Partners in Excellence

JULY 8, 2020

There is no excuse for stupid prospecting! Sadly, too many organizations are committed to prospecting malpractice. None of us can escape or have spam filters powerful enough to filter out the stupid, irrelevant prospecting that is inflicted on us on a daily basis.

Prospecting 103

Prospecting High impact Customers Technology 103

SalesProInsider

MAY 26, 2022

We discussed our thoughts on what keeps the first type of traveler from engaging in these customs: Not wanting to feel uncomfortable or a belief that they will look stupid. These adjustments help them make quicker and more confident decisions to work with you or commit to an action that moves the opportunity forward.

Customers 62

Customers Pitch Launch Up-sell 62

Martech

JULY 25, 2022

W]e aren’t stupid … and it just makes us mad,” said Sandi, a baby boomer with household income between $25,000 and $50,000, quoted in the report. CPG brands cutting quantity or quality to bolster earnings are enraging customers. That’s 15% more than the next highest category, household products. “[S]top Why we care. Its giant 23 oz.

Customers 105

Customers Price Market share Launch 105

Partners in Excellence

APRIL 9, 2020

In these difficult times, there is the very real need to reduce discretionary spending as much as possible. Every dollar we save in discretionary spending can be diverted to saving jobs. I’ve discovered a solution–a huge source of discretionary spending, that is virtually wasted. Divert that money into spending that has a higher impact.

Contract 91

Contract High impact Technology Technology 91

SalesProInsider

APRIL 28, 2023

The prospect just gave you an assignment with NO commitment to anything. What a waste of time if we aren’t in alignment with the prospect’s decision-making process and they aren’t making small commitments to decisions or actions along the way. Why Do Advisors Send Premature Proposals? Prospect: “Okay, sounds good. Advisor: “Yes!

Promote 62

Promote Prospecting Pitch Conversion 62

Partners in Excellence

APRIL 4, 2021

More Stupid Selling Tricks It's Really Not About The Buying Process Are You Committed To Upsetting The Status Quo? It’s natural for we “sales” types to think about this. Our companies can’t build products, offer services, invoice, or get revenue until we sell something. Selling is about us. Why Do We Sell?

Sell 87

Sell Presentation Process Service 87

Sales Hacker

APRIL 15, 2021

It’s not that you say stupid things. Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. It makes them feel heard.

A/B testing 138

A/B testing Contract Sales Closing 138

Partners in Excellence

DECEMBER 12, 2022

Whether one agrees with the purpose, values, culture that Elon is trying to establish for Twitter, one has to admire the commitment to them and how he lives and reinforces them everyday. There’s no “right” answer to this, it’s interesting to look at the different points of view. Our customers do the same things.

Networking 62

Networking Conversion Go To Market Customers 62

Sales Gravy

DECEMBER 19, 2019

Chris and I talk about why it's stupid to avoid objections, how to reduce buyer resistance, how to manage your disruptive emotions in the face of objections, and techniques for skipping past objections. Micro Commitment and Next Step Objections Then there are a micro commitment and next step objections.

Technique 57

Technique Pipeline Sales Prospecting 57

Partners in Excellence

NOVEMBER 30, 2020

They create a vision, accompanied by a commitment and energy level that seems unbeatable. They are, virtually, invincible, which is what makes the super-heroes. But they aren’t always on. They knew they had to take breaks, recovering from whatever their last world saving battle was, strategizing and thinking about the next.

Gaming 91

Gaming Strategize Up-sell Closing 91

Sales Gravy

FEBRUARY 22, 2020

Chris and I talk about why it's stupid to avoid objections, how to reduce buyer resistance, how to manage your disruptive emotions in the face of objections, and techniques for skipping past objections. Micro Commitment and Next Step Objections Then there are a micro commitment and next step objections.

Technique 52

Technique Pipeline Prospecting Closing 52

Partners in Excellence

AUGUST 5, 2022

Not long ago, I was speaking to the CRO of a sales technology company. We had a passing acquaintance, I’d been a guest on a webcast a couple of years ago, we had a few conversations and emails since then. I was, relatively, a fan of the tools they provide. I reached out to this individual, saying, “Can we have a heart to heart… ?”

Technology 62

Technology Technology Prospecting Consult 62

A Sales Guy

MARCH 14, 2017

In spite of all the new tools, new methodologies, insights, our selling, our commitment to the craft of selling is waning, and it’s time we get our s**t together and become the valuable purveyors of change our prospects expect from us. Rule 3: Stop sending stupid emails. Stupid emails are emails that do nothing for the recipient.

Gaming 101

Gaming CRM Promote Up-sell 101

Partners in Excellence

OCTOBER 3, 2017

I’m beginning to think far too many sales and marketing people think customers are stupid. For example, the companies researched were limited to companies that had made a major commitment to social selling and that had been implementing social selling approaches for at least 6 months. What else could it be? I could go further.

Customers 48

Customers Construction Presentation Up-sell 48

SalesProInsider

MAY 16, 2017

So you never ever ever make the same stupid mistake I did, read on. I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they?

Territory 72

Territory Sales Negotiate Referrals 72

Understanding the Sales Force

APRIL 9, 2014

If you were a fly on the wall, you would have heard the prospect quickly become engaged and emotional, feeling tremendous urgency and commitment to make a change. If you were a fly on the wall, you would have heard the prospect quickly become engaged and emotional, feeling tremendous urgency and commitment to make a change.

Sell 99

Sell Up-sell Prospecting Price 99

The Sales Hunter

MARCH 19, 2014

Commit today to not make the above stupid mistakes when sending email. Chances are you’re making one of the following fatal mistakes. Using the first 15 words in the email to explain how great you are. Reason is simple. Putting a graphic of your company logo in your signature line. Your company logo isn’t that impressive!

Cold Call 111

Cold Call Technique Sales Prospecting 111

Understanding the Sales Force

JULY 1, 2014

Instead of handling an objection, instead of saying OK, instead of following up, instead of explaining your position, instead of doing nearly anything else, I have asked salespeople to write down, commit to memory, practice and use this one question. Understanding the Sales Force by Dave Kurlan. I must be a moron. What is the magic question?

Follow-up 91

Follow-up Gaming Sales Price 91

Gong.io

MARCH 17, 2020

When it comes to advice on closing deals, there are a million opinions on how to build momentum, influence deals, and forecast accurately. . But none of those opinions are based on reality. You know, facts. And the opinion-based way we approach deal execution is outdated and working against us. You can’t un-know the truth. . influence).

Sell 79

Sell Objectives and Key Results Sports Technique 79

Partners in Excellence

JULY 29, 2012

We are talking about “conventional sales wisdom,” (which I would retitle, Stupid Techniques We All Feel For). Well well planned and executed sales calls will result in commitments and actions on both the part of sales and the customer. These commitments and actions create the need for the next meeting or call.

Customers 87

Customers Technique Meeting Closing 87

Partners in Excellence

MARCH 29, 2018

The recommendations ended up being very strong and very confrontive–after all, they appeared to have reneged on their commitment and we need to confront them with that. No one, even the leading “provactive sellers,” would recommend the following approach to these customers, “You stupid, clueless customers!!!

Sell 53

Sell Education Up-sell Follow-up 53

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. Forget what we want to call the approach. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. How come?".

Consult 107

Consult Prospecting Trust Closing 107

Partners in Excellence

SEPTEMBER 18, 2013

Technology has extended wonderful capabilities to make us more efficient. We have CRM, Marketing Automation, and Emailing systems that enable us to “communicate” in ways we never imagined or had the time to do in the past. A prospect reaches out for some information. This, in turn, sets up another communication stream.

Cold Call 98

Cold Call Technology Technology Follow-up 98

Adaptive Business Services

MARCH 21, 2018

Finally, at the start of this year, I made the commitment to stop collecting and to start doing. If you really want something, you have to be prepared to go out and get it. Sometimes this might involve a steep learning curve but, once again, if you really want it …. Case in point and one on a more personal level. I had no time. More progress.

Sell 54

Sell Electricity Up-sell Growth 54

Partners in Excellence

JUNE 13, 2014

It’s our ability to help them understand and commit to change, the ability to help them manage both the decision/buying process and implementation of that change. When Are We Going To Understand, It Really Isn’t About What’s The ROI Of Stupidity? Sounds dire! It’s difficult to compete with an app!

Construction 90

Construction B2C Trust Retail 90

The Sales Hunter

APRIL 6, 2018

Long flights are a time for me to skip the movies and stupid games and do some deep thinking. I’m committing myself to create that block of time when I can disconnect and truly think. You’re thinking I’m about to tell you what I experienced on a flight. Well, you’re half right. How about one year?

Gaming 42

Gaming Drivers/motivators Start-ups Prospecting 42

Sales Hacker

APRIL 8, 2019

they’re stupid. In a survey from Deloitte , 94% of executives and 88% of employees said they believe a distinct workplace culture is important to business success. The problem is culture has become a big, broad term that feels impossible to measure or quantify. But we’ve got good news: It’s not magic. It doesn’t just happen. Your people.

Objectives and Key Results 106

Objectives and Key Results Quota Sales Drivers/motivators 106

Partners in Excellence

OCTOBER 31, 2012

Sometimes, we have to change our solution–providing certain technical capabilities or modifications, commit to future enhancements, modify some of our business processes, provide services to help the customer in implementation. . The solution is being developed, commitments are being negotiated. But that’s not the point.

Account management 90

Account management Negotiate Meeting Drivers/motivators 90

The Sales Hunter

SEPTEMBER 28, 2012

Take a look at the process you’re using for prospecting or any other phase of your selling process and ask yourself how committed you are to using it diligently. Throwing a sales process out and changing directions in less time than it takes to move a customer through the process is stupid. ” Sales Motivation Blog.

Process 70

Process Sales Drivers/motivators Up-sell 70

Sales Hacker

APRIL 19, 2018

If you’re a sales manager or CEO, send this to the entire sales team and put them on notice that they will be held to account. If you’re an individual sales contributor, address all of these issues now to save your career. I’m serious—stop screwing around with your success; be the professional you’re paid to be. 2) Failing to Have a Strategy.

Objectives and Key Results 85

Objectives and Key Results CRM Pipeline Up-sell 85

Hubspot

FEBRUARY 5, 2015

Yet for some strange reason, marketers continue to push out cheap stock photography to serve as a representation of their brand. They fall back on the excuse that they simply don''t have the time to spend on figuring out copyrights and attribition rules, but fail to recognize the influence it has on a prospect''s perception of them. 3) Unsplash.

Networking 78

Networking Start-ups Price Growth 78

SalesLoft

OCTOBER 22, 2014

After hours of racking our brains and many stupid ideas, Kyle Porter and I finally stumbled upon the idea of taking a Marc Benioff lookalike with us. We reached out and within days we had secured the commitment, booked flights and began working on a game plan. We Thought Of Everything. It’s impossible, bogus, and will never work.

Tradeshows 52

Tradeshows Electricity Gaming Represent 52

ConversionXL

FEBRUARY 8, 2016

Fear and greed are two of the three great forces in the world, according to Einstein (the third is stupidity). They’re also two triggers that direct marketers and copywriters have been well aware of for years. That’s because they are powerful emotions that, when used properly, drive people to take action. Is it possible to do so ethically?

Drivers/motivators 90

Drivers/motivators Gambling Price Up-sell 90

Heinz Marketing

FEBRUARY 15, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! Listen in now and/or read the transcript below.

Pipeline 87

Pipeline Sales Up-sell Start-ups 87

Heinz Marketing

MAY 14, 2018

Hey, we’re going to get right into it because this is live show and our guest is super busy and has a commitment at the top of the hour. We cover a wide range of topics with a focus on sales development and inside sales priorities. You can listen to full recordings of past shows at SalesPipelineRadio.com and subscribe on iTunes.

Pipeline 42

Pipeline Sales Up-sell Angle 42

Partners in Excellence

AUGUST 31, 2016

You may be reacting, “Dave, you’re being too nitpicky, that’s obvious, we’d never do anything that stupid!” It’s not often that Anthony Iannarino and I disagree. When we do, it leads to a richer discussion where we both learn and converge on a new, shared point of view. Disqualification is critical to each.

Healthcare 49

Healthcare Education Territory Retail 49

Partners in Excellence

DECEMBER 26, 2016

The article is filled with a lot of data, much taken out of context, much from research that has been questioned or even discredited, but it supports the authors’ points and what they have to sell. The mistake this article makes is focusing on the vehicle or tools, and not on the context and content. It’s not the channel.

Referrals 53

Referrals Trust High impact Prospecting 53