Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. Questions driven by curiosity, cause everyone involved to rethink and reimagine, to consider new possibilities. It’s this learning that enables us to create value with our customers and with our people.

Legal 127

Legal High impact Pitch Conversion 127

Force Management

AUGUST 12, 2020

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”.

Entertainment 109

Entertainment Strategize Launch Sales 109

Partners in Excellence

JUNE 9, 2021

To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. Marketing continues to optimize SEO and traditional/technology enables channels.

Manufacturing 143

Manufacturing Technology Technology Up-sell 143

Search Engine Land

SEPTEMBER 12, 2023

This requires rethinking or reevaluating your reporting. Successful testing yields valuable insights to guide your 2024 strategy, whether it’s for regular campaigns or holiday and sales-focused ones. This enables personalized email communications for each profile based on what you’ve learned about them.

Gaming 138

Gaming Campaign Clients Start-ups 138

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” Perhaps it’s time to rethink this.

CRM 113

CRM Pipeline Process Product 113

Martech

DECEMBER 4, 2023

Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness. Targeting only those “ready to talk to sales” means missing out on 95% of your serviceable addressable market (SAM). Creating awareness with B2B buyers has never been more important.

B2B 103

B2B Represent Campaign Strategize 103

SalesHood

MARCH 14, 2020

What follows for all of us is the evolution of sales enablement, sales training and team collaboration. We all have to rethink sales training with live-virtual [ ] The post Rethink Sales Training With WFH Teams appeared first on SalesHood.

Sales 86

Sales Sell 86

Martech

FEBRUARY 29, 2024

Consulting organizations There are a wide variety of consultancies specializing in delivering marketing and sales technology-related services, from small agencies with a narrow technology focus to large generalized firms. First, client teams must focus on documenting a holistic view of each client’s technology environment and architecture.

Consult 98

Consult Technology Technology Clients 98

Partners in Excellence

DECEMBER 1, 2021

Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. As we look at the accelerating pace of disruption, change, and growing complexity, curiosity enables us to be more open to changing, to adapt to doing things differently. It causes us to engage them differently.

Technique 118

Technique Growth Conversion Closing 118

Partners in Excellence

FEBRUARY 10, 2021

And it forces us to rethink how we engage these customers in selling. As an example, in Rethinking Sales Enablement , I presented data from Gartner research that showed how buyers are spending their time. Total time spent with sales people from all the vendors they are considering is 17%!

Sell 126

Sell Presentation Process Customers 126

Partners in Excellence

FEBRUARY 3, 2021

There are a lot of sales people focused on convincing their customers. The only thing we can do is determine if they are open to rethinking. Our scripts generally don’t enable us to do this. It’s our job to understand their thinking and explore if they might be open to rethinking.*. How do we do this?

Customers 131

Customers Technique Drivers/motivators Growth 131

Partners in Excellence

OCTOBER 13, 2020

Alternatively, something happens competitively, forcing us to rethink and respond. Whether it’s developing new products, changing our marketing/sales strategies, changing our market position. Disrupting ourselves, rethinking what we do, why we do it, how we do it is a condition of survival.

B2C 111

B2C Retail Networking Clients 111

Partners in Excellence

DECEMBER 17, 2021

You can’t look at anything in sales, marketing, even business without encountering the discussions of Digital Transformation. Technology is enabling us to do things we have never been able to do. to learn and adjust, to fail and rethink to correct the failure. What’s interesting is where people put the emphasis.

Drivers/motivators 68

Drivers/motivators Technology Technology Service 68

Salesforce

AUGUST 24, 2022

Do you send well-timed text messages to your best customers when a flash sale starts? Consider enabling one-step purchases right from the product page, and don’t forget to add convenience-focused payment options. Delaying payments or offering installment options aren’t the only ways retailers are rethinking transaction flexibility.

Retail 98

Retail Angle Networking Start-ups 98

Sales Hacker

OCTOBER 13, 2023

When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air. With the rapidly evolving AI space, Ryan Longfield , Chief Innovation Officer at Gong , noted that organizational agility is what will enable companies to flourish. Thanks for reading The GTM Newsletter! GTM is evolving.

GTM 98

GTM UX Go To Market CRM 98

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” And as to, sales managers and sales enablement people–I think you know the answer.

Sell 100

Sell Manufacturing Finance Trust 100

Partners in Excellence

MARCH 16, 2023

They are, perhaps, more important than they have ever been, because they provide the foundation that enables us to reinvent what we do and how we engage our customers. The old functions of marketing, sales, customer support are no longer useful structures in our customer engagement strategies.

Up-sell 73

Up-sell Growth Customers Sell 73

Salesforce

NOVEMBER 13, 2023

Game-changing innovations in AI are transforming the way we build apps, enabling us to create experiences that were previously unimaginable. For example, they can’t return a list of your top sales opportunities, or available flights from Boston to San Francisco tomorrow.

Customer Relationship Management 130

Customer Relationship Management Trust Relationship Management Presentation 130

Partners in Excellence

JUNE 26, 2022

Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves. Again, too few sales people understand this, failing to help the customer feel good/confident about the decision.

Price 109

Price Presentation Customers Sell 109

Heinz Marketing

FEBRUARY 13, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Don’t “Hack” Sales Unless You Know These 3 Things. The hard work that companies and sales leaders need to do can’t really be ‘hacked’. Rethinking Sales Enablement.

B2B 99

B2B Lead generation Territory Retail 99

Partners in Excellence

MARCH 10, 2021

Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better by thinking Buyer Enablement. Yet very little of what we teach or coach our sales people to do focuses on how we help our customers to succeed. I want to build on this theme. Human nature, I suppose, causes us to focus on our success.

Objection handling 74

Objection handling Cross-sell Technique Sales 74

Partners in Excellence

NOVEMBER 11, 2021

Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. As we look at the accelerating pace of disruption, change, and growing complexity, curiosity enables us to be more open to changing, to adapt to doing things differently. It causes us to engage them differently.

Technique 94

Technique Growth Conversion Closing 94

Partners in Excellence

NOVEMBER 8, 2022

It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources. We free the customer up to learn about solutions through the most effective channels, enabling them to spend their time well. I read a post from a “thought leader.”

Customers 95

Customers B2B Education Up-sell 95

Partners in Excellence

DECEMBER 16, 2021

Part of what enables us to achieve is our experience and past success. The good news side of it is that understanding what works, systematizing it, repeating and scaling it enables us to continue to perform and grow. We have to rethink the nature of work, how it gets done, and the people/skills needed to do the work.

Quota 56

Quota Start-ups Trust Process 56

Partners in Excellence

NOVEMBER 14, 2022

In our own organizations, we have to do with much less, many marketing and sales programs are being stopped or eliminated, all spending is being reassessed. And then the layoffs–we see reductions in marketing, sales enablement, sales ops, customer service headcount. Yet we are still expected to accomplish our goals.

Pipeline 131

Pipeline Pitch Technique Clients 131

Partners in Excellence

JANUARY 15, 2023

Sellers carefully filter through qualification and discovery questions, trying to narrow them to the critical few that enable them to launch into a pitch. Maybe it’s time to rethink the purpose and value of questions, particularly deep questioning. Or too often, we bypass them altogether. We need to be better at asking questions.

Objection handling 68

Objection handling Pitch Launch Presentation 68

Partners in Excellence

DECEMBER 27, 2022

I can just imagine marketing and sales managers adjusting their outreach strategies—dial up the email sequences to 66 or more, buy more power diallers to ramp up the daily dials, sextuple the meaningless social outreaches. How do we rethink our digital engagement strategies? Profoundly so! What do we do?

Prospecting 77

Prospecting Referrals Contact High impact 77

Highspot

AUGUST 19, 2022

But as economic headwinds shift and marketers are once again tasked with making budgets stretch, new data reveals that marketing teams have a unique opportunity to rethink strategy, overcome old challenges, and yes, achieve more with less. Strengthen sales, enablement, and marketing alignment. 70% of sales content goes unused.

Quota 52

Quota Growth Represent Pipeline 52

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” A few examples: We tend to think of marketing, sales, customer experience as separate functions. Sales takes those opportunities moving them into orders.

Assembly Line 62

Assembly Line High impact Quota Technique 62

SaaStr

APRIL 4, 2023

Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. CIPIO Partners is a pan-European growth equity firm and early growth investor, primarily in software and software-enabled models. This will likely have the longest sales cycle.

Go To Market 88

Go To Market GTM Strategize Growth 88

Partners in Excellence

MAY 31, 2022

The arguments have come from sales enablement, sales ops, marketing, customer experience, the receptionist at the front desk. Think, for example, what could be learned by spending a day with a sales person, participating in calls/meetings, understanding their work. What Is The Role Of Sales Enablement?

Manufacturing 86

Manufacturing Finance Meeting Process 86

Partners in Excellence

APRIL 19, 2023

Then we go after the next 10000, then 20000, then…… And ChatGPT enables us to do 1000 emails in 15 minutes. We need to rethink what we are doing. These strategies enable us to pursue only the “low hanging fruit.” The sales people were very good, they had high win rates. But we made a change.

Customers 109

Customers Quota Growth Strategize 109

Partners in Excellence

SEPTEMBER 22, 2021

Rethinking Qualifying Is This Good Business For Us? Hearing What We Want To Hear What Is The Role Of Sales Enablement? The post Just Because Your Customer Isn’t Saying “No”……… first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Related Posts: How Do You Know If The Customer "Knows?" The LinkedIn Algorithm.

Customers 91

Customers Conversion Sell Sales 91

Partners in Excellence

JANUARY 11, 2023

But these tools are not just for us in sales, marketing, customer experience? Think about how this tool might displace the need for sellers trying to sell, enabling more buyers to choose rep free buying experiences. We have to begin rethinking our whole engagement strategies–both digital and with human selling interventions.

Education 94

Education Presentation B2B Meeting 94

Heinz Marketing

FEBRUARY 17, 2022

Amongst this dilemma, attribution, lead scoring models, click-through rates, MQLs are often some areas of controversy and friction between sales and marketing teams. Account-based marketing integrates marketing and sales efforts to close larger deals faster, and more efficiently. 40% More Pipeline. Larger Deal Sizes.

Pipeline 112

Pipeline Cross-sell Click Through Rate Territory 112

Highspot

NOVEMBER 18, 2020

While reps may have initially struggled to find success with virtual sales in March, by now, most salespeople — and their customers — have hit their stride. How Enablement Teams Win. The Arrival of Agile Enablement. How Enablement Teams Win. What to expect. Putting Problems Before Platforms. What to Expect.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Sales managers now routinely navigate: Increased managerial expectations and responsibilities.

Sales 96

Sales Technology Technology CRM 96