The Pipeline

JANUARY 2, 2013

Like fashion, some “trends” are manufactured, there to promote a cause, product, or other thing with an intended predetermined purpose, as with most manufactured goods, the end goal is profit. Witness the social selling trend a few years ago aggressively promoted coincidentally by particular vendors with specific agendas.

Trends 273

Trends Fashion Promotion Social Selling 273

The Pipeline

NOVEMBER 26, 2014

Not only that but readers of The Pipeline can take advantage not only of promotional pricing, but the Early Bird pricing in effect until December 5th, 2014. Yes it is that time of year again, time for the Art Of Sales in Toronto, and while January may seem a bit away, it’s not, and now is the time to plan ahead.

Conference 255

Conference Journal Microsoft Loyalty 255

The Pipeline

MAY 26, 2016

Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. But when the subject is one you can relate because you have lived it, it is a bonus. Learn more and download sample chapters here.

Sales Management 180

Sales Management Coaching Sports Promotion 180

The Pipeline

SEPTEMBER 14, 2013

As a Pipeline reader you can attend this exciting event with a special offer for friends of Renbor, just click here and enter this promotional code to take advantage of special pricing: RENBOR22. AND You can also enter our contest for a chance to win a free ticket complements of Renbor, Click here for contest rule and to enter.

Small Business 267

Small Business Small Business Promotion Networking 267

The Pipeline

OCTOBER 17, 2012

Yes I know this may terribly over simplify things but after all I am a pundit of sorts, and as such at the very least I have an agenda to promote; Greece just does not produce enough revenue to meet their obligation; add the contagion factor, and you have a snap shot of Europe and their crisis. Read On… What’s in Your Pipeline?

Promotion 251

Promotion Pipeline Up-Sell Revenue 251

The Pipeline

MARCH 9, 2012

So if you know that a certain event paves the way for something positive for your sales success, you will selectively look for people experiencing that event; a promotion leading to a predictable change in suppliers, should lead you to look for people being promoted to that role.

Buyer 234

Buyer Face-to-face Promotion Exercises 234

The Pipeline

MAY 7, 2019

I don’t think it is common, but I have heard interviews for the SDR role, where they were told to put in minimal time, then they’ll be promoted. Given the shortage of bodies and turnover, many moving from the entry role to that of an AE. The prize promised when hired. Manager To Boot.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

The Pipeline

FEBRUARY 22, 2016

There is no doubt that people should celebrate recognition in the form of promotion. What one does with their new role and opportunity is what separates leaders from promoted minions. When you become a sales manager, or a VP of Sales it says a lot about you, your accomplishments, and your organisation.

Face-to-face 120

Face-to-face Promotion Education Account 120

The Pipeline

SEPTEMBER 30, 2011

You may need to rethink the media and promotional offers that currently make up your marketing program. Promote Your Website & Social Media Pages In Traditional Media And Within Each Other. Promote Yourself. Not promoting yourself will only serve to keep your business a secret. Encourage Others To Promote You.

Small Business 253

Small Business Small Business Pipeline Marketing 253

The Pipeline

JULY 24, 2014

Think of affiliate marketing as earning commission by promoting another company’s product. There are even entire “review” sites that are nothing but product plugs and affiliate links. Affiliate links can be great, though, if used the right way.

Referrals 282

Referrals Advertising Advertising Channels 282

The Pipeline

MAY 1, 2014

Eventbrite helps me grow your network and email lists by promoting my live or web events, and even allows me to do a great initial follow up. I can then initiate a sales-flow, either constructed or in response to the way things are unfolding. As someone who delivers events, I am a user of Eventbrite , great tool.

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

The Pipeline

JULY 2, 2019

Professional, like a promotion or just a better/easier way of getting things done. How we communicate the change in their world is vital, as it will never be our product or service that will be scared, it will usually be the output. Explore All Sides. Remember to explore things in ways that speak to both company or personal factors.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

The Pipeline

NOVEMBER 21, 2013

According to the same pundits who promote BANT, usually less than 30% of your potential market, reduce that by the number of people not ready or yet prepared to act, and you are looking at a small and crowded segment.

Objections 300

Objections Sales Cycle ACT Buyer 300

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Hiring 296

Hiring Lead Rank Sales Management Lead Scoring 296

The Pipeline

MARCH 10, 2014

Not to mention the pundits who promote this type of lazy order taking; how can one present an entire “sales” methodology predicated on taking orders rather than making a sale? I am with my man at the airport, let’s not call the combo meal at the local sub shop a four course dinner.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

The Pipeline

MARCH 27, 2014

Another area of discussion was the use of SPIFFs (Sales Promotion Incentive Fund). While paying on net revenue is a start, companies should also incent higher margin products at a higher rate, thereby driving sales and higher profits. He also discussed that managing activity is the role of management not the incentive plan.

Incentives 306

Incentives Incentive Compensation Engineering 306

The Pipeline

JANUARY 13, 2014

Since a picture is worth 1,000 words, let me point to a recent advert for a sales position at LinkedIn , promoted on LinkedIn. As with most leaders and pundits, the measure of their commitment lies in what they do, not always in what they say.

Cold Calling 312

Cold Calling Webinar Metrics Fashion Social Selling 312

The Pipeline

JUNE 9, 2015

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. Wednesday June 10, 10:00 am PT/1:00 pm ET. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career.

Webinar Metrics 120

Webinar Metrics Tools Prospecting Lead Gen 120

The Pipeline

JUNE 18, 2015

Promotional outreach can get you far, so hopefully you allocated some dollars to market to those visiting your town. Use outdoor summer promotions to your advantage and heat up your summer sales. Target vacationers. If your business is in an area where tourists will visit during summer months, use it to your advantage.

Small Business 120

Small Business Small Business Social Media Promotion 120

The Pipeline

SEPTEMBER 24, 2019

This also promotes not so much a customer-centric attitude, as a success-centric approach. Hard to see value in invisible, especially for a non-hand on user. Smart organizations formulate their ROI and discussions on the whole project and residual benefits.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

The Pipeline

MAY 19, 2016

While many books look at developing the team and individual members of the team, this book also provides readers with a game plan for self-development to increase sales managers’ effectiveness and promotability.

Hiring 180

Hiring Sales Management Airlines Case Study 180

The Pipeline

NOVEMBER 13, 2018

At the same time reps who sell solutions that rightly or wrongly have traditionally had lower perceived value or commoditized products/services such as packaging, office supplies, print services, copiers and office equipment, promotional items, industrial supply, and others, are the most reluctant to do an end run.

Decision Maker 274

Decision Maker Buyer Lead Rank Lead Scoring 274

The Pipeline

DECEMBER 17, 2019

Some younger sellers I meet do jump for promotion or salary reasons. The same is true for reps, but the attitudes differ. So what are you doing to keep your customers? Maybe think about doing some of the same to keep sales talent. But as with other jobs, they leave because of their boss and personal development.

Hiring 136

Hiring Sales Talent Salary Discount 136

The Pipeline

FEBRUARY 15, 2015

The Sales Performance Summit will not offer sales training or promote specific sales methodologies. What it will do is offer proven ways for sales leaders to positively impact performance regardless of methodology.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

The Pipeline

JUNE 2, 2014

And with the benefit of hindsight, we have seen that the prediction has never really come true, and therefore, does not at all qualify as a fact, but more as promotional opinion. The “facts?” we were presented with were validated and deemed to be a fact because leading sales experts agree.

Infusion 296

Infusion Segment Call-back Sales Qualified Lead 296

The Pipeline

NOVEMBER 11, 2013

This group were good, not always great reps, they’ve around long enough, and when an opening presents itself, they are promoted to manager. But these are in the minority, a large number end up differently.

Hiring 285

Hiring Lead Rank Lead Scoring Sales Leadership 285

The Pipeline

MARCH 27, 2018

Don’t waste your time gushing or being depressed over your net promoter score, especially when we know that 75% of customers who leave their current vendor said they satisfied or completely satisfied when they left/switched. The key is not to ask the usual lame question that serves you more than the customer.

Lead Rank 259

Lead Rank Lead Scoring Buyer Banking 259

The Pipeline

APRIL 19, 2013

Promote Specific Events – Company events can draw a good deal of attention from customers. By taking and posting attractive photos of your products or services, you are more likely to catch people’s attention than by just describing with words. These events don’t even have to be sales-related.

Social Media 293

Social Media Media Customer Campaigns 293

The Pipeline

JULY 22, 2013

A good corporate hiring plan would also eliminate the “para-sales-manager”, you know the ones who were better politicians than sellers, or who were good reps and got promoted to failure. As in the other professions, para is good, in the right place, the right time, for the right reasons. What’s in Your Pipeline? Tibor Shanto.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

The Pipeline

OCTOBER 19, 2012

Or, consider partnering with a similar business or businesses at a local fair, festival, or special event to promote each other. Holding your own events as a company can be a great idea also. You can hold events at your storefront, if you have one.

Fashion 293

Fashion Small Business Small Business Hiring 293

The Pipeline

DECEMBER 10, 2012

The only reason they got a second stint with their current employer was because a buddy was promoted to hiring status. Never fired, always managing to jump before their employer’s suspicions were confirmed.

Hiring 254

Hiring Wireless Sports Territories 254

The Pipeline

AUGUST 23, 2013

That slow-to-buy lead will want plenty of information about your product, not a promotional offer. The quick decision-maker shouldn’t get the same automated emails as the questioning customer, because his lead time will be virtually nil. Master the Marketing Message. Make sure your messaging fits the lead profile.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

The Pipeline

AUGUST 24, 2015

This is not a one call sales, it is a bit more involved; the site the piece appeared on was a technology related site, and not one that promoted USB cables, but broader systems integration. To be fair, let me state the assumption I am working with. Now don’t get me wrong, I think budget should be established before you go too far in the sale.

Sales Qualified Lead 120

Sales Qualified Lead Objections Lead Rank Lead Scoring 120

The Pipeline

MAY 5, 2016

At the time they were building a social selling tool, and wanted me to test drive it and ultimately promote it. It was from someone I had spoken to a total of once a few years back, it was all business, no personal aspect at all. I declined for no other reason than lack of time.

Groups 120

Groups Social Selling Follow-up LinkedIn 120

The Pipeline

MARCH 14, 2016

Don’t believe me, watch the dynamics when someone is promoted to manager, see how their former mates respond. When the norm among your peers, the people you socialize with, participate in football pools with, is to be a solid B, you risk being cast out if you transform to one of those A’s.

Face-to-face 120

Face-to-face Account Motivation Energy 120

The Pipeline

JULY 21, 2016

Understand the value of promoting your business at a local level. No one wants to feel as though they are just another number, another sale. Good sales people know that they need to do everything they can to learn more about their prospects and clients to make them feel special. Always remember to personalize any mass emails.

Small Business 120

Small Business Small Business Networking Social Media 120

The Pipeline

MARCH 23, 2015

Much of what is available for free on the web has a hidden cost, usually some form of product promotion or some other offer made during the presentation. People know value, and they are willing to pay fair value for value received.

Webinar Metrics 120

Webinar Metrics Objections Negotiation ROI 120