Pipeliner

APRIL 12, 2024

Forward-Looking Metrics and Qualification: Andy introduced forward-looking metrics like “pick” or “buyer action.” I shared a revelation about being easy to do business with. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! He is CSMO at Pipeliner CRM.

Video 52

Video Revelation Case Study Pivotal 52

Partners in Excellence

MARCH 8, 2022

Of course, they are engaging sales people through virtual channels, but that’s an increasingly small part of how and where they spend their time in their digital buying journey. All indications show that trend is increasing, we now expect more than 60% of buyers prefer a Rep-Free experience. Buyers are struggling more!

Revelation 85

Revelation Face-to-face Social Media Selling Skills 85

Partners in Excellence

JULY 21, 2023

” We look for new channels or methods of engagement. At the same time, we see similar data on “buyer regret.” Too often, we see buyers buying not because of what we have done, but in spite of what we have done. We are driving buyers away! We have continuing debates about “Is cold calling dead?”

Customer 76

Customer Prospecting Revelation Trade Show 76

Partners in Excellence

NOVEMBER 2, 2021

We know customers spend more of their buying journey finding information in digital and other channels. I think, we may be losing sight of the fact, that despite the customer leveraging digital channels for much of the learning, it is still a very human process. And this is what all of us in sales need to think about.

Revelation 107

Revelation Channels Maximizer Social Selling 107

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” Yet most buyers are not engaging sellers until they are 85% or more through their buying journey! I’m constantly amazed as I look at performance of organizations. We are underperforming the potential.

Opportunity 111

Opportunity Scale Revelation Quota 111

Partners in Excellence

DECEMBER 10, 2018

Where sales people used to be a primary channel for information and education about products/solutions, now customers can self educate through an increasing number of digital and other channels. Suddenly, I had a revelation (in my terms, a brain fart). But sales leaders and people seem to be doubling down on these efforts.

Revelation 80

Revelation Face-to-face Channels Segment 80

Sales Hacker

MARCH 19, 2020

I’ve been guilty of this myself, trying to imagine who my buyers might be and what they want to hear — versus letting the data lead my decision making. They know what their buyer looks like… what his or her pain points are… why they’re buying… and other important details about their overall situation.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75