Digital Sales Strategies Using Event Campaigning


What we’ve found in talking to our customers, is that BDRs, SDRs, and account executives are increasingly creating compelling events to drive pipeline creation. These events could be localized events, sporting events, experiential events, conferences, trade shows, or user conferences.

It’s The Reaction Stupid – Not The Trigger Event!

The Pipeline

A lot has changed in 10 years, including how I view trigger events, their limitations, and how you can take some basic concepts, update them to give you a much more powerful way to engage a wider range of buyers than presented in the book. By Tibor Shanto.

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Prospects Object Less To What They Want

The Pipeline

While those without a recognized need, will just object to the call, leave those looking for need or selling solutions rejected and dejected. The vicious circle of events that gives cold calling a bad name. By Tibor Shanto – .

Social BOOM! Book Release Event Photos | Jeffrey Gitomer's Sales.

Jeffrey Gitomer

Book Release Event Photos. Tweet Share Thank you to everyone who was able to attend the book release event for Social BOOM! Here are some photos from the event: Do you have photos from the event? Overcoming Objections. Store. Online Training. See Jeffrey Live!

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

Sales Education - New Events, Articles and Books

Understanding the Sales Force

This is a terrific event, I've spoken at it, and we like it so much that Objective Management Group is sponsoring it this year. If you are interested in attending or sending a team to this event, please contact me by email. (c)

How Your Marketing Turns on Sales Objections – Part 02

Increase Sales

Eliminating sales objections is one of the goals to being a top sales performer. However for many small businesses including real estate agents (yes you are a business even if you work with a broker) to small business coaches, their marketing messages unfortunately creates sales objections.

Sales Objections, Off Message and Achilles’ Heel

Increase Sales

In today’s world of 30 second sound bites to better informed prospects, sales objections may get you, the salesperson, off message and thus by being off message may become your Achilles’ Heel. Sales objections potentially stop the flow of the selling phase within the sales process.

Sales coaching – jump start by leveraging trigger events

Sales Training Connection

Sales coaching – leverage trigger events. The underlying problem is a lack of sufficient focus, urgency and long-term commitment by the key players to overcome the seduction of shiny objects that take precedent. Sales Coaching and Trigger Events.

11.5 Ways To Win Prospects And Contacts At A Networking Event.

Jeffrey Gitomer

Ways To Win Prospects And Contacts At A Networking Event. ways to win prospects and contacts at a networking event: 1. Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. Store.

Bad Customer Service Should Not Be a Sales Objection

Increase Sales

Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Recent events on social media have shown the impact of real time customer experience. How do you handle this sales objection? Salespeople should not have to overcome this sales objection.

Meeting Objections When Selling Insurance

The Science and Art of Selling

Both Morpheus and the bird are incompetent witnesses; and your listener dare not attack your description of events. If there were no objections it wasn’t a sale at all; it was an order. The big question, then, is how to meet objections.

How to Leverage Artificial Intelligence At Your Next Business Event


Event marketers have always been at the forefront of cutting-edge technology, as they strive to grab and keep attendee interest long after each event is over. So, it should come as no surprise that AI has become a staple at industry events. Personalize event promotion with AI.

A Simple Way To Refocus On Your Selling When You’ve Been Distracted By Events

MTD Sales Training

Do you know the three possible objections that may arise? It’s only normal and human for family problems, health concerns, financial issues and even the state of the ozone layer to sometimes flood your brain and distract you from optimum performance.

5 ways to keep track of sales contacts at networking events


Meeting new people at a business conference or networking event is easy. Sales teams often attend conferences and networking events “ just to get their name out there , ” with no strategy for what to do with the contacts they collect. In fact, 62% of businesses don’t follow up with their leads after events , suggesting a tremendous amount of missed revenue (and wasted effort). Understanding the event’s audience can help you zero in on your goals.

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

Before I get into the horrors I’ve experienced as an attendee, I thought I’d quickly share my top 10 steps to event follow up success – and then elaborate on each one further below. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event.

Salesman #Podcast – Sales eXecution 317

The Pipeline

Business Acumen execution Interview Objective Based Selling Podcast Return On Objectives Sales Culture Sales eXecution Sales Leadership Sales Mistakes Sales Strategy Sales Success Accountability Attitude Planning Play to Win podcast Proactive Renbor Sales Solutions Inc.

Another Way of Handling Price Objections

The Science and Art of Selling

When presented with a response such as, “I can’t afford this” or “I don’t have any money” there are a number of rebuttals that you can utilize to overcome this objection. The most common rebuttal for an objection of this nature is to reply: “That’s fine.

Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

Sales Tips: How to Better Handle Buyer Objections. In our workshops we don’t spend a great deal of time on objection handling. Buyers sometimes raise objections to slow down speeding trains. I’ve just described a way to reactively handle an objection.

14 Ways to Respond to the "Call Me After the Holidays" Objection

Hubspot Sales

Ask about a recent compelling event. Calling prospects in the last few weeks of Q4 means you’ll hear a season-specific objection: “Can you call me back after the holidays?”. If They Object During the First Connect. How has [recent trigger event] impacted your workload?”.

Sales Tips: 3 Mistakes to Avoid with Sequence of Events

Customer Centric Selling

Sales Tips: 3 Mistakes to Avoid with Sequence of Events. Recently I received a few questions about the Sequence of Events (SOE) and its applicability when the product being sold is relatively inexpensive or when the prospect won't agree to the proposed SOE, etc.

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22 Responses to the Sales Objection "It's Not a Good Time to Buy"

Hubspot Sales

Sales Objection Responses. “If If money and resources were no object, would you be willing to start with our product today?”. Are there any large company events/initiatives coming up that would make this a priority?". "Is 22 Sales Timing Objection Responses.

Setting Objectives to Win

Jonathan Farrington

For a long time, the only objectives I used for Major Accounts were very specific business objectives – “ We will increase turnover by X%”. “We Multi-level objectives has proved very powerful in winning and keeping business.

Winning Your Prospect’s Prospect

The Pipeline

Our prospects’ buyer’s objectives and requirements are the common and crucial factor. Take it to the next level of relevance, how they apply that in their world to hit their objectives. 01 - Prospecting 14 - Value Objective Based Selling Prospecting Tibor Shanto

Your Own Sales Kick-Off with Dan Pink and Matt Dixon – Toronto – January 28th

The Pipeline

But the reality is that not everyone has an opportunity to participate in such an event. More to the point what you can expect if you attend the event. I started by asking Matt Dixon, what can people who have read “ The Challenger Sale ”, expect at the event.

Why You’re Wrong about Phone Scripts

Mr. Inside Sales

If you’re going to that event, make sure and email me so we can meet during the conference: You can read more about the event here. Objections will be easier to deal with and overcome. Event event Phone Scripts

Dear Sales Diary

The Pipeline

Now some of you reading this may be aware that I am the coauthor of an award winning book about Trigger Events. What were the buyer’s objectives that allowed you to gain traction, and how you were able to connect with those? By Tibor Shanto -

STUDY: Employee Engagement Ranked As the Most Important Organizational Success Driver: Event This Week!

Keith Rosen

I’ll be speaking on the role of sales leaders in relation to fostering a deeper level of engagement with their people and meeting with clients and potential clients in a “conversation center” at the event where we’d be happy to meet with you as well! (I’ll coaching for managers coaching salespeople Executive Coaching How to Manage Your Team Live Events Sales Management Surveys and Polls coaching conference engagement event leadership live training speaking

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If you live by price – you will die by price

The Science and Art of Selling

Headline Objection Handling Presentation Cold Calling educate customers handling objection negotiation skills price objection pricing objection Trigger Events value based selling

Changing the Odds In Your Prospecting

The Pipeline

How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? By Tibor Shanto – .

Heavy Hitter Sales Blog: The Three Critical Win-Loss Objectives

HeavyHitter Sales

The Three Critical Win-Loss Objectives. With this in mind, here are the three critical objectives of true win-loss analysis. The primary objective of win-loss analysis is to classify sales cycle types into winnable (higher likelihood of winning), competitive (possible win), and un-winnable models (extremely low likelihood of winning). Equally important, you can arm the sales reps with counteractive business and technical responses to overcome key deal-stopping objections.  

Are You Expensive?

Increase Sales

Sooner or later, many sales people face this sales objection question or a similar one: Are you expensive? Yesterday at a local business to business networking event, I was asked this sales objection question within three to four minutes after having a discussion with someone.

Come Spend Time At Call Camp!

The Pipeline

It’s all about understanding your prospect’s Objectives, gaps, and yes, at times pains, offering a solution, and even walking away if when you’re not the right fit for them – or if they aren’t the right fit for you. What You Don’t Know about Discovery that Kills Deals.

Book Mike Now for Your 2019 Sales Kickoff!

Mr. Inside Sales

Looking for a dynamic speaker for your sales kickoff event? They will receive proven scripts and effective responses to the sales objections and situations they get into over and over again. Overcoming common objections with confidence.

Is It Ever A Good Time? – Sales eXchange – 149

The Pipeline

You will understand what events led up to and caused the change, with that you can prepare, position and act. sell better Selling to Executives Tibor Shanto Trigger Event Selling

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Who Is Selling Whom? Objections are Buying Signals

Sales Gravy

It is never the event itself that matters; it is how you interpret the event that matters, how you view the event from your own personal, filtered perspective. Things happen in life; we call them events. Obstacle or an Opportunity? You can line u

Achieving Prospecting Success by Segmentation – 3

The Pipeline

This makes it clear that if you know how to engage satisfied customers, you can indeed convert them to prospects, and buyers, but you will need to be proactive rather than waiting to be found or a random event beyond your control to do the work for you. Objectives over Pain or Need.

Proactive Prospecting – Capitalizing on Sales Triggers (#webinar)

The Pipeline

Once a trigger event has happened, you need to be ready – action stations! Manage and leverage the most common objections. hairy porn girlies pics. Proactive Prospecting – Capitalizing on Sales Triggers. Join us for this live Webinar full of actionable insights!

Why Are You Trying To Kill Me?

The Pipeline

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. By Tibor Shanto - . Said the Cold Call To The Socialite.

Getting On The Right Timeline

The Pipeline

Many in sales believe that there will be no action by a buyer unless there is a compelling event. The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”; Much less effective with the 20% of buyers who are just outside the market, those who may have a requirement they are aware of, but the compelling event it is tied to is 12 to 18 months or more out.

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