Account management High impact Up-sell 
Partners in Excellence
JANUARY 26, 2021
In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. ” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations. .” And we are still failing.
PandaDoc
MAY 2, 2025
Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. In this post, well explore three proven strategies for crafting a smarter pricing and quoting approach, and how PandaDocs built-in tools make these strategies scalable, repeatable, and high-impact. And the data backs it up.
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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
APRIL 1, 2021
I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.
Sales Gravy
OCTOBER 23, 2022
Many individual sales professionals were selling more and earning more than ever before. Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. Impactful things that generate revenue growth.
Partners in Excellence
DECEMBER 9, 2018
I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! ” (Yeah, a few of you are probably siding with him on my picking up my stuff, Kookie has already put me on a performance improvement plan.). He needs to do the whole job!”
Partners in Excellence
AUGUST 26, 2020
” We don’t talk much about these principles in selling or as managers in leading our people/organizations. We are taught things like “How to qualify, how to handle objections, how to close……” Likewise, as managers, we tend to focus a lot on the What and How.
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