The Pipeline

JANUARY 18, 2012

Finding the balance between having enough of the right information that you can actually action and move the sale forward, versus the time invested in “researching” and not auctioning the results, especially when the time you invested/wasted is not recoverable. Book Notice. Book Review. Impact Questions. Appointments.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Rob Jolles

MARCH 6, 2023

Her Wall Street Journal bestseller, love ’em or Lose ’em, getting Good People To Stay is now in its sixth edition and her newest books Up is not the only way and Help Them Grow or Watch ’em Go continues to help many and an overwhelmed manager with ways to blend career conversations into their everyday routine.

Hiring 40

Hiring Follow-up Retention Call-back 40

The Pipeline

MARCH 7, 2012

Never Let a Good Plan Get In The Way Of Success! As I say above, never let a good plan get in the way of success! Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group. April 2008. March 2008. February 2008.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

MARCH 16, 2011

It all count in sales, and therefore has to be actively managed and results dealt with. It is no surprise that people often hide behind words, or get very different results than they set out to achieve, based on what and how they communicate, then act. Book Notice. Book Review. Impact Questions.

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

Sales Evangelist

MAY 7, 2020

Davis is the author of the book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading your Team to the Top. where they have offered sales coaching and leadership workshops to corporate clients and groups of sales managers for the last 27 years. He also founded TopLine Leadership, Inc.

Sales Management 52

Sales Management Forecasting Sales Qualified Lead Sales Forecasts 52

The Pipeline

OCTOBER 10, 2011

As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. If the buyer has objections or concerns about where you want to go, and how you plan to get there, they can voice those before the meeting, giving you the opportunity to adjust in advance rather than at the fatal end.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

MARCH 6, 2012

Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Book Notice. Book Review. Impact Questions.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JULY 25, 2011

Sometimes these are simple things like talking when they should be listening, closing with every other sentence, asking silly questions like “what keeps you up at night, or not reading at least one sales book in a given year. Book Notice. Book Review. Impact Questions. A Random Walk Up Sales Street. Appointments.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Book Notice. Book Review. Impact Questions. December 2007. Tibor Shanto.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

FEBRUARY 6, 2012

Some Questions Need No Answers – Sales eXchange – 135. Stored in Attitude , Business Acumen , Communication Strategy , EDGE Sales Process , Impact Questions , Questions , Sales Leadership , Sales Success , Sales eXchange , execution. Questions create interesting experiences for people, and don’t forget, buyers are people.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JUNE 8, 2011

A question I have been asking of sales types of all sorts for years, a question that most should be able to answer with relative ease and conviction. Sadly this is not always the case, and I get almost as many different types of answers as there are people who respond to it. Book Notice. Book Review. Appointments.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224

The Pipeline

FEBRUARY 8, 2012

Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution. Book Notice. Book Review. Impact Questions. Appointments.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

MAY 12, 2011

Get Your Veteran Salespeople to Take Baby Steps. We expect newer salespeople to be sales challenged, that is, not very effective when it comes to listening and questioning. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

FEBRUARY 24, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution. Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Appointments.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

AUGUST 24, 2011

Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. So, here is the question, “How much time do you spend getting ready for a sales meeting?” Book Notice. Book Review.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

OCTOBER 6, 2011

Stored in Attitude , Business Acumen , Communication , HR Management , Sales Management , e-book , execution. I have just received an advance copy of an unusual book on managing people by the business author and speaker called Peter Cook. Connect with him at LINKEDIN or read his ROCK’N’ROLL BUSINESS BLOG for regular updates.

Pipeline 250

Pipeline Twitter Hiring Cold Calling 250

The Pipeline

JANUARY 28, 2012

It may be that you may not get this the first time around, not to worry. Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group. The Pipeline Renbor Sales Solutions Inc.s Socially Kosher? A Random Walk Up Sales Street.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

JANUARY 17, 2012

Start by downloading our new book: Sales & Consequences. Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group. One great thing about this time of year is the research done by others to help you kick-start your year.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

FEBRUARY 10, 2012

Of course this is all well and good if you had a good role model, which it seems this group did; or it could turn out to be a disaster if you have the wrong type of manager, and now those habits get passed on to the next generation. The obvious question was “what are you going to close this… ?” Book Notice.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

NOVEMBER 11, 2011

But you get the same desperation in B2B selling every day, and the reality is that your customers can smell the desperation on a sales person, and they know how to take advantage of it every time. What do I have to do to get your business now. Book Notice. Book Review. How desperate I thought. I was hoping. Appointments.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

AUGUST 10, 2011

Responding questions and expanding on the topic, we ended up record over an hour of straight and useful talk. This week we are running the first segment of that discussion(we will be running other segments over the coming weeks); here we specifically respond to the question of what sales people can do to shorten the sales cycle.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

JANUARY 6, 2012

Stored in Attitude , Book Notice , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Interactive Selling , Price , Proactive , Sales Strategy , Sales Tip , Sell Better , Selling to Executives , Success , e-book , execution. Book Notice. Book Review. Impact Questions. Sales & Consequences.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

FEBRUARY 17, 2012

Not only does this not result in training that moves the dial forward, but more importantly communicates a clear message to their sales teams. The message is that it is OK to just go through the motion to meet the basic requirement without regard for the end result. The question of alignment extends in to training as well.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

MARCH 9, 2011

Having looked at what a sales process may look like , and then answering the question of whether all companies need one or just some , the discussion then turned to who should own the process in the sales organization. Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success!

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

FEBRUARY 15, 2012

Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group. Steve Rosen – Star Results. A Random Walk Up Sales Street. Appointments. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

MARCH 30, 2011

This week I respond to the question of when is a good time to prospect, or when is the best time. You’ll get some of that this week, and more next week. Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

Smooth Sale

OCTOBER 18, 2018

I strongly believe that there’s a need for sellers and sales managers to have a reliable place where they can get free and easy access to content from people who don’t have a hidden agenda. It’s an effective and efficient way of getting the results you want. They will answer individual questions posted by viewers.

Channels 74

Channels Resources Webinar Metrics Commission 74

The Pipeline

AUGUST 8, 2011

Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. While I know some do it as a way that they think motivates their reps, and let’s be honest, many reps do get pumped. But in ways that sabotage the sale but scaring and/or alienating the buyer. What’s in Your Pipeline?

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

SEPTEMBER 9, 2011

When I talk to them about social media, they understand it, many use things like Facebook, LinkedIn, Twitter, and other leading social site for their personal use. Sure they connect with customers on LinkedIn, but few of those are on LinkedIn or they are there with a sparse, incomplete and out of date profile.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

NOVEMBER 10, 2011

The question is: What should one’s sales prospecting strategy be? To help answer this question we have brought together top Focus sales and marketing experts to talk about the specific tactics that work for sales people today. Book Notice. Book Review. Impact Questions. Steve Rosen – Star Results.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

FEBRUARY 22, 2012

Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group. Steve Rosen – Star Results. With a well planned Contact Program, you can Reduce the time, effort and cost of converting leads to prospects, and clients.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. I get 50% of messages I leave returned within 72 hours, watch the video below to see how. Book Notice. Book Review.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

The Pipeline

MARCH 5, 2012

To those who counter by saying that a process is too limiting, restricting to their “creative” prowess, I point to music; those who adopt and master the process, find greater creativity as a result, because they are able to free their mind and attention from basic, and free themselves to improvise and achieve success.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

JUNE 15, 2011

Book Notice. Book Review. Impact Questions. Never Let a Good Plan Get In The Way Of Success! Join the Renbor Sales Solutions LinkedIn Group. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. Tibor Shanto. Appointments.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

Highspot

JANUARY 19, 2022

As a result, sales leadership training courses focus more heavily on these topics, rather than basic sales concepts and techniques. Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know.

Training 92

Training Lead Rank Hiring Course 92

Hubspot Sales

FEBRUARY 19, 2019

Go to networking events, ask your contacts for referrals, interview salespeople, add connections on LinkedIn, and so forth. After all, they'll know they can be replaced if they stop getting results. If you have an open-door policy, I'd get rid of it immediately. Always be recruiting (ABR). Be a micromanager.

Sales Management 101

Sales Management Hiring Quota Policies 101