Partners in Excellence

NOVEMBER 29, 2020

We can gain great performance advantage by systematizing that which has been very effective, and consistently executing those best practices in a disciplined manner. Nor do we face contexts of function, for example, sales, engineering, manufacturing, marketing, finance, or HR. We must adapt these to each context we encounter.

Manufacturing 123

Manufacturing Finance Engineering Process 123

Partners in Excellence

JUNE 26, 2022

Don’t get me wrong, I want to dominate every sales situation, I want to beat my competition every time. ” (34% of the whole pie) What causes this? ” There is a huge opportunity for us to get a bigger piece of the pie in competing for business. 60% of committed/funded buying efforts end in No Decision Made!

Up-sell 104

Up-sell Start-ups Follow-up Sell 104

The 5% Institute

AUGUST 9, 2021

In this article, we’ll uncover the five top sales techniques to help you consistently close more sales without being pushy, or salesy. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. 5 x Top Sales Techniques To Close Easier.

Technique 145

Technique Closing Presentation Sales 145

SaaStr

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. Vendr SaaS Consultant Katie Oates and Vendr Vice President of Customer Team Jeff Swank share eye-opening data and insights into buyer trends from 2023. Why is this?

Price 95

Price Contract CRM Engineering 95

The 5% Institute

MAY 27, 2021

In this article, we’ll uncover the five best sales techniques to help you consistently win more clients. Whether you’re a Sales Professional, Business Owner or Entrepreneur; this article will help you win more sales in a consultative way. The 5 x Best Sales Techniques To Win More Clients. Asking for the sale.

Technique 145

Technique Clients Consult Presentation 145

The 5% Institute

MAY 7, 2021

In this article, we’ll uncover five powerful sales closing techniques to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. 5 x Sales Closing Techniques To Win More Sales. Finding pain.

Technique 145

Technique Closing Sales Presentation 145

Sales Hacker

SEPTEMBER 28, 2020

If you’re a sales pro, you should. This can be wildly effective, but I think it misses a fundamental point. I call this change in posture, “ The Lean.”. You’ll know The Lean when you see it. The Lean is not an invitation to pitch, however. Nobody likes tension, right? Focus on the Positive.

Prospecting 125

Prospecting Trust Sports Pitch 125

The 5% Institute

JANUARY 27, 2021

In this article, we’ll uncover the five selling basics you need to consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. 5 x Selling Basics to Close More Sales. Asking for the sale. Handling objections.

Closing 145

Closing Sell Consult Presentation 145

Partners in Excellence

JUNE 13, 2022

The most effective executives schedule lots of “think time,” “learning time,” into their schedules. BTW, students of lean/agile will recognize this as an application of lean/agile principles. Time management is, more than ever, an issue for each of us. They are, literally, intertwined.

Meeting 116

Meeting Start-ups Pipeline Technology 116

The 5% Institute

MAY 3, 2021

Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn how to practice a soft sell approach, and how and why you should implement this into your sales strategy. Further reading: How To Use The Intent Statement For Sales Success.

Sell 145

Sell Consult Presentation Clients 145

Martech

SEPTEMBER 29, 2021

What’s ironic, though, is that the feature could cause open rates to inflate, not drop. Keep things lean and mean 5. Apple’s iOS 15 allows users to opt in to its Mail Privacy Protection feature, which essentially blocks email senders from being able to see information on how those users interact with emails. Make polls 6.

Click Through Rate 110

Click Through Rate Clients Campaign Follow-up 110

ConversionXL

JANUARY 8, 2021

The best of the best have an insatiable hunger for knowledge—for new and better ways to get things done. Knowing where to turn for inspiration and guidance can be the difference between spinning your wheels and becoming an “overnight” success. The right book, read and implemented, can transform your life, business, and career. Let’s dive in!

Non-Profits 134

Non-Profits Product Strategize Drivers/motivators 134

Hubspot

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. Verify that you're solving the problem — not a symptom caused by the real problem.

Closing 62

Closing Cold Call Commission Contact 62

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Go To Market 104

Go To Market Growth GTM Product 104

Hubspot

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. Check out these ten strategies for identifying upselling opportunities that are mutually beneficial below to help get you started — before you pass a customer over to a sales rep. Lean into AI.

Customers 64

Customers Pitch Price Trust 64

Gong.io

SEPTEMBER 1, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches. (I’d I looked specifically for differences in sales execution. Follow me to read upcoming research.

Commission 152

Commission Sales Up-sell Follow-up 152

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.

Process 182

Process Sell Cross-sell Negotiate 182

Hubspot

MAY 10, 2023

As you’ve probably seen first-hand, there’s normally at least one blocker in every company — and they can do a lot to sabotage your sales efforts. To figure out the cause, lean on your champion. If you let these opponents run roughshod over the deal, you’re nearly guaranteed to lose. Do some digging online as well.

Objectives and Key Results 86

Objectives and Key Results Price Technique Meeting 86

Sales Hacker

JUNE 8, 2020

Customizing your sales presentation only takes about 15 minutes, but it’s those few crucial minutes of intel gathering that will set you up for success the minute you sit down with your prospect. Do you want to know what it was? Presentation execution. That’s it. Clear and simple. Customization. Communication. Connection.

Presentation 68

Presentation Non-Profits Pitch Sports 68

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Cause 2020 wasn’t a *total* wash. . We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality. Follow me to read upcoming research.

Cross-sell 96

Cross-sell Sales Meeting Up-sell 96

ConversionXL

MARCH 19, 2020

Historically, epidemic-inspired slowdowns have behaved differently (but consistently) compared to other causes. Greater discipline during boom times offered more flexibility during lean years. “Rare is the business that has a formal disaster plan, let alone one that covers a global Black Swan event.” Tim Stewart, trsdigital.

Growth 121

Growth Non-Profits Price Promote 121

Hubspot

OCTOBER 27, 2020

These are both examples of ad fatigue — an issue that occurs when users become too accustomed to a specific type of ad, thus reducing its effectiveness. As marketers, it's crucial we continuously serve fresh, high-quality, and targeted ads to ensure your content continues to inspire your audience, rather than causing frustration.

CTR 101

CTR Click Through Rate Campaign A/B testing 101

Salesforce

SEPTEMBER 19, 2023

That may seem like quite a hurdle, but we’ll show you how to build a healthy sales pipeline, step by step. Table of Contents What is a sales pipeline? Why is a sales pipeline important? Why is a sales pipeline important? How do sales pipelines work? What are the stages of a sales pipeline?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

The 5% Institute

OCTOBER 24, 2021

In this article, we’ll uncover five powerful sales closing skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Sales Closing Skills – 5 x To Win Sales Easier. Finding pain.

Closing 52

Closing Sales Presentation Clients 52

SaaStr

SEPTEMBER 29, 2023

What Caused This Crowded Software Market? One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Startups are no longer fringe.

Product 92

Product GTM Cross-sell Commission 92

Partners in Excellence

JUNE 12, 2014

As sales people and managers start assessing the gap, usually what happens is they crank up the activity levels–they double the prospecting emails, they double the calls, meetings with the thinking, “More activity produces more results.” Can we compress our sales cycle? Are our close rates too low?

Quota 99

Quota Meeting Represent Pipeline 99

Partners in Excellence

JUNE 24, 2017

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ? Just email me at dabrock@excellenc.com.

Manufacturing 50

Manufacturing Technique Meeting Up-sell 50

Partners in Excellence

NOVEMBER 14, 2018

Sometimes, I think selling, and all the things sales people must do to be successful, is something like a jigsaw puzzle. Overlaid on this is the endless administrivia, CRM updates, dealing with all the latest sales enablement or marketing programs that are supposed to be helpful.

Territory 68

Territory Pipeline Sales Meeting 68

Partners in Excellence

FEBRUARY 6, 2018

For example, 20% of our sales people produce 80% of the results. Much of the “data” suggests this is conservative, that far few sales people produce a larger percentage of the results. It’s the 80/20 “rule.” ” an observation we apply to lots of different things. Do the math.

Growth 70

Growth Sell Sales Customers 70

Partners in Excellence

MAY 9, 2013

Time, day to day pressures, convenience, lack of attention, laziness sometimes cause us not to do things right or to do the right thing. But then the effects start piling up. It makes us less effective, less efficient, less impactful. I believe that people tend to try to do the right thing. It’s just easier to move on.

Trust 94

Trust Start-ups Follow-up Meeting 94

Search Engine Land

FEBRUARY 20, 2023

This information is used to track the effectiveness of marketing campaigns, determine trends in customer behavior, and identify opportunities to improve the sales process. Pay-per-click (PPC) campaigns live and die by their conversion data. Call tracking allows marketers to get valuable insights on all their campaigns.

Price 96

Price Campaign Up-sell Follow-up 96

Partners in Excellence

JANUARY 7, 2015

The experience we gain from execution causes us to learn. My post, “Top Performers, Obsessive Learning, Relentless Execution” has stimulated a lot of discussion on both the blog, LinkedIn, and through email. I thought I’d continue to expand on this topic. It’s an important issue, I think they are inseparable.

Meeting 92

Meeting Sell Sales 92

Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

Partners in Excellence

FEBRUARY 16, 2018

Every day, we are pummeled with experts talking about how to make sales people more efficient. These pundits often cite applying manufacturing principles to designing our sales engagement strategies. Some cite the grandfather of lean/agile manufacturing principles, the Toyota Production System (TPS). Sales people waste my time.

Manufacturing 55

Manufacturing Sales Up-sell Start-ups 55

The 5% Institute

JULY 27, 2021

In this article, we’ll uncover five car sales negotiation techniques that will help you consistently win more clients, without coming across pushy or breaking rapport. Whether you’re a Sales Professional, Business Owner or Entrepreneur; this article will help you win more sales in a consultative way. Asking for the sale.

Negotiate 52

Negotiate Technique Closing Consult 52

Partners in Excellence

MARCH 15, 2013

When I ask sales and marketing executives about this, usually the answer is “We’re different.” ” Sometimes, it’s amplified, “Our work flow and processes need to be flexible and change with the customer,” or “Sales and marketing is more of an art.”

Pipeline 95

Pipeline Sales Manufacturing Process 95