Partners in Excellence

FEBRUARY 17, 2021

” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. I don’t think we use them enough. There are a lot of tools that offer alternatives to role plays. Others provide role play scenarios and score the handling based on preset criteria. And it’s the latter that counts.

Sports 105

Sports Consult Gaming Conversion 105

Partners in Excellence

NOVEMBER 13, 2017

A few of us have been having a conversation about whether adaptability and agility are important in sales. It seem so much of “contemporary” sales practice is going in the opposite direction. We have to enable our sales people to manage the paradox they face every day. Principle Based Selling!

Account management 57

Account management Sales Represent Conversion 57

Partners in Excellence

SEPTEMBER 2, 2021

As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. But value propositions have become almost another feature we talk about in pitching our products and company. They all applauded and cheered their positioning.

Pitch 101

Pitch Growth Customers Networking 101

Partners in Excellence

OCTOBER 29, 2014

I’m fascinated about a lot of the discussion about marketing and sales alignment. Usually marketing is saying “sales isn’t following up on our leads, consequently we’re losing lots of opportunity.” Inevitably, the discussion narrows to MQL’s and SQL’s.

SQL 97

SQL Sales Process Customers 97

Partners in Excellence

AUGUST 18, 2014

But what’s this mean for what marketing and sales actually do? Marketing and sales can no longer work separately, but must collaborate in facilitating the customer buying process. Now the differentiator is the customer buying experience—how marketing and sales engages the customer together.

Sales 93

Sales Conversion Gaming Price 93

Partners in Excellence

FEBRUARY 21, 2016

I’ve been pretty tough on content marketers and marketing in a couple of my recent posts, “ Are They At 57% Yet ,” and “ Opportunities We Are Blind To.” ” Beyond that, there are hundreds of articles and discussions on Integrated Sales And Marketing.

Sales 48

Sales Gaming Start-ups Process 48

Partners in Excellence

JUNE 13, 2017

If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4. If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4. Thanks to those of you who have hung in and contributed.

Manufacturing 48

Manufacturing Sales Process Start-ups 48

Heinz Marketing

JUNE 24, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome Matt.

Pipeline 64

Pipeline Sports Sales Real Estate 64

Salesforce

APRIL 20, 2023

To thrive in this dynamic ecosystem, an organization needs true business agility and innovation at scale. API-led connectivity is fundamental in driving business agility for an organization. The flexibility in connecting both the internal and external building blocks to meet the business needs is the key to driving business agility.

Transportation 52

Transportation E-commerce Represent Start-ups 52

Partners in Excellence

MAY 23, 2013

We characterize and categorize sales people–putting the different types into boxes–hunters/farmers, lone wolves, consultative, connectors, challengers, relationship builders, conductors, builders, transactors, and so forth. Need to acquire new customers, an executive will say, “We need a sales force of hunters.”

Construction 95

Construction Sales Drivers/motivators Sports 95

Highspot

NOVEMBER 15, 2022

Founded in 1865, its global network, access to high-growth markets, and balance sheet strength provide a solid platform for future growth. Founded in 1865, its global network, access to high-growth markets, and balance sheet strength provide a solid platform for future growth. to learn more. AND HOW DID YOU DECIDE ON HIGHSPOT?

Government 52

Government CRM Clients Strategic planning 52

Partners in Excellence

OCTOBER 4, 2018

There are lots of tools and never ending content around playbooks for marketing and sales. Inevitably, these playbooks are intended to guide us through our marketing and sales processes–providing us relevant questions and content to move the customer through their buying process. Playbooks are big. Players change.

Process 90

Process Sell Customers Presentation 90

Partners in Excellence

MAY 28, 2018

Agile is one of the “hot” business buzzwords these days, right along with digital, transformation, and disruptive. (You You get double buzzword bingo points if you can use, “disruptive, agile, digital business transformation” in a single sentence on a PowerPoint slide.).

Trust 49

Trust Follow-up Process Closing 49

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce. Adnan Chaudhry: Thanks, Matt. Good to be here.

GTM 65

GTM Healthcare Pipeline Sales 65

Spiro Technologies

NOVEMBER 4, 2022

So when you think of all the different oils that are available in the market, the standard ones being soybean oil, canola oil, and corn oil. What has to go on for the product to be ready for market? Transcript. Adam Honig: Hello and welcome to Make it. I’m your host, Adam Honig, the CEO of Spiro.ai. Adam Honig: Gotcha.

Retail 52

Retail Manufacturing Up-sell Contract 52

Hubspot

DECEMBER 6, 2023

When I first dipped my toes into the startup scene, I was tasked with assembling a sales team from scratch. They must be nimble, ready to dive into deep waters without a second thought. If there’s a steady stream of interest and your product has proven its place in the market, it’s time to consider passing the sales baton.

Sales 52

Sales Objectives and Key Results Teamwork Growth 52

SaaStr

OCTOBER 25, 2019

Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. How does Liat think about challenging the traditional sales model? As for Liat, prior to Airtable, she was the Chief Revenue Officer @ Assist. Loving our podcast content? Is there ever a right way to do it? Product roadmap? Pricing? *

E-commerce 43

E-commerce Start-ups Product Price 43