Partners in Excellence

DECEMBER 6, 2018

I’ve written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future. I’ve even gone so far as to suggest we stop training sales people in traditional selling skills, focusing on skills critical for the future.

Sales 74

Sales Networking Trust Strategize 74

Partners in Excellence

NOVEMBER 26, 2018

The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/marketing performance is getting worse. Don’t get me wrong, some of these things may be helpful.

Objection handling 81

Objection handling Cross-sell Technology Technology 81

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sell 92

Sell Objection handling Assembly Line Territory 92

Partners in Excellence

JANUARY 9, 2019

Ironically, the majority of sales people don’t know how to create these and don’t incorporate them in their selling process. Those sales people and sale organizations that can help customers make sense of what they are doing will outdistance themselves from everyone else.

Manufacturing 87

Manufacturing Engineering Technology Technology 87

Partners in Excellence

APRIL 7, 2019

When the SDR finds an opportunity, it is usually passed to a sales person to manage through closure. When we look at the SDR role, as implemented in most organizations, it’s an entry level sales role. Typically, it’s the first sales job for highly enthusiastic, aspiring sales person.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard. When it comes to sales, remote work presents a unique set of issues.

Sell 57

Sell Pitch Manufacturing Up-sell 57

Partners in Excellence

DECEMBER 26, 2017

I was reading an article from yet another guru—my apologies, I’m really getting tired of guru’s—with the premise, Skills are more important than experience. Having great skills is very important (at least skills relevant to the role you are seeking to fill). How do we develop skills?

Networking 49

Networking Growth Customers Sales 49

CloserIQ

MARCH 13, 2019

We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Other organizations in your geographical area are competing with you for top talent. Remember, not all competing job ads will be good ones. Rethink Your Hiring Practices (Katelyn Craine of HubSpot). “We’ve

Negotiate 60

Negotiate Follow-up Up-sell Prospecting 60

Partners in Excellence

FEBRUARY 8, 2018

Whether it’s talent management,rethinking the bell curve, metrics and shifting the numbers in our favor, or rethinking the pareto principle–we can and are obligated to design our organizations for performance. I get frustrated reading the data about sales management tenure dropping to 19 months.

Quota 63

Quota Gaming Technology Technology 63

PandaDoc

SEPTEMBER 11, 2020

Sometimes, it can be a challenge to generate excitement for sales training. Collaborative learning is a great way to grab attention and build excitement for your sales training. It’s also a fantastic technique to strengthen connections within your sales team and to leverage specialist knowledge and expertise across your whole business.

Technique 52

Technique Drivers/motivators Sales Promote 52

Partners in Excellence

MAY 23, 2018

They ramp up pressure on the sales people. Or they start running the math, adding more sales people, reasoning the current sales people are at capacity, so the only way to achieve the numbers are to add more people. Alternatively, they start churning sales people. Some time ago, I had a tough encounter with a sales VP.

Pipeline 48

Pipeline Quota Start-ups Up-sell 48

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Before you start: Sales reps by the numbers.

Commission 52

Commission Sales Legal Contract 52

Miller Heiman Group

JANUARY 7, 2020

2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. For many sales organizations, that means taking a good look at your talent and determining if your talent strategy aligns to your business goals.

Territory 52

Territory Government Consult Quota 52

Sales Hacker

JUNE 22, 2020

This is why multi-threading, asking genuinely curious questions , and selling value directly to the person signing the check are critical skills. It’s also why, when you don’t leverage those skills — CFOs kill your deals. Does this question sound familiar… “Actually, can you make this out to our CFO?”. What choice do you have?

Pitch 105

Pitch Up-sell Strategize Finance 105

Partners in Excellence

JUNE 22, 2018

No sales business model is “forever.” ” As our markets change, as our customers change, as our own business strategies change, there is a necessity to reassess our sales business models and go to market strategies. These can give us some insight about the sales business model most appropriate for the business.

Sales 66

Sales Strategize Up-sell Sell 66

InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. The key is identifying the sales metrics that matter most and getting ahead of pitfalls with actions like managing dashboards correctly. .

Contract 62

Contract Territory Cross-sell Pipeline 62

Partners in Excellence

FEBRUARY 17, 2016

Customers will let their fingers do the digital walking, SEO, PPC and other techniques will enable those customers to find us, our marketing automation tools will capture and nurture those customers through their quest to learn, SDR’s will intercept them at just the right point and then we magically have a qualified opportunity.

Territory 50

Territory Cross-sell Start-ups Customers 50

Partners in Excellence

MARCH 2, 2016

Unfortunately, that’s where the majority of sales people compete. Some sales people, unfortunately far too few, go a step further. Their managers are responsible for determining how to best invest in various projects that compete for funding. Value is one of those $25 words everyone talks about.

Cross-sell 51

Cross-sell Contract Price Commission 51

SBI

AUGUST 13, 2019

In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? What Areas Organizations Could Benefit from Taking a Transformative Approach.

Tradeshows 38

Tradeshows Quota Technology Technology 38

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). Answer: Yes.

Retail 42

Retail Manufacturing Price Up-sell 42

Veloxy

JUNE 27, 2022

The same is true for sales slumps. We spoke with some of our clients, and the below list comprises their ten top sales movies and their five top sales tv shows. The 10 Best Sales Movies of All Time. This movie will not only give you new ways to overcome objections, but it is packed with outstanding sales quotes.

Non-Profits 162

Non-Profits Cold Call Tradeshows Real Estate 162

Hubspot

OCTOBER 18, 2013

The ongoing coverage didn’t emerge from a release, but rather a commitment to rethinking the “typical” office culture and pursuing a unique strategy to attract and retain top talent. So what do we do? Well, it starts with recognizing what we''re doing wrong. And wrong looks a little something like this: Yikes. Any of that look familiar?

Launch 76

Launch Angle Pitch Start-ups 76

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Why is there a knowledge gap for sales leaders? sales guidance.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Martech

MAY 31, 2022

With user preferences changing rapidly, you need to constantly rethink your advertising strategy to stay relevant in the advertising scene. With user preferences changing rapidly, you need to constantly rethink your advertising strategy to stay relevant in the advertising scene. The skills of your internal talent.

Pitch 91

Pitch High impact Campaign Niche 91

Sales Hacker

SEPTEMBER 20, 2022

But this August I hosted a Sales Hacker panel with four sales leaders who guided their teams and companies through ‘08 and beyond, and what they said lightened something in my chest: Don’t panic. VP of Sales, reporting into Mary Shea. VP of Sales in media tech, leading team of 20. Really, really, really: Don’t panic.

Real Estate 81

Real Estate Clients Account management Up-sell 81

Partners in Excellence

OCTOBER 8, 2017

I have been invited to participate in a discussion on the “Future of Sales,” with a small group of wickedly smart practitioners. Not with sales/marketing–at least not in these transformative times. Not with sales/marketing–at least not in these transformative times.

Sales 50

Sales Quota High impact Growth 50

DoubleDigit Sales

NOVEMBER 11, 2020

With more of the world working remotely, it’s harder than ever for sales professionals to capture a prospect’s interest. Across industries, sales professionals have had to learn to sell virtually, while aiming to hit targets during a tough year. Proactive Prospecting: Fuel the confidence and skill to engage and find new business.

Prospecting 52

Prospecting Referrals Territory Niche 52

SaaStr

AUGUST 7, 2020

From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. This episode is sponsored by Linode. This episode is an excerpt from a session at SaaStr Summit: Enterprise.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

AUGUST 6, 2019

Join Tradeshift founder and CEO as he shows founders how to take control of their destiny. Tradeshift has grown to 650+ people with offices in 12 countries from its start as a mere vision in 2005. Want to see more content like this? Join us at SaaStr Annual 2020. Christian Lanng | Founder and CEO @ Tradeshift. FULL TRANSCRIPT BELOW.

Networking 60

Networking Cross-sell Up-sell Growth 60

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales 98

Sales Technique Non-Profits Cold Call 98

Sales Hacker

AUGUST 25, 2020

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. Subscribe to the Sales Hacker Podcast.

Up-sell 73

Up-sell Campaign Start-ups Construction 73

Spiro Technologies

NOVEMBER 7, 2023

Like, looking forward, what are we thinking here? It seems to be very mixed up at this moment. Hello and welcome to Make It. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. But a lot of them are much more modestly sized.

Manufacturing 59

Manufacturing Construction Electricity Non-Profits 59

SaaStr

JULY 29, 2020

Hear from Michelle Zatlyn, co-founder and COO of Cloudflare. Michelle started the company during an economic downturn in 2009. Now, Cloudflare runs one of the world’s largest networks that helps make the Internet more secure, fast, and reliable, with a market cap of more than $6B. Michelle Zatelyn | COO + Co-Founder @ Cloudflare.

Start-ups 68

Start-ups Growth Engineering Technology 68