The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. I am calling the updated version Impact Questions, a marketing friend told me that one needs to rebrand for re-launch; change the name and you change focus from potential negative connotations. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. attend a sales skills workshop. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. hire a prospecting coach.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This fosters continuous learning and skill development, crucial in a rapidly evolving market.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

No More Cold Calling

MAY 17, 2019

In fact, 83 percent of satisfied customers are willing to refer products and services, according to a marketing survey conducted by Texas Tech. A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted. What can you tell me about the prospect?

Referrals 327

Referrals Scale How To Cold Calling 327

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Prospecting. Add a Comment.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you. He wanted our opinion on how to get more leads without having to cold call.

Leads 201

Leads Marketing Qualified Lead Cold Calling LinkedIn 201

MTD Sales Training

JANUARY 24, 2022

With the competition getting tougher and smarter by the year, you need to make sure that your email stands out from the hundreds of other emails your prospective clients are receiving. You’ll also want to compare your key performance indicators (KPIs) to the industry average benchmarks, to see how you’re performing in your target market.

Campaigns 156

Campaigns Discount Top of Funnel Follow-up 156

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. And the basics of selling are….? 6. Know your competition. Networking.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. At ABM Orkestra , we have helped dozens of companies solidify their account-based marketing strategy. At ABM Orkestra , we have helped dozens of companies solidify their account-based marketing strategy.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

No More Cold Calling

MAY 2, 2019

Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. So, business leaders defer to anything but asking for referrals and spend money on marketing campaigns and cold calling. (Or Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time.

Small Business 316

Small Business Small Business Referrals Hiring 316

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

The Pipeline

MAY 20, 2011

Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. Ian Brodie is a Marketing Speaker and Coach who helps consultants, coaches and other professionals attract and win more clients. LinkedIn is a two way street, now your prospects know your background.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Anthony Cole Training

OCTOBER 13, 2014

Just for the sake of simplicity, lets’ assume that all of your sales people have the same situational factors (market conditions, competitive issues, compensation, and tenure). Over the next 3 weeks, I will be working with two companies to facilitate a personal goal setting/business work plan workshop.

Sales Management 231

Sales Management SME Incentives Incentive 231

The Pipeline

JANUARY 18, 2012

Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. Sales and Marketing Loudmouth. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity.

Pipeline 253

Pipeline Cold Calling Compensation Hiring 253

The Pipeline

JULY 25, 2011

Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. Sales and Marketing Loudmouth. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

FEBRUARY 24, 2012

The sales person armed with a wheel full of “synergies”, “efficiencies”, and “value propositions”, all they are missing is a prospect to drop into the right slot, just like the ball at the casino. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

The Pipeline

AUGUST 5, 2011

Lauren Carlson is a write and market analyst out of Austin, Texas. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. Sales and Marketing Loudmouth. About Lauren Carlson. She focuses on enterprise technology in the area of customer relationship management.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

SEPTEMBER 18, 2018

But seriously, people talk about what they know, so if we help them understand what prospects want to know about, which is not product oriented. Being able to spell PRODUCTIVITY is not the same as understanding it or applying it in a way that moves the prospect’s objectives forward. Silence Sucks. Tangible and measurable value.

Vendor 255

Vendor Discount Insurance Insurance 255

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 296

Referrals Scale How To Lead Scoring 296

The Pipeline

NOVEMBER 11, 2011

Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. Sales and Marketing Loudmouth. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

OCTOBER 31, 2011

The market is changing, are you? Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. Sales and Marketing Loudmouth. There are a number of other ways and benefits, the key is to adopt and foster a culture of learning and improvement. Tibor Shanto. Negotiations.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Increase Sales

JUNE 30, 2014

This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. of all businesses here in the US having under 20 employees and far more constrained budgets, marketing departments are no longer separate entities. Now with 97.7% Share on Facebook.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

The Pipeline

JULY 4, 2011

Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. 1. The above are a start, and need to be practiced, and constantly improved, but as you master them, you will see opportunities to tackle other barriers to prospecting success. B2B #Sales #prospecting. What’s in Your Pipeline?

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

NOVEMBER 26, 2019

The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. But I have a captive audience in a workshop, on voicemail you don’t. People will call back to solve a puzzle, but not to be pitched, especially when they are not in the market.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

MarketJoy

MAY 8, 2025

That said, here are some top lead generation best practices and strategies for IT services: In-Depth Market Research Step one is knowing who your target market is. Armed with this knowledge, you can craft marketing messages that are tailored for your audience, which leads to engagement and conversion rates.

Lead Generation 59

Lead Generation Account Based Marketing Webinar Metrics Lead Scoring 59

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. There are no big marketing costs. I designed a one-day workshop, which I offered in live public sessions for many years. It’s changed how we prospect, but it hasn’t changed how deals get done. Here’s how it went: Do you like to get referrals? Seems like a dumb question, because everyone likes them.

Referrals 286

Referrals Cold Calling Survey Scale 286

The Pipeline

JULY 18, 2011

Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success.

Pipeline 271

Pipeline Lead Scoring Lead Rank Top of Funnel 271

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

The Pipeline

MARCH 5, 2012

Knowing what to react to and how to react will not only help you win sales, fire the wrong prospect, but always save you time, your number one resource in sales. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. Sales and Marketing Loudmouth. Negotiations.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Scoring Lead Rank Sales Qualified Lead 267

Zoominfo

JULY 16, 2018

Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ). 44% of marketers have hosted or participated in a webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

The Pipeline

JANUARY 27, 2012

In the end you still have the choice of re-establishing the value or moving on to the next prospect. Read ” The WOW Approach to Price Negotiations “ Make sure you have plenty of real prospect in your pipeline so can afford to walk away. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success.

Pipeline 236

Pipeline Negotiation Lead Scoring Lead Rank 236

Highspot

JANUARY 23, 2025

Common training techniques include interactive workshops, role-playing exercises, and ongoing coaching. In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships.

Training 52

Training Negotiation Exercises Proposal 52