The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

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Objections Prospecting Fashion Face-to-face 339

The Pipeline

MARCH 16, 2021

But if you must prospect to succeed, you will need to focus and practice the fundamentals. Here are 5 prospecting mistakes you can avoid. In the video below I look at five common mistakes makes salespeople make while they are prospecting. The 5 Prospecting Mistakes. Which I understand is easier said than done.

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Prospecting Video Influencer Up-Sell 299

Understanding the Sales Force

MARCH 21, 2022

From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. The ten most-watched videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk. Why Your Prospects Won't Talk with You and What to Do About it - a rant.

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Video Forecasting Cold Calling Consultative Selling 296

The Pipeline

NOVEMBER 10, 2020

While buyers will respond positively you an inputs based approach, prospects will not. Which is why today we look at the inputs and outputs of prospecting, and why yields more than the other. The post The Ins and Outs of Prospecting appeared first on TiborShanto.com. They want to see how things will end. Take a look: [link].

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Prospecting Buyer Positioning Leads 348

The Pipeline

APRIL 27, 2021

It’s gotta be the Vice President of Prospecting. But how many companies have a VP Prospecting. So this is for you, dear Vice President Of Prospecting, where ever you may exist. But each assumes the other will do the thing a prospecting professional does best. So who is leading prospecting at your shop?

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The Pipeline

AUGUST 25, 2020

In yesterday’s pos t, I looked at the validity of thinking that there is the best time or best day to prospect. I also suggested two steps you can take to begin optimizing your prospecting time while reducing the total time required. The post How Long Do I have To Prospect? While you are in The Club, have a look around.

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The Pipeline

OCTOBER 20, 2020

Just like prospecting is not selling. See for yourself: Take the survey today and have your say about how we prospect through and past the pandemic. The post Prospecting Is Not Selling appeared first on TiborShanto.com. Every day, managers send their people on the field to do something they completely lack the skills to do.

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The Pipeline

APRIL 18, 2019

Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network. The post Maximize Every Prospecting Call appeared first on TiborShanto.com. Have a look, try it out, and let me know.

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Maximizer Prospecting Networking LinkedIn 282

The Sales Hunter

MAY 21, 2019

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. Make your prospects earn the right to become prospects.

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Prospecting Sales Qualified Lead Leads Marketing Qualified Lead 275

The Pipeline

JUNE 15, 2021

They understand that they need to meet your prospects on the right plane, theirs. Successful sellers understand that to sell in today’s economy, we need to function and meet your prospects on the right plane, theirs. My friend Wendy Weiss, known as The Queen of Cold Calling®, is demonstrating her unique Salesology Prospecting Method.

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Understanding the Sales Force

NOVEMBER 15, 2024

If they swung with their eyes open, and made any contact at all with the ball – even a foul tip – I would purchase them a video game of their choosing. And wouldn’t you know it, the next game, a miracle happened and he made contact and earned himself a new video game. Jack’s eyes lit up. He was all in!

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Prospecting Incentives Incentive Cold Calling 177

Sales and Marketing Management

MAY 11, 2021

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. There is no greater opportunity than video. The post Why Sales Teams Need to Use Video appeared first on Sales & Marketing Management.

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Video Buyer Positioning Sales 227

Steven Rosen

MARCH 12, 2024

In this 4:39 video , Hosts Colleen Stanley and Steven Rosen discuss the importance of in-person interactions for building rapport, trust, and empathy. This article will tackle the benefits and advantages of motivating your sales team to meet and connect with their sales prospects and customers.

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The Pipeline

SEPTEMBER 22, 2020

Prospecting is always a core activity for successful sales professionals, but never more so than in Q4. The post 5 B2B Prospecting Best Practices appeared first on TiborShanto.com. By Tibor Shanto. There is not only the opportunity to close the year strong but to set yourself up for a great start to the new year. Have a look: [link].

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Zoominfo

SEPTEMBER 1, 2020

Twenty videos later you look up to see that hours have passed you by? Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Sales reps often juggle multiple prospects at one time.

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Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

The Pipeline

OCTOBER 3, 2020

Along with Karthi Mariappan, Co-Founder and CEO at Hippo Video, A Video Personalization & Distribution Platform. I’ll be hosting the REAL Prospecting and Sales Masterclass. Grab your seat now, bring a coffee, and get ready for a masterclass on REAL sales and prospecting. See you Thursday.

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Distribution Webinar Metrics Video B2B 385

The Pipeline

SEPTEMBER 15, 2020

In the video below I share how to help patterns in activities to help the prospect ignore their own objection. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later. The post It’s Like Bending Time appeared first on TiborShanto.com.

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Objections Video Resources Buyer 383

Pipeliner

NOVEMBER 24, 2024

Direct Mail: Send personalized mail to capture the attention of prospects. The goal is to make prospects aware of your existence and offerings. Bond Once you have attracted a prospect, the next step is to bond with them. Consistent Follow-Up: Regularly check in with prospects to maintain the relationship.

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Video Strategy Top of Funnel Direct Mail 116

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Start simple, try video. How many have you tried?

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Harvest Referrals Call-back Video 360

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

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The Pipeline

NOVEMBER 17, 2020

Hey, if you’re enjoying these videos, and are curious as to how it all comes together, why not check out the Proactive Prospecting Virtual Program. That’s right, on December 1st and 2nd, we are presenting a virtual edition of the accredited Proactive Prospecting Program. Just look: [link].

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Objections ACT Quota Video 366

The Pipeline

JUNE 1, 2021

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell?

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Prospecting Cold Calling Lead Rank Research 222

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions. Keep your video on during the meeting.

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Sales Meeting Meeting Nonprofit Face-to-face 317

The Pipeline

AUGUST 24, 2021

If you are truly curious, read on, and watch the video below. This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions. Curiously Different.

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SME Margin Video Quota 391

The Pipeline

AUGUST 17, 2021

Choice Prospecting. As always there is a difference in prospecting and selling. A prospecting call or email is a binary event, you either get the appointment, or you don’t. Why put them through that, watch the video below instead. But does the buyer receive real value?

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Negotiation Lead Rank Lead Scoring Buyer 352

Sales 2.0

OCTOBER 9, 2020

You could add people to your team to do things like: Post content for you on social media Look for content from others that you can curate on put on social media Research prospects lists Research account information for you so you can make customized approaches to prospects Update the CRM for you Help you write and edit your proposals.

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Account Scale Social Media Small Business 385

The Pipeline

AUGUST 26, 2020

Take video, even on the same device, people will look at video differently based on the situation. Some will flip on their video for a TikTok or a LinkedIn rant, but fail to leverage it in business. As a result, the Hippo Video team and I created a unique program to integrate both into your prospecting success.

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Face-to-face Video Prospecting LinkedIn 250

The Pipeline

AUGUST 10, 2021

But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. And you don’t want that, see the video below to understand.

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Fashion Campaigns Outbound Quota 329

The Pipeline

JULY 3, 2020

Being approachable and easy to deal with is key to helping prospects open up and share their real objective. We are social creatures, so video seems like a natural. But it may not be when it comes to prospecting. While in other parts of the sales cycle video may add to the experience, but it can also limit impact.

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Sales Cycle Video Objections Prospecting 289

Sales and Marketing Management

FEBRUARY 8, 2021

Video Email: ?How How many video emails do you receive each day? When others are not being innovative with the video phenomenon occurring in communications, it’s your chance to stand out by sending personalized video emails to your prospects. Video is an incredibly powerful format. Probably not many.

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The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

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Data Objections ACT Lead Rank 368

The Pipeline

MARCH 9, 2021

Part of your answer may come down to your role, but for the most part it will come down to how well you prospect in Q1 and year-round. This is a great time to take inventory and focus on some fundamentals as a means of accelerating or igniting your prospecting and quota efforts. Be The Play.

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How To Face-to-face Maximizer ACT 293

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

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Demand Generation Agencies Prospecting Strategy Follow-up 115

Steven Rosen

MAY 24, 2024

He highlights how AI transforms sales by helping professionals understand prospects’ needs swiftly. AI can be used by salespeople to gather information about prospects and their pain points. He draws a parallel between adopting AI and using LinkedIn for prospecting. AI is not always perfect and requires human judgment.

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Sales Leadership Video Coaching LinkedIn 156

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls.

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Call-back Pipeline Face-to-face Cold Calling 290

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. It’s email blasts, video calls, text messages, and cold outreach on social media. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. STOP Cold Calling.

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