The Pipeline
NOVEMBER 7, 2016
That lie then forces them to lie about the necessity to prospect, after all they tell themselves and their manager, “Just look all the things I have going on in my pipeline.”. One way to not mislead ones’ self is to have a realistic plan for your sales, both long term and short term.
Understanding the Sales Force
SEPTEMBER 23, 2013
If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more), or that people must have (wireless service), then you can easily replace salespeople with marketers. They may not be prospects today, but that''s OK.
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The Pipeline
SEPTEMBER 25, 2013
Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.
Hubspot Sales
NOVEMBER 29, 2021
Find gaps in your sales process where a disproportionate number of prospects fall off. If prospects are willing to pay more for your product or service, your profit margin on each sale will expand — that's pretty straightforward. Telecom (Wireless): 4.60%. Reshape your brand identity and reputation.
Sales Hacker
JANUARY 13, 2020
The cold sales call is a phone call made to a potential prospect out of the blue. It takes an average of 18 call attempts to actually reach a prospect. Which begs the question: Why is it that the cold sales call has been the backbone of outbound sales for years? This is where customer data platforms (CDPs) come in.
SBI
JANUARY 8, 2013
Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. This process naturally dovetails with assisting them in identifying the most appropriate solutions, and often from a rather complex array of choices. Well said Jim! The answer is—not yet.
SBI
NOVEMBER 27, 2012
The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects.
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