The Pipeline

MARCH 16, 2021

These mistakes are not driven by flaws, but a number of influences that may apply elsewhere, but not in prospecting. Here are 5 prospecting mistakes you can avoid. In the video below I look at five common mistakes makes salespeople make while they are prospecting. Which I understand is easier said than done.

Prospecting 299

Prospecting Video Influencer Up-Sell 299

The Pipeline

OCTOBER 15, 2019

We should set out to find buyers and prospects and aligning to influence their timeline and thinking. Some use these two words interchangeably, mistake, labels influence actions. Ensuring that you are influencing and in the picture with prospects as defined above is crucial. What’s The Difference?

Prospecting 212

Prospecting Influencer Buyer Education 212

The Pipeline

MAY 13, 2020

To influence that discussion, you need to be in the room, and you likely have needed to be in that room sometime around March 23rd. The people most sellers are talking won’t get the memo till they get back when it’ll be too late to influence things. Those new directions are decided at a higher level.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

The Pipeline

MAY 21, 2019

Most people are much more ready to be influenced than buy at a conference, here is your chance to influence. Given that the strategy, just like off the show floor, should be to make that happen, to that next step. Which is why the Tolstoy Dump approach doesn’t work. Beyond putting you to sleep, it has other costs.

Trade Show 232

Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

The Pipeline

FEBRUARY 1, 2022

Their mindset will be influenced by two things, what you say and what they see. Change needs to be demonstrated not just talked about in abstract terms. If you don’t change the way the human gets the ball, what change can you expect in the human’s shots? Any light between the two, and things become difficult, as many know.

Fashion 188

Fashion Quota Coaching Data 188

The Pipeline

NOVEMBER 13, 2018

If your solution has an impact across the organization, you need to align with people who also influence the organization. If we believe the data from CEB/Gartner, there are over six people involved in many deals, lots of choices. No point in trying to sell a six-figure product to a five-figure guy.

Decision Maker 274

Decision Maker Buyer Lead Rank Lead Scoring 274

The Pipeline

APRIL 27, 2017

Most sellers take in the prospect’s objectives at face value, and jump to trying to influence how the prospect might achieve those objectives. To win you need to have them look at their objectives differently, look at objectives they may not have considered for different reasons, until an expert like you throws it into the mix.

Margin 230

Margin Objections Face-to-face Influencer 230

The Pipeline

NOVEMBER 24, 2014

Identify the people who most benefit, and you will be in a position to not just create demand, but if it already exists, shape and influence it. Do that in a way that aligns with their objectives and those of the company, and you’ll be pleased with how those beneficiaries will influence the purchase process and decision.

Decision Maker 244

Decision Maker Influencer Objections Segment 244

The Pipeline

OCTOBER 17, 2019

Every little thing counts and can influence the outcome. Practice, warm-up, dress rehearsal and all. Much like actors warm up physically before each performance, so should professional sellers. Why not take a small time to do some small preparation to make a big difference in outcomes. See what I mean… [link].

Prospecting 96

Prospecting Influencer How To Video 96

The Pipeline

OCTOBER 16, 2017

As with many elements of sales that are more subjective in nature, how effective we are will be influenced by personalities, and how you approach things. But, when you can put those moments aside, there are things you can do to help both the prospect and you succeed.

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

The Pipeline

AUGUST 28, 2014

While Google + may not have as many users as Facebook, it’s definitely a powerful influencer when it comes to search engine results. Twitter users will often reach out to their followers when they need a recommendation for a product or service. Be on their list!

Social Media 317

Social Media Media Google Twitter 317

The Pipeline

NOVEMBER 13, 2014

Sales People are paid to persuade and influence, not accept orders from someone who has for the most part made up their mind and is now looking to see which models are available and for someone to negotiate price and terms with. If you want to talk SALES or SELLING, you need to be talking about the other 97%.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

SEPTEMBER 18, 2017

So without an understanding of their current state, and how that state informs their views and actions; you will not be able to see what it will influence their views in a way that leads them to a view, which by extension, leads your product.

Vendor 250

Vendor Objections Buyer Influencer 250

The Pipeline

FEBRUARY 19, 2019

As an SME, you can begin to influence, change timelines, be their emotional favourite and more. These interactions, void of product, future-focused, allow us to build ourselves as Subject Matter Experts, you’d be surprised how a few of the right questions can do that, but it has to be a goal, not just throwing questions.

SME 225

SME Quota Groups Buyer 225

The Pipeline

DECEMBER 3, 2019

The less-developed their plans and strategies, the better the opportunity to insert and influence, and meaningfully display your expertise. The earlier you can inject yourself and ideas into their thinking, the better for them and you. Not product expertise, too early to bring that in, leave it in the car, but subject matter expertise.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

The Pipeline

OCTOBER 23, 2017

While maintaining current customers is important, it’s as important to remember where the current customer base came from, and having that influence how and what we prioritize. As professionals, one of the key skills we are paid the big bucks for is prioritizing, be that targets, opportunities, accounts, but most importantly, our activities.

Banking 268

Banking Sales Qualified Lead Proposal Quota 268

The Pipeline

JUNE 15, 2017

But that should not prevent you from going full speed into education and influence mode, using their relax stated to introduce elements into the discussion that will rekindle their enthusiasm, revive their energy to levels when they started their journey. Given that the cast of players in decisions is increasing, used to be 5.4,

Energy 194

Energy Face-to-face Positioning Education 194

The Pipeline

AUGUST 17, 2015

Adopting that attitude is key, as attitudes influence your actions, and how you act on that initial call will determine whether you engage with your potential buyer, or join the ranks of the Also-rans. The attitude is that we need to meet because there will be a mutual advantage to both as a result of the engagement.

Prospecting 120

Prospecting Lead Rank Lead Scoring Objections 120

The Pipeline

JULY 28, 2014

Now the implementers will have an influence, and they could derail or accelerate things, but that will not happen until the demand trickles down form the people asking for the implementation. As a seller who is looking for the deal to happen, you will need to engage the business side of the house, which means engaging on the basis of Why.

Decision Maker 310

Decision Maker Objections Margin Vendor 310

The Pipeline

MAY 26, 2014

While the buyer most often best knows their objectives, I say most often, because there are times where your input or influence can help fine tune or redefine those objectives based on elements you introduce into the dialog. The whole thing pivots on your ability and credibility as a subject matter expert.

Sales Qualified Lead 314

Sales Qualified Lead Lead Rank Lead Scoring Leads 314

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’!”

Sales Qualified Lead 258

Sales Qualified Lead Lead Rank Lead Scoring Leads 258

The Pipeline

NOVEMBER 12, 2019

The earlier I can influence the thinking, the more likely I have a shot at selling the product. People can speak to how they see decisions unfold; others can share insights on the mechanics of the buy. Who Is Who. Unlike in the past, this is not about necessarily going to the C-Suite. More about going earlier in the process.

Decision Maker 266

Decision Maker Buyer Lead Rank Groups 266

The Pipeline

AUGUST 29, 2016

In addition, there is the question of influencing and shaping their Objectives and means of achieving. The challenge with that is that servicing their immediate purchases without aligning it with Objectives will often leave vendors exposed to the next flash or discounter who comes along.

Objections 192

Objections Vendor Discount Quota 192

The Pipeline

OCTOBER 4, 2013

One specific is the attitude you have about the outcome, which directly influenced by what you expect to happen on and as a result of the call. The better the call, the more appointments; the more choice you have in your pipeline and your success. His expectations were all focused on the negative less than fun side of the call.

Objections 282

Objections Commission Pipeline Sales 282

The Pipeline

SEPTEMBER 10, 2015

A Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. By Tibor Shanto – tibor.shanto@sellbetter.ca . by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman.

Customer 120

Customer Buyer Quota Influencer 120

The Pipeline

MAY 21, 2012

Use My Name, Please - No one knows better who the real decision makers, influencers, movers and shakers are within their organizations. The literal part segues us to the second reason.

Decision Maker 282

Decision Maker Face-to-face Objections Influencer 282

The Pipeline

DECEMBER 10, 2019

In sales, this is further influenced by when you started selling. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience.

Sage 218

Sage Up-Sell Buyer Benefit 218

The Pipeline

MAY 5, 2014

In the process you will also learn about how that decision maker views the individuals on his/her team, and gain insight into power and influence distribution. At the same time, many leaders are looking for consensus support for their choice, with many products looking all too similar the team’s input could swing it your way.

Decision Maker 267

Decision Maker Distribution Call-back Referrals 267

The Pipeline

OCTOBER 21, 2013

to have an effect or influence in causing (something) to happen. When we look at the Merriam-Webster definition of mediate we find it defined as: : to work with opposing sides in an argument or dispute in order to get an agreement (US). : to get (something, such as a settlement or agreement) by working with opposing sides in a dispute. :

Negotiation 280

Negotiation Margin Buyer ACT 280

The Pipeline

JULY 10, 2018

Something they discovered when they stepped back looked at their business, talked to existing and potential customers, all of which influenced the price increase. Notable fact: new customers not aware if the old pricing, did not push back on the new pricing other than the ritualistic prerequisite need to bargain no matter what.

Face-to-face 205

Face-to-face Call-back Up-Sell Buyer 205

The Pipeline

AUGUST 21, 2018

Spoiler alert: not all decision makers go on vacation the same week, nor do the influencers. Having gone through the cycle a number of times, you do see that while some of it seasonal, a good part of the reality sellers experience is a result of tribal or sales culture. But as with many folk myths, they are not always grounded in facts.

Energy 79

Energy Decision Maker Objections Face-to-face 79

The Pipeline

SEPTEMBER 5, 2016

More often though, it is more the case that sales people tend to reflect their environment, which is good in the context of a sales meeting, but not when the environment influences their view and execution. The Tuesday after Labour Day signals the unofficial start of the home stretch for most sellers.

Sports 120

Sports Energy Quota Trends 120

The Pipeline

JANUARY 26, 2017

While any intelligent buyer will compare you to others, Openers know how to frame the opportunity in ways that will directly influence how those buyers will filter your competitors. They can shape the thinking of the buyer much more so than one could at the 67% marker.

Closing 120

Closing Cold Calling Quota Buyer 120

The Pipeline

DECEMBER 19, 2016

The “Big Box” rep took copious notes, detailing what the client was expecting, why it was important, how it related to challenges and opportunities in their market, and which habits they were looking to influence and change.

Margin 120

Margin Exercises Training Call-back 120

The Pipeline

JANUARY 18, 2016

Sellers with a viewpoint, one based on their standing as a subject matter expert, are in a much better position to not only help their clients achieve their objectives, but more importantly to influence the buyers’ objectives. Without a clear and strong viewpoint, you are left feature, benefit and groveling, oops, I mean relationship selling.

Hiring 120

Hiring Objections Sales Methodology Segment 120

The Pipeline

JANUARY 14, 2016

Jim unpacks unique and powerful ways to connect with larger audiences, wield greater influence and win in the 21st century. While some will want to suggest that this book is for people of a given age or older, it is not. It is for all people looking to improve the way they approach business, sales, and more.

Hiring 120

Hiring Energy Influencer Examples 120

The Pipeline

APRIL 15, 2013

But if you speak the wrong language, and talk about feature/benefit, you in the wrong time frame, and in the wrong “country”.

Sales Cycle 288

Sales Cycle Decision Maker Vendor Benefit 288