Partners in Excellence

DECEMBER 7, 2023

How are people using these tools? How are they leveraging them to differentiate their engagement strategies? Sellers aren’t using them, or they use them minimally to keep managers off their backs. These tools have freed up sellers from having to do the “tedious” research to get the data.

CRM 127

CRM Technique Conversion Customers 127

Tibor Shanto

OCTOBER 4, 2021

A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. Specifically, how we use positive data in prospecting and Discovery, in this case the latter. A better way to data driven Discovery. I had the opportunity to dissect a recorded Discovery call with a team last week.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

Partners in Excellence

DECEMBER 15, 2023

If the majority of the questions are closed ended, the engagement isn’t much better. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? ” Seller: “I’m doing the best I can, I’m not getting enough leads!

Construction 118

Construction Pipeline Gaming Conversion 118

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” Some of the more advanced sellers look at the value created/realized by these solutions. If the value of our offerings is virtually undifferentiated, how do we create a unique value?

X-functional 127

X-functional Price Presentation Product 127

Partners in Excellence

FEBRUARY 1, 2024

Unless you are really interested in what you do as a Seller, doing any job in selling can be crushing. Recently, I read one of Paul Graham’s pieces on “ How To Do Great Work. Recently, I read one of Paul Graham’s pieces on “ How To Do Great Work. Without a doubt, selling is a really hard job.

Sell 77

Sell Quota Conversion Meeting 77

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? If it is meant to mimic how most people having the word Sales in their job title interact with their customers, I was never interested in SALES. ” At the same time, I challenged Christian and others to answer the same question.

Customers 113

Customers Contract Consult Electrical Engineering 113

Highspot

APRIL 30, 2024

In fact, 71% of organizations don’t provide guidance to employees on how to use AI, and half of companies are skeptical about its impact. As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? more views on their items.

Government 52

Government Sell Sales Go To Market 52

Partners in Excellence

APRIL 18, 2024

For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. There was virtually no discussion on qualification and better execution of the sales process. Would you be interested in learning how we can help your organization?”

SQL 117

SQL Quota Presentation Prospecting 117

SalesLoft

MARCH 11, 2024

For him, it was easy to notice how much his team was better able to prioritize what they wanted to do in a day, whether that was sending emails, having phone calls, or even analyzing their past performances to see how to improve going forward. When they log in, the tasks are ready to go. They don’t have to find them.

Gaming 98

Gaming Healthcare Prospecting Start-ups 98

Sales Gravy

SEPTEMBER 8, 2023

A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. Modern sellers must also have an ownership, or entrepreneur, mindset.

Territory 94

Territory Clients Sell Sales 94

Search Engine Land

SEPTEMBER 13, 2023

Acquiring as many positive reviews as possible will pay off for Amazon sellers. Quality assurance Reviews help hold sellers accountable for the quality of their products. Improved products Constructive feedback in reviews can be valuable for sellers. The answer is a resounding, “Yes!”

Trust 135

Trust Construction Sales Campaign 135

Partners in Excellence

JANUARY 29, 2024

The seller identified an issue he thought was impacting our company. We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better? It was a provocative outreach. They want to discuss.

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Partners in Excellence

FEBRUARY 7, 2024

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?” Customers are always a seller’s “real world.” In the meetings, I’ve been doing an informal survey of leaders, at all levels.

Meeting 116

Meeting Presentation Contact Customers 116

SalesLoft

APRIL 8, 2024

Pain point 1: Understanding how campaigns performed For Ron, the number one issue he and his team had was centered around understanding and analyzing exactly how their campaigns worked. He told us that he and his team ultimately moved to Salesloft because it put a lot of the power into the hands of the sellers themselves.

Inside sales 86

Inside sales Sales Campaign Technology 86

Partners in Excellence

MARCH 9, 2024

I don’t know how many conversations I get into on “objections.” ” Less experienced sellers wring their hands, figuratively, worrying about objections. “How do I avoid or minimize objections?” ” “How do I best handle them?” Objections are a part of that.

Conversion 116

Conversion Customers Sell Sales 116

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. How do we specifically solve these problems with your solution? • How do we do it differently from the competition? What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? Some are seller centric. But the seller centric approach focuses on what we need to demonstrate to be chosen. Buyer centricity, starts in a very different place than order or seller centric sellers. Sadly, too many are focused only on the order. It’s very efficient.

Objectives and Key Results 142

Objectives and Key Results Quota Represent Education 142

Partners in Excellence

MARCH 2, 2024

I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments.

Sell 113

Sell Education Territory Engineering 113

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. Warning: There is no redeeming value to this post.

Pitch 109

Pitch Manufacturing Objectives and Key Results Launch 109

Partners in Excellence

JANUARY 25, 2024

By the time we engage the customer, the customer has determined how they will solve the problem. There is so much data around how we are getting involved later and later. I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. Think about that for a moment.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Salesforce

FEBRUARY 2, 2024

You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job. You feel like you’ve got a firm grasp on your prospect and their pain points. Days go by, and you hear nothing but crickets.

Pipeline 105

Pipeline Sales CRM Quota 105

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? To answer this, we approached six leading Salesblazers — CEOs, chief revenue officers (CROs), sellers, and coaches. I’m struck by how the four agreements seem purpose-built for the B2B seller. It’s how you show up.

Quota 86

Quota Closing Education Sales 86

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything?

Go To Market 90

Go To Market GTM Non-Profits Quota 90

Partners in Excellence

FEBRUARY 16, 2024

It was roughly 4 times better than the lowest performing technique and 2-3 times better than the others. Even though it’s 2-4 times better than other approaches, why do we consider that an acceptable response rate? Or how do we get 80% of our people achieving their goals, rather than 40%? Win rates at around 15%.

Manufacturing 115

Manufacturing Technique Pitch Up-sell 115

Partners in Excellence

NOVEMBER 9, 2023

Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. I suspect it’s human nature to constantly be in search of short cuts. Technology has become our savior.

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. Partner love: Sales Authenticity Where does sales authenticity originate and how can sellers embrace it Understanding Buyers want to be more than heard, they want to understood. In short: to sell the way you buy.

Sell 92

Sell GTM Sales Up-sell 92

Partners in Excellence

JANUARY 5, 2023

” We’re taking deep breaths, trying to understand what that means, looking at how we, sellers, respond and move forward. Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help.

Customers 106

Customers Assembly Line Commission Manufacturing 106

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. Regardless of your revenue goals, if you can be faster and more effective at your sales planning practices, you will give your sellers a competitive advantage. Related: How to Calculate a Lead Score, with Examples. This information can be helpful.

Territory 99

Territory Quota Strategic planning Sales 99

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” They were probably top performers as sellers. The rationale is, “We need to win the deal, we need to hit our goals, I can do it better myself!” But that’s not the point!

Closing 129

Closing Sell Sales 129

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. They don’t know how to drill more deeply into the issues, or to how to challenge their thinking.

High impact 123

High impact Pitch Conversion Prospecting 123

Partners in Excellence

JULY 13, 2023

Since the earliest days of selling, our vision is to free up sellers time to sell! But they infringe on our dream of having sellers working 7×24 with customers. The lists of things that rob sellers from time to work with customers grows. The lists of things that rob sellers from time to work with customers grows.

Up-sell 96

Up-sell Sell Legal CRM 96

Partners in Excellence

NOVEMBER 28, 2022

We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Sellers are selling as hard as they can! As a result, only 41% of sellers are making their goals.

Up-sell 101

Up-sell Sell B2B Process 101

Hubspot

APRIL 1, 2024

It’s kind of a running joke that no seller will ever get enough leads. Every seller wants a strong, steady stream of quality inbound leads. So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. Want more content like this?

Cross-sell 61

Cross-sell CRM Referrals Up-sell 61

Partners in Excellence

FEBRUARY 2, 2024

” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive. As I look at how too many sellers are using Generative AI, I wonder if we are using it to its full potential? All these outreaches are similarly ambiguous and non specific, hence usually irrelevant.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

Sales Pop!

AUGUST 1, 2023

Because of its vast customer base, it’s an attractive marketplace for online sellers with the current number of sellers exceeding 500,000 individuals. Anyone can meet the requirements and become a seller on Amazon, but not everyone makes it to the top where they earn upwards of $1 million from Amazon alone.

E-commerce 97

E-commerce Price Sales Up-sell 97

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. Implication.

Customers 154

Customers Objectives and Key Results Technique Represent 154

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Sellers tend to get engaged at the very end, when they have done all that and are looking to solutions or considering alternative products to help them address the issues.

Consult 106

Consult Trust Customers Clients 106