Old Fashioned Sales Tactics that Your Small Business Can Utilize

The Pipeline

While this may seem like a good idea, the entire population is not yet Internet-savvy, and even those who are heavy internet users can still appreciate what might be considered old-fashioned marketing. Print marketing is another choice when it comes to old fashioned marketing techniques.

Which Of These F’s Should You Give an F About?

The Pipeline

Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable. Fashion on the other hand is much more exciting, appealing, and unfortunately, fleeting.


Anthony Cole Training

I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. Allow me to explain…why this…why now.

Why You Can’t Afford to Keep Sales and Marketing in Silos

Sales and Marketing

Teaser: The only way to reach people in a timely fashion is to know who they are before they’re ready to buy. The only way to reach people in a timely fashion is to know who they are before they’re ready to buy. Issue Date: 2016-07-18. Author: Jonathan Gray.

Selling To Sybil

The Pipeline

I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. By Tibor Shanto.

Heidi Grey, Skilljar & TheRougeEssentials.com: Balancing Your Career With a Side Hustle & Passion


Heidi Grey is a Strategic Account Manager at Skilljar and the founder & blogger of The Rogue Essentials ( www.therogueessentials.com ), a fashion and lifestyle blog focused on inspiring women to go outside of the norm to curate their own list of essentials. Episode #13: Close.io

What If I Hadn’t Called?

The Pipeline

This allows me, as the subject matter expert, to explore in a much more proactive fashion than with a buyer who comes to me with preconceptions and a “product” they are looking for already in mind. By Tibor Shanto.

Sales Engineers: An Untapped Opportunity For Insights Generation


Sales engineers see themselves akin to ninjas, drop into an account for a few hours, razzle and dazzle the customer, and jettison out in rapid fashion. “I Where do most of your deeper insights and marketing knowledge reside? Between the ears of your sales engineers.

Every Call is an Opportunity- Avoid the Voicemail Maze


Answer phones the old-fashioned way. During business hours, unplug the automated answering system. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact, that the

Closing Sales, Process, Hauntings, Training & More

Understanding the Sales Force

It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!" Photo Credit: Psychic Library.

Sales Pollution (#video)

The Pipeline

As in other parts of life certain words have meaning in some context while not in others, words become fashionable, and then become over used. By Tibor Shanto – tibor.shanto@sellbetter.ca. Words set expectations for buyers, and they impact the way sellers act and execute their sale.

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Use Sales Activity To Keep Enthusiasm High

MTD Sales Training

Use this new modern approach to reignite that old-fashioned fire! As economic conditions begin to rebound and more sales opportunities arise, it may be time to reinvigorate your sales team. Below are two ways to help you motivate the sales team for a new charge. A New Approach to Goal Setting Ok, you set the

Don’t overpack your tool bag

Sales 2.0

Old-fashioned” CRMs seemed to want to turn sales people into admins. It might seem odd that the bloke that coined the term “Sales 2.0” is telling you to go easy on the tools you use for selling but that’s the case. Sales 2.0 became synonymous with using technology to sell better.

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What We Can Learn From Teachers About Leadership

Carew International

It surely took more effort on the teacher’s part to deliver our education in such creative fashion, but surely the results were worth it – both in terms of comprehension of the subject matter at hand and cultivating a broader love of learning.

Chairs are Dead—and Other B2B Marketing Hogwash


I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

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Write a Letter. Create More Sales.

The Sales Leader

Do you ever wonder what happened to good old-fashioned handwritten letters?

The Death of Cold Calling Has Been Greatly Exaggerated #webinar

The Pipeline

While there will always be “new ways” to sell, the best sellers look for what works, not what is new or fashionable, including yes cold calling. The combination of process, high value activities and mutual accountability between sellers and buyers and the organization to their sellers, leads to revenue success, regardless of “style or fashion”.

Trend Spotting – 2013

The Pipeline

Like fashion, some “trends” are manufactured, there to promote a cause, product, or other thing with an intended predetermined purpose, as with most manufactured goods, the end goal is profit. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Go retro for important prospects

Sales 2.0

My recommendation is go buy yourself some of these old fashioned retro note cards with your name on it. 900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people.

7 Overused Words You Should Avoid

No More Cold Calling

A buzzword (a term first used in 1946 as student slang) is a word or phrase used to impress, or one that is fashionable, according to Wikipedia. Disrupt, disruptive innovation, disruptive technology: These seem to be the fashionable phrases from 2013, and I say we leave them there.

5 simple sales strategies for 2017

Trinity Perspectives

The ability to sell in a consistent and predictable fashion is the clearest (though not the only) predictor of a business's long-term viability. Optimising sales is the single biggest priority for sales managers and sales reps in most businesses around the world. Truth be told, any employee who enjoys getting paid each month, putting their kids through school and having the occasional holiday should take at least a passing interest in the sales side of the business.

The Power of Handwritten Letters

The Sales Leader

Do you ever wonder what happened to good old-fashioned handwritten letters?

3 leadership lessons from my Nana

Bernadette McClelland

There are also going to be times where you think you need to come up with something different, new and out of the box but that doesn’t mean you don’t look at simple, old fashioned ways of doing things that worked in the past, like phoning people and sending real letters.

Philosophy of Pipeliner CRM

The Sales Association

In day-to-day business, it builds its benchmarks for the salespeople as “entrepreneurs in the enterprise”—with the specific requirements and challenges they face in shaping customer relationships in an optimum and successful fashion.

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The Importance of Keeping Up with Megatrends in the Global Marketplace


The fashion industry lives and dies on seasonal must-have changes from short skirts to bold patterns to platform shoes. Trends are evident in business. Yet in business what is really important are megatrends. In his 1982 book, “Megatrends,” author

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

Take Sarah Jessica Parker who debuted on Broadway as little orphan Annie then went on to become the game changer of fashion and friendship as Carrie Bradshaw. Pell also founded Splendora.com in 1999, a style and culture innovator in the online fashion space which was acquired by Joyus in 2011.

‘NO’ Is Deceiving

The Pipeline

Salespeople are not alone in dealing with crisis or adversity in a mostly reactionary fashion, causing them to abandon their plan or the very process that got them that far. By Tibor Shanto. Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process.

Why “Value Propositions” Are Useless

The Pipeline

While many of the assumptions that go into the value prop are indeed accurate, they are often “proposed” in a very one directional fashion, much like a pitch. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Preparation Trumps Rejection

The Pipeline

It is an old fashioned good news bad news scenario. People are always looking for a way to avoid rejection while prospecting for new clients, unfortunately most of the time that quest is unsuccessful.

Objections – Cause – Effect – Resolution

The Pipeline

Focus on their objectives and the impacts you have delivered for others with similar objectives, and you will get the predictable response, allowing you to take away that objection in a predictable fashion that will lead to a conversation, which is the first step in engagement.

Get Your Pumpkin Spiced Leads

The Pipeline

But that’s the reality of “insight” becoming fashionable, rather than practical. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Lateral Thinking Can Increase the Value of Customer Conversations

Sales and Marketing

Getting the additional 15 percent requires a different approach, presenting things in a different way, asking questions in a more engaging, less predictable fashion. Author: Charles Brennan Jr. In a recent survey of directors of training, they were asked the following question: “What is the percentage of sales calls that are conducted by your representatives that achieve a level of critical thinking?” Their answers ranged from a low of 5 percent to a high of 20 percent.

Executive Coaching Helps New Leaders Succeed

Steven Rosen

Executive coaching helps make the difference between the success or failure of a new leader. Have you recently promoted or hire a new Director or VP? Then you are heavily vested in ensuring that the new leader is highly successful.

4 Alternate Ways to Promote Your Business

The Pipeline

There are some business owners who tend to feel that we are in the digital age, so business cards are old-fashioned. The Pipeline Guest Post – Megan Totka. Marketing, advertising, and finding innovative ways to promote your business are all part of a strategy to acquire new customers.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Social selling can help you begin conversations, but turning those connections into relationships means socializing the old-fashioned way—offline. Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star.

Five Tips for Being a Better B2B Sales Manager

Sales and Marketing

The challenge here is pulling all the necessary information from various sources and presenting it in a sensible fashion. Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. It requires patience, agility, and a lot of motivational guidance.

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The Difference Between Sales Pros and Amateurs – Is The Silence

The Pipeline

So ya, active listening, always in style, ever the fashion, but it means so many things to many different sellers, but there is more to the whole thing. By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call.

Sales Coaching and Quota Attainment

A Sales Guy

Therefore, in typical Keenan fashion, I’ve decided to find out or myself. I went public recently arguing that sales coaching offered the greatest opportunity for sales organizations to accelerate sales in 2017. You can see my very public declaration here.

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Stacking Your Productivity

The Pipeline

But automation for automation sake, or strictly as a fashion statement clearly does not add to productivity. By Tibor Shanto – tibor.shanto@sellbetter.ca . Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack?

Go retro for important prospects

Sales 2.0

My recommendation is go buy yourself some of these old fashioned retro note cards with your name on it. 900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people.