Partners in Excellence

NOVEMBER 26, 2018

I can count, on one hand, the number of training initiatives I’ve seen that focus on critical thinking, curiosity, collaboration, project management, problem solving, financial acumen/value creation.

Objection handling 82

Objection handling Cross-sell Technology Technology 82

Hubspot

APRIL 2, 2018

I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Engage Selling

APRIL 21, 2018

Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part of your revenue generation system. Do it wrong and you’re … Read More »

Closing 54

Closing Technology Technology Sales 54

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

APACSMA

FEBRUARY 8, 2021

Many sales development reps are moving into quota-carrying roles such as account executive & account management but skills needed for SDRs don’t perfectly match with AE or AM, it is important to identify those gaps and deliver training to close those gaps.

Objection handling 40

Objection handling Sales Quota Pitch 40

PandaDoc

APRIL 3, 2023

To make sure your sales playbook is truly useful to your sales team, you need to take a close look at your buyer personas and update them with information that is as detailed as possible. Your sales process is the entire sequence of repeatable steps your sales reps take to move a lead through your sales funnel and close a deal.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Engage Selling

MARCH 24, 2018

Stuck deals aren’t just ones that haven’t closed yet. Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. They’re the ones that have … Read More »

Closing 48

Closing Objection handling Presentation Negotiate 48

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Sell Objection handling Customers 81

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Process 78

Process Objection handling Sales Presentation 78

Engage Selling

MAY 5, 2018

Recently I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I’d been invited to address their forum to talk about the sales process, what many of them really wanted to … Read More »

Price 75

Price Objection handling Process Sales 75

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain. I’ve worked directly with sales pros for a long … Read More »

Objection handling 59

Objection handling Sales Presentation Account management 59

Engage Selling

APRIL 7, 2018

"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that much from one person to the next. It’s not like … Read More »

Objection handling 55

Objection handling Customers Sales Account management 55

Engage Selling

OCTOBER 21, 2017

No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave … Read More »

Prospecting 54

Prospecting Objection handling Sales Presentation 54

Engage Selling

FEBRUARY 10, 2018

You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Tradeshows 54

Tradeshows Clients Meeting Objection handling 54

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Customers 54

Customers Objection handling Sales Presentation 54

Engage Selling

SEPTEMBER 24, 2016

You’ve heard the naval expression before: “all hands on deck.” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep a ship afloat in rough seas. Business leaders sometimes have … Read More »

Objection handling 48

Objection handling Presentation Account management Negotiate 48

Engage Selling

MAY 21, 2016

Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do. Conventional commission plans are … Read More »

Commission 48

Commission Growth Objection handling Sales 48

Engage Selling

JUNE 4, 2016

Far too often these days, businesses are practically falling over themselves to attract Millennials to their sales teams, making compromises in all kinds of places where they shouldn’t. And I’m tired of it. Don’t get me wrong: every generation is … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

JUNE 18, 2016

This article from Colleen was originally published by Salesforce.com. How can we ensure satisfaction and loyalty within our client communities? By documenting and communicate intangible value as well as tangible. Intangible and tangible value are not mutually exclusive. They are … Read More »

Clients 48

Clients Objection handling Presentation Account management 48

Engage Selling

JULY 2, 2016

The best companies don’t tolerate boom and bust mentalities. The instead focus on how to create a perpetual sales boom. While this may be considered unconventional, my research and experience has shown that, left unaddressed, boom and bust cycles will … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

JULY 16, 2016

In my work with top performing sales teams I’ve found that leaders who exhibit three consistent traits create perpetual revenue growth. Enforcing a High-Performance Culture In a typical sales organization 10 percent of salespeople overachieve. Another 20 percent underachieve … Read More »

Growth 48

Growth Objection handling Sales Presentation 48

Engage Selling

JULY 30, 2016

Today, the way people buy multimillion dollar products and services is no different than how you and I buy a pair of jeans. It wasn’t always this way. Selling used to fall into one of two groups: B2B (business to … Read More »

B2B 48

B2B Sell Service Objection handling 48

Engage Selling

AUGUST 13, 2016

Success—the measurable and lasting kind—only happens when you make deliberate choices about structuring your teams, communicating expectations and holding them accountable … Read More » When it comes to accelerating sales and motivating people to deliver peak performance, nobody gets better on their own.

Drivers/motivators 48

Drivers/motivators Objection handling Sales Presentation 48

Engage Selling

AUGUST 27, 2016

“What does the future look like for sellers?” ” There will be fewer salespeople, with a more of a well-defined focus on what they are there to do. Skills will be hybridized. Sales structures will be imploded and rebuilt to redefine … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

SEPTEMBER 10, 2016

The customer at the other end of the phone was out of ideas. He talked to me about how his internal team was no longer breaking sales records or getting results the way they used to. As we spoke more, … Read More »

Growth 48

Growth Objection handling Customers Sales 48

Engage Selling

SEPTEMBER 24, 2016

You’ve heard the naval expression before: “all hands on deck.” ” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep a ship afloat in rough seas. Business leaders sometimes have … Read More »

Objection handling 48

Objection handling Presentation Account management Negotiate 48

Engage Selling

OCTOBER 8, 2016

It was as hot as a summer’s day can get and my 5 km run was not going well. Starting out that morning, I had set two ambitious goals for myself: achieve both my distance and pace targets. But as … Read More »

Objection handling 48

Objection handling Presentation Account management Negotiate 48

Engage Selling

OCTOBER 22, 2016

When a business fails to meet its sales target, blame usually gets pointed squarely at members of the sales team for not doing their jobs properly. Bad salespeople! Sound familiar? Don’t be so quick to jump to conclusions. To be … Read More »

Sales 48

Sales Meeting Objection handling Presentation 48

Engage Selling

NOVEMBER 5, 2016

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” ” I’ve been running sales workshops for over fifteen years and without fail, this question comes up … Read More »

Price 48

Price Up-sell Sell Objection handling 48

Engage Selling

NOVEMBER 19, 2016

They used private customer information to create bogus accounts, forged signatures and authorized charges that customers were not made aware of. Let’s call a spade a spade. What Wells Fargo did was illegal. I, for one, am sick of the … Read More »

Objection handling 48

Objection handling Customers Presentation Account management 48

Engage Selling

JULY 1, 2017

You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are going to leave, so you can take steps either to … Read More »

Growth 48

Growth Clients Objection handling Account management 48

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Growth 48

Growth Objection handling Customers Account management 48

Engage Selling

AUGUST 12, 2017

Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel … Read More »

Clients 48

Clients Objection handling Process Product 48

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us. Don’t get me wrong: both are wise investments for employers to make in their people, … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

DECEMBER 3, 2016

You can learn a lot from watching political panels, especially during an election year. The behavior you see—both between the panelists and in how they relate to their audience—is a microcosm of what we see as sales professionals in the … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

DECEMBER 17, 2016

You cannot manage time. You can only manage your choices. Devoting all your energy to fiddling with time is akin to saying yes to doing hard labor… willingly and needlessly! Time is finite and we all run out of each … Read More »

Sell 48

Sell Objection handling Presentation Account management 48