The Pipeline

OCTOBER 28, 2013

Accountability Attitude Business Acumen Communication execution Listening Managing Multi-Tasking Play to Win Productivity Retention Rudeness Sales eXchange Sales Leadership Sales Management Sales Process Sales Success Success Trust Change Management how to sell better Leadership Renbor Sales Solutions Inc. What’s in Your Pipeline?

Face-to-face 297

Face-to-face Retention Coaching Meeting 297

The Pipeline

JULY 16, 2019

Not a moto for successful selling and retention, but maybe it has some purpose. By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” At the core, the concept points how two unrelated parties can band together for a common cause. For sales, that common purpose something other than an “enemy.”

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Pipeline

APRIL 2, 2012

Extending the notion of “sales process” to include the buying process, and the client satisfaction/retention process; after all, everyone agrees that is cheaper to maintain a revenue stream than to find a new one. Attitude is clearly part of it, how you view that client based on the label you place on them.

Prospecting 267

Prospecting Sales Cycle Energy Retention 267

The Pipeline

AUGUST 24, 2012

For example, in a specific industry, a number of similar clients have been able to increase their retention of reps, and by extension client satisfaction, up-sell and retention, all because of my program. Identify where you have delivered tangible value to a similar company, a similar role, the more similar the better.

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

The Pipeline

AUGUST 21, 2013

Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. First a person not ready to manage who cannot get buy in from the team, becomes disillusioned and either leaves or becomes the ass hole manager from hell.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

The Pipeline

NOVEMBER 20, 2014

The Limbic (Emotional brain) system creates chemical messages that connect information to memory, the retention of which is significantly increased when that information is presented in an emotionally charged context.” Since having the buyer retain your message is a key challenge, there is a pay-off right there.

Chemicals 292

Chemicals Objections Buyer Retention 292

The Pipeline

MARCH 27, 2018

Retention is based on value delivered, not perceived or contrived scores. In the case of won accounts, it should be the rep, the nature of the questions in the 360 Degree Deal Review , will solidify that they made the right choice to go with you, and usually leads to more open and wide-ranging conversations.

Lead Rank 259

Lead Rank Lead Scoring Buyer Banking 259

The Pipeline

AUGUST 7, 2018

In the immediate sense, the ability to upsell, cross-sell and ensure retention by gaining a broader understanding of the client organization. Yes, the time invested in this activity is time not selling, but over time, the balance swings your way. Once you develop this discipline, you will see a couple of benefits.

Decision Maker 149

Decision Maker Banking Call-back ROI 149

The Pipeline

APRIL 16, 2012

At the same time, because you are getting to the root cause for the needs that are driving the buyer, leading to a much bigger, deeper, and better picture of how you can help the buyer, now and moving forward, it will allow you to close bigger, improve penetration and retention. Next Step.

Penetration 279

Penetration Lead Rank Buyer Retention 279

The Pipeline

SEPTEMBER 25, 2012

Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners.

Strategy 266

Strategy Small Business Small Business How To 266

The Pipeline

OCTOBER 2, 2018

When we promote people to leading roles for the sake of a title or a retention tool, without properly equipping them to do their job, which is to develop revenue-generating machines, then we are shooting ourselves in the foot and pipeline. Coaching, unlike the title of manager, is something that has to be learned, a skill developed over time.

Coaching 273

Coaching Cold Calling Quota Data 273

The Pipeline

JANUARY 23, 2013

By Tibor Shanto – tibor.shanto@sellbetter.ca. This time of year is an interesting time for the retail trade.

B2B 244

B2B Retail Margin Pipeline 244