The Pipeline

MAY 8, 2018

One Of Sale’s Ironies. The fact that people are not calling you back when you leave a message is not proof that the phone doesn’t work and people never callback; more accurate to say that your message sucks, and you need to change it up. It is a tool, so if it is not working, you need to figure out the right way to use it.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. This interview is with Scott Ingram. Here’s a summary of our conversation and below this summary is the full transcript of our interview.

Scale 221

Scale Top of Funnel Territories Sales 221

Product Management University

JULY 23, 2020

The Irony of Agile Development. Here’s the irony. But in no way, shape or form did agile development change how your target customers define their business goals and priorities. But that’s it! Period, end of story. More emphasis on deliverables, greater accountability and better product usability. What’s not to love?

SME 66

SME Software Software Consumer 66

Bernadette McClelland

JUNE 9, 2014

The irony though, is that these people we give ourselves over to, have no idea what we are thinking nor do they have any idea that we have become so wishy washy based on our perceptions of what they might just happen to think. You want to change your results? Then this is a key thought process that also must change.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

The irony though, is that these people we give ourselves over to, have no idea what we are thinking nor do they have any idea that we have become so wishy washy based on our perceptions of what they might just happen to think. You want to change your results? Then this is a key thought process that also must change.

SME 322

SME Call-back Lead Rank Conversion 322

No More Cold Calling

MARCH 8, 2019

Today, many organizations genuinely want to change that, either because it’s the right thing to do or because it’s the smart thing to do for the bottom line. Whatever the reason for the change, the rallying cry is to attract women in sales. In honor of International Women’s Day, how can your sales team attract more female rainmakers?

Hiring 247

Hiring Referrals Networking Conference 247

Rob Jolles

APRIL 21, 2023

There are so many unusual ironies that surround the world of selling, and one of them is the odd relationship between product knowledge, and how and when to share that product knowledge with a client. ” In the end, it’s a weird irony to realize the less we know, the more we talk, and the more we know, the less talk. .”

Exercises 52

Exercises Call-back Training Motivation 52

Rob Jolles

APRIL 21, 2023

There are so many unusual ironies that surround the world of selling, and one of them is the odd relationship between product knowledge, and how and when to share that product knowledge with a client. ” In the end, it’s a weird irony to realize the less we know, the more we talk, and the more we know, the less talk. .”

Exercises 52

Exercises Call-back Training Motivation 52

Product Management University

JULY 23, 2020

The Irony of Agile Development. Here’s the irony. But in no way, shape or form did agile development change how your target customers define their business goals and priorities. But that’s it! Period, end of story. More emphasis on deliverables, greater accountability and better product usability. What’s not to love?

SME 52

SME Software Software Consumer 52

The Sales Hunter

FEBRUARY 7, 2014

Irony of the cancelled flights is yes stuff got pushed back, rearranged, etc., Finally, as a sales leader leading other salespeople, we must always remember how much our perspective will influence those we’re leading when circumstances change. Yes, a typical week for me and probably similar to what many of you encounter.

Cancellation 196

Cancellation Leads Marketing Qualified Lead Call-back 196

Go for No!

SEPTEMBER 30, 2021

That is the irony because it’s the thing we can change the easiest. That is the irony because it’s the thing we can change the easiest. A lot of obstacles. No connections. Lack of education. No support system. But there is one thing that is between you and success that you can control. And that’s what you think.

Education 71

Education Course System Coaching 71

Pipeliner

AUGUST 6, 2022

If they are subscribing to systems they could do without, they will do without them. The difference between such systems and services and Pipeliner CRM is that a company cannot run without Pipeliner. In times of crisis, Pipeliner is vital. Maintaining Existing Accounts. The Healthy Structure. People will try to fix company problems using technology.

Pipeline 98

Pipeline CRM Scale Decision Maker 98

The Sales Hunter

DECEMBER 5, 2013

They do this because they want to believe it will work again, because in the end they don’t want to take the time to change it. Irony of the whole thing is greart salespeople don’t see how much they evolve. Here’s #8: 8. Great salespeople know they have to be continually evolving their sales process.

Consultative Selling 205

Consultative Selling Selling Skills Motivation Sales Process 205

Partners in Excellence

JANUARY 12, 2022

Our jobs, as sales and marketing professionals, is to drive change. Often, customers incite themselves to change. Sometimes there is a visionary leader that provokes that change. We can only do our jobs when our customers decide their current state is unacceptable. They don’t settle for the status quo.

Ideal Customer Profile 59

Ideal Customer Profile Incentives Incentive Coaching 59

Partners in Excellence

FEBRUARY 3, 2022

They started the process with the expectation of solving a problem, addressing an opportunity, making a change or improvement. It wasn’t just a desire to buy something, but they were doing this change to produce business results. Perhaps, if updated, it would be even worse. It should cause all of us pause. It’s a huge loss!

Hiring 77

Hiring Data Intent Opportunity 77

Partners in Excellence

APRIL 8, 2022

A lot of the data had to do with vehicle performance, even the slightest change in settings might provide a little edge. Usually there were 100’s of people doing all sorts of analysis, making design changes, doing everything they could do to gain a few seconds advantage. I’m a huge fan of F1 Racing.

Face-to-face 117

Face-to-face Competition Course Study 117

Selling Essentials RapidLearning Center

JUNE 22, 2023

The irony is that these managers thought they had everything under control – when they actually had no idea what was really going on in their department. You’d think the latter, wouldn’t you? But according to research from organizational behavior experts at Stanford University, you’d be far better off with the former.

Report 52

Report Construction Research Video 52

Partners in Excellence

DECEMBER 5, 2018

There’s a whole lot involved in integrating it into our business processes, managing the change to get people to use it, and so forth. There’s a whole lot involved in integrating it into our business processes, managing the change to get people to use it, and so forth. People don’t buy just for the sake of buying.

Retention 85

Retention CRM System Benefit 85

Partners in Excellence

OCTOBER 14, 2021

The one thing constant in this world is change! If our customers see no reason to change, there is no reason to buy. Customers start buying cycles, inviting us to work with them, or we incite them to change, out of the recognition that what got them to where they are won’t get them to where they need or aspire to be.

Face-to-face 56

Face-to-face Buying Cycle Customer Strategy 56

Increase Sales

AUGUST 15, 2014

What is quite ironic is many business coaches or change management consultants who profess to help small business owners and other professionals including salespeople consistently use this excuse. The additional irony is that time management is an oxymoron as no one can manage a constant. Most people admit to wasting 12 minutes a day.

Small Business 134

Small Business Small Business Salary Coaching 134

No More Cold Calling

AUGUST 24, 2017

Salespeople used to say “I carried a bag” to prove that we knew selling. We were the feet on the street—literally. You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. According to CSO Insights, only 55.8 According to CSO Insights, only 55.8

Hiring 214

Hiring Account SalesForce Quota 214

Pipeliner

SEPTEMBER 23, 2021

But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. In this post-COVID time, the sales hunger to win big deals is intense. Alas, no easy solution to recovering from eighteen months of pandemic paralysis. Especially now, in the fog of post-COVID fatigue.

Face-to-face 97

Face-to-face Course Account Networking 97

Corporate Visions

APRIL 23, 2020

Each group was presented with the same story and voiceover, but the visuals used to depict the story changed. Most importantly, whiteboard visuals handily defeated both types of slide presentations in actionable areas such as “willingness to share with others” and “intent to change,” based on what they saw and heard. The result?

Survey 71

Survey Study Conference Intent 71

Partners in Excellence

MARCH 1, 2022

We change our approach in engaging customers, looking at Account Based programs to drive higher levels of share in the account, greater retention, and higher levels of growth for our long term and highest potential customers. I’m struck by the irony of these strategies. There’s a lot of data supporting this.

Retention 67

Retention Churn Lead Rank Lead Scoring 67

Smooth Sale

JANUARY 20, 2023

The irony is that many who retire too early or choose entrepreneurial work now glorify being back in the corporate workspace, forgetting the other side of reality that may include dark spaces. Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Are You Ready to Apply the Brakes To Your Career?

Lead Rank 78

Lead Rank Hiring Lead Scoring Networking 78

Corporate Visions

APRIL 24, 2020

We presented each group with the same story and voiceover, but the visuals used to depict the story changed. Most importantly, whiteboard visuals handily defeated both types of slide presentations in actionable areas such as “willingness to share with others” and “intent to change” based on what they saw and heard. The result?

Survey 52

Survey Study Conference Intent 52

Corporate Visions

APRIL 24, 2020

We presented each group with the same story and voiceover, but the visuals used to depict the story changed. Most importantly, whiteboard visuals handily defeated both types of slide presentations in actionable areas such as “willingness to share with others” and “intent to change” based on what they saw and heard. The result?

Survey 52

Survey Study Conference Intent 52

Corporate Visions

APRIL 24, 2020

We presented each group with the same story and voiceover, but the visuals used to depict the story changed. Most importantly, whiteboard visuals handily defeated both types of slide presentations in actionable areas such as “willingness to share with others” and “intent to change” based on what they saw and heard. The result?

Survey 52

Survey Study Conference Intent 52

Crunchbase

MAY 13, 2022

There are a handful of schools that run sales degrees, but their curriculum is pretty dated given the pace of change in the industry. So it is the greatest of ironies that so many sales roles require applicants to have a four-year degree, with all the associated debt that comes with it. The changing face of the sales career.

Salary 52

Salary Education Face-to-face B2B 52

Smooth Sale

FEBRUARY 15, 2023

Coincidentally, during a recent party, two long-time friends asked what change my life direction. Knowing that change was in order, it came unexpectedly via her brush with death. Photo by Sharon Joy via Pixabay Attract the Right Job Or Clientele: Do You Realize Your Life Purpose?

Hiring 78

Hiring Revelation Intent Networking 78

Smooth Sale

SEPTEMBER 8, 2022

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: Do You Realize The Benefits Of Disliking Your Job? As strange as the title sounds, ‘Do you realize the benefits of disliking your job?’ ’ the experience can be our most significant motivating force. How, might you ask? We cannot erase memories.

Benefit 78

Benefit Hiring Lead Rank Scale 78

Smooth Sale

MAY 2, 2023

Photo by John Hain via Pixabay Attract the Right Job Or Clientele: Will You Downsize Your Career to Do What Generates Enthusiasm? A recent Washington Post article encourages today’s blog story, ‘Will you downsize your career to do what generates enthusiasm?’ The report contains many lessons from both corporate and entrepreneurial perspectives.

Travel 78

Travel Hiring Networking Face-to-face 78

Partners in Excellence

NOVEMBER 13, 2018

But just taking this whole topic at face value, this seems to be the ultimate in irony. The answer to these issues seems to be further ramping the volume, doing more of the same thing, often casting wider nets, but not changing how we tried to engage those we are trying to reach. I just received one of those emails.

Scale 79

Scale Conversion Webinar Metrics Face-to-face 79

Pipeliner

MARCH 12, 2018

It doesn’t take a great deal of skill to help another person who is already looking to make a change. It does takes a great deal of skill, however, to help someone find the desire, and the courage, to change before a loss or failure occurs. Upon graduating the University of Maryland I just wanted to sell. It is human nature.

Insurance 76

Insurance Insurance Hiring Licensing 76

Keith Rosen

MAY 13, 2020

And the irony is, you’re choosing to do so. Sales lagging? Coaching suffering? Ever find it difficult to get out of bed in the morning? It’s not just due to exhaustion, the economy, working remotely, you and your team’s sales and coaching acumen, or how much you physically weigh. LEADERSHIP ACADEMY IS NOW LIVE! An incompetent staff.

Energy 139

Energy How To Pharmaceuticals Salary 139

Rob Jolles

AUGUST 12, 2022

What a bizarre irony. When we do things the right way, such as work hard to lead with questions, and help the customer through his or her decision for change, the customer is often looking for an opinion. See if this scenario sounds familiar: There you are, ready to make a purchase. Finally, the solution is presented.

Call-back 52

Call-back Sales Qualified Lead Up-Sell Motivation 52

Janek Performance Group

OCTOBER 4, 2023

AI is a transformative technology that will change society more than the internet. The irony of adding AI to B2B sales is the risk of making the sales process “artificially impersonal” and missing the point of genuine human connections. Especially so when it comes to recent advancements in artificial intelligence (AI).

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62