Partners in Excellence

JANUARY 25, 2024

By the time we engage the customer, the customer has determined how they will solve the problem. There is so much data around how we are getting involved later and later. Instead, our engagement strategies force our customers to do all the heavy lifting in the change initiative. Think about that for a moment.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Veloxy

FEBRUARY 13, 2023

They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. With the information in this blog, you’ll have a better understanding of how to effectively use open ended questions to drive your sales success (especially if you’re in field sales).

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JULY 13, 2023

Since the earliest days of selling, our vision is to free up sellers time to sell! 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.

Up-sell 96

Up-sell Sell Legal CRM 96

Partners in Excellence

OCTOBER 3, 2023

Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. The sellers simply respond to the customers’ questions, trying to prove the superiority of their offerings, getting the customer to buy.

Sell 127

Sell Up-sell Start-ups Customers 127

Partners in Excellence

MAY 6, 2024

She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role? I didn’t have any experience of working at a gym either, but I didn’t need any.

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 115

Sell Commission Up-sell Quota 115

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing? I ask, “How do you feel about your job?

Assembly Line 105

Assembly Line Trust Up-sell Start-ups 105

Partners in Excellence

MARCH 7, 2024

In some of his past jobs, Keith has worked for some of the largest research firms, sharing shocking data around engagement, attrition, etc. What I think they don’t understand is that, done right, sales puts you at the center of everything that happens in business.” I worked in a small call room with 10 other people.

Sell 68

Sell Finance Consult Strategize 68

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication?

Pipeline 102

Pipeline Angle Sales Trust 102

Partners in Excellence

JUNE 2, 2023

One of the things we were talking about was AI and how it can be used most effectively in selling. He said something to the effect, “I just saw something new, people are hiring “prompt engineers” to help refine how they are using these AI tools. At the time, helping our customers do this was very resource intensive.

Engineering 106

Engineering Manufacturing Sales Process 106

Veloxy

MARCH 8, 2021

It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. It’s a framework that can be used to determine how qualified a lead is to work with your company as well as which of them should be prioritized. What do they typically spend on this type of purchase? What is BANT?

Sales 242

Sales Prospecting Contact Drivers/motivators 242

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. It is all about them and has little to do with the customer. What is Selling Bad Breath?

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

MARCH 8, 2024

But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager. Could you give me your assessment about why sellers are interested in selling. So what do you think?

Sell 77

Sell Drivers/motivators Relationship building Commission 77

Partners in Excellence

MAY 26, 2023

It does provide a warning for many of us blindly jumping on the ChatGPT bandwagon, it does make many very obvious errors and struggles to understand them. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills.

Pitch 109

Pitch Manufacturing Objectives and Key Results Launch 109

Partners in Excellence

MARCH 30, 2022

” When I speak with people who are sellers, I often wonder, “Why did they choose to do this?” For some, it seems to be a bit of a holding pattern until they figure out what they really want to do. And a small number, usually top performers, love being sellers–and all that entails.

Up-sell 105

Up-sell Sell Follow-up Growth 105

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. But what does this really mean?

Up-sell 101

Up-sell Sell B2B Process 101

Partners in Excellence

JULY 18, 2023

Some thoughts: Never never never, regardless how tempting, never ever venture outside your ICP! Focusing on your ICP in your prospecting and throughout your qualification process means you are doing everything you can to “pre-program” things for success. By then, they have done all the heavy lifting and the tough work.

Pipeline 80

Pipeline Price Strategize Up-sell 80

Partners in Excellence

OCTOBER 6, 2022

Even though, there is someone translating, it’s really difficult to really understand and connect with them. We were talking about the inability for sellers to connect and communicate, in meaningful ways, with customers. They are doing interesting things with Business/Financial Acumen.

Conversion 87

Conversion Customers Drivers/motivators Construction 87

Partners in Excellence

OCTOBER 10, 2023

I was meeting with a group of sellers, talking about engaging their customers. Also, IT project managers, systems engineering managers, business analysts. Then there are the finance people, the controller, and CFO… ” I probed further, “What does a CIO do? ” “How do they do that?”

Customers 81

Customers Finance Legal Conversion 81

ClickFunnels

JULY 1, 2021

Can you do it? In fact, the shortness is really what defines an elevator pitch. If you have a clear understanding of your products and services, as well as your target market, it’s actually super easy. Credibility: Explain why the person should work with you. PROBLEM] Struggling to grow your business online?

Pitch 246

Pitch Real Estate Entertainment Consult 246

Sales Pop!

JANUARY 21, 2023

In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. How deeply do you evaluate your company’s preferences when selecting a platform or system? It either works or it doesn’t, and that’s the end of it.

CRM 98

CRM Pipeline Meeting Consult 98

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. Here’s how AI-powered platforms are enabling more effective identification and engagement of B2B buying groups. Specifiers How is this thing better than the competition? You still don’t really know who is buying what. Influencers Make my job easier.

B2B 119

B2B Drivers/motivators CRM GTM 119

Partners in Excellence

JUNE 6, 2023

As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. For example, productivity can be measured as the ratio of total output to hours worked.

Product 91

Product Pipeline Prospecting Process 91

Partners in Excellence

SEPTEMBER 1, 2022

Today, I had the pleasure of working with the students of Howard Dover’s UTD Digital Prospecting class. We were talking about the importance of business relevance and acumen in engaging customers. Our customers want to know the sales people they engage understand them, their jobs, their companies, and their industries.

Appointment 102

Appointment Manufacturing Conversion Engineering 102

Partners in Excellence

SEPTEMBER 15, 2022

” They manage strategies around low tenure (11 months for sellers and leaders). Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. Buyers don’t wait for our sellers to get up to speed, they just buy from someone else. How do we fix this?

Represent 97

Represent Account management Up-sell Pipeline 97

SaaStr

MAY 9, 2023

. #1 You Need to Get Out There And Sell Sometimes, the best way to learn is by doing. Getting on sales calls early lets you see what works well with customers and helps you lay the strategic foundation for your first VP of Sales. This concept can be challenging to work with if you are a platform seller instead of an app seller.

Objectives and Key Results 99

Objectives and Key Results Sales Up-sell B2B 99

Partners in Excellence

JANUARY 5, 2023

.” We’re taking deep breaths, trying to understand what that means, looking at how we, sellers, respond and move forward. Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help.

Customers 106

Customers Assembly Line Commission Manufacturing 106

Heinz Marketing

MARCH 7, 2022

Differentiating yourself by becoming more authentically “human” A manager’s perspective on autonomy and agency in the business. The four pillars of selling: curiosity, connection, understanding and generosity. Andy: Well, I harken back to it’s based on my own work, right? Does it still work?

Pipeline 107

Pipeline Sales Up-sell B2B 107

ClickFunnels

AUGUST 22, 2022

If fact, many of our Two Comma Club members here at ClickFunnels (meaning they’ve generated more than $1 million in sales through their ClickFunnels account) are online course sellers! And in this guide, we’re going to show you exactly how to do that… step by step. What do they want to learn? Identify Your Dream Customer.

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

Partners in Excellence

JULY 20, 2023

As sellers, our job is to talk to customers. But apparently we do a very bad job at it. Over 83% (and climbing) prefer to learn about products/solutions without involving a seller. For those that do involve sellers, they minimize the time they invest. Customers say sellers waste their time.

Customers 62

Customers Conversion Up-sell Meeting 62

Partners in Excellence

SEPTEMBER 13, 2022

I wrote a post, “Do Sellers Really Understand How Businesses Work.” In the article, I talked about understanding our customers business strategies, purpose, priorities. A number of people reached out to me, “We provide tools to help the sales person do this.

Profit margin 81

Profit margin Growth Start-ups Follow-up 81

Partners in Excellence

OCTOBER 5, 2023

Recently, working with a client, we were talking about a major change initiative. I asked the question, “How will you be making a decision on how do implement this initiative?” ” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing?

B2B 102

B2B Clients Pitch Consult 102

SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Where do you start, and which data cuts should you look at to assess the health of your pipeline? His answer? Pipeline, pipeline, and pipeline.

Pipeline 95

Pipeline Sales Up-sell Meeting 95

Partners in Excellence

OCTOBER 4, 2022

Hank Barnes’ research on buyer remorse (and other things) is some of the most important research for sellers to understand. ” This is a key issue, if your customer isn’t committed to doing the work, if they are taking shortcuts through their buying process; are these really high quality deals. .”

Customers 108

Customers Prospecting Up-sell Process 108

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication?

Pipeline 60

Pipeline Angle Sales Trust 60

Partners in Excellence

JANUARY 17, 2023

Don’t slow us down, we have work to do. Yet, this work is, increasingly, not working. We aren’t producing the results we need to produce, so our solution is to do more, work harder, expand our outreach. How can we be most helpful when you are looking to buy? Where do you struggle the most?

Customers 86

Customers Quota Pitch Technique 86

Hubspot

MAY 7, 2024

Why do I bring this up in the context of entrepreneurship? No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least.

Start-ups 63

Start-ups Teamwork Follow-up Service 63