Partners in Excellence

FEBRUARY 1, 2024

Unless you are really interested in what you do as a Seller, doing any job in selling can be crushing. This is about everything having to do with selling–what drives customers, how they buy, how we help them buy, how sellers do great work, learning from what other great sellers do, and more. Deep attention to the details.

Sell 77

Sell Quota Conversion Meeting 77

Partners in Excellence

MAY 22, 2023

Discovery and qualifying are critical to sellers. But the primary focus of sales discovery and qualifying is to serve the seller, providing them the information they need/want to provide a proposal to the customer. Are the goals customers seek to achieve in discovery and qualifying the same that sellers have?

Education 123

Education Customers Process Closing 123

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. ChatGPT has been very enthusiastic about helping train sellers. But in it’s enthusiasm to start training sellers, it’s started pitching me on how good it can be.

Pitch 112

Pitch Manufacturing Objectives and Key Results Launch 112

Search Engine Land

SEPTEMBER 14, 2023

The new technology simplifies how sellers create product descriptions, titles, and listing details by automatically generating content based on brief product descriptions. Previously, sellers were required to enter many pieces of information to create product listings, however, the process has now been streamlined into just one step.

Product 143

Product Engineering Technology Technology 143

Sales Gravy

SEPTEMBER 8, 2023

A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. Modern sellers must also have an ownership, or entrepreneur, mindset. Modern sellers must also have an ownership, or entrepreneur, mindset.

Territory 94

Territory Clients Sell Sales 94

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 120

Customers Up-sell Follow-up Sell 120

Engage Selling

MARCH 4, 2022

Using technology will make you a more effective and efficient seller in today’s marketplace. 3 Reasons Technology Will Help You Become a … Read More » The post Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies first appeared on The Sales Leader. And there are three main reasons for this.

Sales 138

Sales Technology Technology Sell 138

Martech

APRIL 10, 2024

The post YouTube adds new shopping features to increase seller revenue appeared first on MarTech. When creating or linking your store, you can now choose between Fourthwall and other existing platforms like Spring, Spread Shop and Spotify. Fuel for your marketing strategy. Business email address Sign up now Processing.

Commission 89

Commission Promote Up-sell Start-ups 89

Search Engine Land

FEBRUARY 21, 2023

Based on P&Ls provided by a sample of sellers, the fees incurred by a typical Amazon seller include a 15% transaction fee, referred to as a referral fee by Amazon, and 20-35% in Fulfillment by Amazon fees, which encompass storage and other fees. Not news for many sellers. ” Forcing sellers to advertise.

E-commerce 99

E-commerce Referrals Retail Price 99

RAIN Group

APRIL 5, 2023

You’d be hard-pressed to find an organization that didn’t want its sellers and sales teams to meet their goals in the face of challenging conditions and do so with high win rates and strong pricing. Sales training is one obvious way for organizations to build such teams.

Price 93

Price Sales Meeting 93

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 129

Sell Presentation Process Customers 129

Force Management

MAY 18, 2023

The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size.

Sell 125

Sell Growth Conversion Closing 125

Partners in Excellence

AUGUST 17, 2023

My friend, John Smibert , wrote a great post, posing the question, “ Do sellers have to have honesty, integrity, and transparency? A small, but expanding, group has assembled to talk about and evangelize the Sellers Code Of Conduct. The post “Do Sellers Have To Have Honesty, Integrity, Transparency?”

Technique 84

Technique Represent Trust Presentation 84

Force Management

FEBRUARY 28, 2024

Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. Every organization has its top performers, and usually others within the ranks hold the potential to become elite.

Growth 108

Growth Customers Sales 108

Membrain

AUGUST 22, 2021

When buyer/seller harmony is achieved, more than a sale is made. Yet, for a number of reasons, sellers are about as in harmony with their buyers as I am in singing along with the radio. Value is exchanged.

Sales 142

Sales 142

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 100

Represent Account management Up-sell Pipeline 100

Force Management

MARCH 9, 2023

As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins.

Negotiate 113

Negotiate Closing Process Sales 113

A Sales Guy

MAY 7, 2021

The post Can Quiet Sellers Gap Sell? As long as you can dig, listen, find the problem, and lead the prospect to water, you can Gap Sell, and should sell better based on character & credibility, rather than personality & likeability. Also read Quiet , because I only scratched the surface. Written by Reggie Stjernholm.

Sell 170

Sell Cross-sell Up-sell Gaming 170

Partners in Excellence

MAY 19, 2023

And when we don’t… Despite my struggles with speaking different languages, I think Foreign Language Training must be mandatory for every seller. CROs must start charging their Sales Enablement organizations with Foreign Language Training for all sellers. It’s remarkable when we encounter a bilingual seller.

Trust 77

Trust Conversion Customers Product 77

Martech

NOVEMBER 15, 2021

Good morning, Marketers, and nice exits are available for Amazon sellers. So I’m familiar with Amazon marketplace sellers, the third-parties who sell through Amazon, and often through other platforms too. I’m even familiar with FBA sellers — fulfilled by Amazon — who rely on Amazon to pack and ship what they’ve sold.

E-commerce 106

E-commerce Up-sell Sell Customers 106

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 108

Up-sell Sell Follow-up Growth 108

Engage Selling

JUNE 19, 2020

Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.” ” The second type, … Read More »

118

118

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 97

Customers B2B Education Up-sell 97

Partners in Excellence

MARCH 8, 2023

” I guess, having so many years working in selling and with sellers, these questions provoke a bored yawn. Each of these represented things that used to bee critical elements of sellers jobs/roles. But as better ways to deliver these things arose, the job of sellers has changed and evolved. Will AI replace sellers?

Manufacturing 68

Manufacturing Finance Represent Sell 68

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

SEPTEMBER 6, 2022

That coupled with conversations with hundreds of sellers and managers, I’ve come to a conclusion that even surprises me. The realization is, most sellers don’t really understand how businesses work. So, the best sellers in these spaces can talk a little about sales/marketing productivity and performance.

Appointment 77

Appointment Up-sell Presentation Clients 77

Hubspot

APRIL 1, 2024

It’s kind of a running joke that no seller will ever get enough leads. Every seller wants a strong, steady stream of quality inbound leads. So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. Lately, that’s unlikely to be the case.

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

Salesforce

MAY 11, 2023

A former top seller at IBM and a winner of Grubhub’s Silver Platter award — which honors a handful of the company’s highest performers — Dao said he’s often amazed by how far he’s come. These are the sales learning moments that have made Dao into a seller at the top of his game. The moment IBM said yes.

Up-sell 98

Up-sell Start-ups Education Follow-up 98

Sales Hacker

MARCH 6, 2023

So what does effective opportunity management look like for a modern seller? With deals becoming increasingly complex and sales cycles getting longer, it’s more important than ever to have a process that works. Even if you’re dealing with a short sales cycle, you still need to be able to close deals predictably.

B2B 87

B2B Pipeline Strategize Closing 87

Search Engine Land

NOVEMBER 12, 2021

At AMZ Innovate, Amazon sellers expressed their frustration with the tech giant, and also their granular obsession with it. Please visit Search Engine Land for the full article.

Engineering 139

Engineering 139

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 90

Conversion Customers Drivers/motivators Construction 90