All That’s Changed Is Their Objectives

The Pipeline

We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. It’s all good, all that’s changed is their objectives. Unless you are selling toilet paper, product is not the key objective these days.

Prospecting Is Not An Event!

David Brock

We tend to treat prospecting as an event. Our objective is to get a Yes/No, if we get a No, we move on to the next call. Again, there is no “event” that gets the customer to think about a buying journey, but it’s a series of conversations and experiences.

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Time for Sales & Event Teams to be Equal Partners

Smart Selling Tools

Time for Sales and Event Teams to be Equal Partners. Maybe office space will become more sociable with hot-desking and better conference room facilities for running big internal and virtual events more easily. Set objectives.

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

Then reach out to Mike today to see if your event date is still available! Want an even more personalized sales conference event? The post Book the Best Speaker for Your 2020 Event! Event Sales Training

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15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

Understanding the Sales Force

What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.

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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4 Rules for Overcoming Objections In a Downturn

Anthony Iannarino

In an economic downturn, the objections you hear are different than what you hear when the economy is humming along nicely, making it easy for most companies to grow. ” Your contacts use tried and true objections to achieve two outcomes. Sales objections Resolving Concenrs

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 – .

Why Inviting Objections Helps You Win Big Deals

Anthony Iannarino

A lot of the sales literature on objections suggests that one should “overcome” them, providing the client with a reason to move forward despite their initial resistance. There is no reason to fear objections. In a complex sale, you prevent objections at your peril.

B2B Event Lead Generation – Guide


According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. Not only do we participate in events, but we also help our clients leverage event sales meetings to full potential. Event Lead Generation. A Better Event Marketing Solution.

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!

Leads Generation Ideas for Trade Shows & Corporate Events


Events and trade shows are expensive, even if you’re not a sponsor. Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation.

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.

4 Objectives of Effective Sales Coaching


Here are a few characteristics of coaching that make it different from training: Ongoing – While a training event provides a baseline education or a foundation, coaching builds on this foundation with continual sessions. The Objectives of Sales Coaching.

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.

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.

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.

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.

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.

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.

Data Governance: Salesforce Objects in a Lead-to-Cash Process

Sales Hacker

Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Salesforce objects can be categorized as either Transactional or Customer Records. Customer Record Objects. Some examples of Customer Record objects: Accounts.

Your SKO Agenda: Planning an Event that Aligns with Your Company Business Strategy

Force Management: The Command Center

From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy. One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy.

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.

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.

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?”.

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.

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.

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.

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.

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.

The Objection: We Have No Money in the Budget. The Answer: Use a Different Budget

MTD Sales Training

One way to get around the, “We have no money in the budget,” objection is to simply find another budget. The software also helps facilitate the swift shut down a user’s accounts to lock out the user in the event of termination. The post The Objection: We Have No Money in the Budget.

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.

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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How to Turn Networking Into Prospecting

The Sales Hunter

Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. The first thing is the event in which you met them.

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.

Leads from Webinars, Content, and Events: What to call them, which team they belong to, and what to say to drive conversion

Typically, they’re webinar registrants, e-book and web content downloaders, or those who have attended one of your events. High ICP — Events As you would expect, based on the explanation of the other sequences, these postbound leads fit your ideal customer profile very well.

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 -

How They Make Decisions – Not How They Buy

The Pipeline

The expectation in return is that the team using their application of choice will better deliver the business objectives. Is he/she using language that is arm’s length from the event? 02 - Objective Based Selling execution Sales Mistakes Selling to Executives Tibor Shanto

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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