The Pipeline
SEPTEMBER 3, 2019
While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. This group makes up about 70% of any buying segment. Tactically.
The Pipeline
OCTOBER 16, 2018
In both, it’s down to how much strategy, planning, preparation, we do in advance; then the quality of execution, followed by review, and then over again. You should get points for getting the opportunity to ask the prospect questions in the first place, but why squander it by asking the usual lame questions.
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Sales and Marketing Management
JULY 11, 2019
Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. Assessing a sales team’s structure at the end of every quarter, for example, can help companies adjust as necessary for the following quarter. Define objectives.
The Pipeline
SEPTEMBER 21, 2017
Now let’s apply that to a prospect, the square they are in represents their current state, and the square they end up in, represents their state, where they are, after a purchase decision. To move these prospects, you’re going to have to “pull”. These prospects have “to be led to”, and you have to do the leading.
Costello
JANUARY 9, 2019
When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. In total, we gathered sales qualification questions from 26 experts, as well as the answers they expect to hear from their prospects.
Babette Ten Haken
AUGUST 23, 2018
I offer the following three ways to improve the health of your customer retention scorecard. After all, they are hired, and compensated, to go out there and hunt prospective clients. Once they consummate the sale, and the contract is signed, they hunt up their next deal. Do you know which factors these scorecards measure?
The Pipeline
MAY 21, 2015
The reason why many sellers have up and down performance, is that rather than their evolving their execution to meet changing times and objectives of buyers, their approach “occasionally” intersects rather than aligns with the buyer. First and foremost you need to be a Subject Matter Expert (SME). Prospect: About 88% Existing, 12% New.
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