Partners in Excellence
MAY 30, 2023
The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.
Cerebral Selling
OCTOBER 30, 2022
I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above. However, despite my secrecy, there were people I opened up to immediately about my experience. For a time, my future had been stolen. 100% of buyers are humans.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
PandaDoc
MAY 31, 2024
The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. The term “ map ” here is used as a generalization since it could be a flowchart or an infographic — the choice is always up to a team. The same applies to sales.
Adaptive Business Services
JULY 27, 2022
I remember when I first got into B2B sales selling expensive office equipment. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. If you screw up, own up.
Highspot
OCTOBER 11, 2023
Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them. A well-crafted compensation plan is at the core of a productive sales team based upon the dedication it requires to meet those quotas, attain the compensation the sellers desire, and become the best of the best.
Sales Hacker
MAY 19, 2022
It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.
Partners in Excellence
JUNE 3, 2020
We tend to overcomplicate things, particularly selling and leadership. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation. Some might have broader approaches like solution, consultative or insight selling.
Expert insights. Personalized for you.
109 
Let's personalize your content