The Pipeline

MARCH 31, 2020

George has a terrific ROI calculator on his landing page. When you buy the book, make sure to read Chapter 5: “How Technology Undermines Sales” at least twice – you’ll never look at your CRM the same way again! Check out Stop Killing Deals now. It will show you how much money can be made by improving sales effectiveness. Check it out here.

Call-back 279

Call-back ROI Sales Enablement Sales Coaching 279

The Pipeline

FEBRUARY 1, 2013

Probably more than any other type of capital investment, companies put a large emphasis on return of investment (ROI) when it comes to technology. If you aren’t building a strong business case or ROI analysis for your offering, or helping your prospect build one, you are at a serious disadvantage.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Pipeline

SEPTEMBER 24, 2019

Therefore, when you present an ROI based on your product, without the context of their entire project, and the initiative it supports, it comes across as meaningless. Smart organizations formulate their ROI and discussions on the whole project and residual benefits. The whole project, not just your product.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

The Pipeline

FEBRUARY 20, 2018

Reps get this, just look at all the time they spend talking ROI to their buyers, every time, all the time. However, the same reps never apply their beloved ROI process to themselves, but other business-oriented people in their companies do. A business person looks at an underperforming asset and asks how they can change that?

Objections 258

Objections ROI Call-back Pivotal 258

The Pipeline

OCTOBER 3, 2019

According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Like most in our profession, I am a big fan of account-based sales and marketing. Account-based isn’t new – but it is en vogue.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

The Pipeline

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up. Numbers Are Here To Stay. As mentioned, I was a flag bearer for the “numbers” team.

Discount 361

Discount Quota Sports Objections 361

The Pipeline

AUGUST 21, 2014

Many like to present some form of ROI, and a good ROI discussion also looks at the risk and cost of inaction. Just as it helps buyers articulate their doubts or concerns, making it easier for them to be broken down and dealt with. Do the same with your challenge to get the same results.

ROI 303

ROI Face-to-face Buyer Energy 303

The Pipeline

FEBRUARY 27, 2018

BTW, ROI, is not an impact, and impact is what leads to the ROI. Rather than starting with the “problem,”begin with resulting impact of your offering, even those with no problems will recognize the outcomes, even if they could care less about features of how you do it. Why Are You Calling?

Prospecting 215

Prospecting Skype ROI Face-to-face 215

The Pipeline

JULY 10, 2014

360 Degree Deal View Accountability Alignment Attitude Business Acumen Buying Process Change Management execution Objectives Play to Win Return On Objectives ROI ROO Sales Process Sales Strategy Sales Success The Objective Seller Commerce how to sell better Leadership Proactive Renbor Sales Solutions Inc. Tibor Shanto .

Case Study 275

Case Study Objections ROI System 275

The Pipeline

MARCH 3, 2020

Real change will be hard but profitable; habits are proven ROI. The reason you need to uproot is to prevent people from going back; to relapse and settle back to old ways of doing ‘it’. Of our daily activities, 40% are habit driven, it is just a question of which habits, good or bad?

Face-to-face 362

Face-to-face Pipeline ROI Training 362

The Pipeline

APRIL 6, 2021

The reality is the fact that almost 50% of reps don’t make quota or an ROI for their employer. While it is the company who feed and clothe the rep, many place their employer’s margins as less important. And yes, if you get a base, your employer is feeding and clothing you.

SME 299

SME Lead Rank Lead Scoring Discount 299

The Pipeline

SEPTEMBER 25, 2017

An example would be ROI calculators or marketing contrived scenarios. One way to manage this is providing insight and knowledge to help the buyer understand, and reduce their uncertainty. Some believe they do this but they do not. These are not bad, but are usually product or vendor centric.

Vendor 272

Vendor Buyer Travel Objections 272

The Pipeline

OCTOBER 24, 2019

There is no doubt that you know your product inside out, and the ROI you may deliver. Not taking away from the importance of the prospect’s experience, the real opportunity is for you to grow you’re your expertise. But prospects are focused on outcomes, and they may define those in different terms than others we sell to.

Prospecting 205

Prospecting Training SME ROI 205

The Pipeline

MAY 21, 2019

I understand that vendors need to realize an ROI, as a result we should expect to be “sold.” What I have to report that it wasn’t a great experience. Sellers need to exhibit something different from the usual lack of preparation and apathy towards outcomes. However, the behaviour of the people in the booths worked counter to that goal.

Trade Show 232

Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

The Pipeline

JULY 10, 2014

360 Degree Deal View Accountability Alignment Attitude Business Acumen Buying Process Change Management execution Objectives Play to Win Return On Objectives ROI ROO Sales Process Sales Strategy Sales Success The Objective Seller Commerce how to sell better Leadership Proactive Renbor Sales Solutions Inc. Tibor Shanto .

Case Study 161

Case Study Objections ROI System 161

The Pipeline

JUNE 7, 2016

Case studies from real sales teams who have successfully implemented visual storytelling with a positive ROI. You’ll learn: How to tell your story in a visual way that engages buyers, creates value, and drives action. How to tackle the challenges that come with transitioning to a more engaging approach to delivering sales presentations.

Webinar Metrics 120

Webinar Metrics Case Study ROI Lead Rank 120

The Pipeline

OCTOBER 6, 2016

Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack. These days, they throw technology at it instead. As they add things, they add complexity, complexity as presented Monday, impacts productivity negatively.

Case Study 291

Case Study Fashion Exercises Buyer 291

The Pipeline

AUGUST 18, 2014

VP: Are you kidding, even after all that, we still have to deal with that, all the ROI we show them, and we still go through that. TS: But once you present the proposal, it’s done, no back and forth, no negotiations, no price haggling. TS: So tell me again how you are different? What’s in Your Pipeline? Tibor Shanto .

Conference 303

Conference Proposal Call-back Negotiation 303

The Pipeline

OCTOBER 29, 2019

As far back as I remember, a common ROI hypothesis has been the ability to help clients recapture time. By Tibor Shanto. I did at my last corporate stop: “It normally takes your people X hours to do this critical task, our THING allows them to do it in half the time.”

Call-back 203

Call-back Lead Rank Lead Scoring Sales Enablement 203

The Pipeline

JULY 2, 2019

Most sellers stop here, do an ROI calculation, then sit back. The key to this buyer is that you can reduce a three-day production process to 2.75 days, not the mechanics of how you do that. You are giving them the most scares resource on the planet, time. We need to take the extra step of helping the buyer see the difference.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

The Pipeline

JUNE 2, 2015

Plus, gain valuable actionable insights and best practices on ROI and engagement to increase the success of your next B2B marketing and sales campaigns. What is SMB Acuity?

Retail 120

Retail Networking Discount ROI 120

The Pipeline

DECEMBER 11, 2014

Data can help you improve your process – and your workforce ROI. The Pipeline Guest Post - Diana Doherty. Want to increase productivity without stressing out your employees? Think you have the best possible toolkit for your sales team? Think again. The best sales tools now are all about integration and automation.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

The Pipeline

NOVEMBER 6, 2017

The big flaw in this is that prospects are more confused and overwhelmed than ever , leading to buying cycles that are often twice as long as anticipated, a factor often left out of ROI calculations, if you implement six months later than planned, there are real current and future costs that need to be taken into account.

Call-back 194

Call-back Insurance Insurance Buying Cycle 194

The Pipeline

NOVEMBER 19, 2019

We’ll call him Nigel, is all about specs, product specs, price specs, ROI specs, the hare’s specs. Based on their time to decision (commitment), they will each be exploring and validating different elements of their journeys — a Buyer.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

The Pipeline

AUGUST 3, 2017

Product, feature, ROI, all noise. You may ask why this is important on cold prospecting call? Well if you call and sound like the 5,000 calls before you, you are going to suffer a similar fate to 4,999 of them.

Objections 206

Objections Face-to-face Segment ROI 206

The Pipeline

AUGUST 7, 2018

We then send our reps out and tell them to go forth and find decision makers, you know, “those executives in the C Suite!” ” The problem is this group of decision-making ‘C types’ is shielded from the day to day realities of your product.

Decision Maker 149

Decision Maker Banking Call-back ROI 149

The Pipeline

OCTOBER 16, 2018

Most buyers have been conditioned to hearing about things which are of interest to few; they hear all about product, unbelievable ROI’s, and ideas aimed at highlighting the virtues of the vendor and their product. Then I invite them to share how they see these same things, and why they are not adopting similar steps.

SME 225

SME Objections Buyer ROI 225

The Pipeline

APRIL 14, 2016

Generic “we, we, we, ROI of that” no longer cuts it unless you happen across someone who has that specific need at the time you call, not likely, less than a 30% shot. And that’s where the work comes in, speaking to those points that are on the minds and the ‘to-do’ lists of byers. buyers , it means work.

Handbook 120

Handbook Cold Calling Objections Face-to-face 120

The Pipeline

NOVEMBER 23, 2015

The ones who were likely succeeding before I came, and get the most out of what they are taught, the ones who will drive the ROI on their company’s investment. You know how many people take me up on this offer? Exactly, only the proverbial 20%. The rest, well, the “know-it-all”, and need little or no help in not making quota.

Hiring 120

Hiring Construction ROI Energy 120

The Pipeline

JULY 3, 2018

’ Get past the buzzwords, and talk of ROI, few ads highlight anything beyond how their features address the buyers pain. Context is critical; it shapes the meaning of what you say and the prospect’s willingness to take it in, and to the degree, they will deal with it, if in fact, they took it in. The Features Of failure.

Decision Maker 179

Decision Maker Objections Cold Calling Buyer 179

The Pipeline

NOVEMBER 30, 2015

Sharing these findings, not the features of your product or ROI, will give them the gift of time, and you more and better customers. Tibor Shanto. Like what you read, have it delivered directly to your inbox !

Buyer 120

Buyer Buying Cycle Objections Lead Rank 120

The Pipeline

JUNE 6, 2016

Be that case studies, ROI calculations, data, etc. While many sales and marketing people will tell you that people buy on emotion, and then spend time and effort rationalising that decision, they continue to lean on the rational and fact based efforts in trying to win over buyers with a preference.

Lead Rank 120

Lead Rank Lead Scoring Objections Call-back 120

The Pipeline

AUGUST 24, 2012

was in the same spot when we first called, but once they saw how our program was able to get their people in front of more prospects, they got to practice Wham Bam Consultative Selling with more buyers, generating mover revenue and ROI on Wham Bam” (Credibility/Involve). Call 2 Action).

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

The Pipeline

MARCH 23, 2015

Be able to articulate, demonstrate and validate that you have helped other buyers achieve those objectives, and that they were able to attain a measurable ROI at your full price. There are three things you need to have in place to avoid the price or free trap: Understand real value you bring to the buyer’s objectives.

Webinar Metrics 120

Webinar Metrics Objections Negotiation ROI 120

The Pipeline

AUGUST 20, 2015

New tools can also be introduced, or at a minimum, existing tools can find new life and utility for the front line reps and ROI for the organization. For example, clients who were challenged in getting adoption of CRM, found this approach as a good carrot. Front line sellers see a direct link to their success and commissions.

Hiring 120

Hiring Energy Commission Buyer 120

The Pipeline

SEPTEMBER 17, 2019

41% Conduct a more detailed ROI analysis before making a final decision. The same report shows that instead of deciding they are: Spending 45% more time researching purchases. 44% Now have formal buying groups or buying committees in place to review potential purchases. 45% Use more sources to research and evaluate purchases.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

The Pipeline

JANUARY 27, 2012

At this point you can decide if you can help them understand your pricing, where their will see an ROI , and make full use of all the impactful thing you uncovered during the Discovery stage. But without the ability to reason things out, it will facilitate an opportunity for you to review the facts and issue you covered during Discovery.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236