A Sales Guy

AUGUST 10, 2020

Can you see the difference between the two questions in this video? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? However, it’s not enough to ask questions, you have to ask the right questions.

Sales 205

Sales Clients Process Sell 205

Tibor Shanto

NOVEMBER 16, 2021

A simple question, it should natural, like an athlete know their number, the chef knows the recipe, etc. Yet a surprising number of salespeople I ask the question, really can’t answer directly or with confidence. Is not just a casual question, it speaks about your execution. By Tibor Shanto. What’s in your pipeline?”

Pipeline 257

Pipeline Quota Consult Prospecting 257

Tibor Shanto

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. For all the wrong reasons salespeople tend to get emotional during a sale. By Tibor Shanto. If it answers run. Their Choices.

Pipeline 157

Pipeline Pitch Gaming Up-sell 157

Partners in Excellence

NOVEMBER 29, 2023

He made a very provocative statement, “Dave, based on our analysis, while you are doing well, we think you can be doing so much better… ” Intrigued, I asked, “What’s your basis for saying this?” Where am I failing, where can I do better, what am I doing wrong?”

High impact 123

High impact Pitch Conversion Prospecting 123

Partners in Excellence

FEBRUARY 27, 2024

“AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions. . “AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions.

Cross-sell 126

Cross-sell Presentation Drivers/motivators Engineering 126

STAR Results

AUGUST 12, 2021

At the core, what an executive coach does is simple: asks questions, many of them. The type of questions that drive a process of self-discovery and awareness of yourself as an executive and as a human being. At the heart of change lies the notion that we grow by asking questions. Executive Coaching Gets Results.

Growth 265

Growth Trust Meeting Process 265

Search Engine Land

APRIL 30, 2024

Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? And what if you had a butler who was brilliant at every subject in the world and could give you the best answer to any question you had, not just an accurate answer but helpful, friendly and thoughtful? Now, think about this.

User Experience 109

User Experience Niche Service Closing 109

Understanding the Sales Force

JANUARY 22, 2024

You probably ended the call with a mind-blowing, spectacularly biased perspective on your likelihood of getting the business and, if forty years in the sales development business has taught me anything, your perspective could be completely wrong. I asked if that included us and he revised it to three. What did you miss? He said two.

Closing 85

Closing Entertainment Sales Prospecting 85

Search Engine Land

MAY 3, 2024

Don’t get me wrong – burnout is real. I often work in the evenings or weekends and I don’t see anything wrong with that. I asked her about burnout and whether she felt pressure to work long hours. “I ” This emerging trend of “effort shaming” raises important questions about our attitudes toward work and leisure.

Contract 95

Contract Start-ups Drivers/motivators Meeting 95

Martech

FEBRUARY 20, 2024

The wrong product image. The wrong copy in a call-to-action button. The right button copy but the wrong link to the landing page. Unlike most email mistakes, this one happened behind the scenes. One takeaway is that we are all human and fallible. A typo in the subject line. But we need to stop and think.

Objectives and Key Results 115

Objectives and Key Results Retail Campaign Appointment 115

The 5% Institute

OCTOBER 16, 2022

A way that you can effectively do this, is by using something called assumptive close questions. Assuming the means to ask a question that does two distinct things. First, they’re questions that’ll get an ‘agreed’ response. What Are Assuming The Sale Questions? How Do Assuming The Sale Questions Work?

Closing 138

Closing Sales Clients Lead generation 138

Partners in Excellence

SEPTEMBER 13, 2023

As the customer seeks to better understand the problem, what questions should they be asking themselves? As the customer seeks to better understand the problem, what questions should they be asking themselves? What questions should they be asking them? We know their capabilities, features and functions.

Customers 106

Customers Follow-up Start-ups Product 106

Search Engine Land

OCTOBER 18, 2023

At the same time, you may also find tell-tale signs of things that went wrong from the beginning – things your checklist may not catch and aren’t so simple to fix. To avoid having these fundamental problems in your Google Ads account, you need to ask yourself 10 important questions before you create your account. or “Quickly!

Launch 110

Launch Campaign B2C Trust 110

SalesProInsider

NOVEMBER 8, 2023

It’s about not wasting valuable resources by doing “it” wrong and being unable to “undo” it. I encourage you to keep reading and not look away because what I’m discussing today is one of the key ways to increase the probability of success in your sales conversations. Let’s start with an old adage: “Measure twice, cut once.”

Conversion 105

Conversion Pitch Prospecting Drivers/motivators 105

SaaStr

AUGUST 26, 2023

Yet, folks tend to do the ask … wrong. Let me tell you what folks do wrong (and folks like Harry Stebbings never do): Don’t drop me on an EA to schedule. Instead, just ask what works best for them, and give a few ideal times. Instead, just ask what works best for them, and give a few ideal times.

Promote 74

Promote Prospecting Customers 74

Martech

MAY 3, 2024

Take a moment to search “CMO tenure” and you’ll find a wide variety of content discussing the short tenure of CMOs and how it’s among the shortest of roles in the C-suite. If you dive deeper, you’ll find that CEOs don’t seem to trust CMOs. 32% of CEOs trust their CMOs. 56% of CEOs believe their CMO supports their long-term vision. But who’s right?

Trust 102

Trust Objectives and Key Results Campaign Finance 102

Search Engine Land

FEBRUARY 23, 2024

The main question is: how can in-house SEO teams transform this complex dashboard into a more strategic one? Use these sessions to share your projects, listen actively and ask questions. Without effective project management, this constant influx of work can quickly become overwhelming. Where did all these projects come from?

X-functional 116

X-functional Territory Launch Follow-up 116

Partners in Excellence

MAY 1, 2024

We went into his office, I asked him to show me his calendar. When I questioned him about that, his reply, “I have a lot to do, this is the only way I can get my work done.” I asked, “With everyone hopping between all these meetings, how does anyone ever accomplish anything? As I jumped in, I saw the CEO.

Meeting 113

Meeting Quota Technology Technology 113

Martech

JANUARY 25, 2024

A true marketer asks uncomfortable questions that reveal hidden truths. They make clients (whether internal or agency clients) squirm with questions like: What’s the real reason you exist — not just what you sell? Imagine visiting a doctor who only treats your symptoms, ignoring the underlying cause. Absurd, right?

Strategize 118

Strategize Clients Campaign Trust 118

Martech

JUNE 28, 2023

When responding to questions about AI replacing humans in certain roles, most “experts” claim that AI will replace some jobs but will be a much more valuable tool for augmenting human intelligence and ability. What if they are wrong? They only needed to upgrade the software. The reason?

Agriculture 111

Agriculture Gambling Hospitality Networking 111

SaaStr

DECEMBER 13, 2023

You go to the same board meeting three times in a row, asking yourself if anything ever changes at this company. You need to define these metrics in advance so you don’t count the wrong thing. #5: For example, if you ask your VP sales for their commit and they say “$4.3M Numbers are used to bludgeon management. But they didn’t.

X-functional 118

X-functional Trust Presentation Drivers/motivators 118

Understanding the Sales Force

SEPTEMBER 22, 2022

The Challenge of the Challenger Sales Model - The Facts Harvard Business Review Blog Off Target on Sales Greatness Harvard Business Review Blog Post Gets Salespeople Wrong Harvard Business Review Hit and Then Missed the Mark on Sales How Wrong is the Harvard Business Review Article on How to Hire Salespeople?

Sell 103

Sell Consult Process Sales 103

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiate 83

Negotiate Education Pipeline Presentation 83

Martech

NOVEMBER 13, 2023

A good feedback loop gives you actionable information and answers key questions, such as the best channel to reach a particular individual or audience segment or what offers are most compelling. Experimentation Part of improving means continually asking questions. Helping to battle the trap of acting on anecdotal evidence.

Customers 100

Customers Government Start-ups Process 100

Hubspot

MAY 17, 2023

Fumbling Basic Information Calling your prospect by the wrong name or flubbing facts you should have confirmed via Google is always unacceptable. Asking Prospects to Repeat Themselves "I'm sorry — what did you say?" You can’t just listen, say “ Uh-huh ” in response, then move on to your next question. Let's dive in.

Prospecting 90

Prospecting Follow-up Conversion Start-ups 90

Partners in Excellence

APRIL 20, 2022

In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us. In fact, I had never considered it myself.

Technique 82

Technique Closing Customers Process 82

Martech

JANUARY 26, 2024

You won’t move further than the first call if you approach the wrong industry or company. Generating revenue growth is the ultimate goal for any B2B founder. While many other metrics matter, revenue is what enables success. Do you know what drives revenue growth? Focusing deeply on the customers you serve.

B2B 115

B2B Customers Appointment Objectives and Key Results 115

Sales Gravy

DECEMBER 7, 2021

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." They're the ones that when things go wrong, rather than saying, "Why me? Why is this happening to me?"

Technique 92

Technique Sales Campaign Prospecting 92

Partners in Excellence

FEBRUARY 2, 2023

Since I no longer understood the logic underlying the answers—occasionally, I would get something wrong and not realize it. I had lost the ability to figure out where I might have gone wrong. I struggled when, in orals, my professors asked me to explain my answer and how I got to it. The HP-35 just gave me the answers.

Presentation 62

Presentation Closing Sell Process 62

Partners in Excellence

AUGUST 11, 2023

To learn, we need to take the time to assess them, to reflect, to question, and agree on changes we might put in place. “We do not learn from experience, We learn from reflecting on experience.” ” John Dewey, American Philosopher/Psychologist. This was the opening line in one of the best posts I’ve read recently.

Quota 100

Quota High impact Sell Process 100

Partners in Excellence

APRIL 14, 2023

Every week, I am asked to participate in a number of interviews/webcast/discussions about the “Future of Selling.” But asking the question, “What’s The Future Of Selling,” is the wrong question to start with.

Sell 93

Sell Negotiate Technology Technology 93

Search Engine Land

FEBRUARY 5, 2024

a correct answer to a question). He said that a better behavioral analogy than hallucinating or lying, which carries connotations of something being wrong or having ill-intent, would be comparing these computer outputs to how his young son would tell stories at age four. In other words, it ‘hallucinates’ the response.”

Teamwork 99

Teamwork Technology Technology Follow-up 99

Martech

FEBRUARY 5, 2024

Why am I asking? Since we can’t personally ask everybody who buys our products or uses our services, surveys are the most versatile and least expensive way to get the info we need. Questions that address specific aspects of that experience, like brand attitudes, the purchase process or a service contact. What’s in it for them?

Profit margin 122

Profit margin Contact Campaign Service 122

Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Our product has these capabilities… ” They end it by asking to schedule a meeting or demo. Our product has these capabilities… ” They end it by asking to schedule a meeting or demo. Most of the time we actually fail to do discovery.

Pitch 117

Pitch Presentation Trust Process 117

Search Engine Land

APRIL 5, 2024

It’s more an issue of both doing the audit and selling it the wrong way, which is the root cause of the perception that “SEO audits are a waste of time.” This is often a result of having the wrong idea of what to execute or insufficient resources. Recently, I came across a LinkedIn post that lamented on SEO audits.

Hospitality 96

Hospitality Consult Clients Construction 96

Hubspot

OCTOBER 23, 2023

They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. Everything that’s wrong with the phrase “Trust me” applies here as well.

Sales 77

Sales Trust Consult Prospecting 77

Sandler Training

JULY 14, 2021

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”.

Sales 119

Sales 119