Partners in Excellence

OCTOBER 29, 2021

As sellers, too often our “discovery” process really focuses on giving the opportunity to pitch our products. We ask questions that are intended to strengthen our positioning in the customers’ minds. Customers recognize the manipulation, they know they aren’t learning anything in the conversation.

Legal 127

Legal High impact Pitch Conversion 127

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying. Using a sales engagement platform like Gong allows you to capture customer interactions across phone, email, and web conferencing.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

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

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

Cerebral Selling

OCTOBER 5, 2020

When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. Polarizing messages are ones where you cast out features, functions, and even benefits, and instead, lead with the customer’s enemy. You think Nutella.

Drivers/motivators 130

Drivers/motivators Manufacturing Entertainment High impact 130

Highspot

SEPTEMBER 6, 2023

Instead of just showcasing what a product can do, it zeroes in on the real-world advantages a product offers customers. 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. Educate your customers Teach your customers.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

SEPTEMBER 27, 2022

We just do what we have always done, moving unconsciously through our and our customer’s days. Customers don’t want to see us, they prefer learning through other methods. That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more.

Meeting 117

Meeting High impact Up-sell Start-ups 117

Partners in Excellence

AUGUST 27, 2021

We tend to think differently about our behaviors in engaging customers and “selling,” and how we drive change–particularly big change–within our own organizations. We can learn a lot about driving internal change from the very best practices in helping our customers change/buy. “You need to use a new tool!

Sell 73

Sell High impact Pitch Customers 73

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 21, 2022

These are usually unsolicited pitches where the cold caller is focused only on their self interest, not the victim’s interest. Most high impact sellers think of modern cold calls as targeted, researched, purposeful, focused, two way conversations. There is much confusion about the new digital buying journey.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

APRIL 7, 2021

We shorten our content, we move from “pages,” to paragraphs, to sentences, to phrases, to a couple of “high impact” words. It’s hard enough to do this as sales people engaging trying to engage customers in deeper/high impact conversations. What Is Your Customer Trying To Achieve?

Technique 58

Technique High impact Sports Gaming 58

Partners in Excellence

JUNE 26, 2018

At a high level, it’s supposed to be a compelling statement about who we are, what makes our solution different. Ideally, it is so compelling the customer immediately sees the light and issues a PO. Thinking customers or markets care about our Selling Proposition is really the ultimate conceit and self centered thinking.

High impact 72

High impact Pitch Sell Clients 72

Hubspot

FEBRUARY 8, 2022

From the results, you’ll learn which leads are still interested in further nurturing, and you’ll also learn why certain leads lost interest and left, helping you focus on high-impact strategies that are more likely to drive a sale. As mentioned above, a lost lead isn’t necessarily a lost customer. Offer incentives.

CRM 70

CRM Contact High impact Pitch 70

Highspot

OCTOBER 7, 2020

SEATTLE, WA — October 7, 2020 — Highspot, the revenue enablement platform that makes every customer conversation count, today announced at Spark 2020, its inaugural global user conference, the launch of the industry’s only natively-built end-to-end revenue enablement platform. Natively-Built Training and Coaching.

Launch 52

Launch High impact Go To Market Pitch 52

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. Cold calling is fundamentally a result of sloppy, undisciplined thinking, absence of any kind of customer focus, and bad leadership.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

Partners in Excellence

NOVEMBER 29, 2017

Usually the response is “Customers want solutions not products… ” My response is, “I get that, but what do you mean when you want to move from product selling to solutions?” Their sales people meet with the customer, their focus is on “pitching the solution.”

Product 49

Product Sell Pitch High impact 49

Sales Hacker

JULY 26, 2021

In simplest terms, the sales process is a potential customer’s journey from facing an initial problem, to defining a solution for it, to making an actual purchase. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job.

Quota 121

Quota Cold Call CRM Sales 121

Highspot

DECEMBER 8, 2020

They wish to avoid risk and will not respond to an aggressive sales pitch. Enable these buyers by building urgency around your solution through thought leadership, whether from your company, analysts, or current customers. Stick to the facts and show value customer testimonies and other data-backed content. The expressive buyer.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Partners in Excellence

SEPTEMBER 3, 2013

The customer says something, we respond. We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch. We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch.

High impact 92

High impact Pitch Customers Conversion 92

Highspot

JUNE 11, 2019

Building on our prior Dynamics 365 integration, we now offer the full suite of Highspot capabilities directly within Dynamics 365 — meaning your reps can use the industry’s highest customer-rated sales enablement platform without having to leave their existing workflow. Let’s dive deeper into four key benefits.

Pitch 40

Pitch High impact Contact Account management 40

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. If you’re not using messaging, you’re missing a huge oppoortunity — especially today, when customer engagement is driven by instant gratification and personalization at scale. But here’s the thing…. Demo sign-ups.

Campaign 94

Campaign Cross-sell Up-sell Sales 94

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. Customers don’t care! Is there something happening in their markets that could impact a large number of your potential customers? You have to sift through the customers in your sweet spot one more time.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. This holistic approach to learning will help increase adoption and impact.

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. Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. This holistic approach to learning will help increase adoption and impact.

Sales 52

Sales Technology Technology Technique 52

Partners in Excellence

MAY 30, 2014

We struggle to catch our customers’, our managers’, our colleagues’ attentions. We want to engage them, in the case of a customer, we want to get them interested in doing something with us. Over time, on each call, you could start to hear the recognition of that disconnect in the customers’ voices.

Presentation 89

Presentation High impact Pitch Conversion 89

Partners in Excellence

JULY 7, 2015

For example, why would we continue to make hundreds of calls to anyone we can reach, pitching our products with abysmal results? Why would we chase opportunities outside our sweet spot, when we know we have greater success with our ideal customers? At least if our goal is something other than creating abysmal results?

Sales 91

Sales Pipeline High impact Pitch 91

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 96

Product Tradeshows CRM Appointment 96

Partners in Excellence

DECEMBER 26, 2016

These high performers are successful not just because they leverage social selling, but because they know what’s important to customers and engage them through many channels but in ways that engage the customer about things they care about. Helping our customers understand there may be a better way.

Referrals 53

Referrals Trust High impact Prospecting 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. It’s a waste of time on the part of customers and sales people. Earlier today, I completed one of those calls.

Cold Call 54

Cold Call High impact Pitch Conversion 54

Partners in Excellence

JULY 12, 2017

We face all sorts of challenges in reaching and connecting in those first conversations: Our customers are crazy busy and don’t have the time to talk to us. How do we stand out in the rapidly increasing volume and noise our customers are exposed to? In the face of all this, how do we get our customer’s attention?

Prospecting 50

Prospecting Pipeline Contact High impact 50

Salesforce

JUNE 7, 2023

But what happens to the essential information after the pitch? Translating that content into a Salesforce Experience Cloud microsite can build on your strategy and create deeper connections between your team and customers. Rather than using all information from your pitch deck, choose what is most relevant.

Strategize 52

Strategize Pitch Launch Contract 52

SBI

SEPTEMBER 27, 2019

We’re extremely proud to be recognized again in the Golden Bridge Awards for the impact our platform makes every day to elevate those strategies and for our commitment to driving perpetual sales readiness for our customers. Nancy – Click ‘custom content sections’ tab below. WALTHAM, Mass. About Brainshark.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

ConversionXL

MARCH 4, 2016

Since many companies, notably B2B SaaS companies, rely on closing enterprise deals to pay the bills, optimizing your sales enablement strategy can be a high impact opportunity for growth, in addition to your current online optimization efforts. Teams can customize follow-ups based on the engagement level and potentially close faster.

B2B 65

B2B A/B testing Sales Pitch 65

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.

Launch 26

Launch Commission Presentation High impact 26

ConversionXL

JUNE 21, 2015

Don’t do generic pitches, make specific offers on specific blog posts – offer content upgrades (e.g. Give the gift of simplicity, too much info is annoying to the customer. Conduct cohort analysis -see what your customers do over a 30 day timeline, why are there changes in their activity? Flip them around if needed.

A/B testing 105

A/B testing Campaign Start-ups Conversion 105

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 119

Process Customers Prospecting Up-sell 119

SBI

AUGUST 15, 2019

Brainshark was recognized for its multi-pronged approach to sales enablement, including its solutions for: Sales content authoring – making it easy for anyone to create high-impact, multimedia content that drives sales learning and effectiveness. Nancy – Click ‘custom content sections’ tab below.

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28