The Pipeline
DECEMBER 10, 2019
Remember all those sages who predicted that the population of professional sellers would decline by 25%. Of course, the longer you do things one way, the harder it is to change, a challenge for many Boomers. This limits their success with all their prospects, especially prospects who have adopted tech in better doing their work.
SalesProInsider
MAY 5, 2022
Imagine this scenario: A prospective clients contacts you and asks if you’ll start investing their money without providing any context into their larger financial situation, their goals, or any other discussion. Yet advisors don’t follow their own sage advice when it comes to lead generation efforts. Would you do it?
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The Pipeline
MAY 22, 2018
Of course, a better alternative, one that leads to continuous learning, is to find a source that is: Is free or freer of bias or agenda. Buyers vs Prospects. Given how well we have thrived despite the sages, imagine how well you could do without them if you learned to rely on, and trust your own sales instinct.
No More Cold Calling
JUNE 19, 2014
Of course you would. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. So why are you still cold calling? Think again.
The Pipeline
OCTOBER 31, 2016
Which if you plan it right is not as big a deal as many would make you believe, unless of course you’re one of those sales people who exists from crisis to crisis. (If So if one prospects and drives four new opportunities a week, they will have their one “right” opportunity each and every week.
Pipeliner
OCTOBER 11, 2022
In our world of selling, the point is that understanding your adversaries is nothing short of a survival skill and these sage words allude to the criticality of having meaningful insights into the competitors we face on a daily basis. And then, of course, you act. We must know them and account for them. Doesn’t that make sense?
MTD Sales Training
FEBRUARY 15, 2018
It could be that you continued to follow through on a prospect who had originally said no, but you knew your solution was going to be beneficial for them, and they eventually agreed to your proposal. Many times we hear salespeople say things like ‘I just don’t know how to close properly these days’ or ‘Why can’t I prospect like I used to?’.
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