Partners in Excellence

MARCH 4, 2019

They continue to grow, productivity and performance continues to improve, attrition (voluntary/involuntary) is very low, costs of selling are well managed and in control. I’m tremendously optimistic about the future of selling. If anything, selling is becoming more important. They are learning organizations.

Sell 72

Sell Cold Call Sales CRM 72

SalesBlog!

DECEMBER 15, 2021

With a local economy downturn this person now had the power of selling through other regional markets without any real costs. I talked about holistic selling before it was popular to do so. I talked about holistic selling before it was popular to do so. Many couldn’t make the change to VoIP and are either dead or dying.

Territory 52

Territory Manufacturing Education Up-sell 52

A Sales Guy

MARCH 17, 2017

The telling economy is dying and it’s being replaced by the show me economy. If you’re in sales and you say you use social selling, they want to see it, it’s not good enough to just tell them. The tell me economy is dead. The post The Tell Me Economy is Dead appeared first on A Sales Guy.

Elevator Speech 80

Elevator Speech Referrals Promote Gaming 80

SaaStr

FEBRUARY 4, 2021

Instead, he focused on doubling and tripling the productivity of the best of what he had, and immediately bringing in talent that could sell at 2-3x the rate of our prior median. What can we learn from it? There wasn’t time for them to make an impact in 90 days. The product didn’t change. Pipeline is an important sales tool.

Pipeline 138

Pipeline Sales Price Promote 138

Understanding the Sales Force

APRIL 9, 2014

Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. Although the author tried, the article did little to convince ME that SPIN was dead. Selling is not dead and not dying. Well, maybe. It was only a role-play and it wasn''t real.

Sell 99

Sell Up-sell Prospecting Price 99

Sales Hacker

OCTOBER 28, 2022

I recently had the genuine pleasure of attending Scott Ingram’s 2022 Sales Success Summit. Is every sales event so provocative and fun?). Here are some things I learned and loved. But first —. What is the Sales Success Summit? The summit is an idea-rich, TED-style event held over two days. Props for Scott Ingram’s extremely cheeky survey questions.

Sales 86

Sales Follow-up Quota Presentation 86

Partners in Excellence

FEBRUARY 26, 2020

The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. Someone tried to suck me into a LinkedIn discussion on cold calling today. I’ll look at a variety of aspect of cold calling. What is cold calling? Everyone has a different definition of it.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

Sell Or Die

APRIL 10, 2019

Welcome to the great Cold Calling debate of 2019, on one side is Jeffrey Gitomer who believes that cold calling isn't a way to sell anymore. On the side of the debate is Anthony Iannarino, who believes that while cold calling may not be dead certain approaches absolutely are. On today's show.

Cold Call 40

Cold Call Drivers/motivators Sell Customers 40

Heinz Marketing

FEBRUARY 15, 2021

This week’s show is called “ Remote Selling Best Practices from the “King of Sales ” and our guest is Jeffrey Gitomer , King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author and the author of many books– the latest of which is “Go Live! You can even ask Alexa! This and a lot more!

Pipeline 87

Pipeline Sales Up-sell Start-ups 87

Sell Or Die

JULY 24, 2019

Welcome to Women Crush Wednesday, a brand new segment on Sell or Die. In addition, Brynne is the author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling. How to social sell without being a pitcher. She's helping salespeople learn how to start more sales conversations by leveraging the power of LinkedIn.

Pitch 40

Pitch Sales Contact Conversion 40

Sales Hacker

NOVEMBER 9, 2017

The hard sell is dead. The cold email is dying. Consumers today are surrounded by sales — ads on their computer screen, commercials on TV, sponsors on their podcasts, spam in their inbox. That flood of incoming information has led to fatigue. Nearly half of consumers distrust brands and only 6.7 Think Like a Sales Rep.

Service 85

Service Customers Referrals Sales 85

PandaDoc

JUNE 26, 2018

Now let’s assume that you sell top-notch watches. Starting a new business is always a risk. The competition is fierce, the market is saturated, and sales reps of opposing companies are fighting for each prospect like hungry dogs. But why do we even try when the bars are so high, and the odds are so low? Goliath fell back and died.

Sales 53

Sales Technique Follow-up Niche 53

Sales Pop!

MARCH 31, 2023

And once more, we have tens of thousands dying. She said, “The only good Russian is a dead Russian.” There is a current best-selling book called MegaThreats: Ten Dangerous Trends That Emperil Our Future by Nouriel Ruobini. My hope is that this will not be the beginning of World War III. I got very serious.

Territory 52

Territory Government CRM Pipeline 52

Hubspot

JANUARY 8, 2020

As a massive fan of live music (I've seen over 790 live shows including 75 Grateful Dead concerts), the idea of "fandom" has fascinated me for decades. Ultimately, they embody the most powerful marketing force in the world — die-hard fans. Five years ago, I set out to study fandom. I began by asking myself — Why do I love live music so much?

Customers 88

Customers Cross-sell Government Up-sell 88

Lead Fuze

JULY 7, 2023

Lowering acquisition costs through effective goal setting Forget about wasting time and money on dead-end leads. Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. It not only drives revenue growth but also helps in managing customer churn and acquisition costs effectively.

Drivers/motivators 52

Drivers/motivators Lead generation Sales Technology 52

Adaptive Business Services

SEPTEMBER 20, 2017

Salespeople are the lifeblood of the business and nothing, I mean nothing, happens until somebody sells something. Salespeople are rewarded for selling your products and services as this is their job and good salespeople are hardwired to perform it. I based my entire selling career on these two sectors. The salesperson only?

Commission 48

Commission Quota Repeat business Referrals 48

Partners in Excellence

APRIL 26, 2013

These deals are dead, we just won’t admit it to ourselves. I do deal reviews with sales people every week. Too often, I hear the same thing, “The customer is busy right now, they’ve asked me to call back in 30 days.” ” 30 days becomes 60, 60 becomes 90…… We keep those deals in our funnels.

Customers 88

Customers Appointment Drivers/motivators Follow-up 88

Gong.io

MAY 24, 2018

These calls were recorded, transcribed, and analyzed with AI to identify — with data — which selling behaviors lead to more closed deals. This Data Point Further Shows Closing Techniques are Dying. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that.

Technique 97

Technique Closing Gaming Cold Call 97

Sales Hacker

JUNE 16, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn’s sales navigator is a relationship-based digital selling tool that’s designed to help you do just that. His expertise stems from over 20 years of consulting, coaching, speaking training, and writing.

Trust 99

Trust Government Strategic planning Hospitality 99

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . We’re serious about data. Hard-hitting sales stats. Our mantra is “Goodbye, opinions. Hello reality.” How do they do it? Sales Stats for Prospecting.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Openview

JUNE 8, 2018

These calls were recorded, transcribed, and analyzed with AI to identify – with data – which selling behaviors lead to more closed deals. This Data Point Further Shows Closing Techniques are Dying. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that.

Technique 77

Technique Closing Gaming Sales 77

Sales Hacker

SEPTEMBER 30, 2019

Now email isn’t dead, but man is it boring. Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best.

Engineering 50

Engineering Negotiate Technology Technology 50

ConversionXL

SEPTEMBER 6, 2013

I feel like “conversion rate optimization” is in 2013 what “social media marketing” was in 2009. Most startups fail. Not because they have a conversion problem but because they never really nail the product or how to market it. Same goes for e-commerce, SaaS or any startup really. This is not a conversion problem.

Conversion 126

Conversion Minimum Viable Product E-commerce Customers 126

Sales Hacker

JULY 27, 2020

Part VI: Tools To Maximize Your Cold Email Results. PART I: It Starts With Knowing Your Prospect. One of the first rules I learned about writing emails that get responses is to start with one question: Where is your prospect at right now — mentally, physically, emotionally, and historically? Ask yourself: Where do they work? Now release them.

Up-sell 96

Up-sell Prospecting Start-ups CRM 96

Gong.io

MAY 24, 2018

These calls were recorded, transcribed, and analyzed with AI to identify — with data — which selling behaviors lead to more closed deals. This Data Point Further Shows Closing Techniques are Dying. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that.

Technique 48

Technique Closing Gaming Cold Call 48

Gong.io

MAY 24, 2018

These calls were recorded, transcribed, and analyzed with AI to identify — with data — which selling behaviors lead to more closed deals. This Data Point Further Shows Closing Techniques are Dying. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that.

Technique 48

Technique Closing Gaming Cold Call 48

ConversionXL

DECEMBER 14, 2015

Writing copy that converts is like boxing. Your shots need to flow, and you need to be 3-4 steps ahead of your opponent. You have to predict their counters, slips and movement patterns before they even think of doing them. Similarly, to craft high-converting copy, your sentences have to flow. What Is Neurolinguistics? Image Source.

Pitch 80

Pitch Non-Profits Entertainment Price 80

Hubspot

NOVEMBER 29, 2010

Ben & Jerry's started in Burlington, Vermont, selling ice cream cones. When they were well down the path and quite successful, Jerry went to one of his advisors and said he wasn't happy and was thinking of selling the business. Here are some of the ways they ignored conventional wisdom that I liked a lot: 1.

Cold Call 66

Cold Call Follow-up Up-sell Start-ups 66

SBI

JANUARY 8, 2013

Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. It requires authentic, mutually beneficial, conversations.

Sell 51

Sell Customers CRM Prospecting 51

Salesmate

OCTOBER 6, 2021

The myth “Cold calling is dead” has been circulating in the industry for years, and for the right reasons, even our marketing strategies have evolved. . Is cold calling really dead? By all means, the idea that cold-calling is dead is a lie unto itself. Cold-calling is not dead. Cold calling is dead.

Cold Call 98

Cold Call Cross-sell Campaign Pitch 98

Search Engine Land

SEPTEMBER 8, 2023

Why I’m beating this ‘dead horse’ While writing this article, I showed some early drafts to some of the smartest SEOs I know. A few responded, “It’s all valid, but why beat a dead horse?” DA scores range from one to 100, with higher scores corresponding to a greater likelihood of achieving higher rankings.

Engineering 143

Engineering Gaming Presentation Sports 143

Heinz Marketing

SEPTEMBER 17, 2018

We were thrilled this last time to be able to talk to Melissa Madian Founder and Chief of Fabulous at TMM Enablement Services. ” Matt: Thanks everyone for joining us today, if you’re joining us live, thank you so much. We are featuring every week some of the best and brightest minds in sales and marketing. Matt: That is awesome.

Pipeline 56

Pipeline X-functional Sales CRM 56

The Lost Book of Sales

OCTOBER 22, 2020

High-level thoughts Personally, this would have been a low rating book if not for just two or three chapters that ended up being a complete breakthrough. I couldn’t stop taking notes and shuffling my many thoughts that kept rising during these intense moments. Here the definite highlights are the exploration of neuroticism and transference.

Drivers/motivators 105

Drivers/motivators Follow-up Represent Price 105

Partners in Excellence

MARCH 24, 2023

As I reflected on her responses, I realized she had hit on the issues that make buying and selling so challenging. She seemed a little down. I asked, “Do you feel bad with all the attention ChatGPT 4 is getting, you are the older version.” ” She was silent, I didn’t know if I had hit a nerve.

Conversion 105

Conversion Construction Sell Education 105

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. What did he mean by this?

Drivers/motivators 59

Drivers/motivators Start-ups Growth Territory 59

InsightSquared

JANUARY 15, 2021

Step one: stop wasting time on dead and dying deals. . According to our research, on average, it takes sales reps more than three weeks to recognize — and admit — a deal is dead. You’ve set big goals for your team. You’ve even upped the quota. Everyone is onboard but can you really make it happen? Where to start?

Pipeline 71

Pipeline CRM Cross-sell Strategize 71

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. 241: Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. Who is involved?

Strategize 60

Strategize Quota Non-Profits Price 60