The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Demand Generation. Sales Tool. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Demand Generation.

Pipeline 243

Pipeline Twitter Discount Hiring 243

The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Demand Generation. Sales Tool. They followed up in a week, and again a week later if they needed to. Book Notice. Book Review. Business Acumen. Buying Process.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Demand Generation. Sales Tool.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JANUARY 13, 2012

This easy to achieve with or without the latest tools or apps, all you need to know is a crayon and some paper, as long as you poses the second element, accountability. Demand Generation. Sales Tool. Haven’t a clue. What’s in Your Pipeline? Tibor Shanto. Sales Success , Tibor Shanto , Time Allocation.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

MAY 23, 2011

For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. Demand Generation. Sales Tool. The site, well check it out! In case that is not social enough for you, they offer 500 Facebook Fans a month for $96 per month. Book Notice.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

MAY 13, 2011

Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. He focuses on b2b sales marketing across the entire funnel from demand generation to overall marketing to sales process and organization. Demand Generation.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244