PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. 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.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

SEPTEMBER 16, 2022

I was, once again, whining about how poorly people prospect. As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. To be honest, I’m not worried about being overwhelmed with responses and people prospecting, trying to sell me something. If you want, you can read it here.

Prospecting 52

Prospecting Follow-up Conversion Up-sell 52

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people. Customers need help.

Customers 56

Customers High impact Territory Pitch 56

ClickFunnels

JULY 21, 2021

Obviously, an elevator pitch is effective if it achieves the salesperson’s desired result: conversion. High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. Saying “effective elevator pitch” is a bit ambiguous. Want to learn more?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers.

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Hubspot

NOVEMBER 25, 2019

But when you're making changes all over your site, how can you know that, overall, those changes are adding up to customer and revenue growth? Here, let's explore what ecommerce conversion rates are, why they matter, and how to raise yours. Featured Resource: Ecommerce Conversion Rate Tracker.

Conversion 94

Conversion Agriculture Angle User Experience 94

Hubspot

FEBRUARY 25, 2014

But no one brain can be a conversion optimizer, designer, and content expert at once. We follow the paths of marketers who have tackled the same customer acquisition challenges before us. Here are three critical marketing distribution channels that you can tap into today: 1) Your Existing Customers.

High impact 73

High impact Sports Strategize Follow-up 73

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” Simply put perfect prospecting means “doing the work.” Sloppy prospecting is too easy. Why would you waste a moment on prospecting them.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

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

Partners in Excellence

SEPTEMBER 30, 2014

He talked about the 354 conversations with C-Level executives he had in one week. I don’t know what the typical work week is, but let’s look at this data across 3 possible workweeks: For a 40 hour workweek, to have 354 conversations, that’s 6.8 minutes per “conversation.”

Conversion 91

Conversion Appointment High impact Sales 91

Partners in Excellence

SEPTEMBER 28, 2023

As sellers, and as leaders, we are asking our customers and our people to invest their time in us. Rather than measuring activity or meetings, what if we started looking at high impact interactions? We did this years ago in our own engagement strategies by rethinking our customer meetings.

High impact 118

High impact Meeting Customers Closing 118

Partners in Excellence

JANUARY 11, 2022

We learn through repeated prospecting calls, through finding great deals, developing and executing winning deal strategies. We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. Practice always makes perfect.

Cross-sell 130

Cross-sell Quota High impact Prospecting 130

Partners in Excellence

NOVEMBER 30, 2017

In a sales world that seems to be dominated by ever increasing volume, it’s ironic to realize one of the greatest sales hacks is actually to have fewer but more impactful conversations. As we drilled into the data, we found the fundamental reasons were they weren’t designing and executing high impact sales calls.

Conversion 52

Conversion Sales Meeting High impact 52

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. Coaching is a language we speak, every day, every meeting, every conversation. Ideas with which to experiment. Do you speak coaching?

High impact 62

High impact Pipeline Conversion Meeting 62

Partners in Excellence

APRIL 14, 2017

However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. They engage people in conversations. Marketing “messages,” as they should. The communications marketing provides is primarily one way, creating awareness, provoking interest, educating customers.

Conversion 50

Conversion High impact Technique Education 50

Partners in Excellence

SEPTEMBER 25, 2023

Role specialization helps us more efficiently manage our relationships with customers. We have SDRs/BDRs focused on prospecting. AEs manage qualified deals, Customer Service manages the relationships after we have closed a deal. Much may be unrelated to the conversation or what we are trying to accomplish together.

Technology 125

Technology Technology High impact Meeting 125

Partners in Excellence

OCTOBER 31, 2022

One of our biggest failures in understanding our customers is that we don’t know what the data means, we don’t know the context, we don’t know how to apply it. And most importantly, we don’t know how to engage the customer in conversations about what this data means to the customer.

High impact 62

High impact Up-sell Presentation Growth 62

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts.

B2B 112

B2B GTM Cross-sell High impact 112

Partners in Excellence

OCTOBER 19, 2022

According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. ” With the exception of conversations, none of those have been metrics I’ve cared about. Calls and emails generate those conversations.

Territory 48

Territory High impact CRM Pipeline 48

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways.

Territory 62

Territory High impact Pipeline Strategize 62

Salesforce

JANUARY 24, 2022

Use Google Analytics to generate free data and performance reports, including: A conversions path report to identify tests. A path report shows you the route your visitors take on your website before they convert, including the path that yields the highest conversion rate. A basic channel report to track conversion.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Sales Pop!

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. This leads to better customer engagement and improved customer experiences.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect.

Prospecting 50

Prospecting Pipeline Contact High impact 50

Partners in Excellence

JULY 12, 2022

They try to understand the customer–the enterprise, the individual, the specific situation. We need more calls, because we are ineffective at engaging our customers. I don’t know how to talk to those prospects, but Marc does. Again, profession after profession, we see the top performers do the prep work themselves.

High impact 135

High impact Technology Technology Up-sell 135

Hubspot

JUNE 15, 2023

And one in five reps reported the most significant reason prospects back out of deals is because the sales process takes too long. Generative AI tools (like ChatGPT) that help write sales content or prospect outreach messages are the third most popular use case for sales reps. To save time on manual tasks to focus on selling.

B2B 78

B2B Sales Prospecting High impact 78

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 96

Up-sell Sell Legal CRM 96

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

JANUARY 8, 2020

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers. All these free up time that we can use for direct customer engagement.

Sell 68

Sell High impact Presentation Conversion 68

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Our customers overwhelmed with just doing their jobs. Finding customers that may be interested and want to engage isn’t easy.

Prospecting 48

Prospecting Sell Appointment Meeting 48

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

APRIL 7, 2019

It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. It’s critical to create a great impression from the very first conversation. For many target customers and solutions, this works well.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Steps involved in a Slack conversation: Step 1: Open Slack. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. Take Slack, for instance.

Quota 121

Quota Cold Call CRM Sales 121

Partners in Excellence

SEPTEMBER 17, 2020

Did we qualify the customer correctly? Did we create value in each interaction, did we understand what the customer was trying to achieve, did we engage the right people on the right things at the right time? I know if I don’t have those 6 conversations, I won’t make my goals in 12-15 months.

Pipeline 98

Pipeline Quota Meeting High impact 98

Hubspot

AUGUST 29, 2016

In order to reach these goals, savvy marketing teams want to make videos that drive conversions. Whether you're hoping someone will find your website organically, sign up for a product demo, or even purchase your product -- a well strategized video can help boost your conversion rate. Boosting Your Conversion Rate.

Conversion 52

Conversion Lead generation Represent Click Through Rate 52

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98