The Pipeline

MAY 4, 2020

Brian delivers insight into how to ensure that you anchor your sales methodology in empathy. In today’s economy many things will change, but not the human element that is key to sales success. Brian shares a number of resources you can use to gain an advantage now when it counts.

Face-to-face 316

Face-to-face Sales Methodology Resources Sales 316

The Pipeline

OCTOBER 18, 2021

Shortly after becoming an independent consultant focused on helping Top Leadership to measurably increasing the productivity of their B2B sales organizations with system thinking, Christian was approached by two German Universities, to become a part time adjunct lecturer (the “0.5 Since spring of this year, he is enjoying retirement.

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

The Pipeline

JANUARY 31, 2022

Craig brings a deep wealth of knowledge about sales and revenue success. Sitting at the intersection of sales tech and sales methodology. Craig has a proven and unique ability to identify trends that impact sales and how to either leverage the good, and avoid the risky.

Sales Methodology 173

Sales Methodology Segment Trends Research 173

The Pipeline

JUNE 20, 2013

What qualifies them for this list is not a common view of sales, in fact the people on the lists come from and offer contrasting views on sales and sales methodologies, but they are all experts in their field, which is why they are on these select list, some on there over multiple years.

Influencer 296

Influencer Sales Methodology Sales Leadership Sales Process 296

The Pipeline

JULY 17, 2014

The reason I say this is the number of instances I have seen where people, who have a sales title of some sort on their business card, seem to be selling by using the ESP sales methodology.

Follow-up 282

Follow-up Sales Methodology Trade Show Proposal 282

The Pipeline

MARCH 10, 2014

They segment and prioritize, and develop a pursuit plan based on where they are most likely to engage with potential buyers, buyers who without the seller’s initiative would remain on the sideline, and unnoticed by sales people waiting for a call from someone who has completed 2/3 of their decision.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

The Pipeline

MAY 29, 2017

No matter how great a sales methodology you introduce, if you don’t change the habits of the team you are working with, you will not change the way they sell. In order to ensure that our clients get maximum bang for their training dollars, we put a great deal of focus and effort on adoption, changing people’s habits.

Hiring 194

Hiring Sales Qualified Lead Quota Sales Cycle 194