The Pipeline

NOVEMBER 7, 2019

The post The Opportunities Of Prospecting – Podcast appeared first on TiborShanto.com. I had a thoroughly enjoyable time with. Boštjan Bregar is the CEO and co-founder of Loop Email. There are a number of nuggets, and sometimes listening is as good as reading.

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The Pipeline

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. So here we go with there is real and then there’s pipeline real, part 2. If it answers run. Professional Distance. Their Choices.

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Partners in Excellence

SEPTEMBER 19, 2023

Building and maintaining robust/healthy pipelines is a problem with most organizations. And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. And yet, the pipeline generation problem is still a problem, seemingly getting worse every day.

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The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. First, when it comes to opportunities, it should be less about reviewing, and more about moving them forward to a win.

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The Pipeline

OCTOBER 8, 2012

Some things in sales can be called by various names without much consequence, the underlying subject being very much the same, prospect – potential buyer, information gathering – discovery, and many others; it comes down to words not actions or outcomes.

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Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. It can be a critical step in filling your sales pipeline with great opportunities. The best way to figure this out is to start in your “prospect’s shoes”. Humans, aka your prospects, don’t care about?your?problems

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The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

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SBI Growth

MAY 28, 2013

Marketing managers enthusiastically produce PowerPoint decks to showcase their contribution to the sales pipeline. The prospect is interested, but isn’t ready to discuss anything with a sales rep. Imagine a report that shows marketing''s impact on pipeline, win rates and sales cycle length? Today’s Status Quo. It gets better.

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Partners in Excellence

JANUARY 31, 2024

That’s a huge lost opportunity. All we have to do to convert those opportunities is focus on building their confidence in the change initiative. Again, these are opportunities we have already found, we are already actively engaged, we just aren’t bringing them over the finish line.

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The Pipeline

AUGUST 20, 2019

For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. As though every potential prospect picks up and leaves town. So, the question is: does your pipeline get a paid vacation? The post Does Your Pipeline Get a Paid Vacation?

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The Pipeline

APRIL 27, 2021

Given that one attracts, and the other converts opportunities to sales, who is responsible for converting leads to opportunities. It’s gotta be the Vice President of Prospecting. But how many companies have a VP Prospecting. So this is for you, dear Vice President Of Prospecting, where ever you may exist.

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Partners in Excellence

JULY 17, 2023

Over the course of my career I’ve looked at thousands of pipelines/funnels. Most are pretty bleak, they don’t have enough opportunities to achieve their goals. Recently, I was in a meeting discussing the pipeline health. The managers, defensively, responded, “Dave, we know we need to get more in our pipelines.

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The Pipeline

JULY 27, 2021

While we should always be developing our skills, here are three prospecting fundamentals to practice during summer. First, as an opportunity to speak to people who otherwise may not be accessible but count in the final decision. Prospecting Fundamentals. Game Ready. Why lose momentum going into the fall? link]. .

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Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about unqualified opportunities. Let me explain and then I’ll pivot to selling.

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The Pipeline

MARCH 5, 2019

How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Sure, they want the appointment but are willing to settle for so much less when the prospect answers. Options kill opportunities, not just for you, but the prospect.

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Sales and Marketing Management

SEPTEMBER 23, 2020

Building a sales pipeline in this context can seem daunting. To start, we should define a pipeline. A pipeline refers to the set of opportunities that a sales team is working on with the intent to convert those opportunities to sales. Keep in mind that the pipeline is built by both Sales and Marketing personnel.

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The Pipeline

SEPTEMBER 14, 2017

On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client. What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. They are the furthest down the pipe”. “I

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The Pipeline

AUGUST 3, 2021

Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. This is riskier than it seems, because the journey is critical is shaping a prospect’s views and actions. White Noise.

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The Pipeline

JUNE 19, 2017

Most sales people tend to ease off on their prospecting when they have a healthy pipeline. Let’s say you close all the deals in your pipeline, let’s say; what will you work on the next day? We have all been on the pipeline roller-coaster. In sales, the reality is that pipeline success leads to more success.

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The Pipeline

MAY 15, 2014

How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. Bold – This speaks to who or which opportunities you choose to peruse, there is the element of pursuing ALL REAL potential prospects that others either ignore, or completely miss due to personal or corporate blinders.

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Pipeliner

AUGUST 20, 2021

Within a CRM, a pipeline represents a sales or other type of process. Pipeliner CRM was the first CRM to enable multiple pipelines within CRM. This is the person who helps create processes and adapts them to pipelines. Then you have some kind of discovery in this phase—could this lead be a real opportunity?

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Zoominfo

APRIL 20, 2020

What everyone seems to be forgetting is that building pipeline for Q3 and Q4 is just as critical as making sure deals close in the short term. Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Or the one after that?

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Sales Hacker

OCTOBER 27, 2023

This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. Let’s get into it. Let’s get into it. Use Fewer Resources.

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Understanding the Sales Force

JULY 8, 2019

The various weeds were like the many types of opportunities in most sales pipelines. Similarly, we must leave and nurture the opportunities that will grow and produce sales, and weed out the undesirable opportunities that distract us from what is most important. It breaks down as follows:

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Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. With these goals in mind, you can begin to build your sales pipeline.

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Score More Sales

MAY 16, 2012

Are you part of a B2B sales organization proactively looking each week at what deals are in your sales funnel (or sales pipeline)? You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Do You Have a Sales Funnel?

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Partners in Excellence

FEBRUARY 27, 2023

As one might expect, much pf that was tied closely to the concept of pipeline quality. Give a sales person a pipeline goal and they can always hit it. And when managers discover this, typically rather than addressing the quality issue, they set a new goal at 4X, then 5X and so on, creating a pipeline death spiral.

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Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

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The Pipeline

JULY 6, 2017

So rather than following the 80% of your peers who go into summer mode, I instead invite you to use the summer to improve your prospecting skills so can remain in that 20% that drives the economy, the 80% is piggybacking on. Every Thursday in July and August, the posts in the Pipeline will focus on a specific element in Proactive Prospecting.

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Lead411

AUGUST 22, 2023

Maximizing B2B Data for an Unbeatable Sales Pipeline In today’s competitive business landscape, a robust and efficient sales pipeline is essential for B2B success. One of the key factors that can significantly impact the strength of your sales pipeline is the quality and utilization of B2B data.

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The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

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Close.io

MARCH 30, 2020

Your sales pipeline is bone dry. The flood of leads and opportunities has turned into a trickle, leaving you scrambling to find new opportunities amidst a worldwide crisis. If you’re looking for tactics on filling your pipeline in X amounts of days, you’re in the wrong place. Mistake #2: Selling to the wrong prospect.

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InsightSquared

OCTOBER 31, 2019

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Still concerned about spooky pipelines?

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Crunchbase

JUNE 16, 2022

Implementing the right sales pipeline strategy is an essential element of business development for any company. Without a proper process in place to build sales, prospects and leads will go cold, valuable insights will be missed, conversions will be limited, and your business will lose out on revenue. What is a sales pipeline?

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The Pipeline

SEPTEMBER 22, 2020

Prospecting is always a core activity for successful sales professionals, but never more so than in Q4. There is not only the opportunity to close the year strong but to set yourself up for a great start to the new year. The post 5 B2B Prospecting Best Practices appeared first on TiborShanto.com. By Tibor Shanto.

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Pipeliner

APRIL 30, 2022

Today integrating email within Pipeliner CRM is easier than ever. Most companies have moved their email to either Office 365 or to Google G-suite, and Pipeliner fully supports either of these options. Now let’s look at some of our email tracking features—reasons why you should enable email tracking in Pipeliner right now.

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Janek Performance Group

OCTOBER 4, 2021

For many sales reps, pipeline reviews are like meatloaf. However, with the right approach, a pipeline review is an opportunity. In fact, for reps still skeptical, recent research confirms the importance of pipeline reviews. Also, companies that train managers on pipeline management had nine percent growth.

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