The Pipeline
JANUARY 13, 2014
The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it. Accountability Action Attitude Cold calling execution Intentions Leadership Objection Handling Objective Based Selling Objectives Proactive Prospecting Prospecting Sales 2.0 What’s in Your Pipeline? Tibor Shanto.
Sales and Marketing Management
JUNE 22, 2020
The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. McKinsey research from the 2007-2008 recession shows that companies that spend carefully and strategically into a downturn grow faster once economies rebound.
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Zoominfo
FEBRUARY 17, 2021
Don’t: Waste your time calling unfit, or barely fit leads — find out exactly who’s in your market. Wing it when faced with objections — plan them out in advance. Back in 2007, it took 3-4 cold call attempts to reach a prospect. Leave a voicemail if they don’t pick up. Follow up after the call (preferably by email).
The Pipeline
NOVEMBER 25, 2011
December 2007. Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Objection Handling. April 2008. March 2008.
The Sales Hunter
FEBRUARY 20, 2012
Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Your objective here is to get them to realize the quality you provide them and, in so doing, to get them to talk about it.
Sales and Marketing Management
DECEMBER 17, 2018
Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams. A friend of mine speaks fondly of when her firm recognized her team (and their guests), some 20 years ago, for achieving a stretch objective. Worry no more.
The Sales Hunter
NOVEMBER 25, 2011
You face objections each day just like they face tough defenses in every game. Related posts: 4 Common Sales and Marketing Practices that Fail in the New Economy. December 2007. November 2007. October 2007. September 2007. You can’t do your job without feedback from your customers or your coaches.
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