The Pipeline

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Prepare For The Post Labor Day Sprint

The Pipeline

Harvest referrals. Harvest Referrals. One constant opportunity is to harvest referrals. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. The five, in no particular order, are: Avoid falling back into usual routines. Take time to catch up with your inbox.

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Time To Demo Your Change

The Pipeline

But if you go in spewing the same old pain and such, AI or naturally harvested, it is the same old. Be the play, rather than talking about change, demonstrate it in the way you sell. Change the experience, change the conversation, change outcomes. Execution, everything else is just talk.

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Ready – Set – Go Part I

The Pipeline

Tuesday we enter the “final half” of the sales year, the unofficial intermission that is summer comes to a figurative end, and harvest season is upon us. Now if you did a good job of ploughing, seeding and nurturing (even fertilizing), in the spring, you are truly in a position to harvest.

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Welcome back – How Was Your Summer?

The Pipeline

In essence, harvest time! Then it’s time to act, much like farmers at harvest time, you need to focus on systematically brining in the crop, not meander aimlessly in your fields. You did a lot of planting in the months before, now you want to be in a position to realize your bounty.

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Ignoring The Buyers’ State of Readiness

The Pipeline

Done well we can plant seeds during this stage that we can more efficiently harvest when they are in Active mode. But that value has to be situational, based on the client’s situation, not your quota, and indeed not product related. Even Less Receptive.

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Prospecting and the Success Multiple

The Pipeline

For me, it is much simpler to adopt the discipline of knowing your conversion rates, setting the time aside to do the prospecting, just as you do for selling, and get it out of the way early, so you can harvest the rest of the day. When it comes to prospecting, you can play around, or play to win. What’s in Your Pipeline? Tibor Shanto.

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3 Things Some Pundits Won’t Tell you about Cold Calling – Part 2

The Pipeline

Some can sustain their career from harvesting their base, even as their companies are starving for new customers. Pundits can live off their reputation, and declare cold calling dead.