Partners in Excellence

AUGUST 31, 2018

It seems there is always some huckster promising “miracle cures,” “Do these 5 things and customers will immediately buy—I’ll tell you the secrets to success for $99.95!” The claim is, “do what I’ve done, you can achieve the same results.” At least until now…… !

Up-sell 48

Up-sell Sell Customers Product 48

Gong.io

NOVEMBER 25, 2019

There are two big insights that we’ve had from observations that we’ve made over the years, watching lots of sales forces operate. . If I want to get somebody to do something differently—say I want them to sell solutions not boxes, or I want them to sell value not on price. Where should I spend my time?

Price 71

Price Strategize Up-sell Cold Call 71

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. And I feel like a talk show host in this kind of set up. So I’ve known Dev for a long time, when I was the founder and CEO of AppDynamics, Dev was in our board and I worked with them long time.

Up-sell 95

Up-sell SQL Product Start-ups 95

Partners in Excellence

DECEMBER 18, 2015

In grade school, many of us learned about Ponce de Leon’s search in the “New World” for the Fountain of Youth. I still don’t have the 6-pack abs and massive chest like the picture in my Gym, but I’m almost to a 2-pack with hope of getting to more. I promise you it will produce results!

Market share 51

Market share Quota Growth Pitch 51

Partners in Excellence

MAY 10, 2012

It quickly enables us to recognize, “I’ve encountered something like this before—-this is how I recognized it, this is what I did, this is what happened as a result.” The Secret To Sales Success I Thought I Had Solved World Hunger On Sales Process And Other Unnatural Acts!

Process 91

Process Sales Customers 91

Partners in Excellence

DECEMBER 6, 2011

It’s a great conversation, but to some degree, I’m confused. I think most sales people recognize this, but the problem is the “insight” customers value has changed profoundly. Customers appreciated this, they had no source of this information before. I was speaking to some of their product developers.

Sell 95

Sell Up-sell Technique Education 95

Partners in Excellence

JULY 2, 2013

” Sometimes, I think we are a little cavalier about providing insight and challenging our customers. Recently, I looked at a series of calls a sales team was making. Recently, I looked at a series of calls a sales team was making. They had very strong insights, well researched, good supporting materials, and case studies.

Sell 89

Sell Manufacturing Objectives and Key Results Appointment 89

Partners in Excellence

JANUARY 30, 2013

I had a fascinating conversation with a sales executive today. They had gone through the training and were ready to start providing insights to their customers, transforming the customer engagement process, intercepting the customer before they had even recognized they have a problem or opportunity.

Pitch 91

Pitch Up-sell Conversion Start-ups 91

SaaStr

JULY 30, 2020

Finally, before TalentBin, Pete founded Honestly.com building the world’s first professional reputation clearinghouse and raising funding from CRV and First Round in the process. Harry Stebbings: We are back for another week in the world of SaaStr. My word, I’m so excited for this one.

Cross-sell 75

Cross-sell Up-sell Start-ups Sell 75

Partners in Excellence

JANUARY 25, 2018

Regular readers of this blog know that I’ve become very interested in the concept of Micro Improvements. I’ve written about the concepts in these posts: Plateauing and The Importance Of Small Changes In Improvng Performance. I thought I’d give a progress report.

Gaming 52

Gaming Quota Start-ups Prospecting 52

Salesmate

MARCH 17, 2020

In this article, I am going to tell you how you can equip yourself better for handling potential customers by creating a winning sales process for your startup in 2020. I will be focusing on the most crucial sales process stages every startup must focus to get the desired result. Well, I never said you won’t face objections, did I!

Process 125

Process Objectives and Key Results CRM Sales 125

Hubspot

MARCH 31, 2015

I have a riddle for you: Everyone has some, but wants more, and some people think they have less than others do. Constant competition to advance the world as we know it has made creativity that a more sought-after attribute in employees, in employers, in medicine, in music, in design, in entertainment -- in everything. What is it?

Networking 78

Networking Start-ups Follow-up Presentation 78