Pipeline Management Series: Time to Show Them Something

Posted on | June 23, 2009 | No Comments

Image w/Wires Sticking Out

Well, you are exhausted. That is to say that questioning has taken you as far as you need to go. You know who is involved, what they want, what they don’t want, and most of all what will get them running right onto the client list of one of your competitors. It is time to start putting together a presentation and showing your soon to be client what you can do for them. Unfortunately, the moment anyone in Sales Training says it’s time to present, sales people are all too ready to go in and give it their all.

Category: Pipeline

SETV - Show Date/Time - What’s convienent for you?

Posted on | June 18, 2009 | No Comments

Let The Sales Evangelist, Karl Goldfield, know what date/time you would like to view the weekly sales episodes each week! Send us an email and don’t forget to subscribe to our newsletter!

Category: Evangelist Episode

Great Sales 2.0 Applications!

Posted on | June 16, 2009 | No Comments

It is essential for a sales professional to get a huge number of quality leads in order to widen their market. The advent of new technology has paved way to make this easier for modern sales professionals. There are so many tools, so many platforms, so many softwares, so many websites that a sales professional can utilize to get leads but only one Web 2.0 Application stands out. MyWay Reach is an innovative new service designed to maximize your sales potential by extending your reach within target accounts and territories.

Twitter Weekly Updates for 2009-06-14

Posted on | June 14, 2009 | No Comments

The Sales Evangelist The Sales Evangelist The Sales Evangelist The Sales Evangelist The Sale.. http://twurl.nl/s0×1s5 #
RT @damphoux: @b2b_sales_leads, @nedelsha, @Jeff_Ogden, @JoeGalvin discuss b2b Sales & Marketing Alignment http://bit.ly/DslEj #sales20 #
asking the tough questions can case the client to think and commit #sales #STA http://bit.ly/OXBWu #
RT @SalesBlogcast shares “17 Things You Have to Know!” http://bit.ly/13ceAA #sales #leadership #STA #
RT @nialldevitt interviews @AnnecPerret Is Bidding Selling?http://bit.ly/hIXcy #

Category: Coffee break

SETV Episode 19 – Evangelist in Discovery: Speaking their Language

Posted on | June 11, 2009 | No Comments

How much time have you spent learning the language of your buyers. Karl will share how a Sales Evangelist works toward understanding the word choice and vernacular of their contacts by title and industry. By speaking the language of the potential client more can get done in less time.

Category: Evangelist Episode

Pipeline management – The discovery phase

Posted on | June 9, 2009 | No Comments

We have already covered the basic tenets of what it takes to decide a prospect is worthy of entering our trusted pipeline.
For review:

Get buy in from whoever you are talking to that you can communicate with anyone involved in the buying process
Get confirmation that there is budget
Uncover all of the problems, desires, wishes, needs, and other tidbits that will be part of making a decision. Get this from everyone involved.
Confirm that if you manage to answer to everything in #3, you will get a sale.
Build a timeline and get confirmation that this timeline is logical.

Category: Pipeline

Twitter Weekly Updates for 2009-06-07

Posted on | June 7, 2009 | No Comments

The Sales Evangelist The Sales Evangelist The Sales Evangelist The Sales Evangelist The Sale.. http://twurl.nl/0c7vja #
The Sales Evangelist One of my least favorite activities as both a young sales representativ.. http://twurl.nl/62iav0 #
The Sales Evangelist This is a rant for the Sales Managers out there. OK, it is for the Dire.. http://twurl.nl/qwsgn1 #
The Sales Evangelist One of my least favorite activities as both a young sales representativ.. http://twurl.nl/4qe4vs #
The Sales Evangelist A tutorial that will focus on what it means to become a thought leader… http://twurl.nl/3e48kl #

Category: Coffee break

SETV Evangelist Episode 17 – How to Engage with Prospects

Posted on | June 5, 2009 | No Comments

What does it take to get people to listen every time you call? Cut through the clatter and sales rhetoric. Stop pushing a pitch and start speaking the language of opportunity. In this episode Karl will share the vocabulary that will empower you to engage with your prospects.

Category: Evangelist Episode

Pipeline management 2 – The lure of sales technology

Posted on | June 4, 2009 | 2 Comments

This is a rant for the Sales Managers out there. OK, it is for the Directors, the VP’s, the CEO’s, and yeah you the sales rep too. So often we miss the point sales technology and the empowerment it provides. Sure sales tools help us manage our selling activities, but sales technology, even the latest sales 2.0 systems hardly help us manage the most important part of our pipeline.

Right now, the avid readers out there are wondering if this is the same blog they normally read. No, I have not allowed a ghost writer to take over, and this is not demonic possession. As much as I love sales 2.0 tools, using sales technology to become more effective, and embedding all of it in your sales process, I still refuse to believe that the B2B sales process is something you can completely automate. So calm yourselves and let me continue. Read more

Category: Pipeline

SETV Evangelist Episode 16 – Thought Leadership

Posted on | June 3, 2009 | 1 Comment

A tutorial that will focus on what it means to become a thought leader. Learn more about the benefits of building a reputation as an expert in your industry.

Category: Evangelist Episode

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