The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

MAY 13, 2011

My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Buyers buy from people they like (and respect).

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

FEBRUARY 8, 2012

Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Demand Generation. EDGE Sales Process.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

OCTOBER 26, 2011

Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. One word that is used a lot in sales, probably over used, is Value. Demand Generation. EDGE Sales Process.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

AUGUST 8, 2011

But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. But if that desire manifests itself in the wrong way, they tend to disaffect buyers. Demand Generation. Sales Cycle.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

OCTOBER 10, 2011

As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. They go through the meeting, executing their plan, and moving towards their next step or advance. No bad, even better when the buyer accepts the next step and the process moves forward towards agreement.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

Mereo

MAY 28, 2020

But in the light of social distancing and shelter-in-place guidelines, many salespeople are literally grounded in one spot, seeking to serve buyers in remote capacities. Sales Enablement: Dedicate cycles and budget to enhancing the skills of sellers through training role-play exercises necessary to excel in the new dynamic.

Revenue 56

Revenue Face-to-face Trade Show Buyer Persona 56

The Pipeline

FEBRUARY 6, 2012

Stored in Attitude , Business Acumen , Communication Strategy , EDGE Sales Process , Impact Questions , Questions , Sales Leadership , Sales Success , Sales eXchange , execution. Questions create interesting experiences for people, and don’t forget, buyers are people. Demand Generation.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

The Pipeline

DECEMBER 12, 2011

If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Sales Cycle.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

AUGUST 24, 2011

Beyond automation, tools, and other resources available to sales professionals today, it still is the responsibility of the rep to be sure they are ready and willing to fully engage with a potential buyer, we examine a few here, some next week, but we are also curious as to what you do to be better prepared. Demand Generation.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

MARCH 2, 2012

Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. 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

JUNE 15, 2011

For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. This has become much more the case since the introduction of the marketing term Sales 2.0. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Tool.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Demand Generation. EDGE Sales Process.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

NOVEMBER 10, 2011

Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

AUGUST 16, 2011

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. That is how most people see an initial negative response from a buyer, as rejection, rather than correction. Demand Generation.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Corporate Visions

OCTOBER 13, 2018

Make your 2019 sales meeting kickoff theme about maximizing profitability throughout the entire customer relationship, not just during the initial deal. As a result, salespeople need to be trained to understand the unique buyer psychology germane to this critical moment. What sales kickoff isn’t about maximizing profitability?

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

The Pipeline

JANUARY 28, 2012

Then I got to thinking, is this reflective of the level of accuracy and reliability the modern buyer can rely on when he/she turns to social media as part of their buying quest? Sales 2.0 , Social Buying , Social Selling , Tibor Shanto. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Tool.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

JANUARY 16, 2012

As a result, often the only difference is the way sales people sell not the product itself, it is the seller that can best engage, spark the imagination and understanding of the buyer that will truly differentiate the experience and the outcome, not the product itself. Yes challenge it, may seem odd, but it is your edge.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

JULY 18, 2011

If you can get agreement from a buyer that using your service, they will save $20,000 a year; or using your service they can increase sales resulting in a $25,000 increase in net earnings, you can then extrapolate that out over the life of the service you sell. Demand Generation. EDGE Sales Process. Sales Cycle.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JULY 25, 2011

Diving home it struck me that this fellow an unnecessary but real barrier to successfully selling, going to an expo with thousands of attendees, and completely limit the means of buyers to buy does not seem savvy. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

APRIL 27, 2011

In today’s video, I go into detail about leaving effective voice mails, how to leverage them and make them a core part of you campaign to win specific buyers. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Leadership.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

JANUARY 6, 2012

As you have heard me say, sales is all about execution, everything else is just talk, and frankly with all the demands on sales professionals these days, there is little time for talk. The challenge is ensuring that the actions you take have the desired outcome for you and your buyer. Demand Generation.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

JULY 19, 2011

The recurring prediction that sales people will be replaced or diminished in importance by automation, seems a favourite among some. Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. Demand Generation. EDGE Sales Process.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Mereo

JULY 14, 2022

Your marketing and sales leadership needs to first understand who makes the buying decisions at your target buyer organizations and what challenges matter most to them as it pertains to your solution. Then use this information to create marketing campaigns and related sales enablement tools.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

The Pipeline

AUGUST 26, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Guest Post , Impact Questions , Interactive Selling , Proactive , Productivity , Sales Strategy , Sales Success , Sales Technique , Sell Better , execution. I’m Bill the Buyer. Demand Generation. EDGE Sales Process. Sales Compensation.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

NOVEMBER 11, 2011

” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

MAY 27, 2011

The Pipeline Renbor Sales Solutions Inc.s 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Success , Sales Technique , execution. When you find buyers who are interested in your product, it’s as though you “struck gold.”.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

AUGUST 22, 2011

There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. Yes the opening statement needs to be compelling, but compelling to each buyer not you or others in your company. Demand Generation.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

APRIL 25, 2011

The answer was that indeed sales was, but it was interesting to see how the real question and discussion turned to whether sellers were being to passive, reactive and readily abdicating part of their mandate, letting the buyer dictate the outcome good or bad, because relationships are more important than sales. Sales Cycle.

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216

The Pipeline

FEBRUARY 17, 2012

After all, if the VP can get by with training that does not change sales behaviour, than why can a rep take a similar view, “you wanted five face to face visits, you got five”; KPI met, sale or not. I have written in the past that there needs to be no democracy in sales training. Demand Generation. Sales Cycle.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

OCTOBER 14, 2011

Expected Income Per Sale X Probability = Total Revenue. Part of the problem is CSOs and Sales VPs want revenue projections. Since they are the primary buyers, sales tools are built for their priorities. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Compensation.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

MAY 6, 2011

all designed to attract interested buyers. But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing less and less effective. In an age of empowered #buyers, should #sales pros choose their own #customers? Demand Generation. EDGE Sales Process.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

SEPTEMBER 9, 2011

I am not saying there is no value, what I am saying is that vast majority of B2B buyers and sellers are not as connected or plugged in as the bleeding edge folks. Demand Generation. EDGE Sales Process. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

APRIL 15, 2011

Marketing automation integrated with CRM helps to bridge that chasm that used to serve as a dividing line between unknown entities and qualified leads acceptable for sales pursuit. The key is that buyers don’t care which side is communicating with them, they care about what’s in it for them as they work toward solving business problems.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

MAY 4, 2011

This all presents a number of opportunities to leverage e-mail and the culture that goes with it, to engage with potential buyers. As always, give it a go, see how it feel, to date no one has died using the techniques, but sales people have starved when they don’t address and leverage all prospecting means. Demand Generation.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216