The Pipeline

MAY 22, 2018

Buyers vs Prospects. Ultimately success comes down to margin, what you have left to spend, and that includes how well you sell. Given how well we have thrived despite the sages, imagine how well you could do without them if you learned to rely on, and trust your own sales instinct.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! The Status Quo and Do Nothing are more megalithic than ever with budgets slashed on razor thin margins. You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Pipeliner

JUNE 14, 2023

Room is often left in margins for “sharpening the pencil”. Abandoning planned pricing schemes in pursuits by cutting margins surrenders to the fear that can cause negative consequences to reverberate through selling organizations. Years of bloody margins can cripple organizations in both the short and long-term. Drop the price?

Margin 52

Margin Sage Face-to-face Revenue 52

Pipeliner

OCTOBER 23, 2023

When solid Q4 pricing strategies are abandoned with prices cut and margins surrendered, the positives of the resulting wins can be very short-lived as their negative consequences can quickly reverberate through selling organizations. Nasty, one-sided contracts with bloody margins can cripple organizations. You just might win.

Margin 64

Margin Sage Course Revenue 64