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 105

High impact Conversion Trust Technology 105

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 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Even in selling, we see the top performers are those who do the prep work themselves. We choose not to do the work to have high impact calls, but we think we make up for it by doing more.

High impact 135

High impact Technology Technology Up-sell 135

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

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 188

Quota Pipeline Drivers/motivators Negotiate 188

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

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. Give them control.

B2B 102

B2B GTM Cross-sell High impact 102

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 100

Meeting Customers Price High impact 100

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 117

Meeting High impact Up-sell Start-ups 117

SaaStr

MAY 17, 2021

It’s NEXT WEEK and we’ll close registration in just a few days so sign up here NOW!! SaaStr Enterprise is a flagship SaaStr digital event on May 26 + 27 where the top executives and leaders driving innovation in the Cloud share their playbooks on scaling your business to market and sell to the enterprise.

Networking 80

Networking High impact B2B Follow-up 80

Partners in Excellence

OCTOBER 31, 2022

I see a lot of discussions about “forcing sellers to waste selling time by doing their own research.” ” Increasingly, I see people recommending outsourcing this research, freeing the time up to make more calls. There are several reasons, I think this is a critical selling skill and responsibility.

High impact 62

High impact Up-sell Presentation Growth 62

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 98

Objectives and Key Results Cross-sell Sales Strategize 98

Partners in Excellence

JUNE 30, 2023

It’s tantamount to my brushing the dust off that use by 12/2004 can and polishing it up. It needs to be discarded and replaced with approaches that are more impactful and relevant. We focus our skills development on product training and selling skills. We see YoY declines in performance and quota attainment.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Highspot

JULY 24, 2020

Leading retailers know that how you sell is just as important as what you sell. Cross-sell Your Content. For enablement professionals, cross-selling your content is an easy way to boost engagement across multiple assets. Their merchandising strategies can be easily applied to your sales content.

Cross-sell 80

Cross-sell Retail High impact Territory 80

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 68

Sell Drivers/motivators Up-sell Follow-up 68

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 65

B2B High impact Networking Follow-up 65

Search Engine Land

MAY 2, 2023

Remember, media publishing is as competitive as any other industry, so you’ll tend to reap the benefits of giving your partners intel that will give them a leg up. This makes the bar for inclusion extremely high. More often than not, those recommendations help us get our brands included. A successful placement could last for years.

Commission 97

Commission Represent High impact Pitch 97

Sales Gravy

OCTOBER 23, 2022

Many individual sales professionals were selling more and earning more than ever before. Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. Sales teams were hitting all time records. The Three Choices.

Product 78

Product Territory Construction Pipeline 78

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.

Assembly Line 84

Assembly Line Sell High impact Up-sell 84

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 68

Sell High impact Presentation Conversion 68

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

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

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . Remote selling offers more data points. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Salesforce

OCTOBER 11, 2022

Then they can sell the excess energy they produce back to the utility. Here’s how you can use technology to deliver new programs faster and cheaper and keep up with customer expectations. . Participating customers can then dial their own usage up or down to help utilities manage load (demand on the grid). Get the guide.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Hubspot

NOVEMBER 9, 2022

These are the six steps to tackle at the beginning of the new year to set yourself up for success. Work until you have goals and targets set up for the year. Investigate social selling. Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks.

Pipeline 62

Pipeline Presentation Networking Quota 62

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. What I think I’m ordering in a restaurant ends up being something very different. We even talk about money differently. We make a lot of mistakes. The New "Office," And Work Life

Conversion 87

Conversion Customers Drivers/motivators Construction 87

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Related Video: Salesloft Rhythm: The way you sell will never be the same 1. Ryan Constantino, Account Executive at Salesloft Let’s be honest, selling is a rollercoaster right now.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

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.

B2B 79

B2B Sales Prospecting High impact 79

Partners in Excellence

SEPTEMBER 10, 2017

But too much of the discussion of the future of selling–particularly complex B2B sales focuses on reducing the interactions with the buyer. And it is these high impact/quality conversations that will have the greatest impact on our abilities to create value with our customers. We want to engage and be engaged.

High impact 60

High impact B2B Up-sell Conversion 60

Partners in Excellence

JANUARY 21, 2022

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.” I thought a little Friday levity would lighten things up and people would stop taking themselves so seriously. And she also leverages social channels. Cold calling is here to stay!

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Highspot

NOVEMBER 25, 2019

An efficient salesperson spends time on high-impact activities like call preparation, as opposed to low-impact activities like administrative tasks. 34% of businesses track the percentage of high quality leads with which reps followed up. Organize your team’s activities by impact — either high or low.

Product 52

Product High impact Quota CRM 52

Gong.io

NOVEMBER 16, 2022

It’s all about revenue impact. But here’s some data to back it up. Studies have shown when the focus shifts to “coaching the middle,” companies see an increase in sales of up to 19% ( HBR ). . I am talking about high-impact, effective, data-driven coaching. The “why” here is pretty straightforward. (I

Finance 71

Finance Quota High impact Drivers/motivators 71

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 106

Campaign Cold Call Sales Education 106

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Low morale, low productivity, and high turnover. High vs. low-value activities.

Quota 121

Quota Cold Call CRM Sales 121

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. ” Well, you could, but you’re likely to hear a *click* soon after as they hang up. Research, Research, Research.

Process 119

Process Customers Prospecting Up-sell 119

Salesforce

JANUARY 24, 2022

Website optimization is a priority for every marketer and a key marketing tool for any SMB, but especially for those that sell, advertise, and target online. If so, change up your form to make it more customer friendly.) The score should go up and you should see your optimizations come to fruition.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

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