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. So we will have this quandary, which we will have to be prepared to help our sellers address: How do we have high impact meetings that actually are helpful both to customers and sellers.

Up-sell 96

Up-sell Sell Legal CRM 96

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. It’s not their fault!

Prospecting 50

Prospecting Pipeline Contact High impact 50

Partners in Excellence

MARCH 9, 2023

I ask questions about win rates, deal sizes, sales cycles, prospecting outcomes, account growth/share, market growth/share, business justification, seller performance analysis. They have conversational intelligence which talks about their question/listen ratio and all sorts of other things. With sellers, it’s a bigger challenge.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

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 56

Customers High impact Territory Pitch 56

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

Highspot

SEPTEMBER 6, 2023

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. Key Value Selling Strategies To truly connect with prospects, you must marry sales strategy and genuine pain point understanding with the ability to communicate.

Sell 59

Sell Profit margin Price Non-Profits 59

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

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. But when you think about much of this door to door prospecting, it really wasn’t random or unprepared.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

Highspot

JUNE 6, 2023

Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention. The scorecard provides a single source of truth for KPI measurements like pipeline growth, win rates, and conversion, helping teams identify potential gaps at every stage.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. 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. But here’s the thing….

Campaign 95

Campaign Cross-sell Sales Up-sell 95

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

Sales Hacker

JULY 23, 2018

They are perfect for nudging prospects over the line and discovering sales opportunities you never knew existed. After all, it’s one thing to convince prospects that you’re selling a great product; it’s another thing to get them to pull the trigger and choose your product over dozens of competing purchases.

Sales 59

Sales Government Pitch Prospecting 59

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 97

Product Tradeshows CRM Appointment 97

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

Partners in Excellence

MAY 30, 2014

We may be sitting in our offices, doing emails or something else while we are making prospecting or other calls. We may not be prepared, so we’re busy thinking about what we say next, not paying attention to the conversation. Yeah, I’m occasionally distracted by doing emails during a conversation.

Presentation 89

Presentation High impact Pitch Conversion 89

Partners in Excellence

AUGUST 1, 2018

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. Discovery is less about the questions, and more about the conversations the questions evoke. First, we misunderstand the discovery process.

High impact 53

High impact Conversion Pitch Sell 53

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. I have to make a certain number of cold calls a week–that is actually reach and have conversations with people.

Cold Call 54

Cold Call High impact Pitch Conversion 54

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. Examples: Database apps like data.com , Hoover’s , Zoominfo , Prospect intelligence apps like Linkedin Sales Navigator and Charlie App. Conversion rate. Outbound prospecting.

B2B 65

B2B A/B testing Sales Pitch 65

Partners in Excellence

DECEMBER 26, 2016

If you are using LinkedIn, Facebook, Twitter, Instagram, Snapchat, or whatever new vehicle, but you are delivering the same meaningless, irrelevant messages or internally focused messages, prospects and customers are going to shut down! It is more meaningful to understand what is it about these high performers that are different.

Referrals 53

Referrals Trust High impact Prospecting 53

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. This holistic approach to learning will help increase adoption and impact. This helps them have successful conversations and improves go-to-market initiatives by 50%. Learn by doing. Make it easy to understand.

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. This holistic approach to learning will help increase adoption and impact. This helps them have successful conversations and improves go-to-market initiatives by 50%. Learn by doing. Make it easy to understand.

Sales 52

Sales Technology Technology Technique 52

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

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Alyssa is passionate about promoting personal and leadership development, fostering candid conversations, and creating a unique culture of vulnerability and inclusiveness.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

MAY 3, 2019

I always write this very detailed and diligent schedule, but for the first time I think ever, the conversation today was so fascinating, I threw it out of the window in the first three minutes, and we just had this fascinating discussion. How does that kind of relate to actually conversion? Harry Stebbings: But to the episode today.

Territory 58

Territory Quota Cross-sell Pipeline 58

Sales Hacker

JUNE 20, 2019

Sessions will cover everything from the founder’s vision, to basic pitch and sales training, to product and competitive understanding, as well as introductions to the rest of your team and company. Join in and listen to your top sales rep fume about internal politics, while prospect X bails on the call again. Go sit with Kat.

Quota 70

Quota X-functional Strategize Contract 70

SaaStr

DECEMBER 20, 2019

And how does that relate to actually conversion because you can fill top of funnel and not convert. So you can see that the oscillation from closing back down to prospecting again. The problem, though, is that the SERs tend to be younger, less experienced and unable to carry conversations to the highest level.

Territory 56

Territory Quota Cross-sell Pipeline 56

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Navigating these conversations can be tricky.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

SaaStr

OCTOBER 29, 2019

One prospective customer told us, you’re the Apple of your category. They hear the voice of the prospective customer, of the churn customer. One of our biggest, most high impact experiments at Invoice2go came from one of these sessions that I put into place with our customer operations team.

Price 40

Price X-functional Cross-sell Growth 40

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? It’s a great conversation. Outreach revolutionizes customer engagement, by moving away from siloed conversations to a streamlined and customer-centric journey. with Andrew Sykes. We’re on iTunes.

Real Estate 113

Real Estate Strategize Launch Commission 113

Hubspot

JULY 31, 2013

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. They all reflect a common theme: at the end of the day, Sales should be about helping prospects.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

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

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. So know that, and then know how high impact it is. So then you’re going to have to have a very difficult conversation. It’s not going to be a fun conversation. The exchange of value.

Launch 46

Launch Engineering Start-ups Finance 46

Hubspot

APRIL 14, 2022

While the message seemed like an ordinary sales pitch, DiResta inspected it further and saw oddities about Keenan's profile: For instance, the image portrayed a woman with only one earring, perfectly centered eyes, and blurred hair strands that seemed to disappear and then reappear. The bigger issue here is not the use of AI.

Sales 67

Sales Territory High impact Prospecting 67

Heinz Marketing

AUGUST 27, 2018

So, there’s probably a growing trend to less full-cycle salespeople that are actually going all the way from prospecting to closing, so I do think there are true changes that probably give rise to Sales 2.0, Someone who’s fully charged only with new business development may need a lot of prospecting skills.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49