Partners in Excellence

APRIL 8, 2024

Shari and I first met at a meeting of “sales thought leaders.” ” Why I’m Interested in Selling — Shari Levitin I grew up with a father, mother, and brother who seized every chance to read and teach themselves something new, playing “quiz time” every Sunday night. I didn’t know sales was a job.

Sell 118

Sell Up-sell Pitch Education 118

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.

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Sell CRM Technique Territory 129

Iannarino

JULY 7, 2021

One way to improve your approach is to remove the crutches you have used to sell. Here is the scenario: You are meeting with your prospective client. However, to gain this meeting, you had to agree to follow a list of rules your prospective client provided. Master Cold Calling with this FREE eBook. A Short Explanation.

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Sell Cold Call Contact Clients 334

Veloxy

JANUARY 20, 2023

On top of that, they want sellers to meet them “wherever” they are. How can a salesperson meet all of these standards while also enjoying what they do? Much has been said and written about the human side of selling. And how exactly should you apply it to everyday selling activities?

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Sell Quota Sales Cold Call 246

Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends.

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Up-sell Sell Strategize B2B 155

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Cerebral Selling

NOVEMBER 30, 2023

For example: IKEA doesn’t sell furniture. They sell easy transport and assembly. Uber doesn’t sell transportation. They sell frictionless rides on demand. Disney doesn’t sell rides and movies. They sell magic and enchantment. Ritz Carlton doesn’t sell hotel rooms.

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Sell Transportation Entertainment Up-sell 130

Partners in Excellence

MARCH 2, 2024

Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups. My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ This does not reflect my conviction and passion for selling, not one bit.

Sell 98

Sell Negotiate Relationship building Up-sell 98

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota. Salesforce just found that salespeople are only spending 28% of their time selling. Click below to listen to the blog post.

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Quota Sell CRM Contact 246

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. That we stop our mindless, unconscious execution of selling tasks. Today’s topic is on Meeting Planning. Think of internal meetings, how many are worth your time? What is a meeting?

Meeting 107

Meeting High impact Up-sell Start-ups 107

Partners in Excellence

APRIL 16, 2024

Preface: Every once in a while, by pure chance, we meet someone who is inspiring. Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Waking up to a request for a meeting in his office felt surreal. This is my experience with Inshal Khawaja. I first met Inshal about a year ago. Marketing, sure.

Sell 102

Sell Pitch Account management Up-sell 102

Partners in Excellence

MARCH 7, 2024

Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Preface : Surprise!!

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Sell Tradeshows Pitch Up-sell 108

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 95

Sell Cross-sell Finance B2C 95

Partners in Excellence

MARCH 21, 2024

In working with Jose, I’ve come to deeply appreciate how he thinks about driving growth and performance improvement in the teams he leads, and his general approach to selling. ” Why I’m So Interested In Selling I worked as a sales engineer and trainer for a technology company, where I was exposed to fascinating technology.

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Sell Quota Technology Technology 73

Partners in Excellence

MARCH 18, 2024

The first Saturday of every month, we reserve an hour or so to catch up on things, to share ideas. As a result, it’s not surprising to see this sentence in his story, “The collaborative nature of selling has always been appealing to me, as has the imperative to keep learning new things.” Prepare well for meetings.

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Sell Education Sports Niche 73

Partners in Excellence

MARCH 21, 2024

The first is her father’s passion for selling and how Mary learned from him, developing a strong passion for selling. Despite the fact they were a not for profit, they still needed to “sell” schools on the value of their programs. I was stunned at how quickly she mastered selling.

Sell 73

Sell Education Retail Up-sell 73

ClickFunnels

JANUARY 13, 2022

The post Creating a Soap Opera Sequence That Sells [GUIDE] appeared first on ClickFunnels. How can you use it to engage your leads, build rapport, and sell your products or services? In email marketing, a Soap Opera Sequence is a series of 5-7 emails that are used to engage readers, build rapport, and sell products. High Drama

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Sell Up-sell Education Follow-up 263

Martech

OCTOBER 3, 2023

Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company. “Now, Citizens Bank teamed up with Derek Hough (of “Dancing with the Stars” fame) to create the #DitchYourWalletDuet challenge. million views. “We

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Meeting Customers Cold Call Territory 96

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m excited by how selling is changing and the future of selling. Eventually, I got an offer.

Sell 96

Sell Up-sell Start-ups Follow-up 96

criteria for success

MAY 11, 2022

As a sales leader, you’ve had your fair share of sales meetings. Think of how much easier sales meetings would be if all parties involved knew exactly what everyone was expecting to gain from them. But how do you set expectations for sales meetings? And why will it make your sales meetings more productive ? Download Now.

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Meeting Product Presentation Sales 97

Partners in Excellence

JULY 27, 2022

. “How do we get customers to respond, how do we get meetings with customers?” I’ve finally come up with the solution. I’m offering this up freely. Don’t try to do the “cheap alternative,” pay the customer a flat $1000 for the meeting. There are a variety of solutions to this.

Meeting 91

Meeting Customers Price High impact 91

SalesProInsider

JUNE 9, 2022

Meet the Achiever Buying Tribe: How soon? Let’s meet the Achiever! Following are the descriptors, clues to look for, and tips for selling with them. Selling Strategies and Tips for the Achiever Buyer Tribal Type. And that is your introduction with selling strategies for the Achiever Buyer Tribal Type.

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Meeting Customers Referrals Pitch 133

Hubspot

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league baseball game and knock it out of the park on his first try.

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Pipeline Meeting Construction Closing 67

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. Reading: Kevin Wilson (VP Sales at Supermove) highly recommends the book, Sell the Way You Buy by David Priemer, for developing greater transparency and, in turn, authenticity. In short: to sell the way you buy.

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Sell GTM Sales Up-sell 90

Partners in Excellence

MARCH 2, 2024

We had talked on the phone a few times, but our first meeting was on the exhibit floor at Dreamforce. Dave, being obsessed with selling depends upon the story you tell yourself about ‘What is Selling’ If you imagine selling to be Herb Tarlek from WKRP or Vin Diesel as Chris Varick in Boiler Room, you should hate it.

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Sell Up-sell Promote Meeting 73

Partners in Excellence

MARCH 5, 2024

I always find it such a challenge with these English-people, if only they learned the right way to spell words, then maybe we might hope they would discover the right side of the road to drive on……… It’s a great question: why did I become interested in selling – and why do I remain so interested in selling?

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Sell Up-sell Consult Pitch 73

criteria for success

MAY 24, 2022

Looking for sales training ideas to implement during your next team meeting? You picture you and your team are sitting in a conference room somewhere for one or two days learning new processes, techniques, and methods for selling. 6 Sales Training Ideas for Your Next Team Meeting. You've come to the right place!

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Meeting Objectives and Key Results Construction Technique 97

Partners in Excellence

MARCH 4, 2024

He’s so creative in his selling approaches, looking at very large deals and developing strategic partnerships with customers all around the world. Hi Dave, I got into selling almost by chance… As a young man, all I ever wanted to be was an Army Officer like my grandfather. For me this meeting would be a turning point.

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Sell Strategic partnership Cold Call Up-sell 73

Partners in Excellence

MARCH 22, 2024

He and I share ideas about the state of selling and how we can drive improvement. He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling. I showed up, I wanted to help, and good things happened.” It was selling by numbers.

Sell 77

Sell Construction Finance Up-sell 77

The 5% Institute

OCTOBER 20, 2022

Selling finance products can sometimes feel a bit harder than selling other product types. Generally, when selling finance products, you’re selling the invisible; an intangible outcome products and results that’ll benefit them financially. Selling Finance Products – 5 x Effective Tips. BANT stands for: Budget.

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Finance Product Sell Objectives and Key Results 138

Partners in Excellence

APRIL 4, 2023

We spend a huge amount of time getting customers to accept a request for a meeting. The few meetings we can actually get are important and we want to accomplish as much as we can. Recently, I’ve taken to asking sales people the question, “Are you ready for your next customer meeting?” Customers are busy.

Meeting 106

Meeting Pitch Pipeline Trust 106

Veloxy

AUGUST 6, 2021

He was just too tied up to respond to everyone. They’re still accepting meetings and changing suppliers quite often. To deal with this issue, reps need to act as a kind of editor on behalf of the prospect and slice up the info as follows: -Take the executive summary or conclusion of your best whitepaper and ebook. Busy Buyers.

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Sell Pitch Cold Call Prospecting 317

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. The truth is that most sales meetings, online or in person, always were and often still are boring lectures. .

Meeting 89

Meeting Cross-sell Technique Education 89

Partners in Excellence

MARCH 4, 2024

In middle school he started taking me to occasional breakfast meetings with clients. When I started with a consulting company out of college and told them I wanted to sell, the VP in charge of the office suggested it might be helpful If I learned what they did, so I might actually be able to talk about it with an executive.

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Sell Construction Consult Negotiate 73

Partners in Excellence

MAY 3, 2023

We used to be limited in the time we could spend with customers by the time it took to travel to meet with the customer. Theoretically, freeing us up to have selling conversations. These tools, each intended to free up our time so we can sell, are taking more and more of our time.

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Sell CRM Up-sell Education 86

Salesforce

APRIL 13, 2023

That’s how relationship selling works. Get started 4 tips that support relationship selling The goal of relationship selling is to create the feelings that build trust. A few years ago, I connected with a prospect on Zoom for an initial sales meeting. we began tearing up, and our meeting was over.

Sell 98

Sell Trust Up-sell Drivers/motivators 98

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. And for those that eventually do make a decision, we end up winning about 15% of them.

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Sell Commission Up-sell Quota 107