The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13. PROACTIVE PROSPECTING! Second Prize.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

OCTOBER 29, 2012

What was the last self improvement program, workshop or seminar they attended. There are people who attend my public workshops, paying for them out of their own pocket, these sellers are willing to invest in their success. About four years ago I met a very successful investment sale person at one of my public workshops.

Hotels 255

Hotels Transportation Webinar Metrics Sales Cycle 255

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. By Tibor Shanto – tibor.shanto@sellbetter.ca . Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career.

ACT 223

ACT Quota Exact Consumer 223

The Pipeline

MARCH 13, 2012

Coming up in the next week or two, if you are in the Greater Toronto Area, you’ll be able to see me on Rogers TV In Business – discussing prospecting and the upcoming Proactive Prospecting Workshop in Markham. On March 14, I will be on The Sales Management Issues interviews with Jonathan Farrington.

Media 227

Media Journal Sales Cycle Call-back 227

The Pipeline

SEPTEMBER 18, 2018

Try it, I do it every workshop, never fails, “I sell hardware; I sell electronic components, advertising services… blah… blah.” Sounds easy, but ask people what they sell, and the vast majority, yes more than 80%, frame their response in terms relating to a product and a specific pain their product addresses.

Vendor 255

Vendor Discount Insurance Insurance 255

The Pipeline

SEPTEMBER 24, 2012

You don’t know how hard I have to hold back from rolling my eyes or taking someone full on when they drop one of these untruths in my workshops. But they sound good, and you generally get “bonus” points for saying them in the right discussion, on social media or sales seminars.

Social Media 287

Social Media Intent Objections Account 287

The Pipeline

NOVEMBER 26, 2019

But I have a captive audience in a workshop, on voicemail you don’t. I face this every day; I talk to people about how I get 4 – 5 return calls for every ten voicemails returned within 72 hours. The people who get one or less per ten, see this as being too much till they know the technique.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. One practice was to paint closed ended questions as being inferior, substandard, in those days, even communist in nature; may sound extreme, but in reality, closed ended question were uniformly vilified. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

The Pipeline

SEPTEMBER 21, 2012

Don’t forget to Join us in Houston, October 18 for the Proactive Prospecting Workshop! So go ahead, profile, your buyers don’t care as long as it helps them in the end. What’s in Your Pipeline? Tibor Shanto.

Ideal Customer Profile 242

Ideal Customer Profile Objections Call-back Buyer 242

The Pipeline

MARCH 30, 2012

I have a free pass for my upcoming Proactive Prospecting Workshop in Toronto April 13, we’ll cover voice mail specifically. Mr. Holman, give me a call. Try it, it is amazing what you can do, when you choose to do it, instead of doubting. What’s in Your Pipeline?

Call-back 227

Call-back Up-Sell B2B Pipeline 227

The Pipeline

JUNE 19, 2014

We had some great responses, and the result was in some ways different than what I had expected based on similar discussions with salespeople in workshops I have delivered, or other reps I have worked with directly. Thank you to everyone who responded.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

The Pipeline

SEPTEMBER 25, 2013

I usually start my Proactive Prospecting workshops by asking “Who here can make quota strictly from their base and referrals from that base?” The rule being that cold calling is a key and necessary (evil) part of successful B2B selling.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

The Pipeline

MARCH 14, 2016

I have a unique vantage point on this, in workshops when people are asked to practice in “safe environment”, the fear is strong, many otherwise smart people, would rather look stupid in front of their peers, than face their fears and improve their skills and results.

Face-to-face 120

Face-to-face Account Motivation Energy 120

The Pipeline

SEPTEMBER 14, 2012

Don’t forget to Join us in Houston, October 18 for the Proactive Prospecting Workshop! If it is there when you promised, when they open their inbox, than you are still a pro, lived up to your commitment, the client doesn’t care if you sent that e-mail at 6:00 pm or 10:30 pm, it is there when they expected! What’s in Your Pipeline?

Lead Rank 244

Lead Rank Lead Scoring Call-back Face-to-face 244

The Pipeline

APRIL 3, 2012

Please connect with Linda Beck , www.pillarperformance.com ; lindabeck@pillarperformance.com ; for dynamic learning workshops on the Many Faces of Emotional Intelligence; Engaging Employees; Critical Decision-Making; Dynamic Teams; Exceptional Customer Service; True Colors; Leadership is a Choice….

Face-to-face 233

Face-to-face Study Research Analysis 233

The Pipeline

DECEMBER 7, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 16, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

JANUARY 18, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

DECEMBER 16, 2011

To achieve sustained success in all of these disparate industries requires specific skills sets and the “generalized” workshops simply cannot deliver them. On her right is another person who is developing a successful career in manufacturing, selling hydraulic components and next to him… I think. Tongue in cheek. Voice mail.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MARCH 7, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 8, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 15, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JULY 1, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

The Pipeline

NOVEMBER 23, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 17, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

MARCH 6, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

AUGUST 10, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

MARCH 9, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

JANUARY 24, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203

The Pipeline

MARCH 16, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

The Pipeline

JUNE 8, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224

The Pipeline

FEBRUARY 22, 2012

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

JUNE 19, 2014

We had some great responses, and the result was in some ways different than what I had expected based on similar discussions with salespeople in workshops I have delivered, or other reps I have worked with directly. Thank you to everyone who responded.

Cold Calling 145

Cold Calling Face-to-face Travel Account 145

The Pipeline

JUNE 15, 2011

Tongue in cheek. Trigger Events. Voice mail. Walk Away Price. When Sales Met Marketing. White Paper. Zone Based Selling. Zone Selling. Recent Posts. Never Let a Good Plan Get In The Way Of Success! Win The Sale Without Compromising on Price. We Don’t Need No Stinkin’ Sales Process!

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241