Partners in Excellence

MARCH 8, 2024

My first sales client was Intel, and I expressed my concern to my client that virtually all my sales experience was in consultative professions. He assured me that it was 100% relevant to large B2B sales, and he was absolutely right. I wrote Trust-based Selling a few years after co-writing The Trusted Advisor.

Sell 83

Sell Non-Profits Trust Consult 83

SaaStr

JUNE 7, 2023

Customer Impact : Customers are much happier with their post-sales experience. And our second product was training customers and partners…when we introduced the second product, it really changed the whole game. Margins dropped to a low ~70%, but gross and net retention made up for it –– the resulting NDR was over 143%.

Hospitality 87

Hospitality Clients Product Follow-up 87

Adaptive Business Services

AUGUST 25, 2021

While he had a number of years of sales experience, it quickly became apparent that he had strayed from the fundamentals. Make it a game and remember that every “No” you get is worth the same as every “Yes”. . He was looking for some pearls of wisdom and probably a quick fix. This is not all that uncommon. Make the calls!

Sell 87

Sell CRM Referrals Up-sell 87

Hubspot

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. Ineffective sales training. Sales training is no different.

Sports 62

Sports Sales Drivers/motivators Gaming 62

Outreach

MAY 4, 2020

Our customer obsession isn’t just in moments of smooth sailing--it’s true when times are hard too, and that’s what we offer today and into the future: a fountain of ideas and innovation to positively push sales engagement forward. But today, we’re changing the game with our brand new product, Outreach Kaia. Introducing Outreach Kaia.

Product 59

Product Gaming Meeting Trust 59

Cience

NOVEMBER 11, 2020

In this blog, we will look at the top-5 customer experience strategies that B2B businesses can embrace to boost revenues, sales, and user satisfaction. Top-5 CX Strategies for a Killer B2B Sales Experience. Combining Excellent Customer Support with the Right Technology Can Prove to be a Game-Changer. Are you game?

B2B 98

B2B Customers B2C User Experience 98

CloserIQ

FEBRUARY 21, 2019

New Account Executives are coming to your company with more sales experience than SDRs. Remember: Even if your new AEs have sales experience, they’re new to selling your product. In order to become effective members of the team, they need to gain familiarity with your company, product, and sales process.

Sales Experience 96

Sales Experience Meeting Strategize Consult 96

The 5% Institute

APRIL 11, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology.

Process 143

Process Sales Clients Presentation 143

The 5% Institute

MARCH 22, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our sales process model. The Key To Our Sales Process Model – Questions.

Closing 143

Closing Process Sales Clients 143

The 5% Institute

JULY 7, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our inbound closer sales process. 4 – Questions: The Key To Become A Successful Inbound Closer.

Technique 141

Technique Clients Closing Presentation 141

The 5% Institute

NOVEMBER 1, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our inside sales process. The Key To A Successful Inside Sales Process?

Inside sales 144

Inside sales Process Sales Clients 144

The 5% Institute

OCTOBER 24, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology.

Sell 145

Sell Sales Clients Presentation 145

The 5% Institute

OCTOBER 22, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology.

Sell 144

Sell Clients Presentation Up-sell 144

The 5% Institute

OCTOBER 22, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology.

Sell 142

Sell Clients Presentation Up-sell 142

The 5% Institute

OCTOBER 25, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our one on one sales conversation framework.

Closing 142

Closing Sales Clients Presentation 142

The 5% Institute

SEPTEMBER 23, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our successful sales process. The Key To A Successful Sales Process – Questions.

Process 144

Process Sales Clients Presentation 144

The 5% Institute

NOVEMBER 8, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall consultative selling approach, because you’ll get to the underlying truth faster than using a traditional sales methodology. #5

Consult 137

Consult Sell Technique Clients 137

Sales Hacker

JUNE 18, 2020

I think the prevailing perception in business is that SDR work is a young person’s game. They have spent decades in the workforce and have tremendous sales experience. Recently in one of my businesses, we have started focusing our SDR recruiting efforts on seniors. I disagree. Many are on fixed incomes.

Gaming 89

Gaming Campaign Start-ups Sales Experience 89

The 5% Institute

AUGUST 28, 2022

Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology. The outlined sales process is a great framework to use to close more sales, because it gives you consistency, as well as an easy-to-follow road map.

Service 139

Service Sell Niche Consult 139

The 5% Institute

JULY 28, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our consulting sales process. 5 – Questions: The Key To A Successful Consulting Sales Process.

Consult 140

Consult Process Technique Sales 140

The 5% Institute

APRIL 23, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our sales process for startups. The Key To A Successful Sales Process For Startups – Questions.

Process 145

Process Sales Clients Presentation 145

The 5% Institute

JUNE 13, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our eight step sales stages process. 5 – Questions: The Key To Successful Sales Stages.

Consult 141

Consult Sell Technique Sales 141

The 5% Institute

NOVEMBER 1, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall sales process , because you’ll get to the underlying truth faster than using a traditional sales methodology.

Service 144

Service Sell Clients Presentation 144

The 5% Institute

MARCH 25, 2022

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our eight-step sales journey. 5 – Questions: The Key To An Effective Sales Journey.

Sales 143

Sales Technique Consult Clients 143

Hubspot

NOVEMBER 28, 2023

And in case you do find yourself in an awkward situation, like Keenan did early in his sales career , his advice is to just roll with the punches. Want to know what Keenan's most awkward sales experience is? Subscribe and watch Keenan’s take at the end of The Most Awkward Moments in Sales episode. Do your research.

Real Estate 71

Real Estate Negotiate Price Territory 71

The 5% Institute

DECEMBER 13, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our sales process training. 5 – Questions: The Foundation Of Sales Process Training.

Process 145

Process Technique Sales Clients 145

The 5% Institute

MAY 20, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of learning how to close inbound sales. Questions: The Key To Successfully Closing Inbound Sales.

Closing 145

Closing Technique Clients Consult 145

SalesLoft

SEPTEMBER 12, 2019

Kyle: Personally, I had very little enterprise sales experience coming into SalesLoft. I know you founded the company while you were in law school, so I don’t know how much experience you had doing it. Keeping Your Head in the Sales Game. I know you have a big organization. You’re making acquisitions.

Sales 74

Sales Gaming Appointment Promote 74

The 5% Institute

NOVEMBER 21, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our Financial Advisor sales process. 5 – Questions: The Key To A Solid Financial Advisor Sales Process.

Process 143

Process Technique Clients Sales 143

The 5% Institute

NOVEMBER 1, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our solution selling sales process. 5 – Questions: The Key To An Effective Solution Selling Sales Process.

Process 145

Process Sell Sales Technique 145

The 5% Institute

NOVEMBER 4, 2021

Using a pre-frame will be a game changer for your business and overall sales process , because you’ll get to the underlying truth faster than using a traditional sales methodology. The outlined sales process is a great framework to use to close more sales, because it gives you consistency, as well as an easy to follow road map.

Sell 145

Sell Clients Presentation Up-sell 145

The 5% Institute

OCTOBER 25, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our consultative sales process. 5 – Questions: The Key To A Successful Consultative Sales Process.

Consult 145

Consult Process Technique Sales 145

The 5% Institute

OCTOBER 3, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology. #5

Consult 144

Consult Sell Technique Clients 144

The 5% Institute

JULY 23, 2020

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next step in our sales process template. The Key Ingredient For Your Sales Process Template – Questions.

Process 144

Process Sales Clients Presentation 144

The 5% Institute

APRIL 12, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part of our 5 step sales process. The Key To A Successful 5 Step Sales Process – Questions.

Process 126

Process Sales Clients Presentation 126

The 5% Institute

AUGUST 30, 2021

Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Secondly – you’re getting permission to ask deep diving questions, which is the next part to our sales process steps. 5 – Questions: The Key To The Proven Sales Process Steps.

Closing 145

Closing Process Technique Sales 145

The 5% Institute

AUGUST 26, 2021

Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology. The outlined sales process is a great framework to use to close more sales, because it gives you consistency, as well as an easy to follow road map.

Price 145

Price Product Sell Clients 145