The Pipeline

FEBRUARY 8, 2016

There is nothing worse than finally getting a meeting with a buyer you have been chasing for some time, only to completely blow the meeting. Each of these on their own may not be fatal, but I see many reps bring two, three or more to meetings, creating more work and less results. Join Now!

Meeting 120

Meeting Sales Meeting Intent Buyer 120

The Pipeline

MAY 23, 2011

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. What happens when social-ism meets capital-ism? Going public changes things, it makes one central mantra superior to all others, that mantra being profit; in fact it now has to be profits that exceed Street expectations, because merely meeting expectations is not enough.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

APRIL 8, 2011

Battle Reparation Tactics Meet Marketplace Strategies. Show them you’re willing to meet their needs and you’re building bridges. Battle Reparation Tactics Meet Marketplace Strategies [link]. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales. April 2008. March 2008. February 2008.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

FEBRUARY 11, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . In part one , we looked at how to encourage the prospect to share more meaningful information that leads to a mutually beneficial outcome. In this post we’ll look at two common, usually unintended mistakes sales people make. Today we’ll look at two other things to avoid.

Sales Meeting 120

Sales Meeting Meeting Decision Maker Objections 120

The Pipeline

SEPTEMBER 9, 2020

Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. Sign up now and get an ROI in your next video meeting. It is a course you’ll be able to leverage immediately and profitably.

Course 235

Course Hiring Video Discount 235

The Pipeline

JANUARY 21, 2020

As people come to the meeting above, if they see that as the right next step, they’ll be predisposed to it if the rest of the meeting unfolds according to plan. Assuming you got the next step, you can restate and get them anticipating the next meeting and what they’ll get out of that.

Meeting 317

Meeting Proposal Positioning Pipeline 317

The Pipeline

SEPTEMBER 7, 2021

Don’t say “I am hoping we may book a time to meet.” Or “I was wondering if we can meet?” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. So, when you ask for the appointment, ask with pride and confidence. Doesn’t Have To Be Good-Bye.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

The Pipeline

FEBRUARY 24, 2021

But the fact is that if your close ratio (initial meeting to signature) is 4:1, you only have one choice. After a time, you find the following: 30% of your deals close on the 4 th meeting (or meaningful interactions, not check-ins, or delivering data requested). A further 30% close in the 5 th meeting. 25% in the 6 th meeting.

Sales Qualified Lead 259

Sales Qualified Lead Data Meeting Closing 259

The Pipeline

JULY 20, 2021

Unless you have a one call sale, you will need to secure the second meeting even if you have success on call 1. This makes the “getting the appointment” the primary goal of a meeting. But how much do you really need to know to get an appointment? Learn This.

Research 386

Research Call-back Lead Rank Lead Scoring 386

The Pipeline

AUGUST 10, 2021

It very much is a closed ended process, that executed right, will allow you to have a meeting where you can leverage open ended questions. If you don’t leave them thinking between the time of your call and the meeting, there’ll be little to talk about other than price and features. Questions For More Than Info.

Fashion 329

Fashion Campaigns Outbound Education 329

The Pipeline

JULY 21, 2020

Ask executives what they would like to experience more in sales meetings? Study after study shows that a big frustration for executive buyers is the lack of preparation by sellers they meet. Odd, because sellers love to wax poetic about all the research they do for meetings. Another Sales Paradox.

Decision Maker 343

Decision Maker Buyer Study Intent 343

The Pipeline

JULY 7, 2020

Each of the above events was clearly defined and if the meeting missed the definition it did not count. Initial qualifying meeting had to include specific roles, and answers to a regimented and regulated set of questions. If you executed the right first meeting you got $10.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

The Pipeline

JUNE 10, 2013

When I talk to sales people about how they start sales meetings with new potential buyers (first time they meet), most (not all) tell me they “break the ice with some small talk”, then they “get in to it!” by Tibor Shanto – tibor.shanto@sellbetter.ca. Return on Time ROT Sales Process sell better Tibor Shanto'

Sports 296

Sports Meeting Exercises Buyer 296

The Pipeline

MARCH 12, 2020

How many direct meetings will you need to schedule, think of hours as dollars, say you have 14 hours/dollars per weekday, and 5 hours/dollars per weekend days. You can spend this on planning, calls, meetings, e-mails, come to my training, post social videos, whatever consumes selling time. Let’s use three months as an example.

Call-back 319

Call-back Consumer Meeting Video 319

The Pipeline

JUNE 30, 2020

As an example, how do we make up for a barrier to trust in online meeting platforms? But once you are tired of the hype, you can consider some fact and science-based findings of working and selling remotely. the piece on cbc.ca: [link]. The post A Barrier To Trust appeared first on TiborShanto.com.

Up-Sell 267

Up-Sell Examples Meeting Prospecting 267

The Pipeline

JUNE 17, 2021

Reps don’t ask many questions in team meetings. Sales leadership talk most and dominate meetings. How would you know if your sales teams are Psychologically safe or not? Owning up to mistakes is rare or people blame others. There are ‘elephant in the room topics’ but the team is avoiding these difficult conversations.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

The Pipeline

JANUARY 29, 2019

Sales professionals often think of factors they could have introduced into a conversation or answers they failed to provide until after the meeting is over. It’s OK To Call Them Back. Here is an example. Most salespeople curse and lament, but do little other than say “next time.” ” Why?

Education 290

Education Buyer Call-back Maximizer 290

The Pipeline

OCTOBER 2, 2017

He spoke of how he measures a good meeting, a simple measure, but as he says often not achieved by sellers. He feels that is a meeting with a sales person makes him think, look at something in a tangibly different way as a result of the meeting with the rep, and best of all, if he learned something new.

Education 210

Education Buyer Analysis Meeting 210

The Pipeline

AUGUST 26, 2020

Any salesperson that shows up to a web meeting camera off, should surrender their membership card. Imagine how much more effective a meeting ‘thank you’ note is when they can see your enthusiasm and smiling face. Some will flip on their video for a TikTok or a LinkedIn rant, but fail to leverage it in business.

Face-to-face 250

Face-to-face Video Prospecting LinkedIn 250

The Pipeline

MARCH 2, 2021

One for instance is the fact that at a sales meeting the prospect should be doing most of the speaking in response to questions. Who cares, you are not the buyer, they may love it. Prospect Not Sell. While some of the biases will slow down your sales, they will usually derail your prospecting efforts.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

The Pipeline

AUGUST 10, 2020

and one of the best telephone coaches you can meet. Sales Scrum Podcast Episode #17 – Guest Art Sobzac. Art Sobzak is the President of Company: Business By Phone Inc., With over 30 years of experience, Arthas helped salespeople say the right things to get through, get in, and sell, primarily using the phone.

Cold Calling 250

Cold Calling Webinar Metrics Inside Sales Coaching 250

The Pipeline

FEBRUARY 12, 2019

It requires they know four simple data points, yet less than 5% of sellers I meet know this data, and as a result are unable to leverage it. Number of initial meetings that move forward to Discovery. Which means I can carve out that time before doing anything else, in my calendar, solid as a closing meeting.

Closing 292

Closing Quota Proposal Face-to-face 292

The Pipeline

JANUARY 10, 2019

This is why I am excited to be part of a new Meet Up group, the Sales and Talent Toronto Networking. The first meeting takes place next Wednesday, January 16, at 5:30 PM; at Kramers Bar and Grill , 1915 Yonge St. Toronto, ON.

Networking 189

Networking Retention Groups Meeting 189

The Pipeline

OCTOBER 24, 2019

Some of the best questions I have asked prospects, ones that they complimented me for asking, have come from meeting with other prospects. All meetings require time, so let’s look at the effort. The expanding toolkit applies to more than tools we use to prospect.

Prospecting 205

Prospecting Training SME ROI 205

The Pipeline

OCTOBER 28, 2013

One common example is managers who answer their phone, text, e-mail during a meeting with one of their direct reports, especially during scheduled coaching or review meetings. Sales people put up with people answering their phones only to tell them that they are in a meeting.

Face-to-face 297

Face-to-face Retention Coaching Meeting 297

The Pipeline

MARCH 13, 2013

He would ask you how long you needed, and would book you in for that time, if you said 15 minutes, he would end the meeting right at 15 minutes. He wasn’t rude, he had to get to his next scheduled meeting, if you couldn’t live up to the expectation I set, it was your issue, not his, you had to deal with it, not him.

Lead Gen 310

Lead Gen Decision Maker Lead Rank Lead Scoring 310

The Pipeline

MAY 22, 2017

Once you master self-imposed deadlines, you will see that they not only are effective for the driving success in individual sales meetings, but you’ll begin to actually set deadlines within meetings.

Meeting 266

Meeting Groups Resources Account 266

The Pipeline

DECEMBER 8, 2020

Yet few sales professionals I meet have a formal process for reviewing the outcomes of opportunities in their pipelines. Profiting from your past experiences is one of the most effective ways to elevate your game. Many professionals spend more time reviewing their performance than their actual on-field time, watching the game tape.

Discount 235

Discount Pipeline Opportunity Meeting 235

The Pipeline

MARCH 13, 2014

While the reality is that most people you speak to will not meet with you first try; it is also true that often that first call is a chance to introduce yourself and initiate a process that may involve a number of calls before you have built enough rapport to have them take a meeting.

Cold Calling 314

Cold Calling Handbook Call-back Objections 314

The Pipeline

MAY 11, 2021

While it is natural to be guarded or cagey when you first meet someone new, but this goes a bit further, by both sides. By Tibor Shanto. There has always been an uneasy dance involving selling and buying when it comes to trust and honesty.

Quota 341

Quota Lead Rank Forecasting ROI 341

The Pipeline

MAY 5, 2014

Ask to meet the team – there two specific reasons you want to do this, especially very early in the sale. The other reason you want to meet the team is to avoid being blocked by implementers. By meeting them early you can get ahead of any potential issues, and where there is none, you can build support.

Decision Maker 267

Decision Maker Distribution Call-back Referrals 267

The Pipeline

JUNE 16, 2014

Over the last couple of weeks, I found myself as the prospect at two sales meetings I attended. I always find it hard to concentrate in these meetings, because of what I do, I tend be distracted from the topic at hand, and focusing more on form and format of the execution, and the meeting is unfolding. What’s in Your Pipeline?

Buyer 314

Buyer Vendor Meeting Sales Meeting 314

The Pipeline

OCTOBER 18, 2013

So let’s focus on two seemingly small things, that when executed consistently and well, after and before meetings with buyers, will win you deals, no matter other factors. After: After every meeting you should send a note, what most will call a thank you note, but done right it can be so much more.

Proposal 301

Proposal Vendor Buyer Meeting 301

The Pipeline

NOVEMBER 16, 2021

What is in your pipeline should meet specific and defined criteria. Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities. Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota.

Pipeline 308

Pipeline Quota Video Resources 308

The Pipeline

FEBRUARY 20, 2014

He, like many I know, use a practice I use and recommend, which to visualize a sales meeting the day before, go through how you will open, If you know the people, visualize them sitting in the board room. I was talking to an IT rep last week who is big on visualizing. We’ll know next week how well he did. What’s in Your Pipeline?

Objections 300

Objections Vendor Buyer Meeting 300

The Pipeline

SEPTEMBER 16, 2013

If you accept that as your mantra, it will guide your interactions and actions with potential buyers, and inform you meeting objectives and execution. Do you know what you want out of the meeting before going in? Without a definitive “Next Step Strategy”, it is hard to get commitment.

Top of Funnel 275

Top of Funnel Sales Qualified Lead ACT Objections 275

The Pipeline

OCTOBER 20, 2014

Start with that, grab their interest, save the rest for the meeting. I hate it when reps call me and say “I was wondering if we can meet?” I usually respond, “give me a call when you figured it out”; or “I was hoping we can meet” to which I say, “please call me when you get past hoping, and want to.” Soft In the Middle.

Cold Calling 300

Cold Calling Call-back Compensation Pipeline 300