The Pipeline

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Exhibit Something Different

The Pipeline

Most trade shows I attend, I do so to prospect, not as an exhibitor. This time I got to experience trade shows like most mortals do. I am not a trade show expert (check out Alice Heiman for that), and I recognize that environment does make a difference. By Tibor Shanto. Exhibit Next Steps.

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3 Reasons Your Prospecting Messaging Fail

The Pipeline

These are not buyers who are out there looking, consuming content almost at the rate we crack it out, they’ve been to your webinars, and lined up to be “scanned” at a trade show. We’re looking at Status – don’t bother me – Quo. Hey – We’re moving. Yes, all the same great content and more! Our new home: www.TiborShanto.com.

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Playing With Numbers – Sales eXecution 247

The Pipeline

Having remembered that the company had recently done a trade show about a week before our conversation. The rep in question was very defensive about some of the numbers, asking where they came from, when I shared that with him, he kept on protesting and questioning, just like the lady in Hamlet. He told me about thirty or so.

Margin 312
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Winning Your Prospect’s Prospect

The Pipeline

The set up was that they are at a relevant trade show and meet someone in a coffee line who could be a potential buyer who poses the question “what do you sell?”). If you dig into their material, they actually speak to the downstream impacts on the buyer’s clients.

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What Do You Sell?

The Pipeline

If you need to set it up, tell them the setting is a trade show and the person asking the question could be a viable prospect, so the answer counts. Try this experiment, if you are a manager or team leader, next time you have team together in a room, or call, ask them to respond to the following question: “What do you sell?”

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Sales Calls: Success through Preparation

The Pipeline

Read up on industry trends, perform market research , attend trade shows and read the best blogs on the topics. Immerse yourself. If there are particular industries that you always sell to, get to know what makes them tick. Prepare questions.

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FU Is For Follow Up

The Pipeline

Another example is when sales people are tasked with calling either people who stopped by their booth at a trade show, or sales people who spend part of their day collecting cards to use for potential appointments. If I have any inkling of possible business, I follow up for the obvious (may be not to some) reasons.

Follow-up 282