Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make.

Intrinsic 90

Intrinsic Objectives and Key Results Drivers/motivators Presentation 90

Partners in Excellence

AUGUST 4, 2023

Everyone I meet is incredibly busy, but the issue is, are they spending their time as productively and effectively as possible? But busyness somehow becomes the surrogate for results. ” They had been taught to focus on their products and the company. Part of it is increasing complexity of our solutions and businesses.

Up-sell 62

Up-sell Sell Represent Meeting 62

Partners in Excellence

APRIL 30, 2021

This executive prided himself on his busyness, he wore “running at 200 mph” as a badge of honor and was deeply disappointed that others didn’t match his work rate and “stamina.” This may sound weird, but you get into a certain rhythm that improves your effectiveness and productivity.

Meeting 100

Meeting Up-sell Start-ups Prospecting 100

Partners in Excellence

JUNE 12, 2019

We confuse busyness and activity with making progress and producing results. Related Posts: Activity And Progress My Single Best Productivity Hack! We worry about missing out, so we respond immediately, even though, unless you are an emergency services operator, an immediate response is not required. But there is so much more.

Networking 82

Networking Presentation Meeting Service 82

Partners in Excellence

NOVEMBER 26, 2019

The mindless pursuit of everything is easy, though not productive. Related Posts: A Frenzy Of Initiatives Is No Way To Improve Sales… On Thrashing Busyness Is Not Productiveness You've Got New Ideas, New Programs, But What Are You… Overloaded And Overwhelmed. Too often, however, this obsession is dysfunctional.

Strategize 77

Strategize Clients Product Meeting 77

Smart Calling

AUGUST 5, 2019

For many salespeople, their lack of production is not for a lack of being busy. It’s because that “busyness” is typically “avoidance behavior.” See examples of this avoidance behavior, and seven tips for getting rid of it so you can be be more productive by bringing in more sales and profits.

Follow-up 45

Follow-up Prospecting Product Customers 45

Heinz Marketing

SEPTEMBER 7, 2019

5 Strategies to Drive Sales Productivity. Often busyness is just a sign of lack of focus, which can cost B2B companies in the long run. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. To Prevent Burnout, Hire Better Bosses. Thanks, Chris Grant. Got a Plan?

B2B 65

B2B Product Sales 65

Hubspot

APRIL 11, 2016

Is Busyness an Addiction? Busyness isn't a chemical, nor is it even a specific act. When you do find yourself doing nothing, you feel guilty for not being measurably productive. When you do find yourself doing nothing, you feel guilty for not being measurably productive. Some people call this "chaos addiction."

Drivers/motivators 53

Drivers/motivators Follow-up Up-sell Start-ups 53

Partners in Excellence

JULY 23, 2013

Often it’s cloaked in a frenzy of busyness. It’s pitching our products rather than helping our customers solve their problems. Accountability Busyness Execution Learning Multitasking Overcoming Crises Prospecting Responsibility Results Sales Effectiveness Sales Process Sales Training Time Management'

Cross-sell 94

Cross-sell Pipeline Prospecting Pitch 94

Partners in Excellence

SEPTEMBER 27, 2022

They tell us we don’t understand them and their problems, we don’t even understand our products. Sellers go into meetings with customers, we want to qualify them, do discovery, pitch our products, close. I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling.

Meeting 117

Meeting High impact Up-sell Start-ups 117

Partners in Excellence

MARCH 8, 2019

Too often, we fool ourselves, mistaking busyness and activity with accomplishment. Say you are focusing on improving your personal productivity and, as a result, you will only be looking at Slack 3 times a day. Our FOMA, our compulsion to measure success by activity, keeps us from being productive and truly successful.

Appointment 82

Appointment Start-ups Clients Meeting 82

Partners in Excellence

NOVEMBER 11, 2019

” We walked through our conversation about his busyness in closing deals. I’m accomplishing things that only I can be doing that I’d never had the time to do–so my own performance and productivity is improving.” Of course there were a few that were still in process, and, 1 or 2 that were lost.

Closing 72

Closing Sales Meeting Price 72

Partners in Excellence

SEPTEMBER 10, 2013

We start leveraging tools and systems to help us become more productive in doing those things. Busyness Execution Lean Sales And Marketing Results Sales Effectiveness Time Management' It’s so easy to lose sight of our goals and what we are trying to achieve. We start with great intentions, then we lose our direction.

Account management 89

Account management Pipeline Engineering Process 89

Partners in Excellence

AUGUST 2, 2013

How can I spend time solving the customers’ problems if I’m not selling our products and services?” Our job is to sell our products and solutions. Our job is to sell our products and solutions. We struggle to find customers who want to consider buying our products and services.

Pitch 84

Pitch Campaign Up-sell Prospecting 84

Partners in Excellence

JANUARY 23, 2015

They see sales people who are poorly prepared, don’t understand what the customer is trying to achieve, don’t understand their own products, are not interested in the customer success, but only their own commissions, and on and on an on. The problem is, Brian is not alone in his perception, I (we all) encounter this every day.

Commission 96

Commission Profit margin Quota Trust 96

Partners in Excellence

JUNE 10, 2013

You are irrelevant if: You don’t know your product or services. All you can talk about is your product and services. If you are using the “tools” or “systems” only because managers force you and you haven’t figured out how to leverage them for your own productivity and effectiveness.

Territory 107

Territory Quota Pipeline Networking 107

Partners in Excellence

NOVEMBER 5, 2014

In can dramatically increase our productivity, effectiveness, and efficiency. Bad Prospecting Busyness Change Communicating Creativity Customer Experience Customer Satisfaction Future Of Buying Marketing Prospecting Results Sales and Marketing Tools Sales Effectiveness Sales Strategies Social Networking' No related posts.

Networking 94

Networking Prospecting Technology Technology 94

Partners in Excellence

DECEMBER 10, 2013

Wally Bock and I were talking the other day, he posed the question, “What if your products and services are the wrong choice for the customer?” Busyness Competition Execution Overcoming Crises Prospecting Results Sales Effectiveness Sales Strategies' It’s important to know who has those problems.

Customers 94

Customers Sell Prospecting Pitch 94

Partners in Excellence

MAY 7, 2014

I read an interesting post by Geoffrey James, Stuck In A Boring Meeting, 6 Ways To Be Productive. The “productivity solution,” is not the techniques Geoffrey has suggested, or the others that I’ve invented myself. As much as I try to fight it, too often, I have horrible meeting habits.

Meeting 95

Meeting Appointment Technique Presentation 95

Partners in Excellence

MAY 30, 2014

We may be driving our cars, seeking to be productive by making phone calls on the way. Busyness Communicating Customer Experience Execution Multitasking Time Management' But so many times, when we actually capture someone’s attention, we rescue defeat from the jaws of victory by not being present and engaged ourselves.

Presentation 89

Presentation High impact Pitch Conversion 89

Partners in Excellence

SEPTEMBER 28, 2014

I know you probably aren’t looking at our products, but I just wanted to thank you for the article an your support of our company… ” Guess how quickly I responded. Busyness Communicating Customer Experience Marketing Prospecting Results Sales and Marketing Tools Sales Effectiveness Sales Strategies Sales Training'

Cold Call 92

Cold Call Prospecting Represent Follow-up 92

Partners in Excellence

JANUARY 3, 2014

Make sure your marketing and product marketing people are involved in this. Busyness Execution Overcoming Crises Prospecting Results Sales Effectiveness Sales Strategies Time Management' ” As obvious as it sounds, one of the fastest ways to improve organizational or individual performance is to stop trying to sell where you lose.

Sell 93

Sell Pipeline Prospecting Process 93

Partners in Excellence

JANUARY 28, 2014

I genuinely don’t mean to be negative, they are good products, good companies, but so obviously far away from something that I might be interested in, that it just raises questions. We then have to maintain that through every subsequent communication, creating value in every exchange. I don’t have any factories. Do you care?

Contact 94

Contact Electricity Manufacturing Cold Call 94

Partners in Excellence

DECEMBER 29, 2014

Being focused, being present is the greatest productivity gift we can give ourselves, our customers, our people and colleagues. There’s a lot to be said for this kind of presence–but I think most of the time it has to do with a different sense of presence. Move to our conversations with our peers, colleagues, and customers.

Presentation 87

Presentation Meeting Conversion Start-ups 87

Partners in Excellence

JULY 10, 2014

I wanted to address “trial programs,” that is programs we leverage to get the customer to actually use our products in a “trial” mode, before they commit to buy. Customers may not know how to do this, they may not know how to structure what they are doing with our products to discover what they need to discover.

Up-sell 92

Up-sell Clients Process Customers 92

Partners in Excellence

MARCH 22, 2015

They bring the right products to the right customers at the right time. One of the things that separates top performers, individuals and organizations, apart from everyone else is the consistency of execution. Consistency of execution has 3 core elements. Knowing the right thing to do to drive the expected results.

Account management 93

Account management Start-ups Pipeline Follow-up 93

Partners in Excellence

SEPTEMBER 16, 2013

But if they don’t help the customer more effectively achieve outcomes they want by leveraging our products and services, then they are idle conversations. It’s a great concern. It’s probably one that lots of sales people managers have. I’m paid to get PO’s!” So every conversation is very purposeful.

Conversion 95

Conversion Pitch Entertainment Up-sell 95

Partners in Excellence

JANUARY 28, 2014

We have people we can leverage, pre-sales specialists, marketing, product marketing, and others. But the conversation revealed some interesting confusion I’ve seen with too many sales people, managers, and people who work with sales people. “What’s the deal?” We find and qualify deals. But we get confused.

Territory 88

Territory Account management Pipeline Represent 88

Partners in Excellence

MAY 21, 2018

Most of us focus on massive improvements we make over time, for example, “How do we improve productivity by 20%, how do we grow in ‘double digits?'” I’m less concerned with busyness, but being busy doing the right things. Some things I’m changing: I’m even more purposeful.

Gaming 48

Gaming Clients Process Meeting 48

Partners in Excellence

OCTOBER 14, 2013

The funnel/pipeline is a fundamental tool for sales professionals and managers. It’s the tool that helps us understand whether we are on target to meeting our goals. I spend a lot of time looking at funnels. I’ve seen all sorts of issues and potential games (inadvertent and purposeful) that are played with pipelines.

Gaming 100

Gaming Pipeline Start-ups Prospecting 100

Partners in Excellence

DECEMBER 16, 2014

Strong onboarding: Once you’ve hired the right people, getting them productive as quickly as possible is critical. Without a strong onboarding process/model, this is impossible. The sales process is designed to maximize the win rate, minimize the sales cycle, and maximize transaction size/margin.

Pipeline 95

Pipeline Objectives and Key Results Sales Territory 95

Partners in Excellence

AUGUST 21, 2014

We feel by sheer force of personality, by presenting how really cool our products are, by showing how other people are using them, we can get the customer to say yes and buy. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. But we refuse to let go.

Pipeline 96

Pipeline Presentation Process Up-sell 96

Partners in Excellence

APRIL 4, 2014

I was oddly amused and somewhat saddened observing a situation from the sidelines recently. I wish it were an isolated situation, but it’s far too familiar — I think you’ll recognize it. A customer has a problem. It’s just an every day problem, thousands and millions of them occur every business day.

Account management 91

Account management Start-ups Customers Networking 91

Partners in Excellence

DECEMBER 13, 2013

Accountability Busyness Coaching Execution Learning Overcoming Crises Professional Sales Responsibility Results Sales and Marketing Tools Sales Effectiveness Time Management' It seems we’re always looking for something more and getting that will solve all our sales problems. We have to make the number, there are no excuses.

Pipeline 87

Pipeline CRM Consult Gaming 87

ConversionXL

AUGUST 13, 2015

Live chat is becoming increasingly common as a customer support channel. In fact, Zendesk’s newest report found that “In Q1 2015, live chat led all other channels in customer satisfaction at 92%.”. Image Source. Companies are using live chat to solve some of the things marketers worry about most, like: Cart abandonment. Lead generation.

Lead generation 116

Lead generation Follow-up Conversion Prospecting 116

Hubspot

NOVEMBER 3, 2016

They stay calm under pressure, and they’re generous with resources and information, but always in a way that doesn’t detract from their own productivity. Today’s workforce is always on the go and multitasking. We’re busy, we’re distracted, we’re ambitious, and we’re always on the hunt for new sources of inspiration. Former U.S.

Objectives and Key Results 78

Objectives and Key Results Teamwork Construction Entertainment 78

Partners in Excellence

FEBRUARY 17, 2014

As sales people and managers, we are often obsessed with the “numbers.” ” There are constant review of pipelines and forecasts. Some look at the daily and weekly activity metrics. Everyone is focused on quota performance. Our quota, our target, whatever we call it, it’s the number we have to achieve this year.

Quota 93

Quota Territory Pipeline Up-sell 93