Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” One gets the sense it’s par for the course in today’s sales world. For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. ” This one reported on research on win rates.

SQL 108

SQL Quota Presentation Prospecting 108

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. Known as having the “biggest crystal ball in B2B sales,”. He dropped some not-yet and little-known details just for us.

B2B 122

B2B Sales Presentation Clients 122

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Cross-sell 104

Cross-sell Pipeline Meeting Presentation 104

Partners in Excellence

FEBRUARY 7, 2024

In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” I ask, “How are you spending your time?” Typically, I’d ask, “What role do you want me to play?

Meeting 107

Meeting Presentation Contact Customers 107

Partners in Excellence

MARCH 11, 2024

Hacks for structuring and measuring an entire sales organization. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. If we understand our ICPs, we already should understand: (If you don’t, reassess your sales enablement strategies.) Or any market or industry.

Healthcare 109

Healthcare Drivers/motivators Engineering Presentation 109

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Partners in Excellence

FEBRUARY 12, 2024

We have presentations focusing on us, our products, our companies and how great we are. It’s not just about how they navigate their buying process. It’s not just about learning how others are addressing similar issues. It’s not just how much discount they can negotiate. What does this mean?

Customers 112

Customers Negotiate Pitch Trust 112

Martech

DECEMBER 27, 2023

The scenario is all too common: a marketing operations team, armed with detailed analytics and performance metrics, presents their latest campaign results. The C-Suite, primarily focused on the bottom line, growth, and shareholder value, requires insights presented in a language that resonates with their strategic vision.

Intrinsic 116

Intrinsic CTR Strategize Presentation 116

The 5% Institute

NOVEMBER 9, 2022

If you’re in sales, you’ll eventually come across a gridlock situation – this is where these negotiation strategies and tactics can play a hand and create a win, win situation. In this article, we’ll share ten negotiation strategies and tactics to help you close more sales, in a consultative and non-pushy way. 1 – Qualify Early.

Negotiate 137

Negotiate Objectives and Key Results Presentation Technique 137

SaaStr

DECEMBER 13, 2023

Numbers don’t lie, but sometimes the stories we tell around them do. Boards do it to CEOs, and CEOs pass it along to CROs. Someone could present the data here, stand up, and say we had a good quarter. A CMO might come in saying they generated 1200 MQLs last quarter, yet sales feel like they’re starving. 2: Misleading.

X-functional 118

X-functional Trust Presentation Drivers/motivators 118

Partners in Excellence

APRIL 5, 2024

But I wanted to do an interim analysis of the stories. This theme underscores the importance of human connection in sales, beyond mere transactions. The field of sales provides constant opportunities to learn — about new products, industries, and human behaviors — and many find this aspect of sales to be particularly rewarding.

Sell 114

Sell Cross-sell Drivers/motivators Education 114

The 5% Institute

AUGUST 25, 2022

One of the most important parts of the sales process as well as your sales conversations, is learning how to deal with sales objections effectively. Knowing how to deal with sales objections can either help you close the sale, or potentially break rapport if you handle them incorrectly.

Sales 140

Sales Objection handling Trust Presentation 140

The 5% Institute

DECEMBER 8, 2022

These techniques are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. Related article: Qualifying Sales Leads – A Step By Step Guide.

Technique 134

Technique Sell Presentation Clients 134

The 5% Institute

AUGUST 11, 2022

Something we teach Sales Professionals and Business Owners that make their sales conversations a lot more successful, is framing a sales conversation – also known as a pre-frame. Framing a sales conversation is a game changer. What Is Framing A Sales Conversation?

Conversion 140

Conversion Objectives and Key Results Trust Sales 140

Partners in Excellence

JANUARY 24, 2024

They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point. They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point.

Represent 111

Represent Presentation Up-sell Engineering 111

Sales Gravy

SEPTEMBER 25, 2023

Sales Presentation Skills That Get You To "Yes" Faster In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. Don't just show up and throw up.

Presentation 86

Presentation Pitch Sales Gaming 86

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. That’s how hard it can be to get funded. But it didn’t matter because of how they were deploying money then. Each VC has a different “flavor.”

Quota 101

Quota Finance Drivers/motivators GTM 101

Search Engine Land

DECEMBER 21, 2023

I often do the bulk of my reading for the year between October and March because then it’s outside time (which isn’t to say you can’t read outside). If you work in marketing, the idea of reading a book about something you do all day and that surrounds you every waking moment might sound unappealing.

Hospitality 113

Hospitality B2C B2B Presentation 113

The 5% Institute

JANUARY 19, 2022

Generally; the longer a sales cycle, the harder it will be to make a sale – which is why we’ll outline in this guide how to close deals faster. In this article, you’ll learn some simple yet effective sales tips to sell more often, and more consistently. How To Close Deals Faster- 5 x Effective Tips.

Closing 144

Closing Objection handling Presentation Follow-up 144

The 5% Institute

AUGUST 28, 2022

In this guide, you’ll learn exactly how to sell high ticket services and their niches, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Read on to learn exactly how to sell high ticket services, and how you can implement it into your sales strategy.

Service 139

Service Sell Niche Consult 139

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. We think our customer care about us–they obsess about our companies, our products, and how great we are.

Manufacturing 109

Manufacturing Finance Presentation Technology 109

Understanding the Sales Force

AUGUST 16, 2023

These 9 steps are pretty standard for a crew doing this type of installation. If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9. It’s quite a process for the crew to complete this project.

Process 90

Process Presentation Sales Follow-up 90

The 5% Institute

OCTOBER 21, 2022

Pitching sales is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering sales pitches can mean the difference between closing the sale – and breaking rapport and starting all over again. Pitching Sales – Presenting The Right Way. Ask for the sale.

Pitch 136

Pitch Presentation Sales Clients 136

The 5% Institute

JULY 5, 2022

Talk tracks – they’re regularly taught in sales training programs and are used plentifully by Sales Professionals in all sorts of industries. But do talk tracks work? And if not, what should you be doing instead? Talk Tracks – Do They Still Work In Sales? Talk Tracks – Do They Still Work In Sales?

Objection handling 141

Objection handling Sales Clients Presentation 141

Partners in Excellence

JANUARY 15, 2024

Many of our news feeds present content based on that which we have read and consumed in the past. We are presented what the sites think we are interested in, or what we might be interested in. As we seek solutions and ideas about what we might do, the algorithms keep pointing us to the same old things.

Represent 116

Represent Presentation Up-sell Clients 116

Martech

DECEMBER 19, 2023

I often do the bulk of my reading for the year between October and March because then it’s outside time (which isn’t to say you can’t read outside). If you work in marketing, the idea of reading a book about something you do all day and surrounds you every waking moment might sound unappealing.

Hospitality 115

Hospitality B2C B2B Construction 115

The 5% Institute

JANUARY 24, 2022

In this article, we’ll explore eight tips that’ll exactly show you how to increase your selling ability; which are used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your overall selling ability.

Sell 144

Sell Presentation Clients Up-sell 144

The 5% Institute

NOVEMBER 3, 2021

Generally; the longer a sales cycle, the harder it will be to make a sale – which is why we’ll outline in this guide how to shorten your sales cycle. In this article, you’ll learn some simple yet effective sales tips to sell more often, and more consistently. Click the link below to learn how.

Objection handling 144

Objection handling Sales Presentation Follow-up 144

The 5% Institute

NOVEMBER 8, 2022

In this article, we’ll detail our consultative selling approach that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. 2 – Building Rapport.

Consult 137

Consult Sell Technique Clients 137

The 5% Institute

MARCH 1, 2022

In this article, we’ll explore eight tips to drive up sales to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Sales 144

Sales Presentation Follow-up Clients 144

The 5% Institute

NOVEMBER 2, 2021

Like any sales profession; inside sales can be taxing if you don’t have a process to follow – which is why we created these inside sales tips to make your tasks a lot easier. In this article, you’ll learn some simple yet effective inside sales tips to sell more often, and more consistently.

Inside sales 145

Inside sales Closing Objection handling Presentation 145

The 5% Institute

OCTOBER 20, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is knowing exactly how to sell over the phone – which is why we’ve created these five tips to make it easier. In this article, you’ll learn how to close sales over the phone more effectively , and more consistently.

Sell 144

Sell Objection handling Presentation Up-sell 144

The 5% Institute

APRIL 11, 2022

In this guide, you’ll learn our bulletproof sales process that has worked absolute wonders for our Students and Sales Professionals all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling.

Process 143

Process Sales Clients Presentation 143

The 5% Institute

FEBRUARY 9, 2022

In this article, we’ll explore 8 x construction sales tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Construction 145

Construction Closing Presentation Sales 145

The 5% Institute

JULY 7, 2022

In this article, we’ll detail how to succeed as an inbound closer; by following a simple yet highly effective step by step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. The Benefits Of Using This Inbound Closer Sales Process.

Technique 141

Technique Clients Closing Presentation 141

The 5% Institute

SEPTEMBER 12, 2022

In sales, positioning yourself as a trusted sales professional can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted sales professional; and how do you position yourself in this way to your potential clients?

Trust 138

Trust Clients Sales Presentation 138

The 5% Institute

MARCH 22, 2022

In this guide, you’ll learn the steps of our sales process model that works absolute wonders for our Students and Sales Professionals all around the world. Learning and following a sales process model would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling.

Closing 143

Closing Process Sales Clients 143