ClickFunnels

JULY 21, 2021

How do you sell someone something in 90 seconds or less? 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.

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.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects.

Territory 81

Territory High impact Negotiate Meeting 81

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

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

Partners in Excellence

AUGUST 30, 2023

We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. And each person in a conversation brings these factors into the conversation… As conversations progress, things change. People buy from people. People buy from people they trust.

High impact 101

High impact Conversion Trust Technology 101

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 90

Conversion Appointment High impact Sales 90

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. Customers become widgets in our efficient sales strategy. And we are still failing. Do they know it?

Process 125

Process Sales B2B Quota 125

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Even in selling, we see the top performers are those who do the prep work themselves. They try to understand the customer–the enterprise, the individual, the specific situation.

High impact 130

High impact Technology Technology Up-sell 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

OCTOBER 31, 2022

I see a lot of discussions about “forcing sellers to waste selling time by doing their own research.” ” Increasingly, I see people recommending outsourcing this research, freeing the time up to make more calls. There are several reasons, I think this is a critical selling skill and responsibility.

High impact 62

High impact Up-sell Presentation Growth 62

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. We just do what we have always done, moving unconsciously through our and our customer’s days. We just do what we have always done, moving unconsciously through our and our customer’s days.

Meeting 112

Meeting High impact Up-sell Start-ups 112

Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. 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.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Partners in Excellence

MAY 5, 2022

Readers might be a little surprised about the concept of Improv In Selling. Some would reflect on how overly scripted sales conversations are. We are trained to follow the script, not deviating, even if that’s not what the customer cares about. We were catching up and he started talking about his passion for music.

Sell 68

Sell Drivers/motivators Up-sell Follow-up 68

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. A reality check. We know the facts.

B2B 101

B2B GTM Cross-sell High impact 101

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 129

Retail X-functional Launch Non-Profits 129

Partners in Excellence

JANUARY 8, 2020

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. Simplifying our business processes, leveraging tools, technologies, are just simply stopping doing things enable us to recover a lot of time for selling. All these free up time that we can use for direct customer engagement.

Sell 68

Sell High impact Presentation Conversion 68

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

JANUARY 21, 2022

A granddaughter is teaching her Tik Tok… I suppose, I have to own up to it, I suspect I might fall into that, “older generation.” I suppose, since “calling” is associated with phone conversations, I was talking loudly to my neighbor. And she also leverages social channels.

Cold Call 90

Cold Call High impact Prospecting Conversion 90

Salesforce

JANUARY 24, 2022

Website optimization is a priority for every marketer and a key marketing tool for any SMB, but especially for those that sell, advertise, and target online. Use Google Analytics to generate free data and performance reports, including: A conversions path report to identify tests. A basic channel report to track conversion.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Heinz Marketing

MAY 20, 2021

Yet surprisingly, people often use the terms “marketing” and selling” interchangeably, and when it comes to small businesses you will often see both functions performed by the same person or department. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue.

Campaign 126

Campaign Cold Call Sales Education 126

Hubspot

JUNE 15, 2023

A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell. To save time on manual tasks to focus on selling. are the second most used tool, and 69% say AI/automation tools help them spend more time selling. Lean into personalization.

B2B 77

B2B Sales Prospecting High impact 77

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Highspot

SEPTEMBER 6, 2023

Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Future of Value Selling What Is Value Selling?

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

MARCH 9, 2023

” Today, we seem to face the same thing in selling, except now it’s data. We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. Year over year, we see more customers opting for rep-free buying experiences.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Hubspot

NOVEMBER 9, 2022

These are the six steps to tackle at the beginning of the new year to set yourself up for success. If you know you close one of every five customers you present to, how many presentations will you need to make? Work until you have goals and targets set up for the year. Investigate social selling. Pat yourself on the back.

Pipeline 61

Pipeline Presentation Networking Quota 61

Partners in Excellence

SEPTEMBER 10, 2017

There’s a lot of discussion, most of it pretty misguided, about the potential impact of automation and AI on sales and buying. Most of the discussions are about customers preferring to buy through electronic channels and moving away from the need for sales people. Our customers are dealing with very complex issues.

High impact 59

High impact B2B Up-sell Conversion 59

Partners in Excellence

MARCH 17, 2022

Recently, I got sucked into a LinkedIn conversation (Yes, I have to be better at resisting clickbait). But it was a fascinating conversation started by Anthony Iannarino. We set goals for daily dials, conversations, emails, meetings. Look at the conversations in LinkedIn, for example. The bias is all toward activity.

Conversion 73

Conversion Meeting High impact Start-ups 73

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

Gong.io

OCTOBER 18, 2021

In sales-speak, the nexus is a polarizing insight that changes how your customer thinks and feels about a key problem or opportunity and can eventually be tied back to your solution. Sales pitch example: Drift — a conversational sales and marketing platform — nails “The Problem” in a series of 3 direct, to-the-point slides: .

Pitch 71

Pitch Objectives and Key Results Sales Presentation 71

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

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. Transactional selling. Solution selling. Consultative selling. Provocative selling.

Campaign 96

Campaign Cross-sell Sales Up-sell 96

Partners in Excellence

APRIL 7, 2019

It’s critical to create a great impression from the very first conversation. We want, in these first calls, to engage the prospect in a credible, high impact conversation. If I assume, each SDR has an 8 hour work day, and they don’t eat lunch, take breaks, or pee, they can have 50 conversations at 9.6

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Steps involved in a Slack conversation: Step 1: Open Slack. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. High vs. low-value activities.

Quota 121

Quota Cold Call CRM Sales 121

ConversionXL

MARCH 13, 2019

If you’re a B2B ecommerce shop that sells… inexpensive products; in small quantities; exclusively to B2B buyers; The best B2 C ecommerce sites are equally good examples for your B2 B ecommerce site. B2B customers usually go after small market segments. The impact of the changing B2B ecommerce landscape. Niche targeting.

B2B 130

B2B B2C Retail X-functional 130

Partners in Excellence

SEPTEMBER 16, 2022

As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. How, in general terms, should the companies who might have something to sell you and your team go about researching your current needs? So if you want to try to sell me something, here’s a guaranteed meeting opportunity.

Prospecting 52

Prospecting Follow-up Conversion Up-sell 52

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. Whether it’s emails, phone calls, text messages, alerts that pop up on our screens, colleagues at work (this has changed a little since WFH), social media.

Technique 58

Technique High impact Sports Gaming 58

Gong.io

OCTOBER 19, 2022

Unlike other sales metrics (customer lifetime value, deal win rate, and sales cycle length), there’s no specific way to calculate your team’s sales productivity. . Put another way; they’d have a calls-to-meetings conversion rate of 1%. Time spent selling. Sell your company. Sell as a team. Average deal size.

Product 62

Product Cold Call Sales Meeting 62