Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. Too often, the executives I encounter (sales, marketing, and senior execs) are: Fat, dumb, happy, with what’s currently going on. If you’ve never attended, it’s one you need to put on your future agenda.

Customers 89

Customers Process Service Sales 89

Partners in Excellence

MARCH 7, 2016

or maybe I’m just more aware of it, but it seems that too many sales managers are focused on killing the sales organization. Researchers constantly remind us that buying is changing, that buyers prefer to minimize contact with sales, reducing it to the last 20-43% of their buying process.

Sales 50

Sales Consult Up-sell Conversion 50

Partners in Excellence

OCTOBER 27, 2017

” Nothing could be more true of much of what I see in the practice of sales and marketing. We are surrounded by data about what drives sales and marketing effectiveness. Hundreds of market research reports, done by thoughtful researchers provide stunningly depressing news about sales and marketing performance.

Quota 53

Quota Pitch Up-sell Prospecting 53

Partners in Excellence

DECEMBER 4, 2018

Most of my career has been working for or with leading technology organizations, spanning electronic components/devices, hardware/systems, licensed/cloud based software, all things communications including devices through the operating companies, through to analytics and AI. To further buff my image, I’m a total geek.

Technology 84

Technology Technology Sell CRM 84

Partners in Excellence

DECEMBER 17, 2015

Sales enablement continues to push the boundaries in improving the capabilities of sales professionals. New tools, training, processes, capabilities all focus on helping sales people be more impactful, relevant, timely–as well as more efficient and effective. Playbooks tell us what to do, with who, and how to do it.

Education 51

Education Conversion Process Meeting 51

Partners in Excellence

JANUARY 27, 2022

Let’s extend all the trends we see around the mechanization and automation of sales. Let’s pile onto this already intriguing combination a lot of supporting research, showing the decline in the number of sales jobs. Let’s look at emerging trends around the rep-free buying experience some research is showing.

Retail 68

Retail B2B Manufacturing Consult 68

SBI

MAY 14, 2013

Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy. That post, along with the one you’re reading now, is aimed at complex sales. Complex sales are to be contrasted with transactional sales where decisions are made in minutes or days rather than in months or longer.

Sell 55

Sell Objectives and Key Results Lead generation Technique 55

Partners in Excellence

JUNE 1, 2014

” I think it’s an awesome question, I think unconsciously, that may be in the minds of many business and sales leaders as they look for solutions to help improve the performance of sales people. In fact we see billions of dollars a year done though ecommerce, shopping cart sales, electronic trading networks.

B2C 97

B2C Construction Quota Up-sell 97

SalesLoft

MAY 8, 2019

You can use it to become a better, more well-rounded sales professional. Tony Hughes explores the 30 best qualities to have in sales in his book, The Joshua Principle. There’s a reason it’s listed first here – persistence the main ingredient for sales success. Sales is a fun profession. Confidence isn’t arrogance.

Teamwork 94

Teamwork Clients Sports Trust 94

Partners in Excellence

MAY 24, 2017

An increasingly dominant one has a very negative view of selling (ironically, promoted by many who sell their products/services to the sales function). While I may be overstating it, their view is the majority of sales people are mediocre to outright bad. This camp tends to look at sales people differently.

Sell 56

Sell Education Promote Technique 56

Partners in Excellence

JANUARY 18, 2013

There’s the old adage–still promoted in way too many sales training workshops, articles, and blogs: “Start at the top!” ” It’s wrong, it’s dumb, it’s laziness, it’s an indicator to the customer that you don’t understand their business. Don’t get me wrong.

Territory 91

Territory Start-ups Strategize Promote 91

Partners in Excellence

DECEMBER 23, 2015

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. In the hands of great sales people, they have the potential of amplifying capabilities tremendously. We’ve seen sales teams leveraging tools with great impact and amazing results. Why are you turning your back on us?”

Quota 50

Quota High impact Up-sell Growth 50

The Lost Book of Sales

FEBRUARY 1, 2021

He showcases how, when combined, they become a profound and interwoven framework to organize our thoughts in the complex world around us. ” This is a dumb way of handling problems. Rating: 7/10 See book on Amazon. Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia.

Intrinsic 105

Intrinsic Price Construction Government 105

Partners in Excellence

DECEMBER 7, 2016

I’ll focus on sales. We all see the data that in complex B2B sales organizations, the average onboarding time is 10 months. Average sales tenure in the job with the same company is 22 months. Huge numbers of sales people are not achieving their goals and companies aren’t meeting their numbers.

Territory 48

Territory Trust Start-ups B2B 48

Partners in Excellence

APRIL 25, 2013

The ability to “Figure Things Out,” is critical for sales and business success. We create sales automatons that can follow a process, that can learn a pitch, that can leverage the tools. We create sales automatons that can follow a process, that can learn a pitch, that can leverage the tools.

Pitch 97

Pitch Process Prospecting Sell 97

Hubspot

DECEMBER 30, 2014

Simple doesn''t mean dumb. You don’t need to talk to down to your readers. But simple writing is easier said than done. Even though it’s easy on the readers, it’s hard for the writer. In this article, I''ll go over what I mean by "simple" in writing, and then give you eight tips on how to simplify your writing. 1) Write like you speak.

Technique 78

Technique Follow-up Process Product 78

Spiro Technologies

SEPTEMBER 11, 2023

Transcript Randy Reed: I think there’s definitely a trend for more and more manufacturing in the US, folks decoupling from China and becoming less reliant on overseas production. Our country is on the verge of a super cycle of construction projects for manufacturing. Adam Honig: Hello and welcome to Make It. Welcome to the podcast, Randy.

Manufacturing 52

Manufacturing Transportation Electrical Engineering Construction 52

SBI

MAY 22, 2012

You need to literally dumb it down. You must dumb it down to prevent the ‘juice’ connected with your sales proposition to run out. Here are a number of ways you can dumb it down so that your smart prospects will not only buy, but will be your most ‘enlightened’ advocates.

Prospecting 48

Prospecting Consult Growth Technology 48

SBI

DECEMBER 18, 2012

We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle.

CRM 51

CRM Launch Clients Prospecting 51

SaaStr

JUNE 7, 2021

Peter sat down with Jason Lemkin to share the story of Veeva and his journey as CEO. As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. As Veeva grew, that’s when the long-term vision came into play.

Non-Profits 135

Non-Profits E-commerce Start-ups Up-sell 135

Sales Hacker

JULY 26, 2018

I previously wrote a Sales Hacker article deconstructing Lead Qualification , where we explained the Buyer’s Journey, overlaid with human psychology and the “P-MAP” qualification criteria. In short, they are further down the funnel and further along their buyer’s journey: Most AEs are really good at managing Inbound demos.

Prospecting 50

Prospecting Legal Referrals Contract 50

Sales Hacker

NOVEMBER 3, 2020

If you missed episode 133, check it out here: How to Go From Startup to Pre-IPO: Unexpected Lessons From a 20-Year Sales Veteran with Jim Donovan. Subscribe to the Sales Hacker Podcast. If RFPs are slowing down your sales team, you’ve got to check out Loopio. Welcome to the Sales Hacker Podcast.

Non-Profits 69

Non-Profits Finance Start-ups Growth 69

Hubspot

OCTOBER 19, 2012

3) Google+ is dumb. 3) Google+ is dumb. If you went through that new social network evaluation I just linked you to and you think it's dumb, alright, I believe you. Even if you're not seeing a lot of engagement on Google+, you might see a bump in your organic search rankings as a result of your activity there.

B2C 78

B2C Networking Follow-up Lead generation 78

Sales Hacker

JUNE 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Leah has been a pioneer for customer experience practices for the last two decades, focusing her work on putting customers at the heart of SaaS and service-based technology organizations.

Customers 67

Customers Start-ups Conversion Up-sell 67

SaaStr

JANUARY 28, 2020

He’s going to talk about those learnings from Twillio and on down, right? When it’s successful and done well, it can be a big multiplier for an organization and when it’s not done well, it can cause a lot of waste. Want to see more content like this? Join us at SaaStr Annual 2020. Jason : All right. Aaron : 2016.

Growth 84

Growth Promote Engineering Up-sell 84

Partners in Excellence

JUNE 13, 2017

If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4. If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4. Whew, we are getting to the end of this series!

Manufacturing 48

Manufacturing Sales Process Start-ups 48

Hubspot

MAY 23, 2017

Many suffer through the ups and downs of the cash-flow roller-coaster because they never make the switch to recurring-revenue engagements. Below, I've compiled a list of some common dumb moves that prevent agencies from winning new retainers, landing bigger ones, or losing those precious few ongoing contracts -- and what to do instead.

Clients 73

Clients Technology Technology Contract 73

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. We’re on iTunes. And on Stitcher.

Objectives and Key Results 105

Objectives and Key Results Finance Start-ups Prospecting 105

SBI

OCTOBER 9, 2012

Experiential selling is the application of experiential learning to the sales profession. So how do you create the emotional engagement so vital in a B2B sales environment? Logically speaking, in sales we are trying to create the highly coveted and immensely productive “aha!” According to David A. Trials and Pilots.

Prospecting 48

Prospecting Represent Education Consult 48

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. Subscribe to the Sales Hacker Podcast. Sales teams have had to adapt to a new normal. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10].

Trust 99

Trust Government Strategic planning Hospitality 99

Heinz Marketing

OCTOBER 21, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 46

Pipeline Sports Sales B2B 46

Spiro Technologies

DECEMBER 30, 2022

After we finished the project, I remember having a meeting with their sales team and talking with them about how much they loved CRM and some guy threw something at me. After we finished the project, I remember having a meeting with their sales team and talking with them about how much they loved CRM and some guy threw something at me.

Manufacturing 52

Manufacturing CRM Start-ups Technology 52

SBI

JUNE 5, 2012

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You hang up the phone from a sales call, pumped with turbo-infused adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ You know the feeling.

Consult 52

Consult Gaming Prospecting Trust 52

SaaStr

JUNE 10, 2020

The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs – the biggest impact for the business. A little bit more about my background. So I’ve seen both sides of it. Our workforce is remote.

Launch 73

Launch Start-ups Drivers/motivators Pipeline 73

Search Engine Land

FEBRUARY 27, 2024

Most recently, they’ve resorted to shutting down entire business units because of their inability to compete. Now, I’m not going to kick someone while they’re down. Whoosh – top organic rankings from August ‘23: What do you notice? BuzzFeed was one of the first major publishers to adopt heavy AI publishing. In the future?

Sports 115

Sports Start-ups B2C Drivers/motivators 115

Partners in Excellence

FEBRUARY 18, 2023

Recently, I’ve been thinking about the song as I look at all the stuff going on with ChatGPT in the sales and marketing world. I see smart people and organizations succumbing to the hype around the platform. I suppose soon we will see advertisements of [Your favorite sales/marketing software] powered by ChatGPT !

Manufacturing 73

Manufacturing Prospecting Quota Product 73

Heinz Marketing

FEBRUARY 19, 2018

If you missed us live on Sales Pipeline Radio (Thursdays at 11:30 am PST) you missed a past-paced conversation full of actionable advice, best practices and more for B2B sales & marketing pros. We cover a broad range of topics, with a focus on sales development and inside sales priorities. Storytelling.

Pipeline 50

Pipeline Sales Up-sell Promote 50