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

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. Call to Action.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

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. So it doesn’t take that much time, but equips me to be much more impactful in each conversation.

High impact 131

High impact Technology Technology Up-sell 131

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

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. “If it takes so many emails/dials to produce a conversation, to double the conversations, we simply double the emails/dials.” Sales growth has become a “predictable” math equation.

Process 126

Process Sales B2B Quota 126

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

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? 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. Ups and downs. Twists and turns.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. These are the six steps to tackle at the beginning of the new year to set yourself up for success. 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.

Pipeline 61

Pipeline Presentation Networking Quota 61

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. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. Take Slack, for instance. Step 4: Click “Send”.

Quota 121

Quota Cold Call CRM Sales 121

Gong.io

OCTOBER 19, 2022

Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. They become more effective if they book more meetings with the same number of cold calls. . Put another way; they’d have a calls-to-meetings conversion rate of 1%. Time spent selling.

Product 62

Product Cold Call Sales Meeting 62

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

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 115

Campaign Cold Call Sales Education 115

Partners in Excellence

JANUARY 21, 2022

She Facetimes, Zooms, Instagram’s, emails, and does old fashioned things like meeting people for lunch or even the occasional phone call. 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.” And she also leverages social channels.

Cold Call 91

Cold Call High impact Prospecting Conversion 91

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 78

B2B Sales Prospecting High impact 78

Salesforce

OCTOBER 11, 2022

Then they can sell the excess energy they produce back to the utility. DERs help a utility meet its net zero decarbonization goals and create a more resilient power grid. Here’s how you can use technology to deliver new programs faster and cheaper and keep up with customer expectations. . Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. 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. “Top

Contract 90

Contract Up-sell Prospecting High impact 90

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. 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. ” Well, you could, but you’re likely to hear a *click* soon after as they hang up. Research, Research, Research.

Process 120

Process Customers Prospecting Up-sell 120

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

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” 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?”

Cross-sell 98

Cross-sell GTM Quota Contract 98

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

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. So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you).

Contract 128

Contract Sales Trust Closing 128

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. For example, in our own company, for our large deals we saw they involved, on average, a certain number of meetings or calls through the buying cycle. As a result, we reduced the average number of meetings to close by over 50%.

Pipeline 80

Pipeline Prospecting Growth Up-sell 80

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. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

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

SaaStr

DECEMBER 16, 2019

The CXO Summit is structured to provide high-impact and measurable value by connecting top CEOs of B2B companies from $20M – $2B in ARR with the top CIOs, CDOs, CTOs, and CXOs driving innovation in the Cloud. You will hear from and meet with CIOs and CTOs of Adobe, Zendesk, Nutanix, Intuit, and 100s more. .

High impact 52

High impact B2B Meeting Up-sell 52

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. It then hands off the conversations to their human counterparts. Product upsells and cross-sells. Demo sign-ups.

Campaign 95

Campaign Cross-sell Sales Up-sell 95

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technology Technology Technique 52

ConversionXL

JUNE 19, 2018

Can we skip conversion research if we know the repeatable patterns? The only repeatable pattern in CRO is doing the hard work of conversion research – it gets results every single time. You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? What happens in each coaching meeting is different, from the area of focus to the improvement plan.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

PandaDoc

DECEMBER 19, 2022

Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data. Consider how your product or service can meet their specific needs.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. But if prospecting is one of the most difficult parts of selling, why are we assigning our least experienced people to do our prospecting? Many will argue, “It’s too expensive, we can’t afford the cost of selling?”

Prospecting 48

Prospecting Sell Appointment Meeting 48

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

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. Most have grown up around a technology (the Internet) that empowers them to research new topics more confidently.

B2B 130

B2B B2C Retail X-functional 130

Partners in Excellence

NOVEMBER 29, 2017

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?”

Product 49

Product Sell Pitch High impact 49

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. Traditional analytics tools might struggle to keep up with the velocity of data generated, leading to delays in generating insights.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Heinz Marketing

MARCH 29, 2021

We can figure out what the category of that is or what Gardner enforcer we’ll call that down the line, but you have a lot of the rituals, as we’ve been talking about, of how you used to manage a sales team, hold them accountable, create culture, get people to ramp and on board and ultimately meet objectives.

Pipeline 123

Pipeline Sales Gaming Up-sell 123