The Pipeline

NOVEMBER 13, 2014

The most recent would be assassins are Socialites, social selling advocates, who seem to spend as much time sniping at and proclaiming the death of cold calling as they do speaking about what they sell, social selling products, seminars, remedies and dreams. These are people who of their own volition initiated a buying cycle.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Customer Centric Selling

MARCH 26, 2018

I believe it’s incumbent upon vendors to provide measurable outcomes for calls so that managers can determine if milestones are met and that opportunities in the funnel are qualified. In my experience as a sales manager, once “opportunities” entered the pipeline the ones that didn’t close stayed much longer than they should have.

Lead Rank 73

Lead Rank Lead Scoring Top of Funnel Remedy 73

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

The ROI Guy

MARCH 30, 2011

Empowered: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

Customer Centric Selling

JANUARY 16, 2013

Rather than cause a fuss Mom decided IIWII for something that was easily remedied. By leveraging the Internet and social networking buyers are getting further into buying cycles without the influence of salespeople. Buyers expect better buying experiences if and when they interact with sellers. The meals were served.

Training 58

Training Ideal Customer Profile Hiring Buying Cycle 58

The ROI Guy

MARCH 23, 2011

However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach. Solution Selling: The most common sales approach today with over 60% of sellers, Solution Selling is where vendor’s sales team “seeks out current concerns in a question-and-answer dialogue with customer managers”.

Sage 67

Sage Lead Rank Remedy Microsoft 67