Partners in Excellence

JULY 26, 2024

Our sales calls and meetings should focus on creating high impact two way, collaborative conversations. Do they tend to look more like the first or second category? Too often, they look more like the latter. Too often, we focus on ourselves, our goals, and what we need to tell our customers.

Conversion 139

Conversion Meeting High impact Pitch 139

Highspot

MAY 26, 2025

Analysis starts by identifying high-impact skills. Content engagement: Identify and prioritize high-performing content, such as pitch decks or product playbooks. Even small, data-informed steps forward, like identifying high-impact content, can lead to bigger wins over time.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Martech

MAY 31, 2022

Certain third-party agencies specialize in leveraging data to generate high-impact campaigns. Listen to pitches. Invite shortlisted candidates to present their pitches. You can finally hire the right agency depending on which pitch aligns best with your objectives. Cost-benefit analysis.

Pitch 105

Pitch High impact Campaign Niche 105

Partners in Excellence

OCTOBER 12, 2012

There’s a lot of discussion around the Teaching Pitch. I’m probably overstating this, but it conjures up the image of that single impactful presentation where the customer immediately says, “Yes,” and pulls out an order form. Likewise, for sales people, the Teaching Pitch, is just the starting point.

Customers 114

Customers Pitch Objectives and Key Results Education 114

Salesforce

JUNE 7, 2023

But what happens to the essential information after the pitch? Strategic microsite design When considering what content to use for your microsite, identify which types of information from your pitch deck will effectively translate into engaging content for the microsite. A great slide deck can help win a deal.

Strategize 52

Strategize Pitch Launch Contract 52

Partners in Excellence

SEPTEMBER 3, 2013

We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch. They want to invest their time with people who are prepared, who are ready to engage in high impact conversations about their businesses. It’s no wonder customers don’t want to see us.

High impact 117

High impact Pitch Customers Conversion 117

Partners in Excellence

NOVEMBER 21, 2024

It was clear that what he did had a very high impact on his customers. For those few sellers that actually try a problem focused approach (as opposed to the majority who are clueless, just pitching product feature functions), sometimes we still describe the product in terms that are meaningful to the users.

Customers 48

Customers CRM High impact Pitch 48

Hubspot

NOVEMBER 6, 2018

She said there’s no cookie cutter approach to responding to it, but if you view the prompt as a chance to pitch your value proposition to a hiring manager, you can make a strong first impression. Framing “Tell me about yourself” as “Pitch yourself”. There's no ideal answer to ‘Tell me about yourself’,” she says.

Intrinsic 101

Intrinsic Extrinsic Drivers/motivators Pitch 101

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. These are the elements of a high impact prospecting approach. Proudly, you tell your manager you are prospecting like crazy. There’s another version of that, get a list and some phone numbers.

Prospecting 113

Prospecting Pitch Appointment Campaign 113

Cerebral Selling

OCTOBER 5, 2020

When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. Why Hidden Enemies Transcend Regular Pitches. And as I’ve discussed in the past, few types of messages deliver the requisite dose of emotion like polarizing messages do.

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

Partners in Excellence

MAY 30, 2014

Clearly, these weren’t naturally flowing, high impact conversations because the sales person wasn’t 100% present. The tone, pitch, timing of his conversation was off–just by a fraction of a second (as he was probably completing a text message), But the flow of the conversation wasn’t natural.

Presentation 107

Presentation High impact Pitch Conversion 107

Search Engine Land

SEPTEMBER 26, 2023

This includes knowing when and how you can pitch for budget. Gathering this information for your SEO roadmap is crucial because, initially, you’ll aim to tackle high-impact, low-effort tasks. Planned product launches or marketing campaigns. Keep in mind that these tasks vary depending on your organization.

Launch 123

Launch High impact UX Manufacturing 123

Partners in Excellence

JULY 7, 2015

For example, why would we continue to make hundreds of calls to anyone we can reach, pitching our products with abysmal results? Likewise in making high impact sales calls, or prospecting, examining the things we and our customers do to create the desired outcomes enables us to define those things we need to do to produce results.

Sales 109

Sales Pipeline High impact Technique 109

Partners in Excellence

JULY 13, 2023

So we will have this quandary, which we will have to be prepared to help our sellers address: How do we have high impact meetings that actually are helpful both to customers and sellers. The challenges we will have, with all this newly found time is, How do we help our sellers use that time in the most impactful ways?

Up-sell 118

Up-sell Sell Legal CRM 118

Partners in Excellence

MARCH 28, 2022

Top performers do more of the high impact things, more consistently than everyone else. They make 1000s of dials and when they happen to get connected, they pitch their products. Top performers focus on qualification. Top performers embrace training and learning. Top performers do more of this… Well, of course!

Referrals 114

Referrals High impact Pitch Prospecting 114

Partners in Excellence

OCTOBER 6, 2022

Instead, we look at how we polish up our product pitches. Our sellers are ill prepared to engage customers in high impact conversations. Sellers, don’t take the time to understand these issues, learning how to engage the customers in ways meaningful to them. We even talk about money differently.

Conversion 123

Conversion Customers Construction Drivers/motivators 123

Highspot

MAY 15, 2025

Check out The Ultimate Guide to Sales Training for a deeper dive into building a high-impact training program. Ensure partners can easily access case studies, one-pagers, email templates, pitch decks, and call scripts. A well-organized partner portal is ideal for hosting all marketing and sales collateral.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Partners in Excellence

SEPTEMBER 27, 2022

The same basic principles apply to having high impact meetings, whoever we are meeting with. Some of you may be reacting, “Why are we wasting our time on reviewing high impact meetings? Sellers go into meetings with customers, we want to qualify them, do discovery, pitch our products, close.

Meeting 133

Meeting High impact Up-sell Start-ups 133

Sales Hacker

NOVEMBER 18, 2020

Research allows you to create a treasure map to those high-impact answers you’re looking for. The key here is to deliver your pitch at the right time, with the right words. The timing of your pitch, and the related questions, will depend on the type of call you’re on. Research, Research, Research. Work on your timing.

Process 132

Process Customers Prospecting Sales 132

Partners in Excellence

AUGUST 27, 2021

We are driven to “pitch” our solutions. At the same time, we can learn a huge amount around very effective, high impact selling. Too often, we leap to solutions before we–and our “customer” recognize they have a problem, determine their needs, and search for solutions.

Sell 98

Sell High impact Pitch Customers 98

Partners in Excellence

JUNE 26, 2018

All we have to do is position our USP in our web sites, our marketing materials, and our prospecting pitches, and we immediately capture the customers’ attentions. I’m not sure the concept of a USP was ever useful, but it’s not a helpful concept for our customers or for engaging them in high impact discussions.

High impact 85

High impact Pitch Sell Clients 85

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. That makes your pitch personal. “Top salespeople say and do very different things than their peers.”

Contract 106

Contract Up-sell Prospecting High impact 106

Partners in Excellence

SEPTEMBER 21, 2023

They are the foundation of high impact conversations with our customers. As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us.

Conversion 87

Conversion Construction High impact Trust 87

PandaDoc

DECEMBER 19, 2022

The inbound route leans on different outreach efforts: content marketing, social media marketing (often using LinkedIn as the most popular professional social media), email-drip campaigns that are usually within the purview of the marketing department, and any sales pitches, as well. Step 3: Develop a personalized pitch. Conclusion.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Search Engine Land

MAY 2, 2023

This makes the bar for inclusion extremely high. When you pitch for inclusion here, ensure you’re putting your best foot forward: top-selling, ultra-relevant SKUs and aggressive commission structures. They’re simply updated every year, often keeping the same brand list and refreshing the offers and products.

Commission 92

Commission Represent High impact Pitch 92

Sales Hacker

JULY 26, 2021

Perfecting cold calling practices: Sales reps should never pitch or push for a meeting right away. Research weighs in on how to best accomplish this shift: “CSOs can redirect SDRs’ time to high-impact sales engagement tasks by dedicating demand generation or operations resources to streamline the data management process for SDRs.

Quota 131

Quota Cold Call CRM Sales 131

Search Engine Land

OCTOBER 16, 2023

Create a visual map of the most dangerous roads in America or a research article on DWI statistics, then pitch it to local news media from the cities or towns mentioned in each piece. The predictable, consistent, high-impact links achieved using this methodology are needed for some industries to remain competitive.

Non-Profits 112

Non-Profits Objectives and Key Results Government Networking 112

Partners in Excellence

APRIL 7, 2021

We shorten our content, we move from “pages,” to paragraphs, to sentences, to phrases, to a couple of “high impact” words. It’s hard enough to do this as sales people engaging trying to engage customers in deeper/high impact conversations. We adjust our communications to this new reality.

Technique 82

Technique High impact Sports Gaming 82

Partners in Excellence

SEPTEMBER 21, 2021

Coaching is one of the most important things in driving high impact performance improvement with our people. But only if we apply the approaches of high impact coaching. We want to help them think differently about what they do and how they perform. We can do a huge amount in helping make sense of the things they face.

Customers 59

Customers High impact Territory Pitch 59

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. With triggered messages, you can run high-impact campaigns such as: Event sign-ups. Don’t get me wrong… I am all for well-thought-out email blasts and industry events. But here’s the thing…. Demo sign-ups.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Sales Hacker

DECEMBER 20, 2018

Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. What is Sales Productivity?

Product 110

Product Tradeshows Appointment CRM 110

Partners in Excellence

NOVEMBER 29, 2017

Their sales people meet with the customer, their focus is on “pitching the solution.” what we offer, and our own goals; not what the customer is trying to achieve, we will never engage the customer in the most impactful manner. Today, I think a lot of the original distinction has been lost.

Product 65

Product Sell Pitch Up-sell 65

Hubspot

JULY 31, 2013

When you’re just starting out as a salesperson, you are often tempted to go into a call with prospects eager to pitch your services, and then ask for the sale. Most of the time, the pitch does not resonate for some reason that the salesperson never uncovers. Dan MacAdam, VAR Channel Account Manager. Follow @DTMacAdam. "It''s

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

ConversionXL

NOVEMBER 13, 2015

High impact words and phrases triggering strong emotional responses. Instead of writing a lot of copy, use high impact words. There were instructions on the proper modulation of the voice (volume and pitch), as well as the phrasing, pace, and emphasis of speech. Personality. Let it show through your copy.

Presentation 134

Presentation A/B testing CTR High impact 134

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. But everything we do is targeted to exactly the opposite. Everything we do is focused on us and our processes.

Assembly Line 78

Assembly Line Territory High impact Technology 78

Sales Hacker

JULY 23, 2018

Newly appointed executives need to make a big impact in the first few months of their tenure. That typically means setting up big, radical initiatives; restructuring teams; and spending their new-found budget on high-impact products. Like yours. Thus allowing you to restart the conversation with a new executive team.

Sales 79

Sales Government Pitch Prospecting 79

SaaStr

JUNE 27, 2024

He prioritizes and optimizes his day by focusing on the things that have the highest impact or are fun, and that never changes. Of course, the things that have a high impact are very different from the early days. When you start your company, you ensure it survives at all costs.

GTM 105

GTM Launch Finance Start-ups 105