Partners in Excellence

OCTOBER 30, 2018

Inevitably, something came up forcing the managers (mostly) and the sales people to cancel the reviews. Neither the managers nor the sales people really took the reviews very seriously. There was relatively no discipline in the organization. Sales people tended to do their own thing, managers did theres.

Sales 86

Sales Pipeline Meeting Start-ups 86

Partners in Excellence

JUNE 23, 2022

Tired Selling Advice In Praise Of Boring Sales Organizations Encountering Resistance Disciplined Execution, The Secret To Success! Reading an outstanding article by Reid Hoffman, False Choices , one term leaped out to me—flexible persistence. It’s such an important and powerful concept.

Up-sell 98

Up-sell Process Growth Sell 98

Partners in Excellence

DECEMBER 14, 2020

But there’s a down side to this—organizations can’t sustain constant “crises” mode. Too often, I encounter executives and organizations operating in crisis mode constantly. If we are to drive constant improvement in our organizations, we have to move beyond responding to crises.

Pipeline 70

Pipeline Consult Clients Growth 70

Heinz Marketing

NOVEMBER 10, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. In Praise Of Boring Sales Organizations. Sometimes, in business, boring can be a good thing. Stop Trying To Get Every Customer To Love You.

B2B 68

B2B Negotiate Strategize Customers 68

Sales Hacker

FEBRUARY 24, 2021

Don’t bore them with your pitch. CFOs worry about your organization’s financial position. CFOs worry about your organization’s financial position. Executives and high officials always praise people who do their homework. After all, in the end, the deal is supposed to bring in profit. This is where their heart is.

Sell 90

Sell Pitch Finance Cross-sell 90

Partners in Excellence

OCTOBER 1, 2019

In sales and marketing, we are no different. We constantly look for that silver bullet that drives sales and marketing success. Any research I’ve seen on what drives great organizational and individual performance, shows a number of things: Great organizations aren’t any smarter than the mediocre.

Up-sell 59

Up-sell Technology Technology Sell 59

Veloxy

SEPTEMBER 28, 2021

Sales reps and managers are frustrated by the fact that today’s average cold email response rate is a lousy 1%. Now it’s time for you to do the same thing and become the sales champion that you and I both know that you are! And share it with your sales colleagues. Cold hard fact #1 : Most cold email ROI sucks.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204