The Pipeline

NOVEMBER 9, 2017

I would suggest that even when you know the answer, no element of doubt, offering it up like a candy dispenser, will not lead to the prospect thinking you are smart by virtue of knowing answer, and certainly does not guarantee the deal.

Buyer 185

Buyer Objections Guarantee Proposal 185

The Pipeline

MARCH 20, 2013

I can confidently guarantee that you will not get any more time to deliver those quotas, your only option is make room for new skills, by unlearning some unused, space and thought consuming old ones.

Quota 288

Quota Guarantee Conference Energy 288

The Pipeline

NOVEMBER 10, 2014

You may have had a relationship with Buddy seven or eight years ago, and it was that relationship that got you in, and even kept you in, but times have progressed, and if they assembled a team to buy, you are at best assured to have one vote, and that’s no guarantee.

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

The Pipeline

JULY 15, 2013

75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.” ‘Customer Loyalty Guaranteed’ Bell & Patterson.

Cold Calling 303

Cold Calling Objections Vendor Call-back 303

The Pipeline

SEPTEMBER 7, 2012

But that’s for a prospect, implication being that they have agreed to engage and initiate the sales cycle with, no promises, no guarantees, but a solid start. Doing research on a prospect is a must, you need to know the facts, their potential objectives, opportunities, etc. The key being that you have a willing participant.

Prospecting 267

Prospecting Face-to-face Guarantee Research 267

The Pipeline

MARCH 11, 2013

It is clear that many sellers are leaving money on the table using satisfaction as a threshold for change, for example, according to Bell & Patterson, in their “ Customer Loyalty Guaranteed ’, they show that “75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor (..)

Marketing 282

Marketing Buyer Vendor Objections 282

The Pipeline

NOVEMBER 21, 2016

Now pundits have books to sell, and managers have their own agenda, a common one they share is their need for you as a sales rep to act on what they say, hard to do if they mentioned that there are no guarantees, usually because there are no rules.

Sales Qualified Lead 120

Sales Qualified Lead Buyer Persona Buying Cycle ACT 120

The Pipeline

APRIL 11, 2016

Consider this, according to Chip Bell and John Patterson, in their book ‘Customer Loyalty Guaranteed’, present that “75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.” Satisfaction Poor Buying Indicator.

Segment 120

Segment Prospecting Vendor Objections 120

The Pipeline

SEPTEMBER 11, 2013

Consider what Bell & Patterson present in their book ‘Customer Loyalty Guaranteed’: 75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.

Vendor 282

Vendor Objections Buyer Guarantee 282

The Pipeline

JANUARY 29, 2015

Customer Loyalty Guaranteed’ Bell & Patterson. Consider that “75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.”

Loyalty 120

Loyalty Vendor Guarantee Commission 120

The Pipeline

FEBRUARY 26, 2015

Everyone loves a happy ending, and Cinderella teams are practically a guarantee during March Madness. It can, and you don’t have to run a popular sports bar; nearly any business can learn some valuable lessons from the month of madness, some even as simple as the power of simplifying your sales. The underdog might win.

Small Business 120

Small Business Small Business Sports Social Media 120

The Pipeline

AUGUST 26, 2011

The results were just as he had guaranteed. My sales rep recently sold me the top of the line, lowest price product that would speed up my operations and limit my liability. It did everything he said it would do. My division’s expenditures went down and profits were up.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

MAY 23, 2011

All 100% Satisfaction Guaranteed. In case that is not social enough for you, they offer 500 Facebook Fans a month for $96 per month. According to the site “Most Popular” is 2,000 Twitter followers per month for $89. That’s the kind of social circle I want to belong to.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

MAY 6, 2011

I guarantee it will resonate with him. Listen to Ken Chenault’s presentation. Get some executive stationary. Hand-write a note to Ken, and comment on something you learned from his presentation. Sell nothing. You can also attend these events. Every year American Express does an investors day. Admission is free.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

MAY 27, 2011

An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee. Add value to existing services – During times when your customers may be concerned about pricing, another way to win them over is offering the best value for their dollar.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

SEPTEMBER 30, 2011

Carelessly spending dollars on marketing does not always guarantee sales. Don’t Try To Spend Your Way To Success. On the other hand, if you spend too much money on marketing, you may not get value for your investment. You may need to rethink the media and promotional offers that currently make up your marketing program.

Small Business 253

Small Business Small Business Pipeline Marketing 253

The Pipeline

SEPTEMBER 3, 2019

I can almost guarantee that they aren’t thinking about “product”. It starts with forgetting the product, yes, leave the product in the car or drawer ion this case. Picture one of t5.4 above (a whole one), on their way to work, sitting on the commuter train thinking about their to-do list.

Prospecting 210

Prospecting Harvest Call-back SME 210

The Pipeline

MARCH 21, 2017

There are no guarantees, no magic pills, no holy grail. In some situations, you’ll do something completely inappropriate and still manage to close the deal. In others, you’ll run the sales process like a textbook and fall flat on your face. It’s what I find so beautiful about sales. There is only poetry and probability.

Influencer 180

Influencer Face-to-face Call-back Guarantee 180

The Pipeline

FEBRUARY 27, 2017

BTW – no guarantee that the response will be positive, we still have to work to get the appointment even when they respond). Why – touch-points. Based on different inputs, it can take anywhere from 8 – 12 touch-points to get a response from a prospect. In that case, the voice mail, even when not returned, still serves a purpose.

Hotels 120

Hotels Call-back Guarantee Travel 120