Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 50

Prospecting Pipeline Contact High impact 50

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. 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.

Up-sell 96

Up-sell Sell Legal CRM 96

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people.

Customers 56

Customers High impact Territory Pitch 56

Highspot

SEPTEMBER 6, 2023

That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. Key Value Selling Strategies To truly connect with prospects, you must marry sales strategy and genuine pain point understanding with the ability to communicate.

Sell 59

Sell Profit margin Price Non-Profits 59

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. What high-value activities a sales team should focus on.

Quota 121

Quota Cold Call CRM Sales 121

Partners in Excellence

MARCH 9, 2023

I ask questions about win rates, deal sizes, sales cycles, prospecting outcomes, account growth/share, market growth/share, business justification, seller performance analysis. They keep doing the same thing, when they engage a customer, they ask 2-3 discovery questions with an agenda, immediately pitching their products.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Partners in Excellence

FEBRUARY 26, 2020

” Before I go further, I’ll provide my definition of cold calling: It is un-targeted, un-prepared, random outreach focused on pitching a product/solution to someone we may or may not know. But when you think about much of this door to door prospecting, it really wasn’t random or unprepared.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

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. Every effective sales dialogue acknowledges the challenges your prospect faces and appreciate the position they are in.

Contract 90

Contract Up-sell Prospecting High impact 90

Highspot

JUNE 11, 2019

Sellers can find content, view buyer engagement reports, access training, review playbooks, and create new pitches — all within Dynamics 365. Content is suggested based on Dynamics 365 attributes like what product you’re selling, which industry your prospect is in, or which competitor you’re up against in the deal.

Pitch 40

Pitch High impact Contact Account management 40

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. But here’s the thing…. For example….

Campaign 94

Campaign Cross-sell Up-sell Sales 94

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 96

Product Tradeshows CRM Appointment 96

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 72

High impact Pitch Sell Clients 72

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 58

Technique High impact Sports Gaming 58

Partners in Excellence

DECEMBER 26, 2016

If you are using LinkedIn, Facebook, Twitter, Instagram, Snapchat, or whatever new vehicle, but you are delivering the same meaningless, irrelevant messages or internally focused messages, prospects and customers are going to shut down! It is more meaningful to understand what is it about these high performers that are different.

Referrals 53

Referrals Trust High impact Prospecting 53

Partners in Excellence

MAY 30, 2014

We may be sitting in our offices, doing emails or something else while we are making prospecting or other calls. Clearly, these weren’t naturally flowing, high impact conversations because the sales person wasn’t 100% present. We may be driving our cars, seeking to be productive by making phone calls on the way.

Presentation 89

Presentation High impact Pitch Conversion 89

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. This holistic approach to learning will help increase adoption and impact. Surface related training content in your sales plays and CRM. Learn by doing. Make it easy to understand.

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. This holistic approach to learning will help increase adoption and impact. Surface related training content in your sales plays and CRM. Learn by doing. Make it easy to understand.

Sales 52

Sales Technology Technology Technique 52

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 91

Sales Pipeline High impact Pitch 91

Partners in Excellence

JULY 3, 2017

Social selling, many marketing, many inbound advocates leverage the stereotype of cold calls: A random, untargeted, unresearched, poorly prepared telephone call (or even a cold email), focused on pitching products. Finally, high performing sales people, making high impact cold calls, never rely strictly on cold calls.

Cold Call 54

Cold Call High impact Pitch Conversion 54

ConversionXL

MARCH 4, 2016

Since many companies, notably B2B SaaS companies, rely on closing enterprise deals to pay the bills, optimizing your sales enablement strategy can be a high impact opportunity for growth, in addition to your current online optimization efforts. Outbound prospecting. Appointment scheduling apps like Mindbody and Appointy.

B2B 65

B2B A/B testing Sales Pitch 65

SBI

AUGUST 31, 2020

Seismic , the industry-leading and award-winning sales enablement and marketing orchestration platform provider, today announced the launch of new Interactive Content capabilities, enabling marketers and sellers to deliver high impact, personalized content at scale.

Launch 26

Launch Commission Presentation High impact 26

SBI

SEPTEMBER 11, 2012

With Data.com available right within Sales Cloud, you now have the ability to deliver quality contacts and accounts for sales prospecting. Pitch new products. Sales Cloud: Productivity Basics-Shorten Cycles with Instant Access to New Leads –. TAP INTO YOUR SALESPEOPLE’S COMPETITIVE NATURE! Make more calls. Close more sales.

CRM 48

CRM Cross-sell Contact Finance 48

Salesforce

FEBRUARY 12, 2024

Even though it might not result in an immediate sale, this relationship-building technique helps reps earn the trust of prospects. Research your prospects Doing your research makes you more credible and can build trust with a buyer. Next, read up on your prospect’s industry and company. Ask high-impact questions.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Sales Hacker

NOVEMBER 18, 2020

Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. You can’t exactly jump on a cold call and ask your prospect, “ How committed are you to solving this problem? You would think they were crazy. Focus on Building Rapport.

Process 119

Process Customers Prospecting Up-sell 119

Hubspot

JULY 31, 2013

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. They all reflect a common theme: at the end of the day, Sales should be about helping prospects.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

SaaStr

DECEMBER 20, 2019

So you can see that the oscillation from closing back down to prospecting again. So a seller who doesn’t prospect is of no use to her. So at that point you’re prospecting, you’re maintaining, you’re closing, you’re expanding, you’re renewing, etc. And so on and so forth.

Territory 56

Territory Quota Cross-sell Pipeline 56

Partners in Excellence

MARCH 28, 2022

Top performers are prospecting more effectively or making more calls. Top performers do more of the high impact things, more consistently than everyone else. They are prospecting, they send 1000s of emails to any email address they can get, with meaningless scripted messages. They don’t prospect aimlessly.

Referrals 84

Referrals High impact Pitch Prospecting 84

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 121

Non-Profits Objectives and Key Results Government Retail 121

Highspot

JUNE 6, 2023

To effectively reach your prospective customers, you must keep a pulse on who they are and what they care about, so that you can personalize every engagement and position your product as a solution that solves their pain points. Understand Your Customer Sales success starts and ends with deeply understanding your customer profiles.

Closing 52

Closing Product Objectives and Key Results Quota 52

Outreach

FEBRUARY 7, 2022

Managers want their reps to deliver the best pitch possible and exceptional customer service, even when they aren’t around to provide guidance. However, there aren’t enough prospects on the account and there isn’t a next step on the schedule. One thing that hinders both management effectiveness and company culture? Micromanagement.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

Sales Hacker

APRIL 17, 2019

In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers. Quickly see the impact on other values when you change just one measure. No need to pull out your laptop to work on your pitch deck. To get your social selling game on, you need to be using Twitter. WhatsApp Messenger.

Drivers/motivators 110

Drivers/motivators Price Teamwork CRM 110

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 68

Assembly Line Territory High impact Technology 68

Partners in Excellence

AUGUST 1, 2018

We are asking questions with an agenda, we don’t want to learn, we really don’t want to engage, we are searching for the trigger responses that enable us to go into pitch mode. Perhaps we don’t know how to listen, great listening provokes insightful questions and high impact conversations.

High impact 53

High impact Conversion Pitch Sell 53

SaaStr

MARCH 18, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. So know that, and then know how high impact it is. Payments has been around for thousands of years. The exchange of value. Happy to give that later.

Launch 46

Launch Engineering Start-ups Finance 46

Hubspot

APRIL 14, 2022

While the message seemed like an ordinary sales pitch, DiResta inspected it further and saw oddities about Keenan's profile: For instance, the image portrayed a woman with only one earring, perfectly centered eyes, and blurred hair strands that seemed to disappear and then reappear. The bigger issue here is not the use of AI.

Sales 67

Sales Territory High impact Prospecting 67

Sales Hacker

JULY 23, 2018

They are perfect for nudging prospects over the line and discovering sales opportunities you never knew existed. After all, it’s one thing to convince prospects that you’re selling a great product; it’s another thing to get them to pull the trigger and choose your product over dozens of competing purchases.

Sales 58

Sales Government Pitch Prospecting 58