Welcome to The Pipeline.

Mastering Tools and Methods of Prospecting Success #webinar0

Business man point: Turn Prospects Into Sales Appointments

Wednesday June 10, 10:00 am PT/1:00 pm ET

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements

1. Sourcing the right leads and crucial information needed to reach that prospect
2. Connecting and engaging with those leads and converting them to pipeline opportunities

Join me and Clinton Rozario, as we present you the methodologies and tools that will help you master the two elements above, and keep you pipeline full and healthy.

By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients.

By attending this webinar, sales professionals can learn about

• Leveraging Social Platforms for Micro Targeting
• Reaching C-Level Decision Makers on Social Networks
• Proven method for successful B2B Prospecting
• How to sustain a continuous flow of opportunities
• Lead Gen and Prospecting Tools that will make you more efficient and successful

About Clinton

Clinton Rozario is an expert in B2B lead generation and prospecting on social networks. He has been the chief architect of several such patented products at eGrabber. He offers his expert advice about B2B sales lead generation at various forums and has written numerous articles on the same.

Register

 

 

3 Strikes Not Out – Sales eXecution 2971

By Tibor Shanto – tibor.shanto@sellbetter.ca 

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One of the downsides of today’s technology driven “always connected” world, is the expectation of instant response or gratification. I watch teenagers suffer great angst and sweat profusely when one of their text or messages is not returned instantly. I see a version of this in sales, specifically prospecting, the lack of patience causing people to abandon perfectly good leads may too soon. This not only leads to a voracious appetite for leads, but creates a number of bad habits and lost deals.

There seems to be a “3 Strikes and Out” approach to prospecting or engaging with potential buyers. But this is not baseball or the criminal justice system, where you can in fact be beat after three strikes, in prospecting and sales, this is certainly not the case. It is interesting that in this particular area, how many millennials have much in common with the characters from Glengarry Glen Ross, “Can I have me those Inbound Leads”.

In sales and prospecting the third try is often be just the starting point, and contact or success can often come much later. If we want to stick to the whole baseball theme, the game is nine innings if not more.

When prospecting, you can expect to make eight or more attempts before a given prospect may respond. Remember, business people today are usually trying to pack 16 hours into a ten hour day, meaning they are behind the eight ball from the moment they are brushing their teeth. Breaking through that not only takes creativity and solid value, but patience and persistence; a much greater level than some sales people are willing to give, and managers may tolerate. Which is too bad, because there is a lot of truth to the notion of last man or woman standing.

The key is having a plan, a system, and the wherewithal to execute. Doing it right does not mean doing the same thing eight or more times, idea is to engage not repel. First you need to pick the tools of the trade. Often one of the challenges is that we are just not getting through, I like the phone, the prospect responds to e-mail, if I don’t identify their mode of communication, the best messaging will be lost. Important to remember that not everyone is like us (thank god), so we need to make sure we that we are covering the spectrum.

Given the times we are selling in, you have to think:

Bottom line is you have choices to make, which means planning. You need to have a Pursuit Cadence planned, and implemented into your CRM. If you think you can do it from memory you are wrong. You need to plan it out and systemize it, much like marketing automation, this needs to happen regardless of your mood or workload. Below is one an example, you can learn more here.

One last consideration, leads and prospects are recyclable, how many times have you sold to someone you first prospected four years ago, missed, tried again, and then finally connected and went through the cycle, and now have a happy customer. Remember, sales is about execution, execution of a plan. Done right, it is very much a game of 3 strikes, not out.

Tibor Shanto     

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Proactive Prospecting – Capitalizing on Sales Triggers (#webinar)0

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Proactive Prospecting – Capitalizing on Sales Triggers

Join us for this live Webinar full of actionable insights!
Thursday May 7, 1:00 pm Eastern

The best sales teams are proactive – looking for deals, but also creating opportunities. Using sales triggers is one great way to be in front of prospects when they need you most.

Once a trigger event has happened, you need to be ready – action stations! To capitalize on a sales trigger, you have to be on your game and engage the prospect.  Know just what to say, how and when to say it, and how to deal with the response (good or bad).

Attend this webinar to learn how to apply a proactive approach to converting triggers to engagements (especially if you pulled the trigger in the first place!)

Learn to:

  • Convert triggers to action
  • Engage potential buyers
  • Manage and leverage the most common objections
  • Deal with voice mail, referrals and more
  • How to sustain the momentum you gain from this webinar
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Looking for More and Better Prospects?0

Who isn’t right!

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Well the good news is that over the next couple of weeks I will be participating in two webinars aimed at helping you do just that.

On Thursday April 16, at 1:00 pm Eastern:

I will be part of a webinar with eGrabber, titled: Mastering two key elements of Sales and Prospecting success. Along with Clinton Rozario, we will be looking at the most efficient and effective ways to source leads and then connect with them so you can start selling.

To learn more and register, click here!

Later in the month on

On Thursday April 23, at 1:00 pm Eastern:

I will be joining my friends at DiscoverOrg, and will look at Sales Triggers: Don’t Wait – Create. We all know about trigger events, how they create opportunities, we will look at how to better leverage events, and how to trigger similar reactions without having to wait like everyone else.

If you need new prospects to fill your pipeline with the right opportunities, you should attend these webinars. You learn specific steps you can take, tools that will make you more effective and learn about new developments in helping you succeed in prospecting.

To learn more and register, click here!

Look forward to having you along,
Tibor

A Chat About Prospecting #BBSradio0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Radio Renbor the pipe

That time again, when Michele Price’ and I get together to talk sales on BREAKTHROUGH radio.  This month we talk prospecting, I know your favourite.

To hear my segment from last week, click on the image below.

Tibor Shanto

Live Cast

Are You Committing This Prospecting Sin? – Sales eXecution 2910

By Tibor Shanto – tibor.shanto@sellbetter.ca 

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The biggest prospecting sin you can commit is not to prospect, but there are many others that are dangerous and can have almost as detrimental effect on your sales success, and more.

The one we’re going to look at today is a common technique used by many, encouraged by pundits is this one:

Your on the phone with a pre-qualified(?) prospect, and you say something to the effect of “I just need 15 minutes of your time…” Or it’s déclassée cousin “I just need 15 short minutes…” I mean really, what is the difference between the two, does the “short minutes” meeting have 50 second minutes, or will it just be that much less torturous?

Frankly this works well if you are selling a commodity, let’s see if the nut fits the bolt, can you deliver on time, and for two cents less. Yes, almost anyone can do that in 15 minutes. But selling something of value, selling “A Solution” that will take more than 15 minutes, no ifs ands or buts.

People use this approach because they feel that it will make it easier for the prospect to accept a 15 minute meeting. Said differently, “I’ll waste 15 minutes on this guy, but not more.” Sure you’re thinking that if you put on a good performance in that first 15 minutes, they’ll give an encore in the form of a further 15 or 30 minutes. Sure, sometimes, not often, usually you try and cram a meeting that properly unfolds in longer time frame into 15 minutes. Instead of initiating a good discovery exchange, most revert to a product pitch, after all “we are pressed for time”, and you can’t risk without presenting your value prop and at least a minimal look at your product. Next thing you know it’s time to try and get that next step, and go. And what is that next step in most cases, the meeting you really wanted in the first place.

So why not gear your call to that to begin with? If you truly have a solution worth having, one that actually solves (solution – solve) an issue they may be having, you know a pain or a need, lead with that, and get the right meeting. But when you say “Just 15 minutes”, it sounds like “please man, I am desperate, do me a solid, be a KPI.” Sure this may work once in a while, usually with the wrong prospect, but if it’s not inside the Bell Curve it’s a Hail Mary.

Like any sin, smoking, illicit activities, being a politician, what have you, there is the momentary pleasure, and lingering dark side. In this case you are starting your relationship, regardless of how far it may go, based on a lie. You know at the time you propose the meeting that you are not being truthful, as do your prospects, the 15 minutes is their insurance policy, “if this guy sucks as badly as I think he may, I can pull the lever after 15 minutes; if by chance he is good, then we’ll see.” Sure this may work once in a while, usually with the wrong prospect, but if it’s not inside the Bell Curve it’s a Hail Mary. I have always been for a separation of church and sales.

Tibor Shanto

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2 Reason To Always Leave Voice Mail – and Get Called Back – Sales eXecution 2852

By Tibor Shanto – tibor.shanto@sellbetter.ca 

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Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer. And if you are picking up the phone, you’re hitting voice mail, no two ways about it; and if you hit voice mail, you need to leave a message, again no debate about that either. Here are three reasons why.

1.   Pursuit Cadence – It takes a lot more effort to get the attention of buyers these days. Seems one of the side effects of the efficiencies achieved through reduced sales forces, is those who are left have a lot more to do, imagine that. Our buyer are struggling to pack 16 or more hours in to a 10 hour day, and taking bad calls from bad sales people is not on the list. As a result it takes that many more touch point, of different sorts to get not only the attention of buyers, but to get them to act or respond. As a result voice mail becomes one of many opportunities to touch the buyer, and cultivate a response, a response you can capitalize on to secure an appointment (live or virtual).

There is a bookend element at work here, which is first man in – and – last man standing. There are studies out there that show that the first man (or woman) in is that much more likely to get the deal. All the more reason to cold call and get ahead of the curve, and not be one of the saps who waits for the buyer to find their seller. So if you leave a voice mail while others don’t, you mail well end up being that first man in just by virtue of leaving a message.

At the other end is the fact that if you pursue the right opportunities further than others are willing, and let’s face it there are many who give up the chase too soon, you will increase you odds of winning the deal. I have had more than one executive tell me that this is a fact. Add to that many ignore the first few calls just to separate the strong. How hard you work at getting the sale is a clear indicator as to how hard you will work to satisfy them as clients.

2.   Getting Call Backs – Done right, you do get calls back, notice I said done right. The technique I use, and was taught years ago gets me up to 50% of call returned in 72 hours, this not only reduces stress, but builds pipeline. You can learn the technique by watching these two videos.  Make sure to watch part I first, eh?

The reality is that once you are getting calls back, you don’t need any other reasons to leave voice mail.

Tibor Shanto

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Does Length Matter? – Sales eXecution 2810

By Tibor Shanto – tibor.shanto@sellbetter.ca 

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Does length matter, or is it more a question of how you do it?

Get your mind out of the gutter for a second, and thing length of sales cycle.

I was recently approached to write a piece examining how to reduce the length of the sales cycle, or as some like to say increase the velocity of a sale, something I have written about in the past. But I am convinced that this is a red herring, a false premise or trap many in sales fall into.

Right off the top I will tell you that shorter cycles are not better, the goal is to understand your “optimal” cycle, and then focus your efforts on efficiently executing it. If your optimal cycle is three months, you really are going to gain little by trying to shave a couple of weeks off that.

When you ask people why they want a shorter cycles, the answers are usually more subjective than objective, and usually reflect their bias, or often fears of the person looking for a shorter cycle. Some will tell you that they believe it will drive more revenue, not true, because if you shorten a cycle for the sake of shortening, you will take shortcuts that will either cost you sales, or more often, you’ll have to go back and do things you should have done in the first place, leaving no gain or worse. Other reasons include ability to scale, greater focus, increased market share, but usually these things are more an element of execution than things impacted by the length of the cycle.

When it comes to executing sales fundamentals, it is better to focus on quality of execution, not speed. People tell me they can shorten their cycle by targeting the right prospect, duh! Or solve buyers’ problems rather than sell them product, double duh. Let’s not confuse optimization with acceleration.

What I have found and most don’t like, is the real question here is one of prospecting. If you have the right if you know you conversion rates between stages of the sale, and your close ratio, you will worry less about how fast you are closing deals. It is much more about metrics and accountability than speed. If you know how many prospects you need to close one deal, then it is much better to ensure that you maintain that level prospects, rather how fast you chew through them.

Once I know my quota or goal, I can use my metrics to chart a path to that number. If close one of every five prospects I engage, and I successfully engage one prospect each day of the working week, each is a cycle, and I do this consistently every week, it really does not matter who long my cycle is. But people would much rather spend time and effort shaving minutes off their cycle than prospect consistently. Once you have that down, it takes the pressure off closing faster, and allows you to fully sell the right prospects, and better yet, the permissions and means by which to disqualify less than optimal prospects.

What is ironic is that often it is the same voices who tell you that sales is not a numbers game, are the very ones who advocate for shorter cycles. But when you look at it, focusing on shortening the cycle, leads to much more selling by numbers, than the discipline of consistent and efficient execution of your sale, using metrics, data.

Tibor Shanto

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What’s Your Recovery Period? – Sales eXecution 2740

By Tibor Shanto – tibor.shanto@sellbetter.ca 

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No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection.

Each rejection is like a blow, whether we overcome them or not, they consume effort, energy and they take their toll, much like a blow in any athlete in any contact sport. And yes, let there be no doubt that sales is a contact sport. What separate great athletes from also-rans, is not only their ability to deal with and overcome the blows, but how efficient their recover time is.

Of course it is best to start by trying to minimize rejection, and avoid being the guy who can survive by taking the most blows. But in the end, in sales there is no avoiding rejection of some form during the sale, could be mild, could be fatal, but much like death, taxes, and lying politicians, if you’re going to sell you will face rejection, and you need to learn to deal with it. The better you are at that the greater success you will have in sales. One way is to improve your recovery time, there is truth in the saying about getting back on the horse.

First is be prepared. It is coming, you can’t avoid it, so learn to deal with it. If you try to hide from it, you will also hide from successful sales. Often the best sales are a result of a well handled rejection, the rep that faced it head on, dealt with it, and moved to the next step with their prospect in tow, wins more often than those who avoided it. Part of engagement is push back, if you’re not getting any, you’re prospect is probably not engaged.

Specific to prospecting, telephone prospecting, the first think you need to know, actively manage and constantly improve, are your conversion rates. Attempts to right person contact; right person contact to desired result (appointment). I know there are those socialites who will tell you sales is not a numbers game, (I guess to them it is just a cotillion or day at the country club), but knowing and managing these numbers will improve your recovery time and your success. It will also help you with your time allocation, know how much of an activity you need to do will help you set the right time; that in turn will help you set the right mind frame. Just like I know what it takes me to run a five kilometer run, I can know what it takes to secure the number of appointments to deliver quota. And BTW, having a few extras will give you options, who to let go and who to double down on. Not having enough prospects build pressure, and makes every prospect sacred, and losing one devastating, making it harder to recover, increasing your recovery time. A key preparation is to ensure that you are working from a “position of plenty”.

Again, knowing that rejections are part of the territory, learning how to handle and manage the most common objections before they come so you can help your prospect get from reactionary mode to interaction mode is also key.

The way to recover is to take your lessons from the event, and apply it, not retreat. Avoid what a lot of sales people do, they get rejected and they take time to recover, grab a coffee, call their mom, or question the quality of the lead. All adding to recovery time and reducing selling time.

The Best Day To Prospect Is Not Someday!2

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Someday

I was talking to a rep the other day, he was telling me about his approach to structuring his week to help him succeed. He set certain activities to specific days, and filled in the rest of the time with things that were dependent on the buyers’ calendars. He had time set for writing account reviews, Thursday afternoons, this way if he had to get something from the clients he still had time in the week. Proposals were done on Wednesdays and Mondays, all he had to do is set the right expectation from the buyer. And so it went.

But when it came to prospecting, there were no allocations. I asked him about it, and he like others told me that he does it when he can, any time he can get around to it. I asked why he has clearly allocated time to all other key activities, does he not see prospecting and filling the funnel as a key activity? Of course he said. Well, then why does it not conform to the way you approach and execute the other key activities, I said “you have everything else all neatly in place in place, what’s the deal with prospecting?”

He hummed and haad, checking the tips of his shoes, but it was clear that the day he allocated to prospecting was Someday.

Now I don’t like prospecting any more than the next guy, especially cold calling, but it has to be done. Which is why I do it first, then it’s out of the way, and I can go on to doing what I like. But kicking the can down the road only works in Ottawa and Washington.

I know the beauty of Someday is that it never comes, but the deadline for your quota does come, and in light of the fact that those people who make quota hovers around 50%, and the number one reason most sales leaders give for that is a lack of prospects and too much dependence on their base, the day of reckoning will get here before Someday, specifically two months from Tomorrow, December 31.

Given the choice between Someday and Today, I would go with today!

What’s in Your Pipeline?
Tibor Shanto 

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