The Pipeline

JULY 20, 2021

Rather than filling you head with things you can only use once, like company information, educate them. Not only do they know the stuff about their company, repeating it does not change things. No change, no purchase. Introduce factors they would not have to discover till it was to late and costly.

Research 386

Research Call-back Lead Rank Lead Scoring 386

The Pipeline

JULY 29, 2020

The remaining 90% will use every bit of information you leave to rationalize not calling you back. Rather than packing the message with detail strive to create a vacuum of information. So once the prospect digests everything, considers it twice, why do they need to call you back? And you are not there to take the objection away.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

The Pipeline

MARCH 16, 2021

Leading with too much meaningless information. In no specific order, the five are: Making Decisions vs. Making a Purchase. Getting in vs. Selling. Asking the wrong question too early. Trying too hard to avoid objections. The goal here is to help you draw a straighter line between outreach and results, for the prospect and you.

Prospecting 299

Prospecting Video Influencer Up-Sell 299

The Pipeline

FEBRUARY 18, 2020

Humor is also one of the best ways to uncover information. Smiling and laughing takes down the threat level and allows the prospect to more easily share information you need. If they sense your humor, they will ask the hard questions softened by making in jest. If they don’t follow you, well it was just a joke, and you move on.

ACT 335

ACT Face-to-face Buyer Compensation 335

The Pipeline

AUGUST 10, 2021

While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery.

Fashion 329

Fashion Campaigns Outbound Education 329

The Pipeline

DECEMBER 11, 2014

Clari pulls information from sources like Salesforce and translates it into usable sales information. Generate leads for your team backed with information they can use to convert. Act-On is robust marketing automation software that delivers the customer information you need without drowning you in data.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

The Pipeline

AUGUST 29, 2012

Highlight the fact that you have delivered many solutions to clients based on their situation, rather than send a lot of generic information, it has proven to be a better use of time to meet, specify, and leave behind the information that makes sense, and again end with a call to action.

Objections 226

Objections Face-to-face Policies Call-back 226

The Pipeline

FEBRUARY 1, 2014

Every day I meet sales people challenged by finding the right contact, their contact info and related information. This webinar we will introduce tools & techniques on how to find contact information for people you don’t yet know, and then how to engage with them: 1. Do Pre-call Research, Get Insightful Prospect Information.

Webinar Metrics 243

Webinar Metrics Prospecting Decision Maker Sales Qualified Lead 243

The Pipeline

MARCH 20, 2014

They’ll spend far less time slogging through a mess of information and more time actually using that information to turn your business into a well-oiled super-sales machine. So what does this mean for your salespeople? For instance, let’s say that 5% of your customers know each other through a recent business conference.

CamCard 308

CamCard Tools Conference Insurance 308

The Pipeline

MARCH 5, 2019

Many things have changed in sales, technology, means of evaluating, informed yet frustrated buyers, but some things have not changed in the least. At times you can hear the almost silent prayer for a request for information; they can get off the phone, but still, pretend they prospected. Some Things Have Not.

Prospecting 234

Prospecting Face-to-face Sales Qualified Lead Commission 234

The Pipeline

SEPTEMBER 18, 2014

Rather than just parroting what the prospect presented, ask a question that builds or expands on the topic, or drills down on a specific aspect, allowing the buyer to elaborate, get further involved and in the process serve up more useful information. The more you drill down on what they say, the more they are encouraged to continue.

Buyer 300

Buyer Up-Sell Follow-up Intent 300

The Pipeline

JUNE 1, 2021

The information diet consumed by the sales community comes from people who may know how to sell but not prospect. Some will point to the SaaS model, still not the majority in Salesland, the complete cycle rep still rules. Not to mention that the sad quota numbers attained in general.

Prospecting 222

Prospecting Cold Calling Lead Rank Research 222

The Pipeline

FEBRUARY 26, 2019

Your goal is not to convey information; it is to get a call back so you can do what you do best live, human to human. What makes voicemail work is the absence of information. This will not happen in voicemail; this leads to the problem above, rambling. You need a callback, no second prize. Very binary – 1. Always think 1.

Call-back 262

Call-back Objections ACT Prospecting 262

The Pipeline

DECEMBER 8, 2014

A=Accelerate Your Responsiveness: Responsiveness in sales has two components: information and speed. To be responsive a seller has to provide complete information to a customer in a timely manner. Being a responsive means to quickly provide the customer the information they need to move on to the next step.

Margin 257

Margin Maximizer Lead Rank Lead Scoring 257

The Pipeline

OCTOBER 2, 2017

While there is a Madison Ave image of the teacher, a lecturer dispensing information and lessons. Evidence of engagement is when they are not just willing to share info, but crucial information about gaps in their thinking, and how they can address the issues you are exploring with them.

Education 210

Education Buyer Analysis Meeting 210

The Pipeline

DECEMBER 3, 2019

That same bit of information would likely have fallen on deaf ears in the C-Suite, especially if they are removed from the process, only interacting with the output. This type of conversation is more welcome by status quo people, which oddly helps them share more information with you.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

The Pipeline

FEBRUARY 6, 2014

By encouraging and empowering these customers, employees and influencers, they will drive peer-to-peer referrals, forward content, share information about new products and promotions, and write testimonials. They Generate Leads – those friends that respond and go to the brand for more information become the best leads a brand can get.

Channels 296

Channels Influencer Lead Rank Referrals 296

The Pipeline

JANUARY 16, 2017

They overload the prospect with a bunch of unnecessary information, which lead to everything but the prospect wanting to call you back. Too much information, yes, building on the above, ask yourself why someone would call you back if your message contains everything they need to make a decision. So they know why not to call you back.

Call-back 120

Call-back Intent Outbound ACT 120

The Pipeline

JUNE 9, 2020

Add to this the flow and sharing of information and insight, you can see the advantages. When the new person enters the dynamic, they will be outnumbered and it will be difficult for them to stir things up. Not to be cynical, the average bee won’t push that rock uphill. New Dance Partners.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

The Pipeline

SEPTEMBER 17, 2019

Given the amount of information available to buyers, or so sellers are told, why the challenge in making decisions? Where is the Information Parity dividend, everything they need is a keystroke away, yet they can’t decide? What are they doing with the extra time they are taking? Customers don’t see it that way.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

The Pipeline

SEPTEMBER 18, 2017

They may turn to the vendor community for information in the middle phase, but it is really for subject specific not product or solution specific info. It is only once everyone agrees that that it is indeed addressable and how, does the internal conversation on the buy side turns to with whom, i.e. which vendor(s).

Vendor 250

Vendor Objections Buyer Influencer 250

The Pipeline

FEBRUARY 2, 2021

Engaging all on their terms simultaneously, allows information to flow better, and consensus to be arrived at easier. One overlooked opportunity is integrating insights in real-time. The accepted wisdom is that there are some six to a dozen people involved in the purchase of a solution. Not to mention the safety in numbers access.

ACT 169

ACT Buyer B2B Groups 169

The Pipeline

NOVEMBER 12, 2019

Speaking to a perceived peer rather than a salesperson, at times, leads to different information coming back. Being allowed to use more jargon provides for greater information flow, this is more likely to happen with their counterpart, not a salesperson. People will share more with someone they see as more like them.

Decision Maker 266

Decision Maker Buyer Lead Rank Groups 266

The Pipeline

OCTOBER 22, 2013

Tomorrow, Wednesday October 23 - Time – Prospecting – And Getting the Jump On Both ’ I’ll be talking to the importance of sourcing the right leads, information about the individual and their companies, and securing the right and accurate contact information so you can engage with the right person for the right conversation.

Webinar Metrics 276

Webinar Metrics Cold Calling Decision Maker Lead Generation 276

The Pipeline

FEBRUARY 10, 2014

Note – someone pointed out that I have been deliver the Sales eXchange for the last 200 plus weeks, and while there is information exchanged, the topics and the themes are more around sales execution. You may succeed in avoiding some unpleasantries, but mostly you’ll avoid success.

Handbook 275

Handbook Face-to-face Objections Quota 275

The Pipeline

JANUARY 30, 2017

Remember that people have different habits, some will not only answer the question you pose, but expand, going into related issues, and provide way more information than solicited. Good question, will usually get answered, and in most cases the sales rep is not any better informed, or in a better position to understand how to best proceed.

Face-to-face 120

Face-to-face Cold Calling Positioning Maximizer 120

The Pipeline

NOVEMBER 13, 2017

For sellers, it is less about telling the truth, and more about believability; if the buyer doesn’t buy the information and materials to support your offering, no matter how accurate or factual, they aren’t buying. No one is saying you are lying, I know you are not, but not lying and being believable are two different things.

Buyer 180

Buyer Leads Marketing Qualified Lead Marketing 180

The Pipeline

AUGUST 31, 2021

Thank you notes, or follow up information. Keep it simple, try it in place you would normally craft a note. I use Hippo Video to send videos in InMail and email. Not every note, but ones that make sense. You can continue to make it personal why being different enough to be interesting. So there you have it.

Harvest 360

Harvest Referrals Call-back Video 360

The Pipeline

MAY 1, 2014

Twitter is great gleaning and mining all kinds of executable information and insight about prospects, issues, and more. While there are some great tools for slicing and dicing twitter feeds, there is often the issue of shuffling that with other information, and creating action.

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

The Pipeline

MAY 23, 2014

Lee presents what information you’ll need to best sell your company and its offerings. Other key areas covered include what to do with the information you learn in the selling process, and how to transmit it effectively. 5 Star Selling offers many ideas on how to overcome that fear of rejection and use the results to your advantage.

Face-to-face 244

Face-to-face Call-back Territories Negotiation 244

The Pipeline

SEPTEMBER 24, 2019

Insights that inform the buyer based on their objectives. When they do, they share information more willingly and take in insight more directly. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. Not an artificial view of the market designed to favor our product.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

The Pipeline

MAY 23, 2016

I once again had the opportunity to sit down with Will Barron, which always leads to a great and informative conversation. Take a look below, share your views, and visit his site to get input from other sales voices. Don’t forget to add your two cents below.

Tools 168

Tools Conversion Opportunity Leads 168

The Pipeline

AUGUST 14, 2018

We gave up after 15 minutes and got an e-mail from the renewal queen that she had some technical issues, and then things turned bizarre, she informed us that she had another call at 25 after the hour, but if we wanted to reschedule, we can click the link in her signature. Clicked the link in the invite, waiting, waiting, waiting, no show.

Face-to-face 188

Face-to-face Lead Rank Lead Scoring Call-back 188

The Pipeline

AUGUST 23, 2013

That slow-to-buy lead will want plenty of information about your product, not a promotional offer. CRM software will only come in handy if you’re tracking the right information, which is pretty much all information about a customer. Master the Marketing Message. Make sure your messaging fits the lead profile. Track Everything.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

The Pipeline

APRIL 10, 2014

Allow you to introduce more value/information/facts without pitching. Allow you to introduce more information/facts/value without pitching – Every time they object, they are in effect asking a question of for clarification, what a bonus. Allow you to qualify – disqualify buyers.

Objections 335

Objections Sales Cycle Buyer Prospecting 335

The Pipeline

NOVEMBER 19, 2019

Information that is helpful is very different based on their time or distance to the “TO.” I know we feel like we are informing them, but they don’t care about the product yet. High performers work on becoming multilingual, developing the ability to talk to people across the spectrum, not just those with PO in hand.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

The Pipeline

JANUARY 18, 2013

Sure, you can ask for a “read receipt”, so what, the is still an information void because all you know is if the opened it, you don’t know if someone read it more than once, where, if they read it on their phone or office or both, or if there is any interest. Hard to tell in the black hole that is e-mail.

Decision Maker 276

Decision Maker Commission Compensation Proposal 276