Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” But when we think about it, they are really different. These sellers tended to ignore or not care what the buyer was doing.

B2B 127

B2B Up-sell Contract Start-ups 127

Tibor Shanto

OCTOBER 4, 2021

A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. Based on commonly cited data, that’s not really working out these days. Simply saying you grind 22% more/faster, or the average amp doesn’t go to 11, hardly engages a prospect. By Tibor Shanto. Weak Use Of Data.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. Way, way too many founders do this. More here. #4.

Sales 102

Sales Quota Closing Up-sell 102

Partners in Excellence

MAY 6, 2024

” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role? I knew early on that I wanted to work with people, in a job that gave me opportunities to talk to them and help them solve their problems. Preface: I met Cassi Roper a number of years ago.

Sell 86

Sell Technical Sales Up-sell Technology 86

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? And when we do, we are overwhelmed with information and data about what we might do. Or the number of change projects than end in doing nothing.

Customers 119

Customers Quota Up-sell Conversion 119

Partners in Excellence

JANUARY 25, 2024

While we claim to want to help the customer solve their problems, we aren’t. Instead, our engagement strategies force our customers to do all the heavy lifting in the change initiative. Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?”

Customers 114

Customers Objectives and Key Results Growth Objection handling 114

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. The final slide, didn’t focus on the customer and their needs, but simply was a thank you and “Do you need more info, slide.”

Manufacturing 115

Manufacturing Finance Presentation Technology 115

Partners in Excellence

FEBRUARY 1, 2024

Without a doubt, selling is a really hard job. Regardless what role you hold in selling, it is very difficult. ” We have to find ways of engaging people who do everything they can to resist those efforts. At the same time, there are endless details and minutia that we have to do as part of the jobs in selling.

Sell 77

Sell Quota Conversion Meeting 77

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. And when we finally do reach someone, they don’t want to talk to us. Now less than 40% are doing this. Confession time.

Sell 113

Sell Commission Up-sell Quota 113

Partners in Excellence

DECEMBER 4, 2023

If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. The customer/problem focused sellers always out perform the product focused sellers—enormously! However, many segments are having increasing difficulty doing this. So why change?

Customers 112

Customers Pitch Meeting Sell 112

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. I leverage them constantly through my day, but for very different purposes than the majority of sellers. There are prompts for “researching and understanding” any role you might be selling to.

Healthcare 115

Healthcare Drivers/motivators Engineering Presentation 115

SaaStr

FEBRUARY 27, 2024

Previously in SaaS, it was widely seen that anything > 1 was healthy if you were venture-backed, and anything > 1.5 If you were well-funded, 0.7 To give a sense of the magnitude of this change, you can see the median net magic number for public SaaS companies dropped from.7x Why has this decline happened? Let’s find out.

Go To Market 91

Go To Market GTM Non-Profits Quota 91

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. Thank you so much for joining us today.

Pipeline 99

Pipeline Angle Sales Trust 99

Partners in Excellence

FEBRUARY 17, 2024

I encourage you to read both. For instance, as sellers, we are looking for customers that have the problems we solve. For instance, as sellers, we are looking for customers that have the problems we solve. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. What is a Mis-diagnosis?

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Partners in Excellence

JANUARY 29, 2024

Imagine you are the CRO, possibly the CEO of a company offering complex B2B solutions. ” Johnny comes on, in his deep voice says, “Thank you Monty! CROs which will you choose… ?” Sellers would engage prospects and customers in discussing challenges they face in achieving their business goals.

GTM 84

GTM Quota Presentation Up-sell 84

Partners in Excellence

MARCH 27, 2024

“So it sounds like you are getting ready to have a fight with the customer. “So it sounds like you are getting ready to have a fight with the customer. Is that what you want, or do you want to address the issues both of you have and figure out how to move forward?”

Conversion 103

Conversion Gaming Meeting Trust 103

Partners in Excellence

FEBRUARY 29, 2024

Like all of us, he was struggling to get the engagement he wanted. He tried to connect what he learned they were doing with his prospecting efforts. ” Stephen started muttering to himself, I suspect he was saying something like, “Dave you don’t get it… ” I kept pestering him. Why should I respond?”

Pitch 124

Pitch Prospecting Start-ups Conversion 124

Veloxy

JANUARY 19, 2022

In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. Why do you need a first impression for cold calling ? Rather, let the results, numbers, and value do what most mere names cannot—close the deal!

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. Some are seller centric.

Objectives and Key Results 140

Objectives and Key Results Quota Represent Education 140

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? 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). It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JANUARY 22, 2024

It’s disappointing, but the majority of sellers I speak with can’t answer anything but the most basic questions about their customers and their businesses. But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money.

Customers 107

Customers GTM Trust Up-sell 107

Tibor Shanto

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” An alternative that allows you to build on the practical elements, while leaving behind habits that hold us back. No doubt we all want greater quality prospects, than just more things in the pipeline. By Tibor Shanto. Numbers Are Here To Stay.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

SalesLoft

FEBRUARY 29, 2024

“I don’t think many of us come into sales management because we want to be CRM jockeys, right?” That sort of coaching , along with better access and insights into individual seller’s activities, also helped IBM create a more consistent sales approach. What I like to do is pair them with a more senior rep,” she shared.

Technology 52

Technology Technology Clients CRM 52

Partners in Excellence

FEBRUARY 16, 2024

But in what world do we consider that acceptable? Even though it’s 2-4 times better than other approaches, why do we consider that an acceptable response rate? I guess I’m confused about why we accept what we get, rather than looking at what we have to do or what we might change to get what we want?

Manufacturing 113

Manufacturing Technique Pitch Up-sell 113

Partners in Excellence

APRIL 26, 2023

What really differentiates sellers in helping customers in complex B2B buying processes? But too often, sellers don’t engage customers in these conversations, so they focus on price. Yet, there is no end to tricks and gimmicks foisted on sellers as silver bullets to capture buyer attention.

Technique 94

Technique Represent Price B2B 94

Partners in Excellence

MARCH 4, 2024

Maybe you could say it was in my blood? When I started with a consulting company out of college and told them I wanted to sell, the VP in charge of the office suggested it might be helpful If I learned what they did, so I might actually be able to talk about it with an executive. So what do I like about it?! Fine idea.

Sell 73

Sell Construction Consult Negotiate 73

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

APRIL 10, 2023

For regular listeners of the show, you will know my tongue is deeply planted in my cheek). So as sellers, it’s natural to carry that same behavior into our jobs. ” Those seem to be our goals as sellers. The challenge becomes, how do we close that gap? But that’s really tough! And in our companies.

Customers 109

Customers Closing Product 109

Hubspot

FEBRUARY 12, 2024

We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Seller beware” is becoming the new norm. The Era of “Seller Beware” In modern sales, the impetus is on the salesperson and vendor to choose, or qualify , the right type of client. Buyer beware.”

Process 84

Process Territory Sales Education 84

Search Engine Land

NOVEMBER 15, 2023

When you unintentionally set off internal alarm bells, people will scroll on by in the split second it takes for them to make the click/no click decision. So, how can you ensure that your PPC text ads – and your business – look as legit as they actually are? Here are seven things you can follow to inspire greater confidence.

Real Estate 102

Real Estate Trust Clients Follow-up 102

SaaStr

MAY 9, 2023

1 You Need to Get Out There And Sell Sometimes, the best way to learn is by doing. As a founder, it’s vital for you to be a big part of sales, especially in the early stages of your company. This concept can be challenging to work with if you are a platform seller instead of an app seller.

Objectives and Key Results 106

Objectives and Key Results Sales Up-sell B2B 106

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. It is all about them and has little to do with the customer. But they really don’t want to talk about the problem they want to talk about their product.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. Warning: There is no redeeming value to this post.

Pitch 107

Pitch Manufacturing Objectives and Key Results Launch 107

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patience. The customer is on board.

Commission 52

Commission Contract Legal Strategize 52

Partners in Excellence

JULY 18, 2023

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. When things get tough, for instance the economy, or even you may be behind in your numbers, narrow your focus even more. This is very counterintuitive.

Pipeline 78

Pipeline Price Strategize Up-sell 78

Partners in Excellence

MARCH 5, 2024

I was naive and thought you couldn’t push the customer or disagree with them. I was naive and thought you couldn’t push the customer or disagree with them. While Gus might be surprised in reading this, it taught me one of the most important lessons I’ve ever learned, you can’t avoid the tough discussions.

Sell 77

Sell Contract Retail Account management 77

Partners in Excellence

SEPTEMBER 15, 2022

” They manage strategies around low tenure (11 months for sellers and leaders). Buyers don’t wait for our sellers to get up to speed, they just buy from someone else. It takes time for sellers to ramp to full productivity, so there’s huge lost opportunity during that time. How do we fix this?

Represent 95

Represent Account management Up-sell Pipeline 95