The Pipeline

FEBRUARY 15, 2012

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. Demand Generation. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s

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The Pipeline

OCTOBER 26, 2011

On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Demand Generation. One word that is used a lot in sales, probably over used, is Value. Book Notice. Book Review. Business Acumen.

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Pipeline Lead Rank Lead Scoring Cold Calling 240

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. Next Steps. Book Notice.

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Pipeline Top of Funnel Cold Calling Webinar Metrics 228

Sales Hacker

MARCH 1, 2024

Through roadshows with portfolio companies, CMO events, and newsletters, AudiencePlus is able to resource target buyers without selling to them explicitly. When the conference was successful, they expanded the concept across different channels, developing content, launching a podcast, and hosting live workshops and virtual events.

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Media Company Distribution How To 71

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. And by-the-way, the buyer is hip to the whole thing.

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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).

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Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

FEBRUARY 6, 2012

Questions create interesting experiences for people, and don’t forget, buyers are people. One is the beliefs that all questions have an answer, and indeed, that all questions deserve or demand an answer. Demand Generation. From the time we are toddlers, to school, to early jobs; they asked, we answered. Book Notice.

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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. Book Notice.

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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. Demand Generation. This has become much more the case since the introduction of the marketing term Sales 2.0. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

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The Pipeline

OCTOBER 10, 2011

No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. Of course there are times when the buyer doesn’t agree; you can test, back track, reposition things, or do any number of things that can help you reposition, retest your next step, or even your Plan B. Demand Generation.

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The Pipeline

NOVEMBER 10, 2011

The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Demand Generation. Focus Roundtable Free Online Event. Thursday November 10, 2011 3:30 pm Eastern. The question is: What should one’s sales prospecting strategy be? Book Notice. Book Review. Business Acumen.

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Webinar Metrics Pipeline Strategy Prospecting 193

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? Demand Generation. This morning, Saturday January 28, I was displaced as mayor at my favourite kosher bakery, imagine that! Tibor Shanto. Book Notice.

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The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Demand Generation. Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser. Next Steps. Book Notice.

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Pipeline Hiring Cold Calling Webinar Metrics 212

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. Book Notice. Book Review.

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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. What’s in Your Pipeline?

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Pipeline Twitter Lead Rank Lead Scoring 237

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.

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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.

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Pipeline Top of Funnel Hiring Cold Calling 241

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. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

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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. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability.

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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. Book Notice.

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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.

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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. Book Notice. Book Review. Business Acumen.

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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. Every time you say things like: I was just. I was hoping. I just need a few brief minutes. I promise you will see value if you give me a few minutes. Book Notice. Book Review. Cold calling.

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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.

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Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

AUGUST 26, 2011

I’m Bill the Buyer. Demand Generation. 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. The Pipeline Guest Post – John Kearney. And I’m mad as hell.

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The Pipeline

JULY 19, 2011

Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. Dealing with a buyer afraid to pull the trigger on a change that is good for the company. Demand Generation. And while this discussion is important, it also needs to be real. Voice mail.

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Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Sales Hacker

JUNE 16, 2022

Bonus: Check out Richard’s upcoming free job skills workshop ! Head of Demand Generation at Outreach. Q: How should demand gen orgs pivot in times like these? Demand gen orgs should always be looking at efficiency metrics and know exactly where they would need to pull back if/when the market gets tough.

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Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

The Pipeline

FEBRUARY 17, 2012

Just as you don’t want to misalign the resources based on the type of buyer involved, you also don’t want to assume that all your sales people will benefit from the same type of training. Demand Generation. The question of alignment extends in to training as well. Book Notice. Book Review. Business Acumen. Buying Process.

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Webinar Metrics Pipeline Hiring Face-to-face 210

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. Demand Generation.

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The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. April 2008. March 2008. February 2008. January 2008.

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Customer Centric Selling

NOVEMBER 18, 2013

Register for a sales training workshop to get a jump start on making your new number in the new year. Do you have to increase your demand generation efforts to get new leads? Actions that generate revenue. Make sure their schedules include: Daily demand generation activities. Weekly deal strategy reviews.

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Quota Training Hiring Demand Generation 53

The Pipeline

OCTOBER 14, 2011

Since they are the primary buyers, sales tools are built for their priorities. Demand Generation. The farsighted view is guestimated monthly, quarterly and annual revenue projections based on equations developed from limited, subjective data. Expected Income Per Sale X Probability = Total Revenue. Book Notice. Book Review.

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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. Specifically SMB, which makes up the vast majority of businesses in the USA. Book Notice. Book Review. Business Acumen. Buying Process. Voice mail.

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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. May 6th, 2011. Jim Keenan.

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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. Demand Generation. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process.

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The Pipeline

APRIL 15, 2011

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. Marketing automation software generates the data marketers need to provide new levels of support to sales. Demand Generation. About Jeff Erramouspe. Book Notice.

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The Pipeline

OCTOBER 5, 2011

In fact studies have shown that next to referrals, it is the most effective, time and cost efficient way to engage with potential buyers, especially those who have not declared themselves as being in the market. Demand Generation. But in combination with other methods, cold calling continues to deliver results. Book Notice.

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