The Pipeline
JUNE 22, 2020
One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. One Is Willing.
Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Humans, aka your prospects, don’t care about?your?problems
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No More Cold Calling
MAY 25, 2023
How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. None of us stands out to B2B buyers. But buyers don’t actually buy software. But buyers don’t actually buy software. One IT provider from another?
The Pipeline
SEPTEMBER 21, 2021
Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. Where The Buyer Is At. These are say but two factors that answer the question “where the buyer is at.”. They are out to make you Aware, not of your product, but things they, the buyers are thinking about.
Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates
In this era of social media, traditional ways of selling are not as effective as they used to be. As prospects become more proficient on social media, many organizations struggle to keep up, not knowing how to navigate the new digital landscape. How coaching will help your team build social selling habits.
The Sales Hunter
OCTOBER 22, 2019
The prospect agrees to take your meeting, and they even agree to your demo call. Suddenly, the potential to make your quarterly number is going up in smoke! Suddenly, the potential to make your quarterly number is going up in smoke! When you’re in the prospecting phase, the customer will comment more openly with you.
The Pipeline
JULY 30, 2019
I’d like you to take a look at the marketing material or collateral you use to prospect and sell. But there is a singular erroneous assumption that goes into pieces, making them all but useless, and often get in the way of selling. But they are completely ignoring the buyers’ state of readiness. By Tibor Shanto.
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