Partners in Excellence

DECEMBER 10, 2024

The way we make up for the gaps is with a volume/velocity approach. “If what we are doing now isn’t working, as well, all we need to do is more… ” But, increasingly, we seem to be failing to prepare our sellers to engage in high impact ways. We see the same issue across too many aspects of selling.

Objectives and Key Results 118

Objectives and Key Results Objection handling High impact Conversion 118

Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. Benefits of Sales Enablement Sales enablement refers to the strategies, practices, technologies, and tools that empower sales teams to sell more efficiently and effectively. What is Sales Enablement?

Objectives and Key Results 245

Objectives and Key Results Cross-sell Sales Strategize 245

Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. Just dump in the data, the customer didn’t have to clean it up much, we could do that. Having said this, the discussion always brings up ideas I hadn’t considered in the article.

Manufacturing 124

Manufacturing Engineering Technology Technology 124

Partners in Excellence

SEPTEMBER 17, 2012

A sales person’s job is to sell–nothing surprising. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . With their B2B sales people, we found time available for selling had slipped just below 20%.

Sell 118

Sell Sales Up-sell High impact 118

Partners in Excellence

JUNE 19, 2025

You are tired of the data that shows people leveraging Business Focused Selling 2x their win rates, reduce No Decision Made by a minimum of 20%, and reduce buying/sales cycles by 30-40%. We’ll just suck it up and keep doing the same thing….” It has nothing to do with selling them anything. So here’s my point.

Customers 62

Customers Manufacturing Up-sell Conversion 62

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. This resulted in a 23% increase in quota attainmentproof that when managers use AI sales coaching, their teams sell better.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Cerebral Selling

OCTOBER 7, 2024

Maybe your friend happened to be walking by your neighborhood bakery and picked up that special treat they know you love. Listen As I discuss in, Sell The Way You Buy , listening is arguably THE most important factor when it comes to success in modern selling. Even if the gesture was small.

Pitch 181

Pitch Sports Up-sell Prospecting 181

Partners in Excellence

MARCH 9, 2020

We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so. Relationships were fundamental to sales and selling in distant times.

Sell 94

Sell Assembly Line High impact Up-sell 94

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

Engage Selling

JUNE 26, 2013

Sales Coaching Pipeline Management sales quota The Sales Leader two face coaching system'

High impact 54

High impact Quota Pipeline Up-sell 54

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 147

Process Sales B2B Quota 147

SaaStr

MAY 11, 2025

Heres how you can level up: Stop Spraying and Praying : The era of blasting 10,000 generic emails is mostly over. Focus on Solving Problems, Not Selling Features : The biggest mistake SDRs make is talking about features or offering to buy coffee. Its a high-churn, entry-level role, but the best SDRs dont give up.

High impact 57

High impact Pipeline Strategize Prospecting 57

SaaStr

MAY 2, 2025

He expresses a hint of envy toward founders who are starting companies today because they can build agent-first organizations from the ground up rather than transforming existing ones. And existing leaders being radically remade that will look much different from how they do today.

Strategize 90

Strategize Drivers/motivators Healthcare Contact 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

SaaStr

JUNE 4, 2021

How did you end up in that world? We had a strict no jerk policy and yet we ended up a couple of years down the road with developers that hated operations, operations that hated developers, finger pointing, all of the things that you can imagine. So we ended up right in the center of it. It’s a very niche environment.

Product 127

Product Customers Sell Engineering 127

RingDNA

JUNE 6, 2025

It connects Guided Selling, real-time AI Coaching, Conversation Intelligence , and our Seller Action Hub into a single, integrated motion. It might recommend following up with a warm lead, flag an at-risk deal, or prompt a rep to ask a specific discovery question on a call. You can see in this example with Revenue.io

CRM 62

CRM B2B Follow-up Strategize 62

Partners in Excellence

JANUARY 8, 2020

Simplifying our business processes, leveraging tools, technologies, are just simply stopping doing things enable us to recover a lot of time for selling. We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers.

Sell 71

Sell High impact Presentation Conversion 71

Partners in Excellence

MAY 5, 2022

Readers might be a little surprised about the concept of Improv In Selling. But high performing sales people, are masters of high impact improv in connecting effectively with their customers. We were catching up and he started talking about his passion for music. Great selling is a lot like great improv.

Sell 71

Sell Drivers/motivators Up-sell Follow-up 71

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. In this post, well explore three proven strategies for crafting a smarter pricing and quoting approach, and how PandaDocs built-in tools make these strategies scalable, repeatable, and high-impact. And the data backs it up.

Price 52

Price Drivers/motivators Legal Strategize 52

Martech

MAY 29, 2025

Time to First Value is the critical but often overlooked moment that defines whether customers will keep going or give up. It’s what customers think they’re getting for what they think they’re giving up, i.e., time, money, effort and risk. The metric? Time to First Value (TTFV). What does the lens do?

Price 81

Price B2C Manufacturing Negotiate 81

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. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end. David actually shares more about this in his simple formula for high-impact sales coaching.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

SaaStr

MARCH 28, 2025

Sell only direct and you’ll often fall way behind your competitors that do both. Treat this like a sales pipelinetrack leads, co-selling efforts, and revenue generated from these partnership. Distribution Partners : These partners help you sell, such as resellers or channel partners. Make It Personal Show up.

Drivers/motivators 54

Drivers/motivators High impact Trust Up-sell 54

Partners in Excellence

JULY 27, 2022

I’ve finally come up with the solution. I’m offering this up freely. ” Some of you might be thinking, “Well we can bury that in the pricing, after all the cost of selling is part of our pricing, so this is an additional cost of selling.” Our win rates will skyrocket.

Meeting 132

Meeting Customers Price Up-sell 132

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Martech

OCTOBER 11, 2024

But now, edge computing is kicking things up a few notches, enabling personalized, real-time interactions faster, more efficiently and more securely. When you handle data locally, you cut down on those frustrating delays and ease up on bandwidth use. Edge computing might sound like bougie sales jargon.

Objectives and Key Results 70

Objectives and Key Results Retail Healthcare User Experience 70

Partners in Excellence

AUGUST 30, 2023

It can free us up to spend more time having more human interactions and engagement. But it has consistently failed to make those interactions more efficient, in fact, in many senses, it has contributed to our inability to have high high impact, yet inefficient human interactions. People buy from people.

High impact 141

High impact Conversion Trust Up-sell 141

Partners in Excellence

AUGUST 14, 2024

” And then there is a random series of meaningless insights like, “You need more pipeline, You need more top of funnel, You need to get your meetings/demos/calls up, You need to do more prospecting… ” My reaction is, “Weelll, that might work, fingers crossed… ” This isn’t coaching!

Cross-sell 135

Cross-sell Pipeline High impact Meeting 135

Partners in Excellence

JULY 26, 2024

Let’s step out of our selling roles for a moment and talk about conversations. In reflecting on those conversations, what are the characteristics of the most impactful conversations and meetings? We scheduled a follow-up to checkpoint progress. Think about the conversations you have within your own organizations.

Conversion 139

Conversion Meeting High impact Pitch 139

Partners in Excellence

NOVEMBER 29, 2017

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?”

Product 61

Product Sell Pitch Up-sell 61

Partners in Excellence

SEPTEMBER 12, 2014

So if we are going to make high impact sales calls, we have to prepare. The very best sales people have a written plan, perhaps they’ve agreed to an agenda with the customer up front. Remember, the interview is the opportunity for you to sell the product that’s most important to you—You!

High impact 125

High impact Up-sell Presentation Sell 125

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

MAY 26, 2025

Sales enablement leaders use data-informed training to boost sales rep performance Sales enablement leaders want to set sales reps up for success. Analysis starts by identifying high-impact skills. Time-to-productivity: Does tailored onboarding speed up time to quota?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Partners in Excellence

FEBRUARY 3, 2014

A client called me up stating, “I need to hire a rainmaker.” Selling, particularly complex B2B sales, is hard work, there are no short cuts, and one call closes are probably more due to luck than skill. High performing sales people do the work. Related Posts: Do You Really Want To Sell?

Territory 120

Territory Construction B2B High impact 120

Salesforce

JUNE 19, 2025

Meanwhile, ad operations teams are buried in the details of manually setting up campaigns, from validating orders to trafficking creative assets, which often requires reentering data into multiple systems. This makes it tough to truly maximize an advertiser’s impact and prevent revenue from slipping away.

Entertainment 52

Entertainment Pitch Campaign CRM 52

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. That we stop our mindless, unconscious execution of selling tasks. The same basic principles apply to having high impact meetings, whoever we are meeting with. What is the follow up/when?

Meeting 133

Meeting High impact Up-sell Start-ups 133

Highspot

MAY 15, 2025

Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52