Partners in Excellence

NOVEMBER 28, 2022

We spend lots of time and money focusing on onboarding new sellers. As a result, it shouldn’t be a surprise they fall back to what they do know—the things they did in their previous job as a seller. For example, sales managers use CRM in different ways than sellers use them. Perhaps it’s time to rethink this.

CRM 113

CRM Pipeline Process Product 113

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? Some are seller centric. But the seller centric approach focuses on what we need to demonstrate to be chosen. Buyer centricity, starts in a very different place than order or seller centric sellers. There is commonality between being order, seller, and buyer centric.

Objectives and Key Results 142

Objectives and Key Results Quota Represent Education 142

Martech

JUNE 22, 2023

Currently, sellers spend 52% of their time on creating and delivering value messaging across the sales process, according to Gartner’s Seller Time Spend Assessment of 1,204 sellers in May 2023. It generates transcripts, blog articles, social posts and summaries, incorporating and optimizing relevant keywords and phrases.

Launch 94

Launch Pitch Technology Technology 94

Partners in Excellence

NOVEMBER 28, 2022

We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Sellers are selling as hard as they can! As a result, only 41% of sellers are making their goals.

Up-sell 101

Up-sell Sell B2B Process 101

Search Engine Land

NOVEMBER 15, 2023

Display seller ratings One of the most obvious things you can do to inspire trust in your text ads is to include seller ratings. Seller ratings are an automated ad asset (formerly extension), so you can’t really control when they’ll show up. And we don’t want to risk incorporating old blog post content into your messaging.

Real Estate 100

Real Estate Trust Clients Follow-up 100

Partners in Excellence

APRIL 1, 2024

Not only do they put out incredible content every day: podcasts, books, blogs etc. 14 month average seller tenure, 16 months for leaders and only 39% quota attainment. What inspires me most about the profession is that there are so many supportive and giving people in the sales community. Sales makes the world go round.

Sell 102

Sell Finance Quota Sales Experience 102

Search Engine Land

MAY 10, 2023

It can be used for writing (everything from essays and poems to blog articles and even music), coding and debugging, translating text, finding data sets, answering complex questions, solving math equations, and more. Limitations aside, ChatGPT can be a helpful marketing tool for Amazon sellers. Here are six ways how.

Niche 115

Niche Promote Contact Gaming 115

Partners in Excellence

JULY 29, 2022

Increasingly, we see very powerful ways that sellers and customers can engage in their buying process and learning. Typically, sellers invite customers to Digital Selling Room. The rooms enable sellers to provide relevant content for use by the customers. It’s convenient for the sellers, but not so much so for the buyers.

Sell 91

Sell Customers Meeting Process 91

Partners in Excellence

FEBRUARY 14, 2022

What sellers do is drive customers to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? first appeared on Partners in EXCELLENCE Blog -- Making A Difference. The post Why Should We Expect Our Customers To Change?

Customers 129

Customers Consult B2B Sell 129

Partners in Excellence

FEBRUARY 10, 2021

I believe shifting our vocabularies from Buyer/Seller to Buying/Selling is much more than wordsmithing. The problem with the terms Buyers/Sellers is we focus on certain roles or people of our and our customer’s organizations. We recognize the selling isn’t just the job of Sellers.

Sell 126

Sell Presentation Process Customers 126

Partners in Excellence

NOVEMBER 8, 2022

Buyers have never spend a majority of their time with sellers (directly or indirectly). In the “old days,” perhaps 15 years ago, sellers spent a lot of time educating customers about their solutions. Sellers basically became walking/talking product brochures. This actually provides more insight. This is great news!

Customers 95

Customers B2B Education Up-sell 95

Cerebral Selling

AUGUST 30, 2022

In my book and on this blog, I’ve spoken about the types of discovery questions that buyers like answering the most (according to science). They aren’t the same standard set of discovery questions your customer’s been bombarded with by EVERY other seller. Novelty : Fill-in-the-blank questions have an element of novelty to them.

High impact 234

High impact Up-sell Networking Sell 234

Partners in Excellence

MARCH 30, 2022

” When I speak with people who are sellers, I often wonder, “Why did they choose to do this?” And a small number, usually top performers, love being sellers–and all that entails. They take pride in being sellers and performing at the highest levels possible. The post Do You Really Want To Be A Seller?

Up-sell 105

Up-sell Sell Follow-up Growth 105

Partners in Excellence

AUGUST 15, 2022

” My mind went to all the supporting arguments, things like: How do they possibly understand what sellers face, without having done the job themselves? Why would sellers pay attention if they didn’t recognize that sales enablement professionals and manager had credibility, based on their personal experience?

Sell 100

Sell Manufacturing Finance Trust 100

Partners in Excellence

FEBRUARY 2, 2023

As my social feeds get filled with “gurus” talking about how AI can be deployed to do virtually everything critical to sellers, I started wondering about the “Human” element of engaging our customers and people in our own organizations. I was confused. Chat had to think about that for a while.

Sell 113

Sell Conversion Campaign Trust 113

Partners in Excellence

SEPTEMBER 12, 2022

” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. Since buyers don’t necessarily know or care about how our systems work, the onus is on sellers to figure this out.

Customers 117

Customers Up-sell Follow-up Sell 117

Search Engine Land

NOVEMBER 27, 2023

Let’s look at what conversions to consider and then explore where you can discover keywords with high conversion potential tailored to your business, whether you’re a publisher, a B2B brand or a seller of consumer products. This approach also works for other indirect conversions, like those from social media, PPC ads or blog content.

UX 125

UX Strategize Referrals Conversion 125

Martech

JANUARY 29, 2024

Whether it’s blog posts, social media content, or product descriptions, AI-powered content generation can save time and resources while maintaining consistency and relevance. Personalized Marketing: Startups can use generative AI to analyze customer data and create personalized marketing campaigns. Please keep answers simple.

Objectives and Key Results 95

Objectives and Key Results Lead generation Growth Campaign 95

Heinz Marketing

MAY 29, 2023

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. They’re very important to consider.

Pipeline 99

Pipeline Angle Sales Trust 99

Partners in Excellence

AUGUST 22, 2022

As sellers, we are hoping to change their perception, to teach them, to help them learn, and possibly see things differently. But this concept is even more difficult–and this is where sellers are, often, challenged. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. The post Is The Customer Always Right?

Customers 97

Customers Commission Trust Sell 97

Partners in Excellence

OCTOBER 12, 2022

We, also, share a deep pride in our profession, with hopes to see it continue to grow and improve in the value sellers create with customers. We each, field questions from sellers everyday. Frequent readers of this blog know most of my posts come from these questions. Aaron and I go back and forth with each other.

Sell 62

Sell Customers Networking Process 62

Highspot

JULY 5, 2023

When reps empower buyers with new and relevant information, sellers can reduce buyer indecision and expedite sales cycles. The more compelling the interaction between a buyer and seller, the more likely a buyer is to meet and make a decision. TIP: Deliver contextual guidance to sellers through Sales Plays.

Pitch 52

Pitch Commission Pipeline B2B 52

Partners in Excellence

APRIL 14, 2022

There was an information asymmetry, and sellers had the advantage. From a seller side, things haven’t changed much. But this asymmetry with sellers having the advantage no longer exists. They have more high quality information, from more high quality sources than any seller/vendor can provide.

Quota 98

Quota Pitch Customers Product 98

Partners in Excellence

SEPTEMBER 15, 2022

” They manage strategies around low tenure (11 months for sellers and leaders). Buyers don’t wait for our sellers to get up to speed, they just buy from someone else. It takes time for sellers to ramp to full productivity, so there’s huge lost opportunity during that time.

Represent 97

Represent Account management Up-sell Pipeline 97

Highspot

OCTOBER 31, 2023

Prior to implementing Highspot, 70% of customers struggled with the lack of insight into seller actions. With Meeting Intelligence , you can gain visibility into your sellers’ real-world buyer interactions to identify how rep behaviors and strategic initiatives are landing.

Strategize 72

Strategize CRM Government Closing 72

Partners in Excellence

APRIL 13, 2022

It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. It’s interesting that we think of objections as something that’s unique to buyer/seller interactions. The post Objecting To Objections first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Objection handling 123

Objection handling Technique Pitch Promote 123

Partners in Excellence

OCTOBER 27, 2021

As sellers, the pandemic has forced us to rethink our work and how we engage our customers. Just as sellers had to figure out new ways of selling and engaging customers, customer had to figure new ways of buying. Many sellers might respond, “Isn’t that just the mirror image of what we are doing?”

Up-sell 112

Up-sell Meeting Technology Technology 112

Partners in Excellence

AUGUST 18, 2022

For sellers, if we are not helping our customers navigate their buying process successfully, we will not make a sale. Sellers can make a huge number of choices that influence the math. Commonly we look at things like average deal value, win rate, sales cycle as part of the math sellers use. And it changes over time.

Sell 87

Sell Sales Retail Up-sell 87

Partners in Excellence

OCTOBER 31, 2022

I see a lot of discussions about “forcing sellers to waste selling time by doing their own research.” But I would never take the research responsibility away from the sellers, whether they are SDRs, AEs, or some other role. I think the root issue is the lack of business/financial acumen training for sellers.

High impact 62

High impact Up-sell Presentation Growth 62

Partners in Excellence

OCTOBER 6, 2022

We were talking about the inability for sellers to connect and communicate, in meaningful ways, with customers. See, buyers and sellers are speaking different languages to each other. And to many sellers, this is a foreign language. Our sellers are ill prepared to engage customers in high impact conversations.

Conversion 87

Conversion Customers Drivers/motivators Construction 87

Partners in Excellence

OCTOBER 21, 2022

Why should SaaS sellers care about what’s happening outside of SaaS, why should the rest of us care? As I talk to these organizations, often, I ask, “Have you looked at what the sellers of basic materials are doing?” Across all industries/markets, I see sellers struggling. Why is this important?

Cross-sell 92

Cross-sell Quota Sales Up-sell 92

Highspot

JUNE 15, 2023

However, by increasing the effectiveness and efficiency of every deal, you can improve the performance of each seller – and maximize revenue generated per rep. Build Efficient Onboarding Programs Onboarding can help you ramp new sellers on your sales process, tools, and content – and serve as a key lever in accelerating sales productivity.

Product 59

Product Sales Cross-sell Pitch 59

Partners in Excellence

NOVEMBER 22, 2022

But, what about us–the sellers? These are conversations I have with sellers. In fairness, everything their companies do reinforces the focus on the transaction. ” The answer is, “They need to buy a…… ” The seller rarely articulates the problem. We have our goals and quotas to make.

Customers 82

Customers Commission Promote Quota 82

Martech

DECEMBER 7, 2022

Ecommerce platforms are simply software applications that enable sellers and their consumers to interact at an online storefront. Marketplaces, on the other hand, are exactly what they sound like — a type of ecommerce site where many different sellers connect with buyers. The rise of mobile and social commerce. The future of ecommerce.

E-commerce 88

E-commerce Retail B2C Gaming 88

Partners in Excellence

DECEMBER 1, 2021

This mechanization of selling has created intriguing, hopefully unintended consequences, both for buyers and sellers. We’ve seem to have lost sight of the human being, both the buyer and the seller. The signals have been there for years–both with sellers and buyers. Each becomes a “widget” in the process.

Manufacturing 118

Manufacturing Technology Technology Sell 118

Partners in Excellence

MAY 13, 2022

Here’s a pop quiz for sellers and sales enablement folks. Our own track records are pretty poor with our own change management efforts, so how can we provide great leadership to our sellers, if we are so bad at this? ” The post Selling Skills first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Sell 88

Sell Objection handling Negotiate Customers 88

Partners in Excellence

OCTOBER 10, 2022

.” Simultaneously, we are facing recession and talent shortages in key seller roles. Leaders are struggling with what to do…… They ask, “How do we create comp plans that attract and retain the right sellers…,” or, simply, “What if we just paid everyone more? Tenures of roughly 11 months!

Growth 62

Growth Sell Conversion Customers 62