STAR Results

OCTOBER 11, 2021

Why You Need To Hire A Coach. Do you have a coach ? That’s because coaches help you identify and focus on what’s important, which accelerates your success. Successful athletes obviously understand the power of coaching. They invest in coaching for their senior leaders and high potentials. Identify blind spots.

Sports 167

Sports Clients Technique Drivers/motivators 167

Veloxy

AUGUST 6, 2021

But before they make it all the way to making a purchase, you’ll need to know each other a bit more. For both pre and post-sale, it sets the tone for the entire working relationship. Before making the first call, you need to know enough about your prospect to hit the ground running. What is a Discovery Call? 1: Do Your Homework.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

Partners in Excellence

APRIL 1, 2024

Alex and Alistair have a vision for one of the best AI based coaching platforms I’ve seen, Grw.ai. He writes, “The (sales) profession is not in great shape…… This is the reason I am still in sales-I am determined to fix it! I learnt quickly that sales is nothing like how it is portrayed in the movies.

Sell 102

Sell Finance Quota Sales Experience 102

Partners in Excellence

AUGUST 17, 2020

Both managers and the people they coach often have the wrong impression of coaching. Too often, we go to our managers looking for answers. Great managers tend not to give answers. As people looking for coaching, too often we go to someone asking, “What should I be doing? Should I do this?

Growth 106

Growth Product Sales 106

Partners in Excellence

FEBRUARY 28, 2024

” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. ” At the same time, I challenged Christian and others to answer the same question. This is such a fascinating narrative, please take the time to read it. Christian has provided a fascinating perspective.

Customers 113

Customers Contract Consult Electrical Engineering 113

Highspot

JUNE 1, 2023

Major advances include: generative AI for sales enablement, enterprise-class training and coaching, and ​​services and success resources that empower revenue teams to scale what good looks like in business-to-business (B2B) selling. Companies everywhere are intent on increasing efficiency, which requires running programs with rigor.

Launch 98

Launch Education Strategize Pitch 98

Partners in Excellence

MAY 6, 2021

Mostly, if managers are coaching performance at all, it’s tactically oriented; how do we win this deal, how do we fill the pipeline, what are you doing in this next call… ? As I reflected, I realized, as managers we would find it unacceptable for our people not to have account plans for their key accounts.

Territory 164

Territory Growth Pipeline Process 164

Iannarino

JULY 18, 2021

There is nothing wrong with using technology to manage transactions, but removing human beings does not just reduce costs—it cheapens every interaction. Give Me a Human Being. The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a salesperson. No Human Required.

Cold Call 326

Cold Call Electricity Clients Drivers/motivators 326

Sales Pop!

FEBRUARY 15, 2024

I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips , a leadership coach and host of the Matt Phillips podcast. We discussed the importance of coaching in sales leadership and how it differs from coaching in other fields.

Sales 64

Sales Gaming Promote Conversion 64

Understanding the Sales Force

JANUARY 27, 2024

We are only two weeks away from the 2024 Super Bowl and it got me thinking. Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today?

Sports 73

Sports Cross-sell Gaming Sales 73

Partners in Excellence

FEBRUARY 28, 2023

As sellers a large part of our job is providing answers. Our customers want to know about our products, we provide them endless amounts of features, functions, feeds, and speeds. So much of our training focuses on giving us the answers so that we can respond to our customers’ search for answers.

Sports 62

Sports Gaming Process Customers 62

Salesforce

FEBRUARY 2, 2024

But it doesn’t have to be that way. A collection of sales email templates — each one designed for a different type of outreach — is the backbone of your sales outreach, giving you an outline of a conversation that you can tweak for each prospect. Give them a clear next step to continue the conversation. Contact information.

Pipeline 105

Pipeline Sales CRM Quota 105

The 5% Institute

JUNE 18, 2021

In this article, we’ll explore how to sell coaching, by focusing on eight powerful and effective selling tips. These tips are commonly used by the top five percent of coaches all around the world, when it comes to their discovery calls , and closing new clients. How To Sell Coaching – A Step By Step Guide.

Sell 132

Sell Presentation Clients Up-sell 132

Hubspot

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal.

Prospecting 81

Prospecting Price Pipeline Negotiate 81

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. While these use cases are entertaining, it’s only the beginning of how generative AI advancements will impact our work and our lives. And rightfully so – the days of growth at all costs have sunsetted, giving rise to efficient growth.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Closing Bigger

JUNE 7, 2022

I would suggest starting lean and keeping each section down to one page, if possible, the playbook doesn’t have to include every piece of information on your sales process and tools BUT it should tell them where to find the information and how they will be measured. How should you use your sales playbook?

Sales 98

Sales Niche B2B Clients 98

Outreach

NOVEMBER 2, 2021

You say, “Hey, I need you to do this on your next call,” and yet they don’t do it. Consider the difference between feedback and coaching. And while we do learn through observation and feedback, we get behavior to stick by doing it repeatedly. That’s where coaching comes in. It looks different for every team, too.

Objectives and Key Results 105

Objectives and Key Results Inside sales Sales Gaming 105

Sales Hacker

JANUARY 20, 2022

In fact, 46% of survey respondents said they are pessimistic about the future of work, and many have already quit their jobs. In fact, 46% of survey respondents said they are pessimistic about the future of work, and many have already quit their jobs. That’s when an investment in sales coaching comes in. The problem?

Territory 99

Territory Sales Finance Drivers/motivators 99

Salesforce

FEBRUARY 14, 2024

IT teams are at the center of AI implementation. This means they are also at the center of a constant tug-of-war between people who reject AI and people who recognize it’s here to stay. We interviewed three CIO experts to get to the bottom of how AI doesn’t have to be at odds with the people it’s ultimately designed to help.

Trust 105

Trust Technology Technology Strategic planning 105

Hubspot

FEBRUARY 21, 2023

Coaches can't win games alone. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Here, we'll define coachability in sales (and why it matters), explore what it takes to be truly coachable, and how to answer interview questions about this topic.

Technique 71

Technique Sales Quota Drivers/motivators 71

Partners in Excellence

MAY 19, 2021

Too often, we get coaching wrong–if we do coaching at all. We tend to think of it as something we do to some poor victim, something we do for them. Seldom do we think of it as something we do with someone, and in that, we miss huge opportunities. Too many managers think of coaching as something we do to someone.

Pipeline 96

Pipeline Meeting Conversion Customers 96

Partners in Excellence

SEPTEMBER 13, 2022

In the article, I talked about understanding our customers business strategies, purpose, priorities. I talked about understanding the structure and organization of our customers, learning how they work together to achieve their goals. We give them the Answers!” I’m a great fan, and user of these systems.

Profit margin 81

Profit margin Growth Start-ups Follow-up 81

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. And yes, it’s been helpful. Sales Enablement is about to become your priority (if it isn’t already). Sales Enablement is about to become your priority (if it isn’t already).

Quota 164

Quota Sales Strategize Objection handling 164

Hubspot

MARCH 4, 2024

We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024. Nothing frustrated me more than when it was obvious that I was in a sales process that wasn’t best for me, but best for the vendor. Let’s dive in. I’m a B2B seller, but I have also been a B2B buyer.

Construction 78

Construction Sales B2C B2B 78

SalesLoft

JANUARY 24, 2024

We do it in our work and personal lives. With so much experience it’s surprising that we are all not experts in achieving them. But outcomes can come in a few different flavors depending on whether we’re talking about prospecting, closing, or renewals. You can think of it as a best practice. Not all goals are the same.

Objectives and Key Results 59

Objectives and Key Results Sales Meeting Represent 59

Sales Hacker

AUGUST 2, 2021

Sales coaching is often a touchy subject. We carried out research on sales coaching , looking into how different sales employees view it, and the results showed overwhelmingly that sales coaching works, and that most people involved want to see more of it. It’s practically unanimous: sales coaching really works.

Represent 107

Represent Sales Pipeline Pitch 107

Partners in Excellence

OCTOBER 29, 2021

It’s through questions and questioning, we think about change, doing things differently. In reality it’s manipulation. As sellers, too often our “discovery” process really focuses on giving the opportunity to pitch our products. People recognize it. So we ask questions, but with an agenda.

Legal 127

Legal High impact Pitch Conversion 127

Martech

MARCH 22, 2022

Agile marketing is all about mindset shifts, and the 7 Essential Attributes of Agile Leadership by Leon Purton is a great place to start. They are: Humility Outcome-driven Flexible Coach Collaborator Focused on people Game-changer. They are: Humility Outcome-driven Flexible Coach Collaborator Focused on people Game-changer.

Gaming 95

Gaming Teamwork Government Follow-up 95

Search Engine Land

FEBRUARY 24, 2023

For weeks, marketers have been hearing about ChatGPT and its applications for content and SEO. It has access to information about the web from when it was trained, but it will not go to a page and crawl it (but often, it’s responses will lead you to believe it did or does!)

X-functional 104

X-functional Niche Start-ups Engineering 104

Salesforce

MARCH 4, 2023

It’s our job to listen. The numbers will tell you if it’s time to run a promotion. They allow you to identify actions to take before it’s too late. Use ‘State of the Union’ for a bird’s eye view of your company’s performance What this dashboard answers: How is the business doing?

Territory 98

Territory Pipeline Sales CRM 98

Gong.io

AUGUST 19, 2021

It’s pretty straightforward: The client’s team reports a large gap given the time they spent selling, but nothing out of the ordinary. When it comes to productivity sinks, a handful of usual suspects plague B2B revenue organizations. Don’t spend your 1:1s answering questions for which you should already have the answers.

Product 127

Product Cross-sell CRM Sales 127

SaaStr

DECEMBER 3, 2021

In this inspiring and candid conversation, Harley Finkelstein (President at Shopify) and Aydin Senkut (Founder at Felicis Ventures) discuss their founder experiences and answer questions from Dasha Maggio (Partner at Felicis Ventures). . But even the most impressive leaders are human and need support and mentorship as much as anyone else.

Trust 92

Trust Growth Start-ups Conversion 92

Sales Hacker

JULY 25, 2022

Nothing can be out of place, and if one piece fails to perform its function, you won’t get very far for very long. Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. The beauty of a sales performance dashboard is your ability to customize it.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Outreach

JUNE 22, 2021

Your sales reps forget about 50 percent of information they have just processed within the first 60 minutes. It may not be a big deal if your reps forget their Netflix password. When a prospect asks about your integrations or how you stack up against a competitor, your reps need the answers at their fingertips.

Sales 89

Sales Launch Follow-up Prospecting 89

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. It gives a summary of how healthy your sales pipeline is over time. It may also indicate the health of your prospecting pipeline and lead qualification.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Sales Hacker

OCTOBER 27, 2021

AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. But if AI is the future of sales, how do you position your organization today to take advantage of it? And when it comes to AI, a mental reset is necessary.

Sales 103

Sales Education Inside sales Quota 103

Gong.io

JANUARY 1, 2021

It’s easy to rationalize how a company is “kinda in our ideal account profile.”. It’s easy to rationalize how a company is “kinda in our ideal account profile.”. Now that you know which accounts to (and not to) target, it’s time to identify the individual buyers within those accounts — buyer personas/profiles. Scenario A: Good.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118