Partners in Excellence

JULY 13, 2023

And over the last 20 years we’ve seen endless technologies aimed at freeing up our time, making us more efficient and productive. And, I suspect, as we introduce this new wave of technology, if it actually does free up time for selling, we will find much of the same. Now I have to spend that time with customers!”

Up-sell 118

Up-sell Sell Legal CRM 118

Search Engine Land

SEPTEMBER 26, 2023

Ideally, leverage the technologies your teams are already using. This includes knowing when and how you can pitch for budget. Your technology stack and any known limitations, considerations, or planned changes (including migrations). It provides a structure to communicate expectations with stakeholders.

Launch 123

Launch High impact UX Manufacturing 123

Sales Hacker

JULY 26, 2021

Other examples of technology that make it easier than ever to connect include calendar and scheduling platforms. What all these examples have in common is that they use technology to simplify processes, thus adapting to a world that expects a more simple solution. Step 1: Open Google calendar or comparable scheduling software.

Quota 131

Quota Cold Call CRM Sales 131

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

MARCH 28, 2022

As a result, one reads: Top performers use social selling Top performers use these technologies (insert your favorite sales tech). 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.

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. The other 95% focused their development programs on selling skills, product knowledge and skills, and leveraging technology. We even talk about money differently.

Conversion 123

Conversion Customers Construction Drivers/motivators 123

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

Partners in Excellence

DECEMBER 5, 2019

Already, I’m seeing articles on, “Do these 5 things… The 10 critical success factors… These technologies are critical to customer engagement in 2020…” I’m no different, I’m jumping into the fray with the secrets to sales success in 2020. Second, it’s really tough–boring stuff.

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. BuiltWith for identifying the technology your prospects use. Like yours.

Sales 81

Sales Government Pitch Prospecting 81

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. Account-based selling: This method targets specific high-value accounts rather than individual leads. A perfect example is the Sandler sales methodology.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

JULY 12, 2017

We focus on our product and how to pitch them, our first conversation ends up being what we are interested in, not what the customer is interested in. Technology enables us to deeply segment and personalize each email we send, maximizing the relevance to the customer.

Prospecting 70

Prospecting Pipeline Contact High impact 70

Hubspot

SEPTEMBER 23, 2021

Your elevator pitch. For instance, a government agency might list a grant for "Chip-Scale Optical Receivers for Communications" to connect with businesses working on that kind of technology. Every grant is unique and, in most cases, will have an application process that reflects that. These include: Number of employees. A photo of you.

Government 78

Government Construction Legal Finance 78

Salesforce

FEBRUARY 12, 2024

What is the impact on them, professionally or personally? If you can uncover that value, you can add it to your pitch. Ask high-impact questions By now, you may have noticed a trend with these principles — consultative sales is about asking powerful questions. I like to call these high-impact questions.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Highspot

OCTOBER 7, 2020

Prove business outcomes: Demonstrate the impact of training and coaching on company performance with 360-degree analytics that validate changes in rep behavior and help managers become more effective coaches. Create high-impact training: Easily create, manage, and optimize training courses, from virtual sales kickoffs to rep onboarding.

Launch 52

Launch Go To Market High impact Pitch 52

Highspot

JUNE 11, 2019

That’s why we continue to invest heavily in Highspot Everywhere , a technology integration program with more than 50 cloud, on-premises, and mobile integrations. Sellers can find content, view buyer engagement reports, access training, review playbooks, and create new pitches — all within Dynamics 365. Boost Relevance with AI.

Pitch 40

Pitch High impact Contact Account management 40

Sales Hacker

APRIL 17, 2019

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. Skill Pill provides micro-learning and gamified learning apps, delivering high-impact training when and where you need it. Best Presentation Tool. Price: Free. Available here: iOS.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? While at Square, the business grew from $3 billion, a newly public company $3 billion market cap, to a $35 billion plus innovative leader in global financial technology. There is a difference in Compass’ technology.

Real Estate 125

Real Estate Strategize Launch Commission 125

SBI

NOVEMBER 28, 2017

Despite the investment in various collaborative technologies, when you consider that the typical sales rep is on the road and away from any formal office environment for a large percentage of time, effective training and coaching remains an enormous challenge. Nancy: Why should it be prioritized above other options?

Sell 38

Sell Objectives and Key Results Pitch Technology 38

Highspot

JUNE 6, 2023

Your goal is to ensure teams spend time on high-impact sales activities like call preparation, as opposed to low-impact, time-consuming activities like data entry or other administrative tasks. ” This is far too many technologies for teams to manage, resulting in inefficiencies, poor ROI, and ultimately lost productivity.

Closing 52

Closing Product Objectives and Key Results Quota 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. Although sales technology has advanced rapidly in response to buyer demands, few businesses are utilizing these technological advances. This holistic approach to learning will help increase adoption and impact.

Sales 52

Sales Technique Cold Call Technology 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. Although sales technology has advanced rapidly in response to buyer demands, few businesses are utilizing these technological advances. This holistic approach to learning will help increase adoption and impact.

Sales 52

Sales Technique Cold Call Technology 52

SBI

NOVEMBER 28, 2017

Despite the investment in various collaborative technologies, when you consider that the typical sales rep is on the road and away from any formal office environment for a large percentage of time, effective training and coaching remains an enormous challenge. Nancy: Why should it be prioritized above other options?

Sell 34

Sell Objectives and Key Results Pitch Technology 34

SBI

SEPTEMBER 11, 2012

It’s still an important event for you if you want to learn how other sales organizations are using technology to drive growth. Pitch new products. .” So what if you already use a CRM and it isn’t Salesforce? TAP INTO YOUR SALESPEOPLE’S COMPETITIVE NATURE! Make more calls. Close more sales.

CRM 48

CRM Cross-sell Contact Finance 48

SBI

SEPTEMBER 27, 2019

Judges recognized Brainshark’s multi-pronged approach to sales enablement, with solutions for: Sales content authoring – making it easy for anyone to create high-impact, multimedia content that drives sales learning and effectiveness. Buying Technology. in response to coaching assignments for feedback and evaluation.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SBI

AUGUST 15, 2019

Brainshark was recognized for its multi-pronged approach to sales enablement, including its solutions for: Sales content authoring – making it easy for anyone to create high-impact, multimedia content that drives sales learning and effectiveness. Buying Technology. Sales Enablement. ????Revegy, Industry News. Sales Enablement.

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

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

SaaStr

MARCH 26, 2019

I know that sounds kind of wonky, which is very Stripe actually, but only 3% of commerce happens online today, which is really shocking when you think about how much technology matters to people’s lives. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk.

Launch 65

Launch Engineering Product Start-ups 65

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. “An entrepreneurial leader and advisor from a technology background. And to always keep in mind it is about the client, not the product you are pitching.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Gong.io

SEPTEMBER 26, 2022

The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying. They might be browsing their feeds or texting during a sales pitch, which means they may miss crucial details. The lack of visual cues can make it difficult for reps to tailor their pitch accordingly. Technological issues.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

ConversionXL

MARCH 4, 2016

Technology is changing the way sales is conducted. 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. It starts with sales enablement.

B2B 65

B2B A/B testing Sales Pitch 65

Partners in Excellence

MARCH 9, 2023

We have terabytes of data we’ve never been able to collect, we’ve technology platforms and tools that enable us to leverage this data in very powerful ways. 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 71

Cross-sell Pipeline Represent Technology 71

ConversionXL

JUNE 19, 2018

You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. It’s not about technology, but customer centricity + agility, data drivenness. Prioritise impact over speed. The growth system is broken: product, marketing and sales are siloed.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

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. Technology has enabled us to reduce the cost and expand the deployment of these prospecting techniques.

Cold Call 132

Cold Call Prospecting High impact Technique 132

Heinz Marketing

AUGUST 27, 2018

There’s more sales enablement technology than ever before. If we look at the technology industry, and we look at the degree of specialization, we’ve got business development representatives. in terms of sales enablement technologies, specialization, tools. We know that many things are changing.

Pipeline 63

Pipeline Objectives and Key Results Sales Inside sales 63

SaaStr

MARCH 18, 2019

I know that sounds kind of wonky, which is very Stripe actually, but only 3% of commerce happens online today, which is really shocking when you think about how much technology matters to people’s lives. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk.

Launch 63

Launch Engineering Start-ups Finance 63

SaaStr

DECEMBER 20, 2019

And Steve Walske was the chairman and CEO of a company called PTC, Parametric Technology Corporation. The probably with the quota number is that the quota number has a very high impact on your psychology and your mentality. I was meeting a founder the other day, early stage SaaS founder pitching for their seed round.

Territory 71

Territory Quota Cross-sell Pipeline 71

SaaStr

MAY 3, 2019

If Steve Walsky was the chairman and CEO of a company called, PTC, Parametric Technology Corporation. Manny Medina: The problem with the quota number is that the quota number has a very high impact on your psychology and mentality. Manny Medina: One of my north stars in this business, is a gentleman by the name of Steve Walsky.

Territory 64

Territory Quota Cross-sell Pipeline 64