Partners in Excellence

SEPTEMBER 25, 2023

We have SDRs/BDRs focused on prospecting. Much may be unrelated to the conversation or what we are trying to accomplish together. That experience put me on edge for a couple of other meetings in the morning. And this impacted the quality of the interaction in the meeting. Yet we fail, we are afraid.

Technology 125

Technology Technology High impact Meeting 125

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. How do you justify that price to prospects? Why is that the price?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

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

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

Coaching is not something we do, it’s not a meeting we schedule with the people we are responsible for. High impact coaching permeates every conversation we have. Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. Do you speak coaching?

High impact 62

High impact Pipeline Conversion Meeting 62

Hubspot

FEBRUARY 25, 2014

But no one brain can be a conversion optimizer, designer, and content expert at once. Enter content marketing -- a tool for building relationships with an organization’s stakeholders and prospective customers. When you meet prospective customers, tell them about your blog. Ask prospective customers what they want.

High impact 73

High impact Sports Strategize Follow-up 73

Hubspot

NOVEMBER 25, 2019

Ecommerce conversion rate is the ultimate top-line metric for online store owners looking to understand if the changes they're making to their site are positively or negatively impacting the number of visitors who eventually become customers. Featured Resource: Ecommerce Conversion Rate Tracker.

Conversion 94

Conversion Agriculture Angle User Experience 94

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. Certain internal meetings to keep us up to date with strategies, priorities, and what’s happening with the company. How do we hold those conversations?

Up-sell 96

Up-sell Sell Legal CRM 96

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.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

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

Partners in Excellence

JULY 12, 2022

They use this research to prepare them for the meeting, or to help them respond, in the moment, to something that may happen during the meeting. But everything we see in selling, seems to be oriented away from being prepared for this meeting, a this moment, with this individual(s). We go through the motions, if we do.

High impact 135

High impact Technology Technology Up-sell 135

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

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. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting.

Quota 121

Quota Cold Call CRM Sales 121

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. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 48

Prospecting Sell Appointment Meeting 48

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

SEPTEMBER 17, 2020

And then if, by chance, we do, the conversation might look like, “Remember that meeting you had two months ago, what if you …… ” Coaching has the most impact if there is an immediacy about what we have observed. It’s hard to figure out the cause-effect chain of interactions that produce the result.

Pipeline 98

Pipeline Quota Meeting High impact 98

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. Once you know what you’re aiming for, determine what you’ll need to do to meet your goals. Meet with your manager to create accountability. You just closed out Q4 and blew it out of the water. Investigate social selling. Pat yourself on the back.

Pipeline 61

Pipeline Presentation Networking Quota 61

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.

Conversion 73

Conversion Meeting High impact Start-ups 73

Gong.io

OCTOBER 19, 2022

Are they spending most of their days hitting the phones, cold emailing prospects, and hosting product demos? Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. Put another way; they’d have a calls-to-meetings conversion rate of 1%.

Product 62

Product Cold Call Sales Meeting 62

SalesLoft

SEPTEMBER 27, 2023

You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. So you could see past the hype and into real outcomes. Read Kieran’s LinkedIn post 2. Insert Salesloft Rhythm.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Sales Hacker

NOVEMBER 18, 2020

Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. You can’t exactly jump on a cold call and ask your prospect, “ How committed are you to solving this problem? You would think they were crazy. Focus on Building Rapport.

Process 120

Process Customers Prospecting Up-sell 120

Sales Hacker

AUGUST 21, 2019

What you do and say during sales conversations is the most decisive separator between mega-successful salespeople and average salespeople,” says Gong CEO Amit Bendov. As a salesperson, you can forge a connection with prospects if you rely on 3 types of persuasive words and phrases: Words that show empathy. That must be tough.”.

Contract 90

Contract Up-sell Prospecting High impact 90

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. No scripting can prepare them to engage in the right conversation.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Partners in Excellence

JULY 15, 2019

. “Want to grow 20%, you have to prospect and find 20% more opportunities. More prospecting is the answer to every problem we have in achieving our numbers or to growing our business. Some of you are thinking, “This is where the prospecting comes in… ” Not so fast.

Pipeline 80

Pipeline Prospecting Growth Up-sell 80

Outreach

JANUARY 12, 2021

Here’s a rundown of some of our most innovative releases from 2020: Outreach Kaia – A real-time K nowledge AI Assistant , Outreach Kaia helps reps close deals faster by using real-time transcription and analysis to capture key moments during live conversations. Admins can now enable or disable the auto-creation of prospects into Outreach.

CRM 75

CRM Territory Government Launch 75

Salesforce

JULY 28, 2022

Walk them through a standard billing conversation and empower them to answer key questions like, “Where can I see my bill and how can I pay it?” Set clear performance expectations — and rise to meet them. Research the prospect to understand what might be happening in their business that could be stalling the deal.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Gong.io

JULY 31, 2019

It sets the tone to conversational. That’s true in face-to-face meetings and on discovery calls. It comes across as interrogative and lowers the perceived value of your conversation. They key is to ask them questions that meet them where they stand. . This negatively impacts the outcome. For example: .

Contract 128

Contract Sales Trust Closing 128

Partners in Excellence

MAY 3, 2022

When I meet with managers, I ask them, “What data do you use to monitor performance?” It’s usually something like: You don’t have enough activities (you name it–calls, emails, meetings, proposals). Usually, their answers focus around a couple of numbers/data points. You are behind your YTD quota.

Quota 98

Quota Pipeline CRM High impact 98

Salesforce

MARCH 28, 2022

At Salesforce, Sostrin’s team recently relaunched an internal program called High Impact Teaming, which aims to build important soft skills across the organization. The first step is having conversations around the available tactical steps to see what’s possible now and what needs to be planned. It’s a lot to chew on.

Follow-up 98

Follow-up Start-ups High impact Meeting 98

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. 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

Sales Hacker

JUNE 19, 2019

Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. With that setup, you can automate the customer data to your CRM dashboard and make your sales prospecting process a lot less manual. Here’s how it works….

Campaign 95

Campaign Cross-sell Sales Up-sell 95

Hubspot

JANUARY 4, 2021

Whether B2B or B2C, customers are looking for brands they can trust to meet their needs and make their lives easier or more delightful. If we treat each person with loving kindness and respect, we'll be making the positive impact I know we can while building a stronger, more loyal base. Content marketing will start with conversations.

A/B testing 101

A/B testing Tradeshows Education B2C 101

Partners in Excellence

JUNE 4, 2019

Apparently meeting their own goals–in the case of this expert, billing clients on opens, is the goal. I wish I were smart enough to make this up, but enjoy the conversation below. It’s to provoke a customer or prospect to want to learn more. But too many marketing “experts” don’t believe this.

Campaign 67

Campaign Quota High impact Education 67

Highspot

AUGUST 15, 2023

By identifying successful sales strategies , teams can focus on high-impact activities that drive revenue. This leads to better lead conversion rates and a more streamlined sales process. The metrics listed below give a health check on whether or not sales reps are meeting their goals and moving the organization forward.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Sales Hacker

SEPTEMBER 30, 2020

In order to drive growth, I’ve got to have conversations, meetings held, and opportunities created.”. I spoke to Nick and several of our other partners to find the answer to some simple, yet highly impactful, questions: Why are they still hiring? How to Make Hiring Work During the Pandemic.

Strategize 95

Strategize Growth Sales High impact 95

Highspot

SEPTEMBER 28, 2021

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Ultimately, this means prospects move seamlessly through your sales funnel, ensuring you consistently achieve revenue targets. . The key to alignment is to leave your ego at the meeting room door. Strategize.

Sales 52

Sales Cross-sell Growth Technique 52

PandaDoc

OCTOBER 30, 2023

Overall, contests can give your sales reps that extra push they need to meet their quota. These tend to be most effective when they are short and are at the end of the sales month, quarter, or year, but quarter-length competitions with high prizes certainly have a place in the gamification lineup. Get the ebook 2.

Process 52

Process Objectives and Key Results Gaming Sales 52