The Pipeline

NOVEMBER 9, 2021

The crowd was excited, a once in a lifetime shot. Year end should be a time for where you can add extra value by helping prospects plan. By Tibor Shanto. Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. But was it? Much more profitable long shot, especially with the luxury of time.

Energy 201

Energy Video Account Prospecting 201

The Pipeline

MARCH 13, 2013

Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process. By asking for 15 minutes you are undermining your so called “value proposition”.

Lead Gen 310

Lead Gen Decision Maker Lead Rank Lead Scoring 310

The Pipeline

MAY 13, 2011

Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. What you should do: Arm the sales team with buyer-helpful content that they can both speak to and provide for the client. Don’t hold it back, give it away. That is how you build trust.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

MAY 17, 2013

If you maintain the relationship, they’ll come back to buy other products or services from you, increasing their customer lifetime value. After all, you’ve already done the wooing. They already love your brand. A customer with whom you already have a relationship is more likely to refer more business to you.

Ideal Customer Profile 327

Ideal Customer Profile Social Media Customer Sales Management 327