Partners in Excellence
JANUARY 26, 2021
We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. ” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations. .”
Hubspot
FEBRUARY 25, 2014
Many organizations rely on strategic upselling as a high-value revenue stream. This process leans heavily on consistent relationship-building and continued engagement. Content marketing should be executed in tandem with your company’s account managers and client service representatives.
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Partners in Excellence
AUGUST 26, 2020
We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, …… ” These focus on what sales people have to do, they are generally closely followed by techniques and tools focusing on how we do those things.
Highspot
NOVEMBER 25, 2019
But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. An efficient salesperson spends time on high-impact activities like call preparation, as opposed to low-impact activities like administrative tasks. High impact activities move buyers forward.
Highspot
DECEMBER 21, 2022
Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find.
Partners in Excellence
FEBRUARY 23, 2022
Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. We put in place processes to try go minimize or manage conflict, we have partners “register deals.” Channels “partners” have been a part of sales ever since sales have existed.
Partners in Excellence
MAY 3, 2022
What you might track for a SDR is different than what you might look at for a channel manager, an account manager, a sales specialist. For example, in our company a key metric is the number of high impact conversations we have with prospects a week. For example, orders/revenue are trailing indicators.
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