The Pipeline

AUGUST 17, 2021

The sales cycle is your opportunity to establish yourself as the subject matter expert. Most also-rans, pundits and sellers alike, feel giving a choice is the polite way not to “corner” a client. But when you what value you bring and how, it becomes much easier for all, to focus the conversation. Buyer Remorse.

Negotiation 352

Negotiation Lead Rank Lead Scoring Buyer 352

The Pipeline

JANUARY 10, 2017

What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems.

Sales Cycle 120

Sales Cycle Microsoft Buying Cycle Benefit 120

The Pipeline

OCTOBER 26, 2021

In casual conversation about your pipeline, he would learn the average length of your sales cycle. If the conversation took place in late October, and your average cycle is four months, he would ask the following. That in itself was a challenge for most, the common response being depends.

Top of Funnel 188

Top of Funnel Face-to-face Incentives Incentive 188

The Pipeline

NOVEMBER 27, 2014

Ability Action Activity Management Alignment Attitude Change Management execution Interview Pipeline Management Productivity Sales Cycle Sales Leadership Sales Perfomance Management Accountability Communication how to sell better Leadership Renbor Sales Solutions Inc. Enjoy: Happy Thanksgiving. Tibor Shanto .

Hiring 292

Hiring Discount Sales Cycle Pipeline 292

The Pipeline

JANUARY 2, 2014

Let’s look at one of the biggest slices of crap peddled in sales these days: “60% of the sales cycle is over before a buyer talks to a sales person” , as quoted by James Wood, on Earnest About B2B Blog , Slide number 5, attributes the quote to Kieran Flanagan, Hubspot. Happy New Year! Tibor Shanto. Tibor Shanto'

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

The Pipeline

NOVEMBER 21, 2013

For the longest time we were encouraged to use the BANT as a means of qualifying potential buyers, and I guess by extension shorten sales cycles and get more sales. By Tibor Shanto - tibor.shanto@sellbetter.ca. No Budget – no buy; no authority – no buy; no need – no buy; no timeline – no buy. What’s in Your Pipeline?

Objections 300

Objections Sales Cycle ACT Buyer 300

The Pipeline

FEBRUARY 27, 2013

Not long ago I posted a piece about the positive side of “closed ended” questions , and their place in the sale cycle. As with many things it is rarely the case of one versus the other but more of which is more appropriate for the scenario, and in sales for achieving the objective you set out to accomplish.

Sales Meeting 306

Sales Meeting Meeting Sales Cycle Objections 306

The Pipeline

MAY 6, 2013

Ability Accountability Action audio Business Acumen Buying Process EDGE Sales Process execution Gap Selling Hunter Interview Media Play to Win Sales 2.0 Sales Cycle Sales eXchange Sales Process Sales Success Status Quo Attitude how to sell better Leadership Planning Prospecting Renbor Sales Solutions Inc.

Sales Cycle 244

Sales Cycle Media Account Pipeline 244

The Pipeline

APRIL 15, 2013

When you call a on a VP, and deliver your message in implementer speak, you risk being banished down in the organization, because that is what you sound like, where you may be stuck for a while, extending you sales cycle, or forever, and never getting the sale. Sales Language sell better Tibor Shanto Time Time Frame'

Sales Cycle 288

Sales Cycle Decision Maker Vendor Benefit 288

The Pipeline

JANUARY 12, 2015

Get your mind out of the gutter for a second, and thing length of sales cycle. I was recently approached to write a piece examining how to reduce the length of the sales cycle, or as some like to say increase the velocity of a sale, something I have written about in the past. Sales Execution Tibor Shanto'

Sales Cycle 120

Sales Cycle Scale Account Prospecting 120

The Pipeline

JUNE 12, 2013

Take a look at what I mean, then download our E-Booklet – Sales Happen In Time : What’s in Your Pipeline? Tibor Shanto.

Video 276

Video Pivotal Sales Cycle Pipeline 276

The Pipeline

MAY 29, 2017

Using our Activity Calculator, each rep calculates approximately what percentage of their time they have to allocate to high value activities across a period of time, ideally a sales cycle, or if we have to a week or month. (I

Hiring 194

Hiring Sales Qualified Lead Quota Sales Cycle 194

The Pipeline

JANUARY 27, 2014

The other reason you need to live in the future, is driven by the realities of calendars, fiscal years, invoicing and the payable cycles of your buyer. Sales Process Sales Skills Tibor Shanto' Tibor Shanto.

Sales Cycle 236

Sales Cycle Objections Forecasting Lead Rank 236

The Pipeline

APRIL 24, 2013

Accountability Action Attitude Business Acumen Buying Process Client Life Cycle Communication Strategy Don''t Wait EDGE Sales Process execution Gap Selling Hunter Impact Questions Interview Leadership leading indicators Play to Win Proactive Provocative Selling Sales Cycle Sales Mistakes Sales Process Sell Better Selling to Executives Trigger Events (..)

Video 282

Video Face-to-face Sales Cycle Channels 282

The Pipeline

JULY 9, 2019

Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. And while it may work for Zen and motorcycles , in sales, it is not about the journey but the destination, the win. Each day is a building block of the sales cycles you’re currently travelling.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

The Pipeline

APRIL 2, 2012

But once on the shelf, they do not get the same attention as those opportunities in the early stages of the sales cycle. They don’t necessarily abandon the recently closed customers, but more like placing them on a shelf or a trophy case with all the deserved pride of accomplishment.

Prospecting 267

Prospecting Sales Cycle Energy Policies 267

The Pipeline

AUGUST 8, 2011

Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution. Sales Bloggers Union. Sales Compensation.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

DECEMBER 18, 2018

When you are in the middle of it, the heat of the experience, be that a sport game or sales or selling, it is easy to assume that the others involved are prepared and as ready as you are, or they should be; especially in a sales, where the buyers seem to be willing participants. Yes, the buyers.

Buying Cycle 247

Buying Cycle Buyer Objections Face-to-face 247

The Pipeline

APRIL 13, 2017

Step one – figure out all the things you have to do during the course of typical sales cycle in order to win the sale. Not all the things you can do, currently are doing, see others doing, no – just those activities without which there would be no sale – nothing else, no matter how appealing, fun or cool. Allocation.

Face-to-face 188

Face-to-face Sales Cycle Maximizer Course 188

The Pipeline

APRIL 10, 2014

Accountability Action Attitude Buying Process Disqualify execution Objection Handling Objective Based Selling Play to Win Proactive Sales Mistakes Sales Success Sales Tip Shorter sales cycle Change Management Communication Disqualifying how to sell better Planning qualifying Renbor Sales Solutions Inc.

Objections 335

Objections Sales Cycle Buyer Prospecting 335

The Pipeline

MARCH 12, 2021

Longer than most sales cycles, certainly longer than the 9-to-18-month effort required by the entire organization. Add to that, the effort to overhaul the sales process while continuing to fly the plane. Data is the rear-view mirror, thinking outside the limits of the data machine is crucial to winning in the future.

Data 386

Data Sales Leadership Quota Sports 386

The Pipeline

JANUARY 6, 2014

Ability Action Attitude Differentiate execution Funnel management Long Shot Persistence Pipeline Management Play to Win Procrastination Prospecting Sales Cycle Sales eXchange Sales Mistakes Accountability how to sell better Proactive Renbor Sales Solutions Inc. Sales Process Sales Success Tibor Shanto'

Top of Funnel 276

Top of Funnel Pipeline Sports Funnel 276

The Pipeline

JUNE 22, 2020

There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. By Tibor Shanto. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year.

Buyer 272

Buyer Prospecting Advertising Advertising 272

The Pipeline

MARCH 19, 2012

While we talk about “a sales cycle”, but the reality is that a sales person could in fact have multiple cycles unfolding at the same time, all different in length. The largest group, the status quo, will be extended cycles, and thereby present a number of challenges.

Strategy 267

Strategy Sales Cycle Face-to-face Buyer 267

The Pipeline

SEPTEMBER 20, 2013

Action Attitude Communication Strategy execution Guest Post Metrics Sales Cycle Sales Strategy Sales Success Sales Technique Communication how to sell better Planning Proactive Sales Process Sales Skills'

Fashion 244

Fashion Collateral Trends Campaigns 244

The Pipeline

NOVEMBER 5, 2014

2015 is fast approaching, hey if your sales cycle is longer than 8 weeks, you’re already selling in 2015. I am pleased to be part of a leading experts on sales, planning and sales leadership. November 12, 2:00 pm Eastern. The time to start thinking about 2015 is here, planning should be well underway.

Sales Management 256

Sales Management Top of Funnel Lead Rank Lead Scoring 256

The Pipeline

MAY 4, 2017

To do that you must first know what are the key activities you have to do over the course of a sales cycle, prospecting, research, play-off pools, account management and more. This is why I want the sellers I work with to not think about time management, a really silly concept, but instead focus on time allocation.

Banking 168

Banking Sales Cycle Account Pipeline 168

The Pipeline

SEPTEMBER 18, 2013

Accountability Action Activity Management Business Acumen execution Funnel management Metrics Next Steps Pipeline Management Sales Cycle Sales Process Sales Strategy Attitude Change Management Commitment how to sell better Planning Play to Win Proactive Prospecting qualifying Renbor Sales Solutions Inc.

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

The Pipeline

JULY 15, 2013

Ability Accountability Action Appointments Buying Process Change Management Cold calling execution Impact Questions Listening Objection Handling Play to Win Preparation Sales Cycle Sales eXchange Sales Mistakes Sales Success Attitude cold calling EDGE Sales Process how to sell better Planning qualifying Renbor Sales Solutions Inc.

Cold Calling 303

Cold Calling Objections Vendor Call-back 303

The Pipeline

SEPTEMBER 25, 2018

The two that need to be simultaneously are being different in a positive way – and – ret the buyer’s attention, here and now and throughout the sale cycle. Let’s look at two very related elements of success reps need to master, and how they can improve these.

Referrals 244

Referrals Call-back Guarantee Buyer 244

The Pipeline

MARCH 13, 2012

You can read or download a copy here, to share with friends, family, fellow churchgoers, or just to have nearby while preparing for next big sales call.

Media 227

Media Journal Sales Cycle Call-back 227

The Pipeline

JANUARY 16, 2014

While there is no denying that you want to know exactly what you are doing that is helping you win, you want to know what unfolded on the buyer’s side that prompted them to engage, and what outside and inside factors accelerate your sales cycle or cause it to slow and stall. All important things you want to leverage. Tibor Shanto.

Sales Cycle 220

Sales Cycle Exercises Segment Objections 220

The Pipeline

JANUARY 11, 2012

Work Your Cycle not the Calendar. Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Sales Bloggers Union.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. Wednesday I posted a piece about the importance of working your sales cycle, not the calendar.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

FEBRUARY 1, 2013

Long Sales Cycles. I’ve experienced first hand what the sales process is like for real estate, manufacturing equipment, supplies, and countless other things businesses buy. It can be a long process, but none tend to be as long a process as software sales.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Pipeline

AUGUST 20, 2019

If you have a three-month sales cycle, you’ll only have September to add to your pipeline for this year. This alone should spur you on to engage with all those lonely buyers. Not to mention that everyone comes back, buyer and seller, we’re in crunch time.

Pipeline 254

Pipeline Face-to-face Discount Buyer 254

The Pipeline

DECEMBER 19, 2013

Ability Accountability Action Disqualify execution Objective Based Selling Planning Play to Win Price Price perceptions Proactive qualifying Sales Cycle Sales Fundamentals Sales Process Sales Success Time Allocation Attitude Change Management how to sell better Renbor Sales Solutions Inc. Tibor Shanto.

Scale 296

Scale Fashion Margin Sales Cycle 296