Veloxy

SEPTEMBER 28, 2023

Two people could be selling the same product, but experience very different results. Two people could be selling the same product, but experience very different results. You’re not just selling a product or service, you’re selling yourself. per hour (or $47,622 a year).

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

Partners in Excellence

APRIL 8, 2024

It’s our mindless focus on volumes/velocity and pitching our products through endless sequences. Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges. Kiss those selling jobs good-bye! They are crying for help!

Quota 112

Quota Trust Pitch Up-sell 112

Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. On the other hand, The Sales Engagement Podcast focuses on engaging prospects effectively, offering a different perspective to the sales process.

Gaming 233

Gaming Sell GTM Technique 233

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? What are open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

APRIL 9, 2024

Define and execute a selling process aligned with your customer buying process. By doing this you will drive win rates and reduce selling cycles by 30-40%. This may seem counterintuitive, but we never achieve our goals of securing an order until the customer is satisfied they are doing the right thing in solving their problems.

CRM 121

CRM Technology Technology Pipeline 121

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. They started to describe their solutions and products. “I’m sorry,” I said, “I meant, what problems do your solutions solve? I was having a round table discussion with a bunch of sales people.

Start-ups 77

Start-ups Up-sell Conversion Product 77

Iannarino

JUNE 15, 2021

At one time, information about your products and services would have been valuable enough to earn a meeting. Later, information about your solution seemed to hold the value, as it solved the client’s problem. Legacy Laggard: Products and Services. Legacy Solutions: Problems and Solutions. Part 2 | The Starting Question.

Cold Call 236

Cold Call Clients Sales B2B 236

Tibor Shanto

SEPTEMBER 14, 2021

Is it product, plan, current offers, deals, time limited offers, price? What if instead of needs or problems, you framed yourself as an outcome, a positive, desired outcome for the prospect? What if instead of needs or problems, you framed yourself as an outcome, a positive, desired outcome for the prospect? Changing Focus.

Prospecting 283

Prospecting Objectives and Key Results Cold Call Conversion 283

Martech

APRIL 10, 2024

Redefining martech: From hype to authentic innovation Here’s the truth bomb: Success in martech isn’t about the pitch but the product. The market is saturated with me-too products, copies of copies with little to differentiate them. User-friendliness should be the cornerstone of every martech product.

Pitch 111

Pitch Product Electricity Healthcare 111

Partners in Excellence

DECEMBER 4, 2023

If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1.

Customers 110

Customers Pitch Meeting Sell 110

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” medical devices, semiconductors, industrial products and others. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. They come from all parts of the world.

Territory 112

Territory Sports Technique Represent 112

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. Any dissatisfaction in product, service or overall experience creates an unbridgeable gap in retention efforts. It didn’t even make the Sagefrog priority list in 2022.)

B2B 127

B2B Cross-sell Pharmaceutical Account management 127

Partners in Excellence

FEBRUARY 29, 2024

He was very focused on the customers and people he was prospecting. ” He responded, “Well they should care, they are in our ICP, we sell to all sorts of organizations similar to this organization… ” I repeated my question, “How do you know the customer cares? How do you know if he has the problem?

Pitch 122

Pitch Prospecting Start-ups Conversion 122

Partners in Excellence

MARCH 1, 2024

“Selling Bad Breath” repulses the people we are trying to reach. No amount of “mouthwash” disguises selling bad breath. What is Selling Bad Breath? ” These are sent despite the fact the product is probably irrelevant to our priorities. They continue to be all about us.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. As we spoke, it struck me how we revel in these questions.

Customers 124

Customers Up-sell B2B Trust 124

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. Do we really care about our customers and their success, or are we more focused on our success–and getting customers to buy is the inconvenience that impacts our ability to achieve our goals. You already know that.

Customers 116

Customers Quota Up-sell Conversion 116

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 125

B2B Up-sell Contract Start-ups 125

Force Management

DECEMBER 14, 2023

To expand market share, you'll need Productivity x Capacity to drive growth. For today, we'll set aside the capacity piece of the formula and dig into the actions leaders can take to boost productivity from channel partners. What you can control is the tools you provide to help that partner sell your solution. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Partners in Excellence

JANUARY 29, 2024

” Door #1: Behind this door is a GTM strategy focused on leading with products and services. ” Door #1: Behind this door is a GTM strategy focused on leading with products and services. Content would focus on product capabilities, features and functions. Selling cycles are increasing.

GTM 82

GTM Quota Presentation Up-sell 82

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. The reality is that the way we sell now should be focused on the buyer. They’re ideal, and you’ll sell them.

GTM 106

GTM CRM Pipeline Referrals 106

Martech

MARCH 27, 2024

Leading CRM platforms like Salesforce, Dynamics, Zoho and HubSpot are introducing new AI features for autonomous chats, automatic campaign launches, product suggestions and sentiment analysis. They see the potential of AI to automate processes and enhance productivity but are cautious about using it with unreliable data.

Territory 127

Territory CRM Manufacturing Pipeline 127

SaaStr

JANUARY 24, 2024

She saw three problems immediately after joining the company: Their closed-won ratio didn’t connect to all of the activity happening on the ground and behind the scenes. From a GTM execution standpoint, they weren’t focused. Many founders try to sell a product to everyone in their total addressable market right out of the gate.

Growth 98

Growth GTM Up-sell Legal 98

Partners in Excellence

APRIL 24, 2024

I just couldn’t think of a better description of something that dominates too many selling conversations. They are buying to solve a problem or address an opportunity. The customer has gone through their change/problem solving process, basically made their decision and are looking choosing between alternative products.

Price 77

Price Contract Presentation Consult 77

Partners in Excellence

NOVEMBER 28, 2023

We think our customer care about us–they obsess about our companies, our products, and how great we are. There were the logo slides, the Gartner magic quadrant slides, a slide dedicated to the greatness of each of their key product groups, and so forth. The first 15 pages, were all about the technology company.

Manufacturing 112

Manufacturing Finance Presentation Technology 112

Salesforce

OCTOBER 31, 2023

Imagine a world where you create a new product that everyone wants. It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Congratulations, you’ve smashed your goals!

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Partners in Excellence

MAY 8, 2024

Desperately, we try to find someone to talk to, something interesting to talk about, but…… It seems so much of “modern” selling looks like this. The “ideal” customer is the one that calls, saying, “Show us your product… ” Just what we’ve been waiting for!

Price 68

Price Up-sell Conversion Presentation 68

Search Engine Land

APRIL 30, 2024

You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” The problem is that going ultra-deep in a psychographic profile doesn’t actually help you craft a 30-character headline for fleet management software. You want this audience to engage with your ads.

CTR 117

CTR Real Estate Legal Clients 117

Partners in Excellence

AUGUST 20, 2023

In the past couple of weeks, I’ve found myself involved in a number of conversations about “Creating demand… ” Some have focused on marketing’s role in demand creation. Implicitly, the concept of demand generation is to create demand or interest in our products and what we sell.

Technique 89

Technique Service Product Process 89

Partners in Excellence

MAY 10, 2023

The perspective we had was that we sold solutions to business problems, we shipped computer systems tools. I often pose a similar question when I meet with sales teams, “What are you selling?” ” Inevitably the response is the products the team is proposing. But that’s not what customers are buying.

Customers 90

Customers Manufacturing Finance Meeting 90

Martech

MARCH 4, 2024

It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant. Focus on customers As an adaptive leader, you must respond quickly to customers’ ever-changing expectations of your product or service.

Technology 119

Technology Technology Launch Product 119

Partners in Excellence

NOVEMBER 16, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. We prospect to find potential opportunities, we qualify some with the idea the prospect is interested in buying our products. Again, the activities focus on a product/solution selection. Perhaps it includes a demo of some sort.

Process 126

Process Customers Manufacturing Sales 126

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. What Is Permission Based Selling? The permission based selling/ sales approach is an excellent way to help people come to an understanding that they need a solution, and is a form of consultative selling.

Technique 134

Technique Sell Presentation Clients 134

Sales Hacker

DECEMBER 29, 2022

Solution selling gained traction in the 1980s and has been popular ever since. Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. What is solution selling?

Sell 113

Sell Commission Up-sell Prospecting 113

Partners in Excellence

MARCH 18, 2024

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.” It was all about solving a problem. One of my dad’s theories about business was that “Everybody sells.”

Sell 73

Sell Education Sports Niche 73

Partners in Excellence

AUGUST 31, 2023

With smaller groups or one on one’s, I frequently talk about “The Joy of Selling… ” To some this concept may seem a little too soft and abstract. I used to joke, “Selling would be great if it weren’t for those damn customers!” It’s tough work and sellers need to be tough minded!”

Sell 119

Sell Assembly Line Growth Prospecting 119

Partners in Excellence

OCTOBER 3, 2023

One of the things he discusses in the concept of “Selling Possibility.” They’ve determined there is a problem, an opportunity, a need to change. What if, rather than focusing on selling our products, we engaged the customer by Selling Possibility? It’s a change of our perspective.

Sell 122

Sell Up-sell Start-ups Customers 122

Partners in Excellence

DECEMBER 1, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. We prospect to find potential opportunities, we qualify some with the idea the prospect is interested in buying our products. Again, the activities focus on a product/solution selection. Perhaps it includes a demo of some sort.

Process 118

Process Customers Manufacturing Pipeline 118