Welcome to The Pipeline.

Sales & Consequences now on Amazon Kindle13

A couple of weeks ago I introduced a new online book titled “Sales & Consequences”, and while response has been great, many busy sales professionals were asking “how can I take this great content with me wherever I go, and be environmentally responsible le at the same time?”  So the elves at here at Renbor leapt into action, and produced a Amazon Kindle version of the book.  So now you have a choice, you can download the PDF version, or for a nominal charge of .99 cents, you can grab the ultra portable and shareable Kindle version of the book.  Just so you know, all author royalties will be donated to charity.  So now there is no excuse for you not to Sell Better and profit.

What’s in Your Pipeline?

Tibor Shanto

Sales & Consequences22

If you are a regular reader of this blog, thank you, you know one of the hallmarks has been a focus on execution.  As you have heard me say, sales is all about execution, everything else is just talk, and frankly with all the demands on sales professionals these days, there is little time for talk.  The challenge is ensuring that the actions you take have the desired outcome for you and your buyer.  While taking action is key, taking the right action is crucial, as actions do have consequences.

To kick off the New Year, a challenging sales year according to the pundits, Renbor has put together a new book looking at actions you can take, and ways to improve actions you are already taking.

Sales & Consequences, looks at sales from different viewpoints and situations, all with a view to helping you execute your sales more efficiently and more importantly in a fun way.  It looks at strategic and tactical aspects, examines the state of sales, decision making, and decision avoidance, either way, making a decision is a long way from taking action.

So click here, or click the picture at the top right of the page, and grab your free copy, hey get one for the cousin you forgot at Christmas.  Take a read, and feel free t comment, but most importantly, take action, cause the only thing with worse consequences than acting, is taking n action at all.

What’s in Your Pipeline?
Tibor Shanto

The REAL Problem with Sales Training18

The Pipeline Guest Post – Jonathan Farrington

It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday

And actually I agree. In my opinion, hundreds of millions of dollars world-wide are wasted every year on irrelevant, unnecessary or inappropriate sales skills development. There are four obvious reasons ….

To begin with, the one off program may supply a short term motivational buzz and provide the delegate with a number of thought provoking ideas. However, in reality, once they are back at the “front-line”, the day to day pressures of hitting quota, etc. take over again and the reactive mindset returns.

Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development.

For example, a person operating within the aerospace sector, negotiating multi-million pound contracts can find himself sitting next to a young saleswoman who markets insurance policies and is based in a call center. On her right is another person who is developing a successful career in manufacturing, selling hydraulic components and next to him…..I think
you will appreciate my point.

To achieve sustained success in all of these disparate industries requires specific skills sets and the “generalized” workshops simply cannot deliver them.

Thirdly, most – and again I would estimate it is at least 80% of – training organizations today make the assumption that all delegates are at the same level in terms of experience, expertise and have the same “commercial bandwidth”. This is of course, totally unrealistic.

Whilst it is not possible to equate age and experience with success, the reality is that, although some professional salespeople do have ten years’ experience, most have one year’s experience ten times! The very best salespeople – the ones that consistently exceed expectation, have usually received ongoing skills development from the “emerging” stage all the way through “advanced”, right up to “consultative” level if appropriate, but the keyword is “ongoing”

Finally – and this is the most significant and blatant error of judgment most Sales Directors make – every member of the team receives the same training, i.e.they are all dispatched off to the same course, regardless of whether or not they already have those skills or if indeed they need to have them in their current role.

The point here is that there is far too little planning, assessing and objective setting – it is much easier to abdicate responsibility to the training company… The downside to this approach is, of course, so much money is wasted!

So what is the answer? I don’t have all the answers, does anybody? But I have some of them, and I invite you to download the FREE white paper – registration is not required.

About Jonathan Farrington

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant, and sales strategist, who has guided hundreds of companies and thousands of individuals around the world towards optimum performance levels. He is the CEO of Top Sales Associates, Chairman of The jf Corporation and the creator of topsalesworld.com, topsalesmanagement.com and the annual Top Sales & Marketing Awards. Jonathan is based in London and Paris.

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Punk Rock People Management20

I have just received an advance copy of an unusual book on managing people by the business author and speaker called Peter Cook.  He is the author of ‘Best Practice Creativity’ and ‘Sex, Leadership and Rock’n’Roll’, acclaimed by Professor Charles Handy and Tom Peters.  Peter mixes up business academia with music in a heady cocktail that reaches the parts that other business gurus do not dare to touch.

His latest ‘album’ is curiously titled “Punk Rock People Management”, it offers some short and straightforward advice on hiring, inspiring and firing staff.  In the spirit of punk, Peter has made each chapter just two pages long – ideal for busy people and those who now browse books online.  On hearing of the idea that you could read a chapter in less time than it would take to pogo to a Sex Pistols or Linkin Park song – international author and speaker Tom Peters tweeted just four characters to Peter – “DO IT” – That’s punk rock economy!

Peter offers keynote seminars and more traditional business consultancy without guitars, based on his ideas – you can find out more at THE ACADEMY OF ROCK and HUMAN DYNAMICS.  Connect with him at LINKEDIN or read his ROCK’N’ROLL BUSINESS BLOG for regular updates.

If you like Punk Rock People Management, please fast forward, share and network it with colleagues and connections.  It’s absolutely OK to do this as the book is copyright free.   A full colour print copy and an AMAZON KINDLE version are available.  Just click on the highlighted links in this e-mail.

Take it from an old prog rocker, this Peter’s stuff is great!

What’s in Your Pipeline?
Tibor Shanto

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7 Must-Have Lead Nurturing Recipes for B2B Marketers15

Last Friday I had the opportunity to be part of a high power panel as part of a Focus RoundTable, looking at best practices in nurturing leads.  The RoundTable was a complement to a great e-book recently released by Manticore Technology titled: The Lead Nurturing Cookbook, to which everyone on the panel contributed; the panel featured Ardath Albee, Brian Hansford, Craig Rosenberg, Emily Mayfield, Jeff Erramouspe, Michael Damphousse, and I.

As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities.  From content creation, to repurposing content, to fully understanding the difference between just executing a drip campaign, to complete nurturing.

For sales people, there is great insight into the contribution they can make to effective lead nurturing, something sales people don’t see as their “thing”.  In addition, the important role a well executed nurturing plan can play in their success in converting prospect to clients.  It is not just about aligning with marketing which is key, but some of the strategies and tactics that apply to superior nurturing, can be implemented and executed in the sales process itself.

While there were a number of salient points and techniques explored, there was that sales people and organizations can learn from, that is the need to spend some serious time at a white board before moving to technology.  All to many sales leaders throw technology at an issue rather than taking the time to understand the issues, set objectives, and develop a functional and detailed execution plan.
To do the information justice, I suggest you download the MP3 of the RoundTable and The Lead Nurturing Cookbook, I am sure you will enjoy the recipes.

What’s in Your Pipeline?
Tibor Shanto

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