The Pipeline

NOVEMBER 28, 2011

Never been much of a black & white guy, and I suspect most long term successful sales professionals have also felt restrained by the box, no doubt leading to the term thinking outside the box. People buy from people, not automated sales training programs or high technology CRMs. Prospecting. Random Walk Down Sales Street.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Insight Demand

SEPTEMBER 5, 2017

Sure the driver may have a great car, but the passenger just wants to be transported from point A to B. Product marketing tried to help sales, but what they produced was too far removed from real customer interactions. As the sales team’s cup of enthusiasm ran dry, Sarah knew she needed to replenish it with customer success.

Pipeline 20

Pipeline Case Study Engineering Transportation 20

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales? Hang Black.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Insight Demand

SEPTEMBER 18, 2017

They virtually transport customers to a concrete point in time when another customer realized the status quo was broken and could no longer be duct taped together. Suddenly, your prospective customer realizes that their problem is bigger and riskier than they previously thought and they now need to change. (see They are experiential.

Transportation 24

Transportation Motivation Call-back Up-Sell 24