Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. ” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations. . And we are still failing.

Process 129

Process Sales B2B Quota 129

Cerebral Selling

JANUARY 14, 2023

And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. It helps you manage up the chain.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

ClickFunnels

JULY 21, 2021

How do you sell someone something in 90 seconds or less? 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. You can’t sell a solution that you don’t fully understand… even if you understand the person’s problem very well.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. These are the six steps to tackle at the beginning of the new year to set yourself up for success. 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.

Pipeline 62

Pipeline Presentation Networking Quota 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. . Sign Up for Sessions (it’s free and open to everyone). Curated, invite-only networking .

B2B 64

B2B High impact Networking Follow-up 64

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%. Time spent selling.

Product 62

Product Cold Call Sales Meeting 62

Salesforce

OCTOBER 11, 2022

Then they can sell the excess energy they produce back to the utility. DERs help a utility meet its net zero decarbonization goals and create a more resilient power grid. Here’s how you can use technology to deliver new programs faster and cheaper and keep up with customer expectations. . Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. 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. Low morale, low productivity, and high turnover.

Quota 121

Quota Cold Call CRM Sales 121

Women Sales Pros

JANUARY 24, 2019

It’s sales kick off season again and you want a high impact, memorable event. We didn’t even mention the fact that your sellers may sell different products and services. Before you curl up under the auditorium chair, I have some simple suggestions. Good luck and good selling! Easy, peasy – right?

Entertainment 107

Entertainment Strategize Inside sales Consult 107

Heinz Marketing

MAY 20, 2021

Yet surprisingly, people often use the terms “marketing” and selling” interchangeably, and when it comes to small businesses you will often see both functions performed by the same person or department. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue.

Campaign 115

Campaign Cold Call Sales Education 115

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. Calls made.

Product 52

Product High impact Quota CRM 52

Highspot

SEPTEMBER 6, 2023

Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Future of Value Selling What Is Value Selling?

Sell 59

Sell Profit margin Price Non-Profits 59

Hubspot

JUNE 15, 2023

A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell. To save time on manual tasks to focus on selling. are the second most used tool, and 69% say AI/automation tools help them spend more time selling. Don’t let AI take over your strategy.

B2B 79

B2B Sales Prospecting High impact 79

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. I appreciate how hard it is for you to meet that goal.”. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! I’m sorry you are going through this.

Contract 90

Contract Up-sell Prospecting High impact 90

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. But here’s the problem: A good candidate for sales management is hard to find.

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?” Speed up rep success. Set clear performance expectations — and rise to meet them. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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

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. A granddaughter is teaching her Tik Tok… I suppose, I have to own up to it, I suspect I might fall into that, “older generation.” And she also leverages social channels.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technology Technology Technique 52

Partners in Excellence

SEPTEMBER 16, 2022

How, in general terms, should the companies who might have something to sell you and your team go about researching your current needs? So the people that should most care about getting a meeting with anyone in our company will never see it, even though it will be widely circulated in LinkedIn and I’m adding to this with the blog post.”

Prospecting 52

Prospecting Follow-up Conversion Up-sell 52

Partners in Excellence

APRIL 8, 2021

People who, for various reasons, are not meeting performance expectations. One of the biggest errors I’ve seen is hiring a sales person from a huge/big name company and putting them in a start-up/small business role. Make sure you take your training and get out and sell!” Selling is not selling is not selling.

Territory 78

Territory Up-sell Quota High impact 78

SBI

FEBRUARY 21, 2020

Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings. This eBook covers 15 sales training topics that improve rep performance in high-impact areas such like b usiness acumen, objection-handling, up-Sell and cross-sell, leveraging referrals, and more. The result?

Objectives and Key Results 37

Objectives and Key Results Objection handling Cross-sell Referrals 37

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 94

Campaign Cross-sell Up-sell Sales 94

Gong.io

JULY 31, 2019

That’s true in face-to-face meetings and on discovery calls. So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you). They key is to ask them questions that meet them where they stand. . Here’s the key to leveling-up your discovery skills.

Contract 128

Contract Sales Trust Closing 128

Partners in Excellence

SEPTEMBER 30, 2014

Then after a call I pause to take some notes, set the follow ups, and next steps. Things like doing email, spending time with managers reviewing what we are doing, maybe every once in a while a meeting. So a lot of things impact the amount of time we actually have available to have sales conversations.

Conversion 91

Conversion Appointment High impact Sales 91

PandaDoc

DECEMBER 19, 2022

Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data. Consider how your product or service can meet their specific needs.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

APRIL 7, 2019

We want, in these first calls, to engage the prospect in a credible, high impact conversation. The model we have is a high volume/high velocity model. This SDRs are expected to have 1000’s of dials a day, hopefully for a few dozen conversations, that generate some number of meetings for AEs.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Sales Hacker

JUNE 30, 2020

Habits that create high-impact behaviors [17:25]. The lowdown on high-impact habit virtual masterclasses [35:08]. It’s even more important now to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that.

High impact 78

High impact Meeting Drivers/motivators Conversion 78

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line.

Sales 87

Sales Quota Commission Drivers/motivators 87

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. time, money, effort).

Product 96

Product Tradeshows CRM Appointment 96

Sales Hacker

MARCH 23, 2020

NOTE: Within each category, sales events are arranged according to their calendar date to make it easier to see what’s coming up and find the ones that fit your schedule. 1:1 meetings with Forrester and SiriusDecisions analysts to discuss your top priorities. Virtual sales conferences. One-day events. On-demand training.

Sales 78

Sales Growth B2B Networking 78

Partners in Excellence

OCTOBER 1, 2016

The Filter Bubble : I’ve written about this in the past, but wanted to bring it up again. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. I’ll share how they’re working for me in the coming weeks.

Inside sales 82

Inside sales Construction Presentation Meeting 82

Heinz Marketing

MARCH 29, 2021

We can figure out what the category of that is or what Gardner enforcer we’ll call that down the line, but you have a lot of the rituals, as we’ve been talking about, of how you used to manage a sales team, hold them accountable, create culture, get people to ramp and on board and ultimately meet objectives.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. But if prospecting is one of the most difficult parts of selling, why are we assigning our least experienced people to do our prospecting? Many will argue, “It’s too expensive, we can’t afford the cost of selling?”

Prospecting 48

Prospecting Sell Appointment Meeting 48

PandaDoc

OCTOBER 30, 2023

Overall, contests can give your sales reps that extra push they need to meet their quota. These tend to be most effective when they are short and are at the end of the sales month, quarter, or year, but quarter-length competitions with high prizes certainly have a place in the gamification lineup. Get the ebook 2.

Process 52

Process Objectives and Key Results Gaming Sales 52

Highspot

AUGUST 15, 2023

By identifying successful sales strategies , teams can focus on high-impact activities that drive revenue. Traditional analytics tools might struggle to keep up with the velocity of data generated, leading to delays in generating insights. Handling and processing this massive data influx in real-time can be daunting.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52