger companies these are the folks always ready to participate in work groups, make endless points during broader meetings, again looking engaged while doing nothing.

Face-to-face 300

Face-to-face Account Energy Groups 300

The Pipeline

OCTOBER 6, 2014

Whenever I ask a group of sales reps “How many people here ask for referrals?” Ask any group of sales people when they in fact ask for the referral, an overwhelming majority, like 90%, will say ask for referrals after the sales is completed and the product/service is delivered. I still find that way less than half raise their hand.

Referrals 310

Referrals Forecasting Follow-up Groups 310

The Pipeline

FEBRUARY 19, 2016

Mike Schultz, President of RAIN Group. Norman Behar, CEO & Managing Director Sales Readiness Group. Richard Harris, Founder The Harris Consulting Group. Dave Mattson, CEO and President Sandler Training. Miles Austin, Founder Fill the Funnel. Jennifer Gluckow, CEO and Founder Sales in a New York Minute. See full agenda here.

Top of Funnel 120

Top of Funnel Groups Funnel Analytics 120

The Pipeline

MAY 14, 2012

Timing is only important with two buyer groups, Passive, those who have realized the Status Quo no longer meets their requirements, and have decided to learn or check out “what’s out there” Not actively looking, but getting feelers out, looking at some web sites, information, getting acclimatized, hence Passive.

Face-to-face 292

Face-to-face Groups Study Segment 292

The Pipeline

NOVEMBER 10, 2014

Several sources attribute the following statement to Gartner Group: “In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. By Tibor Shanto - tibor.shanto@sellbetter.ca . Lesson: cold call multiple people in each account.”

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

The Pipeline

MAY 22, 2013

I strongly suggest that you look at it more like: A Players – The top 20%, Group 1. B Players – The top half of the 55%, Group 2. C Players – The bottom half of the 55%, Group 2 X Players – The bottom 25%, Group 3.

Hiring 287

Hiring Quota Territories Groups 287

The Pipeline

JANUARY 9, 2014

While this may have played well in focus groups, the reality is that you can put lipstick on it, but it’s still a ‘Pitch’. The challenge is that sellers are still going into to selling situations with pre-molded ideas of value for a generic group of people, and proposing that it will fir to a specific scenario.

Fashion 292

Fashion Proposal Objections Buyer 292

The Pipeline

SEPTEMBER 2, 2014

Featuring a group of dynamic entrepreneurs sharing ideas leading edge strategies to help current and future entrepreneurs. The good folks at The Art Of are presenting another exciting conference in Toronto: The Art of Entrepreneurship.

Conference 312

Conference Networking Groups Competition 312

The Pipeline

APRIL 30, 2019

They found that those who e-mailed 200 requests for help to a stranger, had the same results as a control group that reached out directly to six strangers. What was found was not surprising to a ‘knuckle dragging’ cold caller like me, see what you think. We’re Still Human.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

The Pipeline

JUNE 18, 2019

To support his case, he shared his experience with a group of you entrepreneurs launching a start-up. The other group had, relative to our self mad man, more resources, no doubt allowing them to explore more alternative paths with less pressure. The other person started life in the no Plan B camp but converted to possibilities.

Resources 252

Resources Energy Commission Exercises 252