Partners in Excellence

OCTOBER 10, 2018

The concept of providing our customers rich insight has become “standard” for complex B2B selling for at least the last 7 years. Some of us have been doing that all our careers-without knowing that we are providing insight. They focus on the business and potential outcomes.

Construction 82

Construction B2B Closing Sell 82

Salesforce

OCTOBER 11, 2023

Discovery calls give the sales rep insights into the prospect’s pains and goals, which helps them pitch the right products effectively. Today, the estimated value of the Cullinan Diamond is $400 million. Imagine the sensation he felt in that moment, the sensation of discovery. If you’re a sales rep, you might recognize it.

Pitch 59

Pitch Trust Transportation Objectives and Key Results 59

Salesforce

MARCH 15, 2022

As we tracked progress and areas where team members could improve, we decided the next step for using Salesforce to help us grow and develop was to use it to generate vital insights. Just like having a set of steps for making a sandwich, we created processes for key things that made a sale and flowed through appointments.”.

Appointment 96

Appointment Drivers/motivators Sales Territory 96

Lead Fuze

MARCH 1, 2024

A great leader doesn’t just bark orders; they build trust with every interaction and inspire their team to reach new heights. Dive deeper, and we’ll reveal why integrity isn’t just important—it’s non-negotiable—and how gratitude goes beyond ‘thank you’ to truly enhance workplace dynamics.

Teamwork 52

Teamwork Negotiate Trust Strategize 52

InsightSquared

FEBRUARY 11, 2020

Unlike in the movie Field of Dreams, when it comes to CRM, year after year, users have proven, “if you build it, they won’t necessarily come.”. Many quick fixes attempted but most don’t look at CRM challenges from the proper lens and wind up delivering the wrong improvements. And it’s time to solve the challenge once and for all.

CRM 83

CRM Commission Construction Finance 83

Partners in Excellence

JANUARY 13, 2015

Too often, I meet sales people who are uncomfortable with challenging their customers. Not challenging the customer. The buying process shifts from just responding to customer requests, but adding little value, to one of challenging, debating, helping the customer think differently. Customers are looking for leadership.

Customers 93

Customers Meeting Sell Conversion 93

Lead Fuze

SEPTEMBER 30, 2023

The challenge lies in reaching out and engaging these prospects without breaking the bank. In this guide, we’ll uncover how to acquire high-quality leads without investing any money by utilizing proven strategies from successful businesses. How do you generate leads without marketing? Where can I generate leads?

Lead generation 52

Lead generation Cold Call Strategic planning Technique 52

Lead Fuze

NOVEMBER 10, 2023

Are you a budding entrepreneur, dreaming of your startup soaring to new heights? But hold on… Don’t get too carried away just yet; there are challenges too – data management concerns and privacy issues among others. Or maybe you’re already on the journey, trying to navigate through competitive landscapes.

Growth 52

Growth Agriculture Strategic planning Technology 52

InsightSquared

NOVEMBER 30, 2020

Sometimes you have to react on the fly, act on the best information you can find, and just give it all you’ve got. That’s what many of you have done during the extreme and unpredictable challenges of 2020. That’s what many of you have done during the extreme and unpredictable challenges of 2020.

Territory 62

Territory CRM Pipeline Sales 62

Partners in Excellence

FEBRUARY 9, 2018

Every once in a while, someone asks me, “When is it right to challenge?” ” At first the question bothered me, my knee jerk reaction was, “We should be challenging our customers 100% of the time.” But, I’ve always tended to think of Challenging in a different context.

Education 63

Education Up-sell Sell Conversion 63

Partners in Excellence

FEBRUARY 7, 2013

Insight is a key differentiators in the value we create for our customers, throughout their buying process. The insights we provide, the ability to help the customer think about their businesses differently is critical both to their and our success. So I’m troubled by the notion of the Insight or Teaching Pitch.

Pitch 88

Pitch Conversion Customers Sell 88

InsightSquared

FEBRUARY 11, 2020

Unlike in the movie Field of Dreams, when it comes to CRM, year after year, users have proven, “if you build it, they won’t necessarily come.”. Many quick fixes attempted but most don’t look at CRM challenges from the proper lens and wind up delivering the wrong improvements. And it’s time to solve the challenge once and for all.

CRM 62

CRM Commission Construction Finance 62

Lead Fuze

DECEMBER 4, 2023

It crafts quality blog posts or product descriptions faster than any human could ever dream of doing so. Just imagine having SEO-friendly copy that can boost your online presence without breaking a sweat! Traditional methods would have writers burning the midnight oil for hours on end just to produce quality work.

Engineering 52

Engineering Technique Contact Follow-up 52

Partners in Excellence

NOVEMBER 25, 2013

Today, we are all trying to engage our customers with Insight. But so much of what people think of as Insight ends up prompting no reaction from the customer. ” But if we don’t produce a compelling response, “We’ve got to do something about this situation–now,” the insight is just a nice discussion.

Up-sell 100

Up-sell Customers Sell Conversion 100

Partners in Excellence

AUGUST 9, 2013

There has been so much good discussion on Insight over the past few years. Everyone tends to have a different point of view–or twists what Insight is to support their own point of view (and I am probably guilty of that). But in reading a lot of the discussions, I get a feeling that Insight is becoming the destination.

Pitch 95

Pitch Construction B2B Up-sell 95

Partners in Excellence

MARCH 22, 2014

So if we wait to start our selling until the RFP is issued, then we deserve the outcome we get. It’s helping them define the expected outcomes. Someone was involved (or should have been) early in helping the customer buy–it just wasn’t the people who become aware of the opportunity when they see the RFP.

Education 89

Education Up-sell Prospecting Drivers/motivators 89

Hubspot

APRIL 1, 2019

They’ll just tell you to take it from the top. That usually involves talking about benefits, outcomes, and desired results. Tell a story in which your buyer is just like the main character. What makes a good sales presentation? It ends with a strong call-to-action. Hate the thought of doing sales presentations ? Am I right?

Presentation 100

Presentation Technique Closing Sales 100

Partners in Excellence

OCTOBER 17, 2014

In this stage, the customer also focuses on defining the desired outcomes or results they would like to achieve. The When focuses on When the customer needs achieve the desired outcomes or the results they seek to achieve. “We need to see a 25% improvement in profitability by XX date.” Who is an integral part of this.

Process 97

Process Sell Presentation Customers 97

Lead Fuze

NOVEMBER 14, 2023

But with the power of artificial intelligence (AI), that dream is inching closer to reality. With just some basic knowledge and the right tools, even small businesses can harness AI for everything from enhancing customer experience to optimizing operations and marketing strategy. Well, we’re not quite there yet. Are you ready?

Gaming 52

Gaming Campaign Technology Technology 52

Lead Fuze

DECEMBER 5, 2023

Now picture having an intelligent assistant that can sift through all those books and deliver only the most relevant insights right into your hands – that’s generative AI for you! How to use generative AI to improve SEO ? How will generative AI impact SEO? Is AI generated content good for SEO?

A/B testing 52

A/B testing User Experience Engineering Strategize 52

Partners in Excellence

AUGUST 6, 2013

Without great value, the customer has no reason to change or no reason to select us. Without great value, the customer has no reason to change or no reason to select us. Is it providing insight for customers? But most of all, we want to focus our insight on things in which we can specifically help the customer.

Sell 94

Sell Trust Pitch Education 94

Partners in Excellence

AUGUST 3, 2014

More importantly, we’ve missed the opportunity to shape or influence the ending. ” Perfectly reasonable questions, but unlike the watching a movie with my wife, the customer can say, “We’ve already done our research, we just need some answers from you, we don’t want to backtrack, just give us the information we need.

Up-sell 97

Up-sell Process Start-ups Sell 97

Partners in Excellence

JANUARY 2, 2014

It’s inevitable that many change initiatives lose steam, not for lack of enthusiasm or even commitment, but we just lose our way. ” Too often, our sales initiatives or our customers’ buying initiatives resemble this—we’re going somewhere, we just don’t know where or when we are going to get there. .”

Customers 88

Customers Sales 88

Lead Fuze

MAY 26, 2023

Effectively managing marketing agencies is a vital factor for businesses of all sizes, as it can have an immense impact on the success of their promotional efforts. As a seasoned expert in the field, I am cognizant of the importance of forming strong ties and sustaining open communication with marketing firms.

Objectives and Key Results 52

Objectives and Key Results Campaign E-commerce Strategize 52

Partners in Excellence

JULY 5, 2013

Are “Challenging” and “Insight” synonymous? Or actually, I’ve been thinking, “Does the Challenger sales person have to be the provider/teacher of the insights, or is she the orchestrator and manager of the process? And to many sales people are unable to respond.

Pitch 95

Pitch Sales Manufacturing Represent 95

Partners in Excellence

JULY 29, 2014

Yet we do nothing, we live with the daily problems and challenges. We accept the outcomes or results we get, perhaps blaming bad luck, or worse blaming someone else. We accept the outcomes or results we get, perhaps blaming bad luck, or worse blaming someone else. Sure we may be annoyed, hassled, unhappy.

Construction 94

Construction Represent Customers Sales 94

Partners in Excellence

MARCH 3, 2013

The good news, we’ve engaged our customers with stunning insights. The bad news, the brilliant insight you provided didn’t cause them to immediately succumb and give you a PO. How can they take your insight and put it out to bid? You’ve gotten them excited, they’re motivated, they want to change!

Pitch 91

Pitch Price Leadership building Drivers/motivators 91

Lead Fuze

JULY 7, 2023

But setting effective sales goals involves more than just choosing an arbitrary number. How setting targets can reduce customer churn Creating objectives isn’t just about gaining income, it’s also about maintaining your customers contented. They give you a clear target to aim for and keep you focused on the prize.

Drivers/motivators 52

Drivers/motivators Lead generation Sales Technology 52

Partners in Excellence

JULY 15, 2013

I’ve been writing a lot about Insight recently. Clearly Insight is important—it always has been, always will be. What we label as Insight may have evolved. Those are all various forms of Insight that have been around for decades, if not millenniums. We have to be careful about Insight. Let me move on.

Contract 87

Contract Technique Up-sell Customers 87

Partners in Excellence

JANUARY 29, 2015

By definition, 100% of the customers in our sweet spot will need our solution at some point, but the challenge we face is understanding who needs to take action now. If we’ve done (1) well, most of the customers will be interested in learning about what we do, gaining insight about opportunities and abilities to improve.

Sales 93

Sales Education Prospecting Process 93

Hubspot

MARCH 23, 2017

New copy isn't better just because it's new. You can't just give your copy a "refresh" or aimlessly fiddle with headlines to get a huge boost in conversions. It was a conversion copywriter's dream come true! Now, we just needed to find out what those words were. Diagnosing Issues and Setting Goals.

Conversion 78

Conversion Customers CRM Growth 78

ConversionXL

JANUARY 7, 2015

For conversion purposes, they can be a dream come true. If you’ve looked at enough SaaS websites, you’ve probably noticed a bit of a theme: home pages designed to act as landing pages. They have minimal top navigation. Or in some cases, they have none at all. How much is enough copy? In their words, “They don’t.”

Drivers/motivators 132

Drivers/motivators Service Up-sell Prospecting 132

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. This episode is sponsored by Linode. This episode is an excerpt from a session at SaaStr Summit: Enterprise.

Price 60

Price Retail X-functional Healthcare 60

Sales Hacker

MARCH 2, 2020

The Challenger Sale. Insight Selling. The Seller’s Challenge. The Challenger Customer. As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. This list is not endorsed or sponsored in any way.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

ClickFunnels

SEPTEMBER 29, 2022

Step #1: Clearly Define Your Dream Customers. You need to know who your dream customers are if you want to create an effective marketing strategy. Meanwhile, if your company is already established, then you can identify your dream customers by looking at your sales data. What your dream customers are struggling with.

Launch 130

Launch Cross-sell Objectives and Key Results Niche 130

Lead Fuze

OCTOBER 4, 2023

That dreaded silence, the sweat on your brow as you scramble for just the right phrases to convey your message. This piece explores how AI not only saves us from awkward silences but also equips us with data-backed insights and custom content creation tools that crank up our pitching success. We’ve all been there.

Pitch 52

Pitch Sales Presentation Technique 52

Sales Hacker

OCTOBER 7, 2021

As a single parent, I could have challenged it or at least worked out weekends at home – but I was young and simply complied with the request. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions.

Sales 130

Sales Start-ups Up-sell Cross-sell 130