Partners in Excellence

JANUARY 13, 2022

Reading Is Fundamental has been the mantra of a children’s literacy not for profit by the same name. Like everyone, I get inundated with emails and social platform prospecting outreaches. They are usually not the greatest prose, but at least I get their point, regardless of how bad they are. About 49% are unreadable.

Sell 79

Sell Management Consulting Consult Represent 79

Partners in Excellence

DECEMBER 30, 2022

This isn’t a bad response, it’s nothing new, it’s nothing really insightful. You can also use social media and online directories to find potential leads in your target market. Again, not a bad answer, nothing great, but nothing fundamentally wrong, and nothing any sales person shouldn’t already know.

Cold Call 62

Cold Call Contact Prospecting Referrals 62

Partners in Excellence

FEBRUARY 26, 2020

It can and does take place across all channels, including direct mail, email, phones, text, social/web based channels. As more people saw the success of well orchestrated door to door sales efforts, the channel started getting overwhelmed by bad prospecting. Our mailboxes became filled with both good and bad direct mailing programs.

Cold Call 115

Cold Call Prospecting High impact Pitch 115

Sales Pop!

FEBRUARY 27, 2022

Let’s go back in time and look at a fundamental of sales that all salespeople should understand: economy. For example, selling to a person who is more advanced in age is considerably different from someone young or middle-aged. Salespeople must have a good grasp of who they are selling to with regard to preferences.

Cross-sell 98

Cross-sell Pipeline Sales Represent 98

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

Sales Pop!

NOVEMBER 2, 2022

Even individuals who tend to place a high value on their skills, such as authors, painters, and artists, must find a way to persuade investors, critics, and their target audience to embrace the fundamental aesthetics of their work. Selling goods and services involves demonstrating how customers will profit from their patronage.

Commission 52

Commission Teamwork Represent Sales 52

Hubspot

JULY 5, 2021

If you have a fundamental disconnect in strategy and standards between sales and customer success, you're limiting both departments' potential. Both parties need to be on the same page with respect to the selling points your sales team is pushing. Facilitate socializing between departments. Customer Success.

Teamwork 77

Teamwork Cross-sell Sales Represent 77

Partners in Excellence

DECEMBER 16, 2020

Every day, three times a day, I go through my inbox—both email and social channels. I don’t think it can be, but I’m still amazed that prospecting outreach is so bad. The web, social channels, and technology have helped make it worse. I asked him, “What did you sell it for?”

Technique 159

Technique Prospecting Meeting Customers 159

CloserIQ

FEBRUARY 19, 2019

Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. So I’m telling you straight: ditching cold calls is BAD for business. 3) “Did I catch you at a bad time?”. Did I catch you at a bad time?”. That’s why saying, “Did I catch you at a bad time,” often elicits a “No.”.

Technique 91

Technique Prospecting Cold Call Pitch 91

Sales Hacker

SEPTEMBER 2, 2023

AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis. Opportunity health assessment: Uses activity information, combined with other deal attributes, to provide insight on overall deal health. 4) AI for modeling.

GTM 80

GTM Negotiate Pipeline Contract 80

Lead Fuze

JULY 1, 2021

What is a Social Media Policy? A social media policy is a document that specifies how an individual or organization can use social media. Importance of a Social Media Policy. Social media is crazy powerful, but it's more fickle than anyone could have imagined. Using social media to sell is very powerful.

Represent 59

Represent Construction Follow-up Contact 59

Partners in Excellence

APRIL 18, 2017

We see the same issues and trends in too many blog posts/books, at every conference, and in the social channels. The focus in much of our discussions on selling is about us–sales people. I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned.

Assembly Line 56

Assembly Line Sell Customers Up-sell 56

Partners in Excellence

JANUARY 14, 2015

All in the name of helping us find, nurture, engage, sell, close, and manage more customers, more effectively and efficiently. And then there’s social…… Sales is no less bad. If we don’t get things right, first, technology will just enable us to accelerate our bad performance.

SQL 91

SQL Technology Technology CRM 91

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. If you plan to sell in 2020 and beyond — and that should be all of us — then you’ll want to see this. The key to successful prospecting is consistency in the fundamentals. Banish Magical Thinking: Shortcuts in Selling Don’t Exist. There are no shortcuts in selling.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

Partners in Excellence

JUNE 25, 2013

I just read Chris Brogan’s piece, The Bare Truth About Social Media , a phrase leaped out at me==how we are “weaponizing” social media. It seems we are at war and social media tools are becoming weapons of mass distraction. Social media works, just as the phone, mail, email, and other traditional channels.

Territory 97

Territory Trust Networking Prospecting 97

SalesLoft

OCTOBER 4, 2016

Unfortunately, when it comes to “having a sales team,” sales gets a bad rap. Many conventional sellers have left a bad impression on the sales industry, and covering that impression has been like painting over permanent marker. Modern sales brings technology and traditional selling together at scale. Trish Bertuzzi.

Objectives and Key Results 52

Objectives and Key Results Sales Technology Technology 52

Partners in Excellence

AUGUST 30, 2014

I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything I could make up. He has already started blindly pitching and selling me before we have a “relationship,” imagine what it would be like, once I accepted it. No related posts.

Networking 106

Networking Pitch Relationship building Up-sell 106

Hubspot

JANUARY 28, 2019

Taking any kind of stance on sensitive social issues tends to lead to disagreement. In recent years, any stance taken on sensitive social issues can be considered controversial advertising. And by letting the world know about their beliefs, they can solidify an ideal image of themselves within their social circle and their own minds.

Pitch 77

Pitch Technique Drivers/motivators Gaming 77

Partners in Excellence

FEBRUARY 25, 2018

To be honest, the job of selling complex B2B solutions isn’t and shouldn’t be viewed as easy. Related Posts: Complicated Things Versus Complicating Things Bad Selling Fundamentals = Bad Social Selling! We seem to be, individually and organizationally, fixated on making things Easy.

B2B 51

B2B Pipeline Up-sell Sell 51

Salesmate

JULY 28, 2020

Unbreakable Laws of Selling. Jeffrey Gitomer, a renowned sales trainer has shared some of his unbreakable selling laws in this book. Unbreakable Laws of Selling. Amy Franko is a well-acclaimed speaker, author, and expert in modern selling and sales skills. Agile Entrepreneurial Holistics Social Ambassador.

Objectives and Key Results 103

Objectives and Key Results Sales Pitch Quota 103

Lead Fuze

AUGUST 12, 2021

Predictable Prospecting brings in some of the top minds in lead gen, social selling, and sales process. Make ‘The Selling Factory’ Make Your Sales, Brad Gamble. Do ‘Insight-Led Selling’ with Dr. Stephen Timme and Melody Astley. Episode 099: Social Selling Vs. Social Commerce: How They are Not the Same Thing.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

JULY 31, 2020

But there is no such thing as only freezing out bad emotions. They actually buy into the concept that selling no longer requires any art. Master the Mental Health Fundamentals. Jennifer Eberhardt , the best-selling author of Biased , and a neuroscience researcher at Stanford said: “The brain is not a hardwired machine.

Quota 106

Quota Promote Presentation Start-ups 106

Openview

JULY 23, 2018

And that creates a bad experience for the buyer and seller. It’s often referred to as the “art” of selling. Great performers are masters of the “how” and “when,” but you can’t become great if you can’t consistently execute the fundamentals. For most sales teams, this isn’t easy to manage.

Objectives and Key Results 62

Objectives and Key Results Process Contract Objection handling 62

Partners in Excellence

MAY 11, 2012

We too often forget about the fundamentals–the basic blocking and tackling, the foundations of sales effectiveness. We have to continue to focus on building a sound platform based on the fundamentals: Do we have a well defined sales process aligned with the customer buying process? He didn’t seem to understand.

CRM 100

CRM Trust High impact Presentation 100

Sales Hacker

AUGUST 8, 2018

It’s not a bad thing, but you won’t see hundreds of customers lining up outside at 4:00 am to wait for the next big product release from some IT cloud storage company. Streamline workflows with sales automation and leave more time for sellers to actually sell. 8) Social still sizzles. 1) Customer centricity is the key.

CRM 82

CRM Customer Relationship Management Relationship Management Appointment 82

SaaStr

MAY 27, 2023

He joined us some time ago at our 2017 Summer Social, when Clari was much smaller, you can chat out that great session together with the founder of Medallia below.– It’s a fundamental job of leadership to make sure everyone has a voice. Let’s sell. But I’ve learned to embrace the bad stuff. – Jason, ed.

Gaming 73

Gaming Trust Cross-sell Closing 73

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. TLDR: make sure the fundamentals are correct. This sounds so basic, but again it often isn’t, especially if you are using less experienced and/or SMB trained sales reps to sell into the enterprise. They just don’t map out all the stakeholders.

Customers 109

Customers UX Closing Up-sell 109

Partners in Excellence

MARCH 8, 2015

” It may be high pressure selling techniques. A lot of the reluctance has been just bad selling. These bad practices make customers reluctant to pick up the phone or respond to a prospecting email. We sometimes, both on the buying and selling side, exaggerate our own importance in a decision or in our companies.

Cross-sell 96

Cross-sell Technique Entertainment Finance 96

Sales Hacker

AUGUST 10, 2021

We put out a lot of complimentary informational workshops on how to manage and sell appropriately given the considerations. Jocko is also a great Twitter follow, an always enjoyable social media presence. We’ll talk to you on Friday for Friday fundamentals. As a consequence, all of these bad decisions flow from that.

Consult 105

Consult Clients Follow-up Drivers/motivators 105

The Lost Book of Sales

FEBRUARY 1, 2021

Things like envy, social-proof and many other related and core human biases and psychological workings are missing in most schools. His models supply the analytical structure that enables him to reduce the inherent chaos and confusion of a complex investment problem into a clarified set of fundamentals. Over-influence by social proof.

Intrinsic 105

Intrinsic Price Construction Government 105

Partners in Excellence

JUNE 13, 2016

” We may be driven by other reasons–not for profits have missions to help solve profound social or other problems. ” “We don’t want to ‘sell’ our customers.” This is the fundamental responsibility of sales. Some may be driven by a passion for building products.

Gaming 52

Gaming Growth Education Sell 52

Sales Pop!

APRIL 19, 2022

Avoiding the use of words with negative connotations can help you keep people from considering you to be simply a sales rep attempting to sell something. It occurs unknowingly in social environments, and sales representatives can take advantage of it. It forewarns potential buyers that a certain pitch is on the way.

Presentation 52

Presentation Product Cold Call Pitch 52

ConversionXL

OCTOBER 12, 2015

A higher conversion rate is great, but as Peep says, “If you want to increase conversions, make everything that you sell one cent, conversions go way up, but you go out of business.” This is the fundamental goal. Once she’s a regular customer, you want to use her social influence to reach more qualified leads. Satisfaction.

Conversion 122

Conversion Referrals Service Start-ups 122

Lead Fuze

DECEMBER 1, 2021

After a while though, it became hard for me because there is no such thing as only freezing out bad feelings. Dan Fougere, the CEO of Empower MediaMarketing and author of The New Strategic Selling: Sell with Enduring Customer Value. People don’t buy into the idea that selling is an art. Step 3: Embrace the Process.

Sales 52

Sales Quota Promote Up-sell 52

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. What are the clear differences between a good book and a bad book? How does the selection for who receives the book look?

Strategize 55

Strategize Quota Non-Profits Price 55

Sales Hacker

APRIL 16, 2018

5) Social selling and effective buyer research [9:08]. Steve Denton: Whether I was with Pepsi or I was with FedEx, when I came to talk to the buyers and prospects that I was selling to, or my customers, they found out about FedEx from me, right? Social Selling and Effective Buyer Research. 11) Sam’s corner [37:55].

Territory 68

Territory Sales CRM Quota 68

Hubspot

JULY 19, 2018

But I've seen enough badly designed pricing pages to know that some businesses simply don't know how to sell their offer. Knowing the fundamentals of a good pricing page is important because simply copying the pricing page of another business without understanding why it's designed the way it is, will only lead to a poorly optimized page.

Price 71

Price Real Estate Conversion Service 71