Welcome to The Pipeline.

Do You Confirm Set Appointments? – The Feedback3

 By Tibor Shanto - tibor.shanto@sellbetter.ca 

eGrabber time

A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

Thank you to everyone who responded. We had some great responses, and the result was in some ways different than what I had expected based on similar discussions with salespeople in workshops I have delivered, or other reps I have worked with directly.

Recognizing that this is not in any way a scientific poll, not one respondent said no to confirming set appointments.  About 75% said they indeed do confirm, the remaining 25%, offered a conditional response. The conditions usually related to distance, travel time, or effort.

“If I’m travelling more than 45 minutes, then I always confirm.”

“Usually I don’t; people get enough email the way it is. If, however, it’s a small, out-of-the-way account, I learned (the hard way) that it’s best to do so.”

In some ways I was surprised by the numbers. In most discussions I have had the split is usually more balanced, with some 30% saying they do not confirm, and I have had groups that were evenly split. I did wonder how much of the difference may have been due to people putting on their public face, giving the appropriate response rather than their SOP. But looking at some of the reasons people gave in support of their actions, one has to take the results at face value. One also has to factor in that people who do not usually confirm meetings, may not be inclined to take the time to respond.

Here are some comments from those who confirm, and what I thought were good twists and ways to tactically leverage the confirmation.

“I believe inherent in the confirmation you have once again inserted you, your company and its products in his mind – always a good thing, and professional, in my opinion.”

“Yes, because then it’s top of mind and if they’re not interested you’re not wasting 15 minutes of your time sitting and waiting for them … It’s all about getting to the ‘no’ quicker so you can find people that are ‘yes’ …”

I have to agree with the concept of getting rid of the “no’s”, and saving time and resources who are likely to go through the cycle with you. The more you can “disqualify”, the more “qualified prospects you will end up with.

A couple of the responses offered similar reasons for confirming, that it is an opportunity to get you and your company in front of the prospect once more:

“I believe inherent in the confirmation you have once again inserted you, your company and its products in his mind – always a good thing, and professional, in my opinion.”

A variation was around how people confirm, choosing to present it in a way that not only confirms but opens other useful avenues:

“I would not call to ask if they will keep the appointment, but ask if there is any additional data or information or a specialist colleague I can bring to the meeting on the scheduled date and time, and that I am prepared to invest additional time doing the research. If we call them and ask if they will keep the appointment, there is a chance they will answer NO and hang up.”

For full disclosure, I usually do not confirm once the other party has accepted the electronic invite, I am not religious or black and white on this, but I tend to give other professionals the benefit of the doubt, and not often let down. Once I accept a meeting, I feel that it is my professional obligation to respect the other party and inform them as soon as circumstances change. Perhaps those of us who do not confirm are a bit naive. My view usually is that the appointment was agreed to, then followed up with an invite that puts the time, person and purpose right in their calendar, anything beyond that seemed redundant. Further, over 90% of the time the appointment happens as planned, or I get a call or note in advance about any required changes.

I also find that what you sell has something to do with it. I do notice that transactional sellers get forgotten more often than higher ticket product or what some would call more complex sales or solutions. I personally believe that this is more a reflection on the buyer than the seller, perhaps knowing that the rep is likely to call again, they have a choice in suppliers being contributing factors. All the more reason to focus on driving the buyer’s objective to raise one’s profile and importance of the meeting. Again a reason to leave the product in the car and base the appointment on objectives and impacts.

In the end, I am not sure there is a right or a wrong, there is what works for you. Be open to trying different approaches and don’t get stuck behind something that worked yesterday, but not today. The key is you are getting appointments, and while some may fall away, keep booking the next.

Hey, if you liked what you saw here, invite me to speak at your next meeting!

What’s in Your Pipeline?
Tibor Shanto 

3 Reasons Why Objections are Not a Bad Thing3

By Tibor Shanto - tibor.shanto@sellbetter.ca

No sales keys

Most sales people think about objections as being a bad thing, a lot of sales people and worse leaders, get really uptight when it comes to objections. Often before we have even began to define parameters with stakeholders, they’ll say “Oh, and we need an Objection Handling session”, they want to take a tennis approach to managing objections, prospect “throws” out an objection, and they want to hit it back to them. But objections are really not a bad thing, not always convenient or easy to manage, but they are not a bad thing.

Here are three specific reasons why objections are not always a bad thing (no specific order):

  • Indicate engagement
  • Allow you to introduce more value/information/facts without pitching
  • Allow you to qualify – disqualify buyers

The goal here is not to specifically give you techniques, but more to get you to relax a bit and see how objections are good for you, your sales, humanity, and global warming.

Keep in mind that for the most part objections come up in two ways, when you are trying to engage or prospect them, (we did a six part series on this, you can find Part I here). The second is when you are trying to gain agreement, either during the sales on specific points that will move things forward, including simple Next Steps, or at the end when you are trying to complete the sale. In either case, what follows will help you put things in a different perspective and let you use the objective to improve your selling, as a whole, and in specific deals.

Indicates Engagement – Even though some objections during the prospecting phase are knee jerk on the part of the buyer, the fact that they “are responding” allows you if prepared, to deal with that objection and segue to a conversation, key is being prepared. As you get into the sale, the objections will be more specific, a direct reflection of what the buyer is thinking, and how they are interpreting what you are saying, and if they are not clear, an opportunity to correct course. Even towards the end, with the lowest form of objection, the price objection, it is an indication that they are involved, capitalize on it.

Allow you to introduce more information/facts/value without pitching – Every time they object, they are in effect asking a question of for clarification, what a bonus. You can get a sense where their thinking is at, introduce additional elements. You can usually go deeper, and more importantly ask for more clarification on the part of the prospect. “Help me understand what you mean by…” Many objections are really questions, or the buyer evaluating things and they vocalize them, it is my chance to recalibrate, add useful value elements, align with the buyer, and move forward.

Allow you to qualify – disqualify buyers – Sellers are always looking to qualify buyers, well their objections are a good qualifier, and as I have argued in the past, if your qualified prospect to closed ration is less than 50%, your time is probably better spent disqualifying those that you know will not close based on experience, which will leave you with more “qualified” buyers. Objections are a great way to disqualify, if you cannot manage and move beyond, you need to accept that it is time to move on, rather than play objection tennis, where you always lose. The big thing is that every time you disqualify a prospect, you have to replace them with a new one. Which is why some sales people would rather pretended they doing productive things by dealing with insurmountable objections, than doing some prospecting.

How you deal with objections is a different post, and there others out there with some great ways. But first you need to deal with how you view objections to begin with.

What’s in Your Pipeline?
Tibor Shanto 

Why “Value Propositions” Are Useless10

By Tibor Shanto - tibor.shanto@sellbetter.ca

Lipstick Pig

It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients?

People love the term value proposition, so user friendly, none threatening, cute, warm, and safe. Some pundits going to great lengths to elevate it above other questionable and formerly popular predecessors such as “the elevator pitch”, a concept dating back to liftmen trying to improve their lot with an unsuspecting captive (trapped) audience. I guess at one point someone alerted sellers to the fact that the word ‘Pitch’ was not conducive to consultative selling. So things evolved to USP – Or “Unique Selling Proposition”, exalting the uniqueness of one’s offering. But uniqueness on a product level is rare, continuous uniqueness even more infrequent. In the end it is still about what is being sold, and as such, just an elevated pitch.

And so it evolved, buyers are obviously looking for ‘Value’, (no matter how it is defined, or more often, undefined), while allowing sellers to cling to a familiar concept, ‘Proposition’, thus giving us the ever popular: ‘Value Proposition”.

Proposition –
1. the act of offering or suggesting something to be considered, accepted, adopted, or done.
2. a plan or scheme proposed.
3. an offer of terms for a transaction, as in business.

While this may have played well in focus groups, the reality is that you can put lipstick on it, but it’s still a ‘Pitch’. As with many things in sales, the problem is less with the concept than the execution.

The challenge is that sellers are still going into to selling situations with pre-molded ideas of value for a generic group of people, and proposing that it will fir to a specific scenario. Even well-crafted value propositions, with good contribution from Marketing, are rooted in “here is why this is good for you”, and are then proposed – pitched to potential buyers. 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.

The better alternative would be to use the key elements of the value proposition as a basis for discussion. Rather that a proposing value, it is much more effective to mutually define and develop value for the potential buyer. You can still leverage the same facts and factors, but it is more about the way you use them to initiate and craft a discussion that will not only allow you to gain a better understanding of the buyer, their requirements and objectives, but will engage the buyer in a much deeper and impactful way. 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.

The only practical use for “value propositions” is to disqualify buyers who don’t fit your preconceived cookie-cutter notion of who your right buyer is. Change proposition to definition, and you will eliminate those buyer that won’t benefit from your offering, while allowing you to engage and capture a much broader range of buyers that those who fit the mold.

What’s in Your Pipeline?
Tibor Shanto

The 3 Legs of Sales Success0

By Tibor Shanto - tibor.shanto@sellbetter.ca

Stool Success

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

As with many endeavours, we sometime focus too much effort on style and take our eyes of the fundamentals. As Michael Jordan once said:

“…You have to monitor your fundamentals constantly because the only thing that changes will be your attention to them”

While the framework for the fundamentals are process and quality of execution, the key fundamentals that we need to continuous focus on regardless of methodology or approach are:

  • Size of Sale (or order)
  • Volume of Sales
  • Price integrity

Size of Sale – Refers to the specific size of the order, specifically in two forms. One is the result of the type of prospects you pursue; if you are selling stuff measured in units, the larger the target company, the more units they will require. Since in most instances, the effort required to sell a $50 million dollar/40 employee company, is often not that different than selling a $100 million/100 employee company, why not focus on the larger end of the scale. A variation on this is a recent example from a company I worked with. They found that of the three batteries they sold, the mid-range one was the best product/value for the price, for both the customers and them, but people tended to opt for the entry level battery. They discontinued offering the bottom end, their unit sales did not decline, and their revenue and margins increased.

It is no different if you are selling services, if you target companies that can ‘consume’ more of what you sell, you will sell more by avoiding those who consume less. Since the time you have to make the sales does not change, why not target those opportunities that can give you size or scale. You can always go down stream once you have sold the ideal size first.

Volume of Sales – this is different than the first point, it goes more to how many sales you get irrespective of size. If right now you are doing four deals a month, and were to increase that to say 4 ½ deals per month, you would move to 54 sales a year, a 12% increase. Even if you have a long cycle, big ticket, say only six sales a year, increase it to 7, may not sound like much, but.

This involves better use of time, primarily through the discipline of disqualifying those opportunities that will not close now, they may close a year from now or even in the summer, just not now. This is where your process gives you the confidence to say no, rather than spending time to try and get a yes where one does not exist. Like the old gold rush 49ers, the quicker they got rid of the sand and stones, the quicker they got to the gold, increasing their daily take. Get rid of the crap in your pipeline, and you’ll work with more gold.

Price Integrity – as straight forward as it gets, the less we concede the more we succeed. Resist the temptation to “give a good price to get in”, because you will never recover.

As you evaluate your opportunities, it is important to consider how any or all of the above can be leveraged to deliver better and consistent results, and how misalignment can be detrimental to success.

With all of the above methodology and improved execution will help you sell more to more of the right people, but merely adopting a methodology without target one of the three elements above is not enough. You may want to start by targeting one, or better yet explore opportunities that allow you to move the dial on all. We use a simple matrix allowing clients to plot opportunities based on these elements with the added element of time. This allows them to visualize and focus on the right number of highest value opportunities sold at full price.

Everything we do in sales should have a positive impact on one or all of those three elements. It is when we take our eyes off these fundamentals, that the level of effort, training, coach or other initiatives, will always be greater than the results. The start of the year, (quarter, month, day) is a good time to refocus.

What’s in Your Pipeline?
Tibor Shanto

The Fine Line Between Cool and Rude8

By Tibor Shanto - tibor.shanto@sellbetter.ca

Back 2 back sm

In an increasingly hurried world of too many things to do in too few hours, buyers seem to fall in to two groups: Cool and Rude. The cool are those who can deal with and clearly communicate what is on their mind, regardless of the impact on sellers. While what they communicate may not be what sellers want to hear, the upside is that the communication is clear, and they are offered the respect a potential partner deserves. The rude (and I suspect other shortcomings) are those who fail to communicate clearly for whatever reason, that, only they know since they are unable or willing to communicate properly.

Specifically I am speaking about the common act by many, but here specifically prospects, of going radio silent on sellers.

Context

This came about as a result of a coffee with a long-time associate Harry, a very professional and proven seller in his industry, with a solid track record of delivering results for both his employer and his clients. He has been around long enough to know that his offering is not for everyone, and that at times he does not sell as well as other times, but he has for years managed to sell and deliver value in an industry that continues to be commoditized daily. Add to that we were talking about not people not responding to initial approaches from e-mail, inbound marketing, cold calls, voice mails, LinkedIn InMails, Tweets, or any form of initial approach, the examples he was discussing were from people who were engaged in the process, went well past the initial exploration, and clearly expressed more than an interest in engaging. Harry was lamenting the loss of common courtesy, not that he expects everyone who starts the process to buy, just a simple communication as to where things are, even when they are nowhere.  BTW, I have heard this from a steady number of professional sellers of late.

The Reality

His comments came not from the frustration as a seller, but the deterioration of common courtesy in business. He has been around long enough to understand that many will not see value in what you sell, and may come to that determination after going part way through the cycle. Being old school, he is doggedly focused on next steps, and when he doesn’t get one, he understands that he needs to both ask why, and he needs to find a new prospect to replace the one that just said no. What he was puzzled by is why people who committed to a next meeting, next call, next action, not only do not follow through, but fail to communicate. Yes, silence clearly communicates their intent, he was just wondering why they just couldn’t say no. Again, for Harry it was not about the lost sales, but the lack of will, or ability to communicate.

Most professional sales people understand that they will hear more no’s than yes’s, in fact the better they are, the truer that is. Harry was just asking to hear something, even as he moved on to the next opportunity.

Yes, we know that buyers are crazy busy; busy, busy, busy; but busy is not permission to be rude. In fact most successful executives go out of their way to close conversations and discussions, I suspect because they know they may need to interact with that person at one point in the future; now that’s cool! As Harry said “I didn’t put a gun to their head to meet to begin with, some reached out to me, the least they can do is to tell me to FOD.”

In a selling world enamoured with the concept of relationship and etiquette, one where the mantra of people buy from people, rules supreme, it is a curiosity why so many seem to prefer to be rude and ignorant, rather than cool and communicative.

vote

What’s in Your Pipeline?
Tibor Shanto

Does Your Pipeline Need a Stent?0

By Tibor Shanto - tibor.shanto@sellbetter.ca

iStock_000002840339XSmall

The fourth quarter of the year holds a unique challenge for sales professionals. We not only have to close what we can by year end, but we have to prospect with more vigour than ever to ensure we go into the next year with enough momentum and opportunities to ensure a strong start to the year and our eventual success.

Coming out of the summer, we also have a lot of opportunities that have been parked, on hold if you will, due to the distractions of summer. All with the hope, and I mean hope, that now with everyone refocusing on business, they will revive themselves or be rekindled and result in sales. But experience has shown that despite the hope, intention and solid promises few if any come back on line with the promise they had when they were parked in June or so.

This leave pipelines full of names that some mistake for real opportunities, and end up consuming time and energy before we realize that all hope had left these “opportunities” soon after they were parked, or often even before.

All these opportunities in the pipeline end up looking and acting like plaque in ones arteries, creating blockages and bringing with it the risk of deal flow being restricted if not entirely cut off, by these blockers that we confuse with opportunities. Many confuse a full pipeline with a healthy pipeline, and nothing is further from the truth. Having a pipeline full of names, unverified “opportunities”, bring the same risk to your sales, as clogged arteries do to your health. It is important to clear the path, and allow real deals to flow unencumbered by wishful thinking and names in the pipe.

One impact relates to what a former colleague once said about having a pipeline full of names rather than opportunities: “What people emotionally believe their prospect base to be, triggers their urgency to prospect!” The illusion of all those names in the pipeline, the tendency or the need to follow through with each one, just distracts one from prospecting for new opportunities. “Look at all the stuff I have to work on”, leads to a lack of prospecting, and by the time you realise you need to adjust, that year end is close, and the ability to build momentum in to the coming year is gone or badly diminished.

The goal is to establish good rules for requalifying the pipeline, and not being afraid of letting go of all the crap that is just not real, and clogging things up. Rather than trying to make it real, as many will, learn to let them go, for now, you can always revisit, say it after me: “Leads Are Recyclable”. Eliminate the “maybes”, and move on the real ones, the ones willing to take proactive steps to make things happen now. Start by inserting a “Next Step Stent”, if they are unwilling or unable to act in a way a buyer would, then get them out of the pipe, they are a distraction, and again – you can call them back.

Work on those behaving like a buyer, not a tire kicker, if the story hasn’t changed since May, their status in your pipeline should.

Get that stent in there, clear out the cloggers, and close the real opportunities.

What’s in Your Pipeline?
Tibor Shanto

Open Ended Sales Meetings?4

By Tibor Shantotibor.shanto@sellbetter.ca

iStock_000001262117Small

Not long ago I posted a piece about the positive side of “closed ended” questions, and their place in the sale cycle.  As with many things it is rarely the case of one versus the other but more of which is more appropriate for the scenario, and in sales for achieving the objective you set out to accomplish.

Sellers can and should take the concept of open ended and closed ended, and apply it to actual sales meetings.  What you’ll find is that sales meeting properly executed should be more of a closed ended event, but all too often they end up being an open ended, in fact too open-ended, often becoming ever meandering affairs.  The kind meeting which seem like they may never end, especially when you add a torturous layer of PowerPoint; or they end without a specific conclusion or direction.  The meetings which follow frequently seem to be another try at getting it right, instead of moving things forward.

The problem usually comes down to what the objective is going into the meeting.  I have written in the past about sales people not having a handle on the length of their sales cycle, saying things like “It depends”, or offering an unrealistic “oh 3 – 6 months”; that’s a big variable given that time is your most precious resources, and non-renewable to boot.   Taken a step further and asking them how many meetings it may take to close the deal, they answer with less confidence and more ambiguity.

Well if you don’t know how many meetings it may take, (live or by phone, webinar, smoke signals), it becomes really hard to have specific outcomes or objectives for each meeting.  This is why sellers at time lose control of meetings, leaving the client to take the meeting to a conclusion, one with no real next step.

Knowing what you want out of each meeting allows you to plan objectives, primary and secondary, plan next steps, and build a structure for the meeting, including questions, that will help you and the buyer meet mutual objectives.  Absent that, it begins to look like an experience with the “Be found” camp, having  abdicate their role as sellers,  they are hoping the buyer will find something to continue for, something to buy.  I propose they are hoping the client has a need, hoping they can strike a relationship based on something other than the buyer’s objective, hoping for the order.

Having clear objectives, measures and next steps defined and planned in advance will also allow you to do one other thing with great confidence, that is disqualify buyers.  If you cannot achieve your stated objective, having executed your plan, you have to seriously consider that you are not dealing with a real buyer, real like the ones who buy when you achieve your mutually stated objectives.

I remember working with a “rock star” in Boston, he confidently told me his deals on average take four meetings, great, what was his measure of success for the first meeting, his objective? With expected bravado, he proclaimed “to close the deal man!”  He did not have an answers as to why he bothered going back three other times if he was going to close the sale during the first meeting.  Although there is a prospect I have, who will never buy from me, but he loves the same bands I do, and makes a great espresso, I love going there, but I leave my order pad in the car.

What’s in Your Pipeline?
Tibor Shanto

Inventory Clearance B2B Style0

By Tibor Shanto – tibor.shanto@sellbetter.ca
Clearnce

This time of year is an interesting time for the retail trade.  As memories of the holiday season begin to fade and the last of the Boxing Day (week, month) sales come to a close, retailers begin another annual ritual, the “Inventory Clearance Sale”.  Makes sense, retailers want to clear old and non-selling inventory, freeing up cash, so they can reinvest it in more profitable inventory. In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential.

There are some lessons here for B2B sales people as well.  Consider your pipeline as your inventory of prospects and opportunities, add to that the notion of time representing your shelf space, both finite, both needing active management.  As such, applying the concept of inventory clearance could be very beneficial for B2B sellers.

When you look at your inventory of prospects, the reality is that no matter how much potential they had when you first decided to carry them, over time and as a result of a number of factors, the likelihood of that inventory turning over changes, usually diminishes, often to a point where they have a negative impact on your pipeline and success.  Prospects are similar, in as much that some will close, many more don’t.  Either way they need to be removed from the pipeline, or else you can’t bring in new inventory.

This is why sales people need to develop rules for purging their pipeline of bad prospects.  Sales people hang on to bad inventory, many look at their pipelines emotionally, the fuller they perceive their pipeline to be, the lesser the propensity to prospect for new opportunities, fresh inventory, confusing a lot of inventory with quality salable inventory.

Bringing shelf space into this in the form of time, you can begin to remove bad inventory before it hit “best by date”.  Prospects and opportunities time out, if 80% of your sales close in 75 days, what’s the point in keeping it in the pipeline on day 121; if 80% of the time you can complete the Discovery stage in 3 weeks, should you really continue the Discovery into its 10th week?

It is important to remember that these concepts also apply to your account base, not just prospects.  How many low margin accounts are using up resources that if applied to other accounts or new ones would make for better revenues, margins and all around customers.  Putting those accounts on the clearance list would allow you to achieve more, be happier, and probably have a better attitude towards new opportunities.

Clearing out bad inventory, be they clients or prospects, should be an ongoing process throughout the year, but even for where it is not year-round, doing it at least once a year, at the start of the year, can bring immediate and yearlong benefits.  So good ahead, develop your policies, and hold that “Inventory Clearance”

The Art of Sales Contest Winners!

Congratulations to:
Kristin Geenty and Alan Hart, they are the winners of the tickets to the Art Of Sales, in Toronto next Tuesday January 29.

Enjoy and profit!

What’s in Your Pipeline?
Tibor Shanto

 

 

Deadlines – Your Sales Trump – Sales eXchange 16546

In previous posts I shared how time and your treatment of it have a direct impact on your selling results and success.  How allocating time is a much more productive than efforts invested in trying to manage it; shifting time to help you and your buyer do more with a finite and non-renewable resource.

Since time is constant, and always a key part of the success equation, there are other ways for sellers to leverage time for success. One is the use of deadlines and critical milestones.  A specific point in time creates focus all around.  Once firmed up it can help the buyer prioritize their actions, resources and decisions in order to deliver by the given date.  One of the most important components of an effective and successful Discovery stage and process, is understanding and confirming the buyer’s decision/process.  Core to this,  is the buyer’s timelines and most importantly, deadlines.  Remember, gaining efficiencies and advantages by shifting time, is one of the key drivers for people making purchase decisions.  To add impact, drive to establish and confirm not only when they need to make decision by, but when they expect the benefit of the purchase to materialize.

The purchase is an incidental piece of a bigger thing unfolding.  Whatever you’re selling, the important time for the buyer is when they will get material benefit from using what you are selling, not the actual purchase of your offering.  If putting your machine on the floor will:

  • Reduce errors in production by 5%
  • Which in turn means lower cost of production
  • Which leads to improved margins (don’t forget sometimes improved margins may be a direct objective for the director you are dealing with, which leads to a direct financial bonus for the buyer)
  • And the buying organization has set a margin target for end of next quarter

The end of the next quarter is a more prevailing a deadline than the slated purchase date.  You can leverage both to create focus, having both “project” deadline and expected benefit deadline.  Even when they may not have a formal buying/decision making process, having a timeline can be very powerful focal point; and most have a sense of time.  Of course if they don’t it is a powerful clue that you may not be dealing with a serious prospect, even when they may have a decision process, but seems no need to make a decision now!

It is also important when you run into reluctance to change; having the deadline will help you accentuate the risk of inaction.  This may not be that important to “be found” sellers, but for real sales people, it can help you calm a client by focusing on the upside of the projected benefit, and the risk associated with standing still; not easy, but if it was they wouldn’t need us.  Having that point in time, helps you work backwards to where they are now, and create urgency and more importantly action – execution.  Once you develop this skill, you’ll be able to work backwards in very effective way, most specifically in “if you don’t act by this date, you will miss”.

And let’s not forget the importance of deadlines you create efficiencies in the way you sell and manage your pipeline.  Deadlines help you prioritize execution.  They also help you time sales out, if your average sales cycle is 6 weeks, you can set a deadline for expected close, and measure you execution against that, and if need be disqualify opportunities that are beyond deadline.

What’s in Your Pipeline?
Tibor Shanto

Houston, We Have The Solution!74

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston.

If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

Whether you are with a small company or large,  veteran or just launching your career, this workshop will give you the fundamentals needed to connect and engage with more qualified buyers.

We leave dogma at the door, this is not about old school vs. new school, this is about executing a proven methodology for prospecting more effectively and filling your pipeline with the quality prospects in the right  quantities.  This is the same program that has helps thousands of sale professionals improve their skills and increase prospects and sales.  Sales professional in dozens of companies are using the methods and process delivered in the Proactive Prospecting Workshop to deliver consistent results.

What you’ll learn…

  • Overcome the fear of cold calling
  • Develop techniques for making successful cold calls
  • Take a proactive role in filling your sales pipeline
  • Write effective e-mails – Leave voice mail messages that get returned
  • Handle Objections – win more  appointments

To learn more about the results sellers have realised just click here to read success studies, or watch what they said after attending the Proactive Prospecting Workshop.

Every New Customer begins as a Prospect!

Start filling your pipeline with Real Prospects!

Learn more at www.proactiveprospecting.com
Sign up today, seating is limited to 100 people!

Early Bird Specials Available – Multi-Attendee offers
ADDED BONUS – 500 FREE leads from LeadFerret.com
The Proactive Prospector’s Guide to Objection Handling Booklet

www.proactiveprospecting.com
Call – (855) 25-SALES

Sign Up Today! And always be confident when asked:

What’s in Your Pipeline?
Tibor Shanto

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