The Pipeline

FEBRUARY 6, 2013

To avoid being caught, you need understand your intra-sale conversion rates, understanding if in fact you are doing a better job of converting leads to prospects, prospects to proposals and proposals to wins. sales vs. 1. What’s In Your Pipeline? Tibor Shanto.

Lead Rank 296

Lead Rank Proposal Top of Funnel Benefit 296

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. So why do salespeople continue in the dark? They choose to!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Pipeliner

OCTOBER 25, 2024

Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. They are so surprised by the good nature of the call that they, too, pick up the conversation and often invite a proposal. However, do not give it a second thought regarding prospects and clientele.

Hiring 126

Hiring Follow-up Proposal Motivation 126

The Pipeline

AUGUST 18, 2014

Just ask someone selling a fairly simple and standard product, in a highly competitive, price sensitive environment; these sales people have a much more complex selling challenge, especially if they can maintain price integrity. TS: But at that point, they just ask for the proposal, and away we go.

Conference 303

Conference Proposal Call-back Negotiation 303

Sales Gravy

OCTOBER 15, 2024

Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. Attendees can network with peers, gain insights from successful speakers, and improve productivity, prospecting, and sales pipeline strategies.

Outbound 98

Outbound Lead Scoring Lead Rank Conference 98

SBI Growth

MARCH 11, 2013

This is how a Sales Rep will lose the deal to the competition. Especially if the competition is listening to what the Buyer needs. Turns out, the prospect included Bill late in the process. Competitive proposals were already submitted. It is critical you understand the steps your prospects take.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

No More Cold Calling

OCTOBER 3, 2013

Failure to close is just a symptom of a larger prospecting problem. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results.

Closing 267

Closing Sales Qualified Lead Scale Referrals 267

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Competition: If your customers finally land the big deal, they might still shop around to find the best supplier, leaving you in a second round of competition. Understanding these pressures helps you empathize with your buyer.

Customer 80

Customer Licensing Proposal Government 80

Cincom Smart Selling

FEBRUARY 25, 2025

Quote and proposal software has generated a lot of buzz. Postings on social media, commentary from industry analysts, as well as user and vendor blog posts and white papers, all offer advice and information about automating the quote and proposal functions within the enterprise. Price, sophistication, and performance widely vary.

Proposal 48

Proposal Software Software Scale 48

No More Cold Calling

JUNE 10, 2021

Outwit the competition. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. He knew how to write a proposal that sold, and it did. We ask for an introduction to our ideal prospect. (Seems like a stupid question, but I had to hear their answers.)

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Jeffrey Gitomer

MARCH 19, 2019

If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? Your strategy should be to make the preliminary call at the prospect's place of business. There are 10.5

Sports 250

Sports Scale Proposal Call-back 250

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. So you ended the call and went to work on your proposal, an hours-long proposition in futility.

Closing 220

Closing Proposal Discount Decision Maker 220

Hubspot Sales

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Have you had time to read through the proposal?". “I I’m looking forward to working with you [prospect].". Great to meet you [prospect]! Is this a competitive situation?”. You’re working with a prospect. Never comment on a contract or proposal over email.

Prospecting 145

Prospecting Call-back Proposal Follow-up 145

Sales Gravy

DECEMBER 29, 2024

Number three, we work in a tough, competitive profession, and its just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love. Its loaded with rejection. Its loaded with rejection.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

SBI Growth

AUGUST 28, 2013

A room full of competitive sales leaders produced an engaged audience. Turn your sales training into a competition. Reps that have optimized their social brand and shared relevant content are connecting with prospects. Integrate proposal programs, lead programs and pipeline forecasts in the system. Understand the buyer.

Training 300

Training Sales Management Hiring Social Selling 300

Hubspot Sales

AUGUST 21, 2023

There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. That's where business proposals come in. A solid proposal can outline your value proposition and persuade a company or organization to do business with you. Know exactly what you need?

Proposal 98

Proposal Examples How To Social Media 98

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. Chorus is also the technology leader in the category, with seven times more patents than the nearest competition. It’s not just go-to-market teams that benefit from Conversation Intelligence.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Sales and Marketing Management

JULY 10, 2017

Savvy (some might say cynical) prospects can see the strong pitch coming a mile away and they don’t trust it. By teaching your prospects fresh concepts, best practices and unique problem resolution information, you establish yourself as a knowledgeable and generous expert who truly wants them to succeed. Actually, that’s not true.

Demand Generation Agencies 258

Demand Generation Agencies Demand Generation Targets Demand Generation Face-to-face 258

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. Referrals give us a competitive advantage. We wrote the proposal first. I got very lucky as a first-time author, and my book— NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust —was picked up by Warner Books. But I had to ask.). The Answer: Absolutely.

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

JULY 8, 2014

Here are my top 5 examples of salespeople who are busy, but not very successful: They spend long hours researching companies and prospects, reach out on LinkedIn, send InMails, emails and make calls, but have few takers for meetings. Don''t mistake proposals for effectiveness. Don''t mistake busy for smart.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

Understanding the Sales Force

APRIL 21, 2014

The personality and behavioral styles assessment companies are not experts at selling and don''t understand the nuances in marketplace, pricing, selling value, competition, verticals and variations in roles that cause different salespeople to have different results. Consider Objective Management Group''s (OMG) approach.

Hiring 261

Hiring Groups Exact Face-to-face 261

Understanding the Sales Force

NOVEMBER 27, 2013

Is it a result of more competition? More Competition - Competition tends to be somewhat cyclical but for some businesses, the effects of globalization, the Internet, mergers and aquisitions and the ability to buy from anyone, anywhere, at any time, have increased the number of options for a customer. Does that surprise you?

Travel 251

Travel Decision Maker Insurance Insurance 251

SBI Growth

OCTOBER 6, 2012

My agency team proposed an E-Detail approach where dentists were educated through online videos. The B2B program was ramped out to provide a competitive advantage. Prospects can be persuaded to embrace key points of differentiation. I saw the research – Colgate is truly better. Crest) and recommend Colgate to B2C consumers.

B2B 306

B2B SAP Customer Transportation 306

Vengreso

JANUARY 2, 2025

Implementing an automated follow up sequence is crucial for ensuring consistent communication with prospects, as it automates the process and reduces the need for manual effort. A well-crafted follow up email serves as a gentle nudge, reminding recipients of your proposal, inquiry, or invitation. But beware, timing is everything.

Follow-up 62

Follow-up Examples Hiring Proposal 62

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. prospecting) while others support all aspects of B2B sales (e.g. B2B Sales Tools.

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Sales and Marketing Management

JULY 19, 2017

As an example, imagine a rep sitting around in a lobby, waiting for a meeting in which he or she really needs to convince a prospect to change and show contrast between you and your competitive alternatives (or their incumbent vendor, for that matter).

Training 214

Training Face-to-face Research Proposal 214

Smooth Sale

OCTOBER 18, 2024

One Easy Strategy Helps Grow Our Year-end Business Image by Geralt via Pixabay Long ago, while in the corporate sales arena for eleven years, my ‘competitive teammates’ were shocked by the sales I brought in at year-end because they disagreed with my sales style and believed I would fail. Remember to put your clients’ interests first.

Strategy 88

Strategy Hiring Networking Follow-up 88

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. What if you had access to your prospects’ buying windows (time periods when they are most likely to buy)? Consider this — most ( if not all) your B2B prospects or target accounts are tenants in commercial buildings where they occupy space.

Intent Data 123

Intent Data Intent Real Estate Data 123

Zoominfo

MAY 5, 2021

You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects. Real-time intent data is the competitive advantage every marketer needs in their 2021 strategy. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Mereo

FEBRUARY 15, 2023

If you are like most sellers, you may not realize you could be selling solutions for your competition. When you are not differentiating yourself from the competition, you are selling for those competitors’ solutions just like you are selling your own. Stop selling for your competition with Mereo’s Contrast Quadrant.

Competition 81

Competition Buyer Face-to-face Up-Sell 81

Sales 2.0

OCTOBER 7, 2024

The other way to earn a “red flag” is not understanding the needs of one of the members of the buying committee and addressing those needs with your proposed solution. Fortunately many salespeople that work for your competition will “single thread” their deals through one champion.

Gatekeeper 195

Gatekeeper Maximizer Coaching Buyer 195

Understanding the Sales Force

JANUARY 27, 2024

He used email to reach out to three prospects but didn’t get a response, he messaged three others on LinkedIn, but had the same result, and he didn’t pick up the phone even once! Example One: Dave asks a question, the prospects don’t answer it, and oh, it’s a turnover! Example Two: Dave is on a roll!

Sports 188

Sports Analysis Outbound Examples 188

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Smaller teams with heavier workloads Enterprise teams have dedicated proposal writers, contract specialists, and sales engineers. The result?

Enterprise 52

Enterprise Enterprise Proposal Sales Qualified Lead 52

MTD Sales Training

JULY 25, 2018

They tell you what the competition are up to, but what are they telling the competition about you? They don’t want a lot of detail and will not read detailed proposals. Many salespeople are amiable in their nature. Amiable buyers lack assertiveness so will agree to appointments and meetings, but are they wasting your time?

Buyer 255

Buyer How To Analytics Negotiation 255

Understanding the Sales Force

NOVEMBER 6, 2023

For example, Bob has never been comfortable having a financial conversation with his prospects. As a result of skipping the financial conversation, he regularly proposes solutions that prospects can’t justify, giving him a win rate of less than 15%.

Proposal 201

Proposal Sales Training Conversion 201

SalesFuel

OCTOBER 31, 2024

This was an effective sales strategy, as the sellers would present me to their prospects as a useful resource. As a result, proposals were well-reasoned, insightful and aligned with the client’s goals. And, just as in Olympic competition, winners edge out their opponents by the slimmest margins. Is this fair? Is it real?

Strategy 59

Strategy Ideal Customer Profile Hiring How To 59