Partners in Excellence

FEBRUARY 22, 2022

Automation and technology, properly implemented can do tremendous things to augment our capabilities. At the same time, like virtually everything, automation can be horribly dangerous. It enables us to demonstrate our ineptness, lack of caring, absence of empathy, and our ineptness. It can make us more productive.

Legal 68

Legal Relationship building Technology Technology 68

Sales Hacker

OCTOBER 26, 2020

They’re won during planning and practice. The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue. Sales Onboarding.

Sales 105

Sales Represent Sports Contact 105

Partners in Excellence

DECEMBER 4, 2018

I was invited to participate in a roundtable on the topic, “Is technology hurting or helping our ability to sell and drive revenue?” ” It’s a fascinating topic, my response is an unequivocal YES!!! Before I go further, I have proclaim my obligatory fascination and bias toward all things technology.

Technology 84

Technology Technology Sell CRM 84

Partners in Excellence

MARCH 7, 2016

Could so many be failing so consistently because of their own ineptness? Sales automation vendors, recognizing an opportunity are jumping on the bandwagon, providing tools that enable sales managers to “shrink wrap,” formularize, and templatize the approach to selling. Unfortunately there are too few good sales leaders.

Sales 51

Sales Consult Up-sell Conversion 51

SalesLoft

MAY 21, 2013

Automate sales intelligence. Don’t let the customer think you’re clumsy and inept. While many salespeople are focused on nailing their pitch and capitalizing on their leads, they often overlook the client’s fears of engagement. We pulled out six huge fears to consider when starting a sales relationship.

Clients 52

Clients Sales Pitch Meeting 52