Partners in Excellence

MARCH 15, 2022

They may be solving a problem, they may be addressing a new opportunity. After all, our solutions are focused on helping customers address these larger problems. We have deep experience with others who have solved these problems. Most of our “sales processes” are failing us. This post isn’t for those people.

Process 81

Process Cross-sell Sales Sell 81

Miller Heiman Group

JUNE 4, 2020

Respondents ranked sellers near the bottom—ninth out of ten—in a list of the resources they’d turn to when they needed to solve a business problem. Perspective also positions sellers as problem solvers and industry experts who are well-versed in best practices and market trends. Sellers deliver perspective in four ways.

Finance 84

Finance Quota Pipeline Service 84

Salesforce

DECEMBER 12, 2023

Great customer experiences, rooted in thoughtful problem-solving and value-first engagement. Train your sales professionals to think of themselves as problem-solvers. At a tactical sales level, make it a goal to respond to customers in as close to real-time as possible. What do they need? What do they want?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Lead Fuze

JUNE 28, 2023

Additionally, our discussion will cover breaking down complex problems through questioning and understanding unique perspectives via reflective inquiry. We will also guide you on becoming a proficient questioner by emphasizing the importance of open-ended inquiries while cautioning against closed or leading questions.

Lead generation 52

Lead generation Strategize Contact Conversion 52

Sales Coach Dew

FEBRUARY 22, 2021

But dismissing people’s problems just makes them angry, and Jean-Louis knew that Apple couldn’t afford to have a bunch of disgruntled customers bad-mouthing his computers across the country. If you grab one of these tokens first, the other person is left with the second—and they’ll respond according to which token they get.

Clients 59

Clients Technique Education Drivers/motivators 59

Partners in Excellence

APRIL 30, 2019

Some few sales people try to engage customers in a more impactful manner, trying to understand the customer problem presenting solutions to those problems. But there’s a problem with that, too often, we view the problem to be solved in the context of our solutions. Why is this important?

Customers 73

Customers CRM Manufacturing Launch 73

The 5% Institute

AUGUST 10, 2023

Discover how personalized openings can create an instant connection and establish your credibility as a problem solver. Storytelling Magic: Engaging Through Narrative Humans are wired to respond to stories. When it comes to sales, the first impression can make or break a deal.

Technique 52

Technique Pitch Gaming Sales 52

Anthony Cole Training

FEBRUARY 9, 2015

Problem Solver. I asked my team about their thoughts on the idea of the challenger sales person and the book and one of our sales development experts, Walt Gerano, responded with - "I think it''s more about recruiting". I found it interesting then, and find the book interesting now. Relationship builder. Hard Worker. Lone Wolf.

Management Consulting 180

Management Consulting Sales Consult Account management 180

Miller Heiman Group

OCTOBER 14, 2019

More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% As a result, buyers today look to other resources, such as third-party subject-matter experts, vendor websites or their peers, when solving a business problem.

Objectives and Key Results 64

Objectives and Key Results Customers Technique Represent 64

Salesmate

FEBRUARY 21, 2020

Don’t take much time and be a problem solver. Gain their trust and explain how you can solve their ongoing problem. You need to make them believe that your product or service has the capability to solve their problem. They might not receive your call or respond to your first email. Listen to your prospect.

Appointment 99

Appointment Meeting B2B CRM 99

The 5% Institute

JUNE 15, 2023

Some people may prefer email, while others may respond better to phone calls or even social media messages. By making your follow-up messages personal, you create a connection that resonates with the recipient, making them more likely to engage and respond positively. Remember, in sales, persistence pays off!

Follow-up 52

Follow-up Objectives and Key Results Customer Relationship Management CRM 52

A Sales Guy

FEBRUARY 8, 2012

I’ve long argued the best sales people are the best problem solvers. They bring an amazing creativity to solving problems. Great sales people are great problem solvers. It turns out problem solving is a skill. When confronted with a problem, the brain looks to the prefrontal cortex for information.

Manufacturing 90

Manufacturing Quota Angle Territory 90

Partners in Excellence

APRIL 4, 2014

A customer has a problem. It’s not one of those hairy big problems that we darken the sky with airplanes, sending experts, corporate execs, possibly lawyers to solve. It’s just an every day problem, thousands and millions of them occur every business day. The normal problem resolution methods aren’t working.

Account management 91

Account management Start-ups Customers Networking 91

criteria for success

FEBRUARY 26, 2020

To do so, you need to uncover their pain points, concerns, and current problems. Otherwise, you'll have no control over where the meeting will go and could appear unprepared for curve balls the prospect is bound to throw your way. A successful sales conversation is centered around a common goal. Sales Meeting Agenda: What is Your Goal?

Meeting 72

Meeting Objectives and Key Results Sales Follow-up 72

Closer's Coffee

MARCH 15, 2019

Einstein famously said: “We can’t solve problems by using the same kind of thinking we used when we created them”. As a sales professional, you are first and foremost a problem solver. Don’t allow yourself to be satisfied just responding to the client request. How about a diamond cutter? You let it happen.

B2C 81

B2C Sales Clients Education 81

Miller Heiman Group

JUNE 13, 2018

Buyers see salespeople as representatives of products, not solvers of business problems. An overwhelming 90 percent of buyers who responded to our study said they would be open to engaging with salespeople earlier in the buying process. Therefore …. Which leads to …. This means that …. Risk-averse, brand-focused.

Sales 63

Sales Represent Meeting Strategize 63

Partners in Excellence

FEBRUARY 22, 2017

We seek to be super responsive to our customers informational needs, immediately burying them with information, conducting endless demos to respond to their questions. in their buying/problem solving journey. These usually are far more profound, buying becomes just one component of their overall problem solving process.

Technique 64

Technique Process Campaign Presentation 64

Partners in Excellence

JANUARY 27, 2022

They’d probably move from one problem situation to another. They are people and one of the problems with people, is there are the dynamics of interactions between people, the fear, the egos, the uncertainty. Layer on top of that the bots we already are using on our websites and in our phone systems. (Not

Retail 68

Retail B2B Manufacturing Consult 68

Miller Heiman Group

NOVEMBER 1, 2019

As a result, buyers: See sellers as product representatives, not solvers of business problems. The 2019 CSO Insights World-Class Sales Practices Study found that only 26% of respondents consistently use call planning tools as part of their enterprise sales strategy, compared to 74% of world-class sellers.

Technique 50

Technique Represent Education Follow-up 50

Anthony Cole Training

FEBRUARY 9, 2015

Problem Solver. I asked my team about their thoughts regarding the book and the idea of the Challenger sales person and one of our sales development experts, Walt Gerano, responded with, "I think it''s more about recruiting." I remember finding it interesting back then, and I again find the book interesting now. Hard Worker.

Management Consulting 120

Management Consulting Consult Sales Account management 120

Partners in Excellence

MAY 29, 2014

Both marketing and sales realize we need to change the conversation with customers–if we’re going to be relevant and invited to help solve their problems. The one thing that seems to be missing from the conversation is the importance of “critical thinking/problem solving skills.”

Education 93

Education Pitch Conversion Presentation 93

Hubspot

MAY 20, 2013

In fact, non-designers are often very complimentary in describing how “pretty” or “sexy” a designer’s work is (These descriptions alone highlight the problem, but that’s a story for another day). Design is first and foremost a job of solving problems. Designers see (or are tasked with responding to) a need.

User Experience 78

User Experience Start-ups Trust Presentation 78

Hubspot

MARCH 18, 2020

Teams also need to be comfortable with customer service, as social media teams will be the ones responding to customers who engage through social media tags or posts. Teams also need to be comfortable with customer service, as social media teams will be the ones responding to customers who engage through social media tags or posts.

UX 96

UX User Experience Engineering Account management 96

Partners in Excellence

FEBRUARY 4, 2014

At one point in the discussion I asked, “What is the problem they are trying to solve and why is it critical to solve it?” Instead, they responded, “Because that’s what the customer asked for!” ” At that moment, the problem we were having became crystal clear.

Customers 87

Customers Education CRM Price 87

Hubspot

MAY 14, 2012

That's because the product or service isn't what makes a lead want to be your customer -- it's a solution to their problem that people care about. That way, your prospects see you as a helpful problem solver they actually like and trust. How to Inject Problem Solving Into Your Marketing. 1) Create how-to blog content.

Prospecting 75

Prospecting Niche Trust Service 75

Partners in Excellence

JUNE 11, 2017

We can see, if we don’t execute this principle well, it has adverse impacts on many of the other principles, ultimately creating problems or challenges in achieving our goals. Their job was to respond to your demand (pull) and provide a defect free product to you. This is very important for sales and marketing.

Manufacturing 59

Manufacturing Networking Sales Represent 59

Partners in Excellence

JUNE 24, 2015

” In my ever sympathetic and sensitive way, I respond, “(Wo)man up! Figuring it out requires curiosity, an insatiable appetite for learning, an ability to think critically and a desire to be a problem solver. It always starts with more and better products–along with the lowest prices. .”

Commission 92

Commission Sales Price Contract 92

Hubspot

JUNE 8, 2020

It's a frequent problem and happens when we stop listening to our prospects and instead start listening to our own internal dialogue which often looks something like "I already know what they need, and I think they need this product or service.". This leads to subtle pushes like asking for a demo before the prospect is ready.

Sales Experience 64

Sales Experience B2B Prospecting Tradeshows 64

SaaStr

JUNE 21, 2019

And it might not just be your target market and what they’ll respond to. 243: Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. What questions does Sara find most revealing in the interview process?

Start-ups 58

Start-ups X-functional Drivers/motivators Up-sell 58

Partners in Excellence

JULY 20, 2020

The pipeline was anemic, despite having discussed this problem for some time, there was no change–at least for the positive. ” “I guess we are going to have to chalk this year up as a miss and focus on next year… ” responded the sales manager. It started with a pipeline review.

Pipeline 104

Pipeline Cold Call Territory Start-ups 104

Highspot

SEPTEMBER 30, 2020

Solution selling seeks to help customers understand why your product can solve a problem that the buyer has already identified. Consultative selling happens when customers don’t fully understand the problem your product solves. Transactional Selling. Consultative Selling. Provocative Selling. Provocative Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

MAY 8, 2018

Even a small gesture to keep everyone in the loop will help establish you as a problem solver, and that’s an important skill for any aspiring manager. Stop yourself before you respond. Here’s how to give direct advice that’s focused on the problem. 2) Focus on the problem and the outcome. 1) Act quickly.

Objectives and Key Results 47

Objectives and Key Results Promote Sales Construction 47

The 5% Institute

JULY 25, 2023

Your products or services should provide tangible solutions to these problems, positioning your brand as a problem solver and building trust with potential leads. Respond promptly to queries, comments, and complaints, demonstrating your commitment to customer satisfaction and building trust among potential leads.

A/B testing 52

A/B testing Lead generation Click Through Rate Campaign 52

Sales Hacker

OCTOBER 7, 2021

Imbalance is okay. In fact, operating and achieving any goal while imbalanced is a skill not to be scoffed at. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

FEBRUARY 18, 2019

The store manager was also incredible — she was meticulous, caring, a natural problem solver, highly organized, and knew our products inside and out. She trained all employees to ensure we were prepared to assist any customer who entered the store in a way that was helpful and on-brand. Choose Your Legal Structure.

Retail 76

Retail Legal Manufacturing Government 76

Hubspot

AUGUST 9, 2018

Four-year programs teach you the skills and competencies needed to join and excel in the competitive, fast-paced landscape that is the marketing world, including public speaking, creative problem-solving, logistics, sales, and analytics. We love this company, and here’s why you should, too!” But the job involves much, much more than that.

Promote 96

Promote Non-Profits A/B testing Education 96

SaaStr

AUGUST 30, 2019

Whitney Bouck: And then I think the way to tell when things maybe aren’t working is if you’re in tune enough to know the things your people are working on, and the kind of obstacles they’re hitting, then if those are not the things that are directly aligned to the goals we already talked about, then we’ve got a problem.

X-functional 55

X-functional Drivers/motivators Start-ups Engineering 55