Partners in Excellence

DECEMBER 11, 2020

There is one fundamental question that all sales people and managers must think about and ask every day, “What if you thought of things differently?” This question is the foundation of every coaching discussion a manager has with each person on her team. The post "What If You Thought Of Things Differently?"

Customers 110

Customers Sales Sell 110

ClickFunnels

SEPTEMBER 28, 2021

No matter what industry you are in, you will surely learn something that you can apply to your own business… Table of Contents: #1 Ramit Sethi #2 Brian Dean #3 James Clear #4 Mark Rosenfeld #5 Zero to Users #6 Matthew I. Spend on what you love, guilt free. Need some lead generation ideas? You are in the right place! 2 Brian Dean.

Lead generation 245

Lead generation Finance Non-Profits Up-sell 245

Gong.io

FEBRUARY 14, 2022

If you look on the Gong blog , you will likely bump into many articles he’s written. To be successful, you must differentiate between what you say, what you do, and what you write during the sales process. Cold emailing (SPAM) to blogging. Alcoholics Anonymous (AA) does this exceptionally well.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

ClickFunnels

JANUARY 28, 2022

Here’s what we are going to discuss today: What is a landing page? What are the three different types of landing pages? Continue reading… What Is a Landing Page? So what are the three key elements of this most basic of landing pages? What will they get in exchange? He also has a blog called OK Dork.

Lead generation 231

Lead generation Follow-up Up-sell Start-ups 231

Salesforce

FEBRUARY 17, 2022

What does that role look like? Schaninger said the best organizations should train and empower middle managers to become coaches, mentors, and facilitators, and act as a crucial communication layer between broader organizational goals and how each individual contributes. Read the blog. Everyone wins. Learn more.

Pharmaceutical 98

Pharmaceutical Drivers/motivators Strategize Conversion 98

Hubspot

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. Let’s take a look at what they had to say. 7 Habits of Highly Successful Prospectors 1. They communicate with empathy.

Cold Call 78

Cold Call Territory Prospecting Sales 78

Partners in Excellence

JUNE 15, 2022

For years, there has been little attention paid to the topic of coaching. Sure, there was lip service, but when one looked deeply into organizations, either coaching wasn’t done, or the coaching that was done was horrible. It’s our job as managers to coach and develop those people that report to us.

High impact 73

High impact Promote Service Growth 73

Sales Hacker

APRIL 12, 2021

Read on to understand if and how you can coach your team to move around those daunting boulders. It made me wonder what are the most common sales objections, AKA self-limiting beliefs that sales teams usually operate with? What are the most common sales objections and their impact on deal outcomes? Guess what?

Trust 129

Trust Up-sell Prospecting Drivers/motivators 129

Highspot

NOVEMBER 12, 2020

What’s more, modular content has particular applications for sales teams. Take, for example, a seller who uses the power of her sales enablement platform versus a seller who does not. Content recommendations and engagement analytics are only the tip of the iceberg when it comes to what AI can do for sales.

Sell 119

Sell Technology Technology Up-sell 119

Sales Hacker

OCTOBER 26, 2020

Every successful sports coach will tell you that games aren’t just won on the field or court. Sales Leadership Coaching. Does your sales onboarding program enable a blend of structured and self-paced learning? Does your sales onboarding program continue once the course or workshop experience is complete? Sales Onboarding.

Sales 104

Sales Represent Sports Contact 104

Partners in Excellence

NOVEMBER 3, 2020

But metrics are very useful in helping us understand what’s wrong and what we should do about it—though far too many people believe this, which is why they so often do the wrong things. If you are, what corrective actions would you make? She does need to prospect and build her pipeline. She only needs a 2.5X

SQL 106

SQL Territory Pipeline Quota 106

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. We have to make sure that each part contributes to what we are trying to achieve.

Territory 73

Territory Pipeline Account management Inside sales 73

Partners in Excellence

SEPTEMBER 21, 2021

Everyone needs coaching. I’ve spent a lot of time in this blog talking about coaching as key to driving performance in sales people. I’ve written extensively about directive and non-directive coaching–focusing on non-directive as the most impactful in helping sales people learn and grow.

Customers 56

Customers High impact Territory Pitch 56

SalesLoft

NOVEMBER 20, 2023

There’s so much quality information online — in blog posts and ebooks, on social media and review sites — sellers have a shortened opportunity to impact buying decisions. Skill development – how do we make sure sales reps and their managers get the coaching they need to improve their skills consistently?

Customers 52

Customers Sales CRM Customer Relationship Management 52

SalesforLife

AUGUST 12, 2019

The challenge, as we’ve talked about in previous blogs , is that you won’t get better results from this approach. You need to consider developing strategic frameworks and coaching guides. What questions do they ask? b) Sellers: What do sellers do step-by-step, and how do they stay aligned to the strategy?

Sell 115

Sell Pipeline Government Strategize 115

Partners in Excellence

DECEMBER 7, 2022

Scott Gillum, has just published a fascinating piece of research that goes deeper, asking, “What creates these feelings/emotions, how do we address that?” ” It’s an important read, ‘Emotions’ don’t drive B2B purchase decisions, this does.

Drivers/motivators 62

Drivers/motivators B2B Quota Technology 62

Partners in Excellence

FEBRUARY 23, 2021

Next, do they know what their jobs are? We hire someone, saying, “Your title is this…… [fill in your favorite job title]… ” and we expect them to know immediately what their jobs are. We have to be very clear, “What does it mean to be a front line sales manager in this company?”

Trust 103

Trust Meeting Start-ups Conversion 103

Iannarino

JUNE 18, 2021

What was once called a “complex sale,” for example, now seems rather simple and straightforward—what felt like brain surgery 50 years ago feels more like clipping a hangnail today. ” The success of the team depends on the coach's ability to bring the players together, teach, and lead. Part 3 | Information.

Objectives and Key Results 244

Objectives and Key Results Clients Price Sales 244

Gong.io

JANUARY 2, 2023

We’ll explain what sales qualification is and why it’s important. What is sales qualification? What are the steps in the sales qualification process? The idea is that someone who has signed up for a free trial will be more valuable to your company than someone who simply browsed your blog. Read on to learn more.

Sales 149

Sales Prospecting Pipeline Pitch 149

Anthony Cole Training

MAY 7, 2015

The Dave Kurlan Blog – Understanding the Sales Force – has ben abuzz with comments about a youth baseball coach that made his team run wind sprints after they gave up a lead big enough to invoke the ‘mercy rule’. In those years as an athlete and as a coach, this is what I witnessed and experienced.

Drivers/motivators 169

Drivers/motivators Sell Gaming Start-ups 169

Anthony Cole Training

DECEMBER 5, 2014

Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a tractor engine and he said to his son (me), "Antny (Anthony), hand me the flat head screw driver." And you know what? Let''s just say over 40 years ago.

Drivers/motivators 196

Drivers/motivators Hospitality Pipeline Sales 196

PandaDoc

APRIL 24, 2023

What is a sales enablement strategy? So, “What does sales enablement do, anyway?” Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. What are the elements of a sales enablement strategy?

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Partners in Excellence

NOVEMBER 10, 2022

“If you don’t meet your performance goals, we will put you on a PIP and you may be fired… ” Again, this is what HR needs to make sure when we terminate someone, they can’t come back and sue us. In discussing and aligning on them, there is no confusion on expectations or what the person is accountable for.

Objectives and Key Results 52

Objectives and Key Results Quota Pipeline Growth 52

InsightSquared

APRIL 1, 2019

Because this is a huge topic, we are going to focus this blog specifically on ramping your reps. So, if you aren’t going to use the time to first deal as a milestone, what should you use? What is your actual ramp time? How long does it take to make your reps fully productive? What does their activity look like?

Quota 99

Quota Pipeline Territory Follow-up 99

Partners in Excellence

JANUARY 20, 2022

Some of you may be smirking, saying, “Dave, you don’t get it, what about discounting–that’s sales taking pricing actions.” Rather we fix this by providing sales people tools, training, support, and coaching to better articulate and defend value. But sales never establishes pricing!

Price 94

Price Finance Negotiate Sales 94

Lead Fuze

JULY 14, 2023

In this blog post, we’ll examine the traits and abilities required to become a successful sales manager. Skills Required for a Sales Manager Position What else does one need? Accurate Forecasting: A Key to Success In addition to coaching, accurate forecasting plays a crucial role in achieving sales goals.

Objectives and Key Results 52

Objectives and Key Results Quota Teamwork Strategize 52

Partners in Excellence

FEBRUARY 8, 2022

LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching. If we just focus on one area, then how does the rest of the job get done?

Territory 93

Territory Legal Contract Pipeline 93

Highspot

SEPTEMBER 20, 2021

Faced with limited time and a messy market, what’s a revenue leader to do? For starters, keep reading – with this blog, we’ll demystify the market and help you define what good looks like. They predominantly feature native capabilities for sales content, sales training and coaching. Let’s get started.

Sales 52

Sales Technology Technology Education 52

Partners in Excellence

MARCH 31, 2022

Yet as I coach them, once we peel back all the normal business stuff, they just don’t have the time. When something urgent and important, but unanticipated arises–and it always does, it throws everything into disarray. What do we do when everything is, legitimately, urgent and important, yet it overwhelms our time?

Technique 96

Technique Growth Sell Product 96

Partners in Excellence

NOVEMBER 25, 2020

I learned more in these sessions by what they didn’t say and present than by what they did say. Listening/observing what isn’t being said or done is as important to understanding what is being done. The problem is, it’s seldom what we know that hurts us. Does Every Review Become A Deal Review??

Presentation 73

Presentation Meeting Customers Sales 73

Partners in Excellence

AUGUST 25, 2022

How does this arise? Largely, this is based on our experience, what we’ve always done. We gravitate to what has worked in the past, sometimes adapting and refining it, but still doing what we’ve always done. What are they doing? Thoughtful executives ask, “What do we do?”

Sell 73

Sell Up-sell Technology Technology 73

Highspot

JANUARY 22, 2024

In this comprehensive blog post, we will explore the significance of a robust GTM strategy and delve into the critical role of sales enablement in ensuring its successful execution. Does the service have product-market fit? One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

In this comprehensive blog post, we will explore the significance of a robust GTM strategy and delve into the critical role of sales enablement in ensuring its successful execution. Does the service have product-market fit? One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Search Engine Land

FEBRUARY 24, 2023

This article will discuss what to keep in mind when creating ChatGPT prompts for SEO and share an extensive list of SEO-focused prompts to use in your day-to-day work. ChatGPT does not crawl the web! Make sure ChatGPT is capable of doing what you’re asking it to. It only took a few seconds too!

X-functional 104

X-functional Niche Engineering Start-ups 104

Partners in Excellence

JANUARY 29, 2021

It generated a lot of discussion, much of it revolving around the theme of, “What keeps us from doing this? What keeps us from engaging customers in a human way?” But what does that mean? How do we build trust, particularly when so much of what we do doesn’t demonstrate trust?

Process 88

Process Sell Trust Up-sell 88

ConversionXL

JUNE 16, 2022

It’s a concept borrowed from American football, where a coach has a folder of plays to defeat the opposition in different situations. In the coach’s playbook, every player knows their role and what they must do to make the play work. A playbook does exactly this. It does this by connecting strategy and creative.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Heinz Marketing

NOVEMBER 3, 2020

When you search for marketing management you get all sorts of information about what marketers do – the theories, tools, and frameworks used that make up the field of marketing. Case in point from Learn.org : What Does a Marketing Manager Do? It’s a lot more difficult to find information about leading a marketing team.

Promote 138

Promote Campaign Drivers/motivators Clients 138