Partners in Excellence

JULY 13, 2023

Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. But they infringe on our dream of having sellers working 7×24 with customers. The lists of things that rob sellers from time to work with customers grows.

Up-sell 91

Up-sell Sell Legal CRM 91

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying. Using a sales engagement platform like Gong allows you to capture customer interactions across phone, email, and web conferencing.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

JANUARY 21, 2022

I suppose, since “calling” is associated with phone conversations, I was talking loudly to my neighbor. Here are some thoughts: Cold calling is the process of engaging someone in a “conversation,” about something that may be new and different for them. I left a comment on the post: ROFL!!!

Cold Call 90

Cold Call High impact Prospecting Conversion 90

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

MARCH 9, 2023

We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. One would think the availability of this data, implementing these tools would drive huge advances in our abilities to engage customers in meaningful ways and to drive sales performance.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Partners in Excellence

SEPTEMBER 27, 2022

We just do what we have always done, moving unconsciously through our and our customer’s days. Customers don’t want to see us, they prefer learning through other methods. That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more.

Meeting 112

Meeting High impact Up-sell Start-ups 112

Highspot

SEPTEMBER 6, 2023

Instead of just showcasing what a product can do, it zeroes in on the real-world advantages a product offers customers. That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. Educate your customers Teach your customers.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

AUGUST 27, 2021

We tend to think differently about our behaviors in engaging customers and “selling,” and how we drive change–particularly big change–within our own organizations. We can learn a lot about driving internal change from the very best practices in helping our customers change/buy. “You need to use a new tool!

Sell 72

Sell High impact Pitch Customers 72

Hubspot

FEBRUARY 8, 2022

If you’ve found that you’re losing leads that seem qualified and interested in your business, read on to discover strategies that will help you bring them back and drive a conversion. All of these pose an opportunity to reach out again and make a sales pitch that re-establishes your relationship and helps you further nurture a conversion.

CRM 70

CRM Contact High impact Pitch 70

Partners in Excellence

APRIL 7, 2021

They prefer going through a lot of things at a very high level.” Where we should be having deeper engagement and conversations, we never dive into the details. We shorten our content, we move from “pages,” to paragraphs, to sentences, to phrases, to a couple of “high impact” words.

Technique 58

Technique High impact Sports Gaming 58

Highspot

OCTOBER 7, 2020

SEATTLE, WA — October 7, 2020 — Highspot, the revenue enablement platform that makes every customer conversation count, today announced at Spark 2020, its inaugural global user conference, the launch of the industry’s only natively-built end-to-end revenue enablement platform. Natively-Built Training and Coaching.

Launch 52

Launch High impact Go To Market Pitch 52

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. In simplest terms, the sales process is a potential customer’s journey from facing an initial problem, to defining a solution for it, to making an actual purchase. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job.

Quota 121

Quota Cold Call CRM Sales 121

Partners in Excellence

NOVEMBER 29, 2017

” Here the conversation usually gets a little fuzzy. Usually the response is “Customers want solutions not products… ” My response is, “I get that, but what do you mean when you want to move from product selling to solutions? Inevitably, the customer is left to figure out, “What does this mean to me?

Product 49

Product Sell Pitch High impact 49

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. If you’re not using messaging, you’re missing a huge oppoortunity — especially today, when customer engagement is driven by instant gratification and personalization at scale. But here’s the thing….

Campaign 96

Campaign Cross-sell Sales Up-sell 96

Partners in Excellence

FEBRUARY 26, 2020

” Before I go further, I’ll provide my definition of cold calling: It is un-targeted, un-prepared, random outreach focused on pitching a product/solution to someone we may or may not know. Cold calling is fundamentally a result of sloppy, undisciplined thinking, absence of any kind of customer focus, and bad leadership.

Cold Call 111

Cold Call Prospecting High impact Pitch 111

Partners in Excellence

SEPTEMBER 3, 2013

The customer says something, we respond. We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch. We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch.

High impact 91

High impact Pitch Customers Conversion 91

Partners in Excellence

MAY 30, 2014

We struggle to catch our customers’, our managers’, our colleagues’ attentions. We want to engage them, in the case of a customer, we want to get them interested in doing something with us. We may not be prepared, so we’re busy thinking about what we say next, not paying attention to the conversation.

Presentation 89

Presentation High impact Pitch Conversion 89

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. Customers don’t care! Is there something happening in their markets that could impact a large number of your potential customers? You have to sift through the customers in your sweet spot one more time.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. This holistic approach to learning will help increase adoption and impact.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. This holistic approach to learning will help increase adoption and impact.

Sales 52

Sales Technology Technology Technique 52

Partners in Excellence

JULY 12, 2017

We face all sorts of challenges in reaching and connecting in those first conversations: Our customers are crazy busy and don’t have the time to talk to us. How do we stand out in the rapidly increasing volume and noise our customers are exposed to? In the face of all this, how do we get our customer’s attention?

Prospecting 50

Prospecting Pipeline Contact High impact 50

Partners in Excellence

JULY 3, 2017

Social selling, many marketing, many inbound advocates leverage the stereotype of cold calls: A random, untargeted, unresearched, poorly prepared telephone call (or even a cold email), focused on pitching products. It’s a waste of time on the part of customers and sales people. Earlier today, I completed one of those calls.

Cold Call 52

Cold Call High impact Pitch Conversion 52

Partners in Excellence

DECEMBER 26, 2016

These high performers are successful not just because they leverage social selling, but because they know what’s important to customers and engage them through many channels but in ways that engage the customer about things they care about. Helping our customers understand there may be a better way.

Referrals 53

Referrals Trust High impact Prospecting 53

Sales Hacker

DECEMBER 20, 2018

Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. What is Sales Productivity?

Product 99

Product Tradeshows CRM Appointment 99

ConversionXL

MARCH 4, 2016

We often talk about online conversion optimization without mentioning that many businesses, especially B2B, rely on offline sales to produce revenue. Teams can customize follow-ups based on the engagement level and potentially close faster. Conversion rate. Lead conversion to customers. conversion rate.

B2B 65

B2B A/B testing Sales Pitch 65

ConversionXL

JUNE 21, 2015

Elite Camp is a 3-day traffic and (mainly) conversion event. Don’t do generic pitches, make specific offers on specific blog posts – offer content upgrades (e.g. Give the gift of simplicity, too much info is annoying to the customer. Peep Laja ( ConversionXL ): This I Believe – From Data to Customers.

A/B testing 105

A/B testing Campaign Start-ups Conversion 105

SBI

AUGUST 31, 2020

Seismic , the industry-leading and award-winning sales enablement and marketing orchestration platform provider, today announced the launch of new Interactive Content capabilities, enabling marketers and sellers to deliver high impact, personalized content at scale. Microapps unleash creative storytelling.

Launch 26

Launch Commission Presentation High impact 26

Salesforce

JUNE 7, 2023

But what happens to the essential information after the pitch? Translating that content into a Salesforce Experience Cloud microsite can build on your strategy and create deeper connections between your team and customers. Rather than using all information from your pitch deck, choose what is most relevant.

Strategize 52

Strategize Pitch Launch Contract 52

Sales Hacker

NOVEMBER 18, 2020

There is, in my opinion, one exception to this: the hard-and-fast rule to focus on your customer. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. What’s the financial impact?

Process 120

Process Customers Prospecting Up-sell 120

Salesforce

FEBRUARY 12, 2024

I’ll go over the basics of consultative sales so you can perfect your approach and help your customers succeed. Consultative selling is a sales approach that focuses on understanding your customer’s challenges and recommending products or services to resolve them. What you’ll learn: What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

SaaStr

DECEMBER 20, 2019

And how does that relate to actually conversion because you can fill top of funnel and not convert. But from my own experience and from seeing our customers, what I can tell you is that if you don’t manage the top of funnel aggressively, you will either not have enough to feed the team or your revenue will be choppy.

Territory 56

Territory Quota Cross-sell Pipeline 56

SaaStr

MARCH 18, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. How is it that … Because he felt like he was a small customer. Claire Johnson: It’s also built into the experience for the customer. So know that, and then know how high impact it is.

Launch 46

Launch Engineering Start-ups Finance 46

Highspot

JUNE 6, 2023

According to Forrester, “firms with high levels of alignment across their customer-facing functions reported 2.4 Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention.

Closing 52

Closing Product Objectives and Key Results Quota 52

Hubspot

JUNE 29, 2021

After brainstorming and developing a solution, Carlos pitched it to management and reduced ticket volume by around 40%. Taking ownership [is what gets you noticed for management roles], leading projects and thinking of projects that can have a bigger impact in terms of scalability and solving for the root," she said. "I says Simmons.

X-functional 91

X-functional Start-ups Meeting Conversion 91

SaaStr

MARCH 26, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. How is it that … Because he felt like he was a small customer. It’s also built into the experience for the customer. So know that, and then know how high impact it is. The exchange of value.

Launch 61

Launch Engineering Product Start-ups 61

Partners in Excellence

AUGUST 1, 2018

Customer can breath a huge sigh of relief. But I’m not certain the issue is the volume of questions, but the quality of the questions and the ensuing conversations and shared learning that should result from great discovery calls. It’s not just about sales people learning customer needs/requirements/priorities.

High impact 52

High impact Conversion Pitch Sell 52

Outreach

FEBRUARY 7, 2022

Managers want their reps to deliver the best pitch possible and exceptional customer service, even when they aren’t around to provide guidance. The seller has the information they need to quickly address the objection and move the conversation forward — without a manager’s intervention. Micromanagement. Delegate more.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52