The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! April 2008. March 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Highspot

JUNE 1, 2023

The majority of sales leaders consider enablement as a practice to be mission critical and prioritize their enablement platform as a top three tool in their revenue tech stack, according to 2023 research conducted by Gerson Lehrman Group on behalf of Highspot.

Scale 98

Scale Infusion Enterprise Enterprise 98

Sales Hacker

JUNE 7, 2021

Buyers expect salespeople to understand their business and want to be engaged in thoughtful conversations to explore how they might improve processes or workflows to take advantage of new opportunities or address new threats. Don’t leave the discussion on segments, workflows, and personas to the first workshop. Project kickoff.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

BuzzBoard

MARCH 28, 2024

Step 3: Utilize Sales Tools – The use of sales tools could immensely help in categorizing prospects, executing follow-ups, and systematizing the whole sales process. Step 2: Present Solutions, Not Services – Small businesses are in search of answers to their problems, not a deluge of services.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Highspot

JANUARY 29, 2024

Sales negotiation is a process that occurs between a seller and a potential buyer with the goal of reaching a mutually beneficial agreement on the terms of a deal. The aim is to find common ground that satisfies the needs and expectations of both the seller and the buyer. Let the buyer ask questions and give thoughts or feedback.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Emissary

MARCH 2, 2023

To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them. With every engagement, sellers get the best possible information-based tools and curated intelligence they need to get inside the minds, priorities, and organizational structure of buyers.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

SalesProInsider

MARCH 25, 2020

Conversations with buyers convert leads to clients easily when you focus on the information exchange needed to gain confident decisions… You learn about their problems, opportunities, wants, and needs (POWNs). 2 powerful and free tools so you can easily use the Tribal Knowledge (its great as a party trick too).

Buyer 71

Buyer Conversion Leads Marketing Qualified Lead 71

SBI

SEPTEMBER 28, 2021

These center around delivering a better, differentiated remote selling experience for the buyer. Remote buyers have more distractions, so sellers have to work smarter to capture and keep their attention. Doing so allows them to create a personalized journey for each unique buyer and role.

Sales Enablement 79

Sales Enablement Account Based Marketing Buyer Intent Buyer 79

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Learn more about my Virtual Referral Selling Workshop Series. Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

SalesProInsider

JUNE 11, 2020

In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience. What resources and tools do I have that is going to help me connect this information and make it relevant and understandable to that buyer? But what do you have control over? Set the Stage.

Conversion 96

Conversion Face-to-face Video Fashion 96

Mindtickle

JULY 10, 2020

Aligning on sales processes helps identify potential gaps, which in turn can trigger the development of tools such as value-messaging workshops. If an organization is rolling out a competitive program, field reps may do best with a combination of instructor-led workshops that offer call-an-expert sessions.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Product Management University

JANUARY 10, 2024

The difference is demos are a two-way dialogue with buyers whereas product positioning in a pure marketing sense is typically a one-way monologue where potential customers are reading, viewing or listening to something you’ve published. Then there were others where I just couldn’t get buyers fully engaged.

Positioning 59

Positioning Demand Generation Targets Demand Generation Banking 59

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. Just like choosing to wait for the buyer to almost complete their buying journey before we line up for the opportunity to take their order on their terms, is a choice. By Tibor Shanto – tibor.shanto@sellbetter.ca .

ACT 223

ACT Quota Exact Consumer 223

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. The buyer is a lot more skilled in doing their own research. If you’re still pushing to get in front of the economic buyer , it’s important to realize that you’re battling a fight that can’t be won.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

SBI Growth

OCTOBER 15, 2013

It’s a convenient tool to assess HR’s support for sales. Buyers are increasingly more educated and self-sufficient. Social Selling Profiles – The LinkedIn profiles of the sales team must shift from an online résumé to a powerful selling tool. Enable sales teams to communicate their value to buyers when they aren''t present.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

Anthony Cole Training

MARCH 4, 2014

When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. Three of the five listed point to the root cause record of I must educate the buyer in order to get them to buy.

Decision Maker 180

Decision Maker Analysis Education eBook 180

Julie Hanson

APRIL 8, 2021

Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have only just begun to feel slightly less awkward and less ineffective as at the start, for both buyers and sellers alike. You are able to pick up cues from your buyer, accurately interpret them, and adjust or respond accordingly. I know, I know!

Video 83

Video Up-Sell Report Tools 83

The Pipeline

SEPTEMBER 21, 2012

The reality is that all the things (some) people do not like about the type of profiling that takes place at airports, or in upscale shops at suburban malls, do indeed help sellers identify not just buyers, but the right buyers, and as a results buyers who buy faster. I digress. What’s in Your Pipeline? Tibor Shanto.

Ideal Customer Profile 242

Ideal Customer Profile Objections Call-back Buyer 242

Sales Hacker

SEPTEMBER 29, 2023

Reaching and driving initial engagement with the buyer persona is where traditional paid channels may have challenges. Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Take the engaged persona and accounts and convert them further with these events.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Product Management University

MARCH 21, 2023

The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. A sales playbook is a collection of sales tools that help salespeople usher buyers through the sales process with simplicity and greater credibility.

Comparison 52

Comparison Sales Methodology Buyer Decision Maker 52

Product Management University

JULY 30, 2020

They’re trying to sell all of them and your buyers are overwhelmed, often to the point of decision paralysis. And the best way to do that is to show buyers how you’re going to make them better at a few things that have the greatest impact on their success. Identify the top 5 things your target buyers need to get better at doing.

Face-to-face 98

Face-to-face Buyer Competition Up-Sell 98

The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. If you look at questions as tools of the trade, there is no such thing as one tool fits all; there may be tools that are appropriate to various tasks, others may be useful less often. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

No More Cold Calling

JUNE 6, 2019

Successful sales professionals understand that technology is a must-have business tool. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Learn more about my Virtual Referral Selling Workshop Series. Big mistake!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Zoominfo

OCTOBER 15, 2019

The right email approach is critical to cutting through the noise — and getting your foot in the door with your next buyer. “Hi (First Name), I noticed you are using (competing software tool). Books, courses, seminars, workshops, etc.?). Keep reading! The “Foot in the Door” Method. Best, (signature).

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

The ROI Guy

AUGUST 13, 2013

According to a new research report, IT buyers have dramatically changed. Gartner indicates that” Newly empowered and informed buyers are taking control of the sales cycle, which should be cause for concern for many sales leaders.” As a result, most are forced to deal with “business as usual”, and cautiously approach any new proposals.

Buyer 90

Buyer Lead Rank Strategy Marketing 90

Mindtickle

JULY 10, 2020

Aligning on sales processes helps identify potential gaps, which in turn can trigger the development of tools such as value-messaging workshops. If an organization is rolling out a competitive program, field reps may do best with a combination of instructor-led workshops that offer call-an-expert sessions.

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52

Anthony Cole Training

SEPTEMBER 8, 2014

Reasons for having a well-thought out sales process include seller and buyer risk management, standardized customer interaction during sales, and scalable revenue generation. Approaching the subject from a "process" point of view offers an opportunity to use design and improvement tools from other disciplines and process-oriented industries.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Sales Hacker

SEPTEMBER 16, 2021

But during the last few years, new nomenclature has emerged, such as proof of value (POV), pilot, guided trials, and workshops that can cause confusion both with prospects and account executives as to what should be used to win the opportunity. Sellers rely on pre-sales professionals to manage this evaluation process from beginning to end.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. What Is Sales Training?

Training 92

Training Lead Rank Hiring Course 92

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Successful sales professionals understand that technology is a must-have business tool. If you want to be great at what you do—no matter what you do—you need to train, practice, and train some more.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Julie Hanson

DECEMBER 30, 2021

The reintroduction of face-to-face meetings in 2021 revealed a stark contrast between the virtual and in-person experience, reminding both sellers and buyers just how far virtual communications have to go. Behavior that was once possibly tolerated by buyers will no longer cut it. And what happens when buyers finally do get a word in?

Selling Skills 62

Selling Skills Face-to-face Up-Sell Buyer 62

Apptivo

OCTOBER 3, 2022

Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Introduction. Marketing is as much an art as it is a science!

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Hubspot Sales

JUNE 8, 2020

Well, content has become more important than ever for B2B buyers and decision-makers. Buyer expectations have also risen for content quality and experience. Without rich content to complement their buyer’s journey, prospects and leads most likely won’t stick around to make a purchase. Reference your buyer personas.).

Collateral 98

Collateral Case Study Retention Hubspot 98

Hubspot Sales

APRIL 6, 2020

While trade shows can be an effective place to meet and connect with qualified potential buyers, there are alternatives to finding these high-quality leads when attending a live event isn’t in the cards. You want to make sure you are attracting the right potential buyers, not just anyone with an internet connection.

Trade Show 107

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 107

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. Persuading the executive team to make necessary strategic shifts to hit next year''s targets The Buyer Process Map (BPM) will help you tackle these challenges. This tool has been around for a few years now. His team conducted buyer research over the course of Q2.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Gone are the days of cold calls and one-size-fits-all pitches.

B2B 52

B2B Training Top of Funnel B2C 52

Pipeliner

JULY 2, 2022

Today this has resulted in the use of an “ideal buyer persona” model in sales (a buyer type which responds the exact same way every time). Entry Into Sales—”The Ideal Buyer”. The mechanical approach has made its way into sales technology as the “ideal buyer.”

Hiring 97

Hiring Lead Rank CRM Education 97