The Pipeline

JULY 19, 2013

As in other parts of life certain words have meaning in some context while not in others, words become fashionable, and then become over used. Words are a big part of sales, and it is important that sales people think about which words they use, when and how. Here is what I mean: What’s in Your Pipeline?

Video 282

Video Fashion ACT Objections 282

The Pipeline

JANUARY 9, 2014

While many of the assumptions that go into the value prop are indeed accurate, they are often “proposed” in a very one directional fashion, much like a pitch. This will allow you to arrive at a mutually agreed on points of value that the buyer can take on without feeling that it was thrust on them in a pre-fab fashion.

Fashion 292

Fashion Proposal Objections Buyer 292

The Pipeline

DECEMBER 19, 2013

Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. By Tibor Shanto - tibor.shanto@sellbetter.ca. As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics.

Scale 296

Scale Fashion Margin Sales Cycle 296

Zoominfo

AUGUST 20, 2024

That asset had historically been considered just another company commodity, to be managed or warehoused like an extra tractor or overruns from last season’s fashions. Data, and lots of it, has always been a byproduct of most businesses. Use and confidentiality of the data was mostly an afterthought.

Fashion 130

Fashion Promotion Discount Vendor 130

Understanding the Sales Force

SEPTEMBER 10, 2020

She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months. Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. An employee asks for a new car, believing that an SUV crossover (not the Maserati in the picture!)

Company 267

Company Fashion Sales Consultative Selling 267

The Pipeline

MARCH 26, 2019

Almost everyone and most of all the fashionable bloggers refer to the same exercise in different ways, by different names, and that disconnect ripples through each sale, and if you look around, it shapes how we as sellers act, and how we encourage our buyers to act. An adventure with a novel ending.

Fashion 270

Fashion Exercises ACT Vendor 270

The Pipeline

AUGUST 10, 2021

But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota.

Fashion 329

Fashion Campaigns Outbound Quota 329

The Pipeline

SEPTEMBER 14, 2021

This is due to approaching two critical parts of the call in an unprepared fashion. Five, that’s all, how hard can that be ? Over the years it has proven very hard for most to deal with the most common objections. The first is how they initiate the call, remember, how we initiate a conversation can dictate how the conversation unfolds.

Objections 339

Objections Prospecting Fashion Face-to-face 339

Sales 2.0

APRIL 6, 2014

My recommendation is go buy yourself some of these old fashioned retro note cards with your name on it. Yes, you know what happened since I’m writing about this. About a week later his assistant called and said when would you like to come in. I found these today as an example.

Prospecting 315

Prospecting Fashion Banking Commission 315

The Pipeline

DECEMBER 18, 2017

I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. At the same time, another company equated “persona” to title, a great example of someone using “persona” for fashion.

Fashion 198

Fashion Buyer Persona Buyer Examples 198

The Pipeline

JUNE 5, 2014

There are some basic things, and yes I know basic is out of fashion in these days of ‘complex sales’, but making things complex when they don’t have to be is one way we get in our own way. .”, there are other factors. But the net effect of their inaction leads to the same result, and they end up getting in their own way.

Sales Qualified Lead 316

Sales Qualified Lead Fashion Lead Scoring Lead Rank 316

Score More Sales

FEBRUARY 28, 2014

Hats should be fashionable – warmer for March and maybe a little more Springy for April and May. I do not know my hat size but will find out – certainly is not too big of a head (despite what some of you may think), I’ll post that here as soon as I know, so check back. No ball caps or gag gifts.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Partners in Excellence

JANUARY 16, 2025

It seems the word “Coaching” has become one of those fashionable words, permeating every discussion. Unfortunately, coaching has become one of those high fashion words, where it’s so easy to lose sight of what coaching is. Go back 15 or more years, and we barely saw the word coaching. And that’s tragic!

Coaching 125

Coaching Fashion Analysis Tools 125

No More Cold Calling

NOVEMBER 14, 2019

Maybe it’s old-fashioned, but the phone works. Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. I wasn’t cold calling , I was calling a referral—who, by the way, had no contact information on his email signature.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

The Pipeline

FEBRUARY 18, 2013

The key is that it is created and maintained in a proactive fashion. But when you examine it more closely, it is often their actions that drive their attitude, and this creates the winning combination.

Fashion 303

Fashion Sports Motivation ACT 303

The Pipeline

JUNE 14, 2013

People always want to present themselves as being unique or different, even as they are lined up overnight for the latest iGadget , all adorned in the latest gadget-ware from Fashion Star. So I am rarely surprised when sales people tell they or their products are different.

Fashion 288

Fashion Sales Qualified Lead Top of Funnel Lead Rank 288

Bigtincan

OCTOBER 11, 2021

The post How to Train a Sales Team on Products: Use Modern Software, Not Old-Fashioned Training Techniques appeared first on Bigtincan. Have questions about how Bigtincan Learning would work for your organization? The best and easiest way to get those questions answered is to book a Bigtincan demo today.

Fashion 105

Fashion Training Software Software 105

The Pipeline

MARCH 19, 2019

It is not in vogue, but it is never out of fashion, your numbers. Thinking that if everyone is different, then they can’t be wrong. However, there is a uniform approach that can be applied to the vast majority of B2B sellers. Four simple numbers (my apologies to those who don’t believe sales is a numbers game): 1.

Prospecting 306

Prospecting Proposal Cold Calling Quota 306

Sales 2.0

JANUARY 25, 2024

We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling. The rise of AI in sales may bring us full-circle to a new version of the old-fashioned relationship-based selling model. We will use fewer cold approach techniques.

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195

No More Cold Calling

SEPTEMBER 30, 2014

So embrace your inner caveman (or cavewoman), and start connecting with people the old-fashioned way—in person. Click To Tweet - Powered By CoSchedule. In sales, your relationships are your meal ticket. Note: There is a poll embedded within this post, please visit the site to participate in this post''s poll.

Wireless 274

Wireless Face-to-face Fashion Cold Calling 274

The Pipeline

MARCH 20, 2014

Her areas of expertise include beauty, fashion, and style, and she looks forward to a long and exciting career in writing. Carrie has enjoyed writing for a wide variety of clients, from clothing brands to car insurance companies, and prides herself on her ability to make any topic fun, engaging, and fresh.

CamCard 308

CamCard Tools Conference Fashion 308

SBI Growth

JULY 13, 2013

Customers/Prospects- Nowhere in Dave’s strategy did he embed a way to listen to customers and prospects in a real time fashion. His journey to outward in involved 4 key components: Customers, Competitors, Corporate and the Field. Component 1-. Paul suggested: Buying Process Maps. Loss Interviews. What happened to Dave?

Promotion 310

Promotion Fashion Trends B2B 310

No More Cold Calling

DECEMBER 9, 2014

What generation is better suited to engage customers in this fashion than millennials? He writes: Truly great salespeople create their own content—tweets, blog posts, LinkedIn updates, Instagram photos—and they comment on and share the content of like-minded folks in their industry. They implicitly embrace the idea of sharing.

Hiring 285

Hiring Fashion Small Business Small Business 285

The Pipeline

OCTOBER 6, 2016

But automation for automation sake, or strictly as a fashion statement clearly does not add to productivity. Please don’t take this as being against automation, I love it, use it, and live off it. The sales productivity Holy Grail will continue to elude those who focus on one side of the equation while ignoring the other.

Fashion 291

Fashion Case Study Exercises Buyer 291

SBI Growth

OCTOBER 11, 2013

It will help you look at your sales force in a holistic fashion. The easiest way to do this is conduct a benchmark. If you set a baseline year over year, it will become an easier exercise. Complete this 2014 planning assessment. Look at each initiative against the 3 key criteria. Ask for help.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

No More Cold Calling

DECEMBER 10, 2020

But I don’t relate to being an old-fashioned luddite. Traditionalists (1928–1945) could include me, but I don’t view myself as similar to someone born two decades before me. However, I do relate to the attributes of being valued for my knowledge and loving face-to-face communication.

Face-to-face 421

Face-to-face Motivation Hiring Fashion 421

Zoominfo

MAY 6, 2021

Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. actually calling people on the phone.

Survey 246

Survey Top of Funnel Scale Fashion 246

Sales and Marketing Management

MARCH 11, 2019

Traditionally, each department has experienced success in the past working in a siloed fashion. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. But today’s customer journey has gotten more complex.

CRM 289

CRM Lead Rank Lead Scoring Data 289

The Pipeline

MARCH 16, 2020

But the virus has created a rare commonality, causing the market to behave in a more monolithic fashion. The skill or opportunity is in knowing the most critical objectives a set of buyers may have at a given time. Trickle Down. That sports team shut down, impacts bars, rideshare, workers, and people who we sell to.

Objections 310

Objections SME Lead Scoring Lead Rank 310

Sales and Marketing Management

JANUARY 11, 2021

Start the meeting in lukewarm fashion and you’re already at a disadvantage, meaning it’s likely you’ll lose the attention of your buyers sooner. To open in a compelling fashion, start by asking questions, making strong connections, and letting buyers know your intentions. And once you do, it’s even harder to get it back.

Buyer 194

Buyer Meeting Fashion Face-to-face 194

Engage Selling

SEPTEMBER 18, 2020

This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore. Prospecting during these uncertain times has been a popular topic. Thus, how do we prospect effectively during these difficult … Read More »

Prospecting 155

Prospecting Fashion Strategy Networking 155

Zoominfo

JANUARY 28, 2021

We predict that Zoom is here to stay; so is remote work in some fashion. However, in terms of the percentage of growth, it’s evident that Zoom’s increased rate of adoption is consistent and greater overall. So, what does this mean for 2021–and some time to come?

Tools 235

Tools Scale Fashion Report 235

Sales and Marketing Management

SEPTEMBER 12, 2017

Employees have a chance to browse, touch and interact with a variety of in-demand products across multiple categories, ranging from jewelry to electronics and from home décor to fashion, carefully hand-picked just for them. It’s critical that the rewards offered in incentive programs are highly desirable.

Lead Rank 262

Lead Rank Loyalty Incentives Incentive 262

Grant Cardone

JULY 24, 2024

Streetwear fashion brand Supreme was put on the map in the mid-90s and since then has become synonymous with skater/hip-hop fashions. But since the company’s fall from popularity… A new, larger company seized the opportunity to acquire the brand. Here’s what you need to know.

Company 118

Company Fashion Opportunity 118

The Pipeline

DECEMBER 11, 2017

This allows me, as the subject matter expert, to explore in a much more proactive fashion than with a buyer who comes to me with preconceptions and a “product” they are looking for already in mind. Cold callers end up selling to a much more curious, and open-minded buyer.

Cold Calling 174

Cold Calling Fashion Inbound Buyer 174

The Pipeline

AUGUST 31, 2020

The fashionable answer is empathy, but that works much better with buyers than prospects. While customers may pretend to settle for “good enough” you can’t sell in a good enough way. Things need to be planned and practiced making sure they turn out the way you intended. It will take more to penetrate this wall, the question is more of what?

Face-to-face 258

Face-to-face Penetration Fashion Forecasting 258

Hubspot Sales

AUGUST 26, 2024

Pro tip: If you prefer to do things the old-fashioned (read: manual) way, check out this article on the art of the follow-up for help keeping those conversations productive — you can be sure each of these touchpoints will require your time, energy, and focus.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122