The Pipeline

OCTOBER 25, 2012

If you’d like to find out the answers, take this Sale & LinkedIn survey being sponsored by Jill Konrath, a highly respected colleague of mine. Take the survey –> [link]. As soon as the survey results are ready, she’ll send you a copy. Go here to take the survey now –> [link]. Thanks, Tibor Shanto.

Survey 275

Survey LinkedIn Sales Social Media 275

The Pipeline

OCTOBER 19, 2020

Take the Hippo Video & Renbor Sales Solutions, Prospecting Survey. He shares his 25+ years of sales leadership and helps you lead and sell through all types of markets. Your Chance To Shape The Future. The post Sales Scrum Episode #22 – Guest Jeff Goldstein appeared first on TiborShanto.com.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Lead Rank 220

The Pipeline

MAY 29, 2018

But survey after survey shows that any of these in combination with phone is more effective in converting leads to prospects. These are different than buyers coming to your site, these people did not wake up this morning thinking about your product, they are squirreled away doing their jobs.

Cold Calling 264

Cold Calling Inbound Call-back Survey 264

The Pipeline

OCTOBER 3, 2019

A survey done by CEB found that individual stakeholders who perceived content to be tailored to their specific needs were 40% more willing to buy from that supplier than stakeholders who didn’t. To that point, you need a relevant message.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

The Pipeline

SEPTEMBER 27, 2013

A survey presented in Businessweek showed “referrals from clients or partners (22%), general referrals (16%), and cold-calling or telephone prospecting (13%).” DiscoverOrg, recently surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

The Pipeline

SEPTEMBER 17, 2019

According to CSO Insights’ 2018 survey , things are flat or declining. According to Demand Gen Report’s 2018 B2B Buyers Survey Report. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. win rate is identical to the figure reported in the 2017 study.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

The Pipeline

APRIL 12, 2012

My friend Keenan, The Sales Guy , is conducting a survey on his blog asking if texting is a viable and legit means of prospecting , please go and participate. It is amazing how little progress there has been in sales over the last couple of years, despite all the talk.

Prospecting 249

Prospecting Survey Pipeline Cold Calling 249

The Pipeline

FEBRUARY 15, 2015

According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Sales Performance Summit. April 6, 2015. JOIN US AT. The Rotman School of Management. George Street, Toronto, ON, Canada. Performance is no longer an individual measure.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

The Pipeline

APRIL 2, 2019

Here’s the deal, surveys have shown that the best results in engaging with a prospect you do not know, are achieved when you combine email-LinkedIn-phone! However, I do throughout the day listen to messages and get back with those that make sense to me or that caught my curiosity, based on my current goals or sensitivities.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

The Pipeline

SEPTEMBER 2, 2020

In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. By Tibor Shanto. From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect.

System 316

System Prospecting Quota Decision Maker 316

The Pipeline

SEPTEMBER 12, 2013

In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. Thursday, September 19, 2013. 1:00 – 2:00 pm EST / 10:00-11:00am PST.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

The Pipeline

NOVEMBER 13, 2014

According VentureBeat’s summary of the 2014 CEO.com Social CEO Report “an annual survey that investigates the social media habits of business leaders, has been released. DiscoverOrg surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies. Let’s look at the “short list claim”, and decision makers.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

MARCH 2, 2012

Survey after survey of buyers, show that when asked for reasons they buy from the companies they buy from ongoingly, show that price is rarely in the top three, in some cases it is not in the top five. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

JANUARY 2, 2017

While traditional product marketers may test the “new” in a limited way, do consumer surveys, and the occasional focus group. Just look at the recent rebranding of Key Accounts to the new look Account Based Marketing, a brilliant twist emphasising something that really isn’t there.

Sports 209

Sports Sales Enablement Account Based Marketing Exercises 209

The Pipeline

NOVEMBER 1, 2013

I remember reading the results of a purchasing manager’s survey, which detailed that they, purchasing managers, prefer to deal with sales people who can demonstrate that they can access and deliver their company’s broad resources. But the reality more often than not, is that most of the book stays put.

Company 261

Company Loyalty Hiring Face-to-face 261

The Pipeline

JULY 27, 2012

I remember reading some time ago that a survey of the purchasing manager professionals, showing that they would rather deal with reps who can demonstrate their ability to marshal the full resources of their companies, over a superman sales rep; a deep bench is worth more than a rock star rep to those with the money, authority and decision power.

Hiring 300

Hiring Commission Follow-up Survey 300

The Pipeline

JANUARY 2, 2013

The above reflects my discussions with sales leaders who would like to have more to benchmark against than anecdotal – blind survey based – benchmarks as a means to improve the way their teams execute. To that they will need solid sources to benchmark to, and avoid the temptation of using anecdotal sources.”.

Trends 273

Trends Fashion Promotion Social Selling 273

The Pipeline

APRIL 8, 2013

I suspect that this is the sales world version of the Bradley Effect , where voters told pollsters one thing about how they will vote, while doing opposite when they actually went to cast their vote.

Cold Calling 292

Cold Calling Referrals Social Media Objections 292

The Pipeline

MARCH 11, 2013

Click here to complete the Voice Mail Survey! You can start by reading Mine The GAP , and go from there; come back next Monday to see how you can shock the process forward with the Status Quo. What’s in Your Pipeline? Tibor Shanto.

Marketing 282

Marketing Buyer Vendor Objections 282

The Pipeline

JUNE 26, 2013

Sadly the same survey showed that most sales people give up after three or so tries, priming the pump for those of us who are willing to go the distance. So here we are five touch points by Thursday morning, and I don’t think we are near an injunction order. What’s in Your Pipeline? Tibor Shanto.

Cold Calling 267

Cold Calling Call-back Intent Social Media 267

The Pipeline

MARCH 1, 2015

According to the STAR Results 2015 Sales Manager Survey™, in the new sales reality, characterized by increasingly knowledgeable and discriminating buyers, performance and performance management are the burning issues for sales leaders around the world. Performance is no longer an individual measure. It is a mission critical strategy.

Survey 120

Survey ACT Benefit Sales 120

The Pipeline

JUNE 22, 2015

Further to this point, last week I participated in an event hosted by SMB Acuity , a premier supplier of actionable business insights, where they presented the results of a survey of Small and Medium business in the USA and Canada specifically companies with 100 or less employees, those driving the economy.

Hiring 120

Hiring Lead Rank Lead Scoring Account 120

The Pipeline

JULY 21, 2016

A recent survey by Marketing Metrics found that the probability of selling to an existing customer is 60-70% , while the probability of selling to a new prospect is just 5-20%. A good salesperson knows that at the end of the day, human-to-human relationships are what it all boils down to.

Small Business 120

Small Business Small Business Networking Social Media 120

The Pipeline

MARCH 13, 2013

Click here to complete the Voice Mail Survey! If you have lots of prospects, this is not an issue, if you only have one or two, you may have to settle for the scraps that a quick 15 minutes represent. What’s in Your Pipeline? Tibor Shanto.

Lead Gen 310

Lead Gen Decision Maker Lead Rank Lead Scoring 310

The Pipeline

JULY 13, 2012

Reps we survey often never get around to directly touching accounts beyond their top 30, leaving accounts 31 and above, lonely, abandoned, and ignored. Time after time we see scenarios where the top 10 accounts in a rep’s territory accounts for up to 60% – 80% of their revenue base, if you look at the top 20, that number is even bigger.

Territories 257

Territories Pipeline Guidelines Account 257

The Pipeline

APRIL 8, 2011

Perform surveys, organize a focus group, and gain any amount of REAL consumer data. All of our actions were performed on a case by case basis from location to location based on localized information we gathered from local committees. Similarly, never assume that you know best.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

FEBRUARY 13, 2020

In a survey, bank customers understood their account managers would turn over frequently. Checking in is the blue-collar part of prospecting, which is already the thought of as less than sales. Staying top of mind is not an intellectual game, but a “being present” game.

Proposal 264

Proposal Call-back Follow-up Lead Rank 264

The Pipeline

FEBRUARY 27, 2014

In-person events still rule – a survey of B2B marketers showed that people still think that in-person events are the most effective way to market and sell to potential customers. People love getting their information in a visual manner – less reading, more colors. Infographics were used by 51% of B2B content marketers in 2013.

Marketing 276

Marketing Small Business Small Business Survey 276

The Pipeline

AUGUST 21, 2017

A survey from CEB (now Gartner), shows that sales ranks second to last in the percentage of women making in leadership rolls. While this has been a focus for some, a topic of discussion for others, progress has been slow, which is a shame given that it is 2017, and that some 40% of existing sales reps will miss quota.

Fashion 205

Fashion Policies Quota Commission 205

The Pipeline

APRIL 17, 2018

” Numerous surveys have shown that a core premises Sales has been labouring under is a myth, total falsehood: Buyers are more informed and therefore able to make more informed decisions.

Outsourcing Services 300

Outsourcing Services Face-to-face Buyer Insurance 300