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. Certain internal meetings to keep us up to date with strategies, priorities, and what’s happening with the company. But things keep creeping in, some valuable, some wastes of time.

Up-sell 96

Up-sell Sell Legal CRM 96

Martech

JUNE 1, 2022

The value exchange involves delivering valuable content that meets the audience’s needs — not just promotional messaging. High-impact audience development strategies. Broadly defined, audience development is the process of keeping your audience engaged with your business. High-impact audience development strategies.

High impact 113

High impact Campaign Niche Repeat business 113

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. 50% of buyers say that working remotely has made the purchasing process easier. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In-person meetings are less common. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

JULY 12, 2022

They use this research to prepare them for the meeting, or to help them respond, in the moment, to something that may happen during the meeting. But everything we see in selling, seems to be oriented away from being prepared for this meeting, a this moment, with this individual(s). We go through the motions, if we do.

High impact 135

High impact Technology Technology Up-sell 135

Salesforce

MARCH 9, 2022

The public sector cannot ignore the real government cybersecurity risks it faces, and while they must modernize and adapt to this new operating model, security continues to be paramount in their decision-making process. We live and breathe cybersecurity to ensure trust with billions of secure transactions processed daily.

Government 96

Government Technology Technology Healthcare 96

Martech

DECEMBER 12, 2022

To keep evolving and advancing, the most advanced teams manage martech capabilities iteratively, adjusting the mix of commercial software and custom applications to meet customer and marketing goals. Economic uncertainty favors prioritizing skills where proficiency can be gained quickly, in about one month, yet still have a high impact.

A/B testing 108

A/B testing Technology Technology Growth 108

Sales Hacker

JULY 26, 2021

Zoom offers a similarly simple process for connecting. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Why should a sales process have people working harder, not smarter?

Quota 121

Quota Cold Call CRM Sales 121

Gong.io

OCTOBER 19, 2022

Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. They become more effective if they book more meetings with the same number of cold calls. . Put another way; they’d have a calls-to-meetings conversion rate of 1%. of sales staff.

Product 62

Product Cold Call Sales Meeting 62

SaaStr

JUNE 16, 2020

Our first two digital mega-events have collectively brought over 25,000 attendees together; from Bridging the Gap to New New in Venture , we have committed ourselves to delivering high-impact and measurable value to our community. . And we will continue to do just that! Curated, invite-only networking . Apply to Attend.

B2B 66

B2B High impact Networking Follow-up 66

Salesforce

MARCH 4, 2024

The Salesforce nonprofit grantmaking solution, foundationConnect, was created over 15 years ago on the belief that we could support better collaboration among stakeholders in the grants management process. However, let’s be realistic: We all want grantmaking initiatives that are dynamic and provide high impact.

Strategic planning 52

Strategic planning Technology Technology User Experience 52

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. Once you know what you’re aiming for, determine what you’ll need to do to meet your goals. Meet with your manager to create accountability. You just closed out Q4 and blew it out of the water. Investigate social selling. Pat yourself on the back.

Pipeline 62

Pipeline Presentation Networking Quota 62

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Sales productivity is defined as the rate at which salespeople meet their revenue targets.

Product 52

Product High impact Quota CRM 52

Hubspot

JUNE 15, 2023

Salespeople are leveraging tools that streamline processes, save time, and create a more personalized experience for leads. In this post, learn more about how B2B salespeople leverage AI, and how you can adopt it into your processes. Optimizing the sales process with data. As with all fields, AI is transforming sales.

B2B 79

B2B Sales Prospecting High impact 79

ClickFunnels

JULY 21, 2021

High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. So this is an important part of the process — don’t skip it. CREDIBILITY] This exact process has literally worked for thousands of my students. Want to learn more?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Martech

SEPTEMBER 27, 2021

Our people and processes still had to catch up with the technology we had purchased.”. She added, “Our first campaigns focused on very basic, but high visibility, high impact campaigns, and leveraged only CRM data and purchase behavior data.”. We now have a very powerful CDP. Segmentation and personalization.

E-commerce 112

E-commerce CRM Campaign High impact 112

Partners in Excellence

MARCH 17, 2022

We set goals for daily dials, conversations, emails, meetings. After all, there are only 24 hours in a day, and if we can’t meet our volume goals, we have to find ways of doing more in that period of time. How do we increase the number of high impact conversations for every 100 dials? But more on this later.

Conversion 73

Conversion Meeting High impact Technology 73

Highspot

DECEMBER 8, 2020

What are the six stages of the B2B buying process. Unlike sales enablement , which is the formalized process of providing your sales organization with the content, training, and guidance they need to close deals, buyer enablement is less of a program and more of a mindset. What Are the Six Stages of the B2B Buying Process.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Partners in Excellence

FEBRUARY 23, 2022

Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. We put in place processes to try go minimize or manage conflict, we have partners “register deals.” Channels “partners” have been a part of sales ever since sales have existed.

Strategic partnership 103

Strategic partnership Sales Strategize Commission 103

Salesforce

JANUARY 5, 2022

In our new success-from-anywhere world, we must optimize processes and technology to enable people to do their best work and collaborate in creative ways regardless of location. Enhancing the citizen experience requires an investment in new tools, capabilities and processes. Mia jordan, digital transformation executive.

Government 98

Government Trust Technology Technology 98

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Monitoring and managing sales processes. Sales managers are responsible for monitoring competitors and the market at large, as well as managing and innovating sales processes to ensure sales reps are properly armed. Heads up: Your team will only ever be as good as its manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” What stands in the way of achieving quota — slow ramp time, too many complex deals, long sales cycle, a roadblock in the sales process? Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

AUGUST 21, 2019

” Sales reps can significantly increase their close rates by avoiding the sales phrases that tend to kill a deal — and simply replacing them with “high-impact” vocabulary … or listening instead of talk. I appreciate how hard it is for you to meet that goal.”. “I understand how difficult your job must be.”. “I

Contract 91

Contract Up-sell Prospecting High impact 91

Salesforce

OCTOBER 11, 2022

DERs help a utility meet its net zero decarbonization goals and create a more resilient power grid. Today, with more data and digital processes available, we can do even more. Working together, utilities and customers can create high-impact renewable options and work toward decarbonization.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. The combination of both leads to more efficient and successful sales processes. What Is Sales Analytics?

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Partners in Excellence

DECEMBER 27, 2022

We’ve known the number of people involved in the buying process is increasing. And, the most terrifying data point is, apparently, the number of touches required to get 1 qualified meeting is 66! And how do we do this with relevant tools throughout their buying process? So these companies are innovating in their outreach.

Prospecting 77

Prospecting Referrals Contact High impact 77

Partners in Excellence

JANUARY 21, 2022

She Facetimes, Zooms, Instagram’s, emails, and does old fashioned things like meeting people for lunch or even the occasional phone call. Here are some thoughts: Cold calling is the process of engaging someone in a “conversation,” about something that may be new and different for them.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Sales Hacker

JUNE 30, 2020

The process for developing a new habit [13:08]. Habits that create high-impact behaviors [17:25]. The lowdown on high-impact habit virtual masterclasses [35:08]. The process for developing a new habit [13:08]. What is your process, if you have one, for developing a new habit? Sam’s Corner [39:11].

High impact 78

High impact Meeting Drivers/motivators Conversion 78

Partners in Excellence

APRIL 8, 2021

People who, for various reasons, are not meeting performance expectations. They haven’t taken the time to understand what drives success in the role and to develop a competency model to use in the hiring/development process. In every organization, there are problem performers. Second, they are ineffective in their coaching.

Territory 78

Territory Up-sell Quota High impact 78

Search Engine Land

FEBRUARY 13, 2023

Those tools have replaced the manual processes of bidding and campaign optimization, allowing page search managers to focus on more meaningful tasks. Corcoran says that one area where page search managers can add value is by spending their time on high-impact items and deeper analysis to drive insights that other channels cannot provide.

Objectives and Key Results 91

Objectives and Key Results Territory Campaign Engineering 91

Gong.io

JULY 31, 2019

That’s true in face-to-face meetings and on discovery calls. That way, if you go further in this process with us, you’ll know it’s time well spent. They key is to ask them questions that meet them where they stand. . Buying process: Walk me through how you purchased [incumbent]. Start Every Deal with a Contract.

Contract 128

Contract Sales Trust Closing 128

Hubspot

FEBRUARY 8, 2022

Surveying lost leads helps you strengthen the process of interacting with leads and lessen the likelihood of losing them or having them go dark for a while. If you reconnect in a new way, you may leave an impression, stay top of mind, and inspire them to re-start the conversion process. 8 Strategies For Re-engaging Lost Leads.

CRM 71

CRM Contact High impact Pitch 71

Partners in Excellence

MAY 3, 2022

When I meet with managers, I ask them, “What data do you use to monitor performance?” It’s usually something like: You don’t have enough activities (you name it–calls, emails, meetings, proposals). Usually, their answers focus around a couple of numbers/data points. You are behind your YTD quota.

Quota 98

Quota Pipeline CRM High impact 98

Highspot

NOVEMBER 24, 2021

Start by reexamining the basics of your enablement program: What do reps need to do differently to meet the expectations of digitally-native, value-driven buyers? Finally, you must be able to analyze and measure the impact of your work to optimize your program. What initiatives does the company need to align to make these changes last?

Cross-sell 52

Cross-sell High impact Go To Market Strategize 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. Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve.

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. Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve.

Sales 52

Sales Technology Technology Technique 52

Highspot

SEPTEMBER 6, 2023

Here’s how to integrate value selling strategies into your sales process: 1. Building high-impact sales training programs further enhance your sales reps’ ability to effectively communicate this value proposition, refine negotiation skills, and adapt to evolving market trends. Not all sales techniques are created equal.

Sell 59

Sell Profit margin Price Non-Profits 59

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. Prospecting is the process of finding leads that are a good fit for your product or service offering.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98