Veloxy

MARCH 23, 2023

Understanding why one prospect became a customer while another went elsewhere will be key if you expect to make your sales process stronger for future bids. 15 Questions to Ask in a Win-Loss Analysis The 5 Rules of Successful Post-Decision Interviews Let’s start reinforcing your sales process! Start using them today.

Process 244

Process Objectives and Key Results Sales Up-sell 244

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. You can easily address this by embracing sales technology to streamline sales processes.

Product 246

Product Territory Objectives and Key Results Sales 246

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 126

B2B Up-sell Contract Start-ups 126

Force Management

MARCH 28, 2024

Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker.

GTM 126

GTM Cross-sell Go To Market Sell 126

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. I actually never see anything about this other than within the selling community. Hmmm, what am I missing?

Sell 118

Sell Retail Promote Up-sell 118

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. One of the things he discusses in the concept of “Selling Possibility.” Too often, sellers catch customers who are very late in their buying cycle. Imagine engaging the customer much earlier.

Sell 124

Sell Up-sell Start-ups Customers 124

Partners in Excellence

JANUARY 18, 2024

These are the discussions we strive to get since it is all about us and what we sell. When we look at the data on No Decision Made and Buyer Regret, we know how much our customers struggle with complex B2B change and buying initiatives. They don’t know how to buy. But are they asking us the right questions?

Customers 125

Customers Up-sell B2B Trust 125

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. You still don’t really know who is buying what.

B2B 115

B2B Drivers/motivators CRM GTM 115

Understanding the Sales Force

MAY 29, 2024

In the sales process, there are six competencies used prior to closing and salespeople who are strong in those competencies don’t really experience a closing event. Prospects simply buy. In a jury trial, closing arguments can take several hours or even days! And then the jurors have to think it over. Closing is overrated.

Closing 81

Closing Consult Presentation Represent 81

Partners in Excellence

JANUARY 30, 2024

But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention. We’ve seen this in their buying processes. The data on problem led selling is fascinating. Nothing focuses on our priorities and our company.

Product 96

Product Sell Pitch B2B 96

Partners in Excellence

APRIL 9, 2024

Define and execute a selling process aligned with your customer buying process. We waste so much time by doing a random walk through opportunities, responding to customers random walk through their buying process. Instead, help your customer navigate their buying process. Be prepared!

CRM 123

CRM Technology Technology Pipeline 123

Partners in Excellence

SEPTEMBER 7, 2023

Unfortunately, too many are driven by wishful thinking and random walks through the customer engagement process. ” There are a small number that leverage a selling process strongly. ” There are a small number that leverage a selling process strongly. Where are they in doing those activities?

Process 113

Process Sales Up-sell Meeting 113

Martech

MAY 24, 2024

Because the sentences are tough, and the appeal process can be arbitrary. Buying a list Charges : Fraud, forced entry, coercion. They say, “Let’s just buy a list and scale up fast.” When you buy a list, you could end up in email jail as soon as you push the “Send” button. Annoyed, no doubt.

Cross-sell 113

Cross-sell Promote Represent Technology 113

Partners in Excellence

AUGUST 16, 2023

Virtually every organization I work with has a real misunderstanding of Selling Processes and Sales Methodologies. The Selling Process focuses on the “why and what” of how we engage customers in helping them navigate their buying process. At the risk of oversimplifying the difference.

Process 94

Process Sell Sales B2C 94

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. With that as forewarning, let me dive into this.

Customers 113

Customers Objectives and Key Results Growth Objection handling 113

Partners in Excellence

APRIL 8, 2024

Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges. In spite of everything, customers are still buying, though the economy drives them to focus on mission critical purchases. For much of their buying, this makes sense.

Quota 113

Quota Trust Pitch Up-sell 113

Partners in Excellence

AUGUST 9, 2023

Recently, sitting with a sales management team, we started discussing the “Sales Process.” ” They displayed their sales process. As you might expect, the process was divided int a number of stages. In the last 8 years, we’ve become more sensitive to the customer buying process.

Process 93

Process Sell Customers Trust 93

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important. Maybe every few years.

Process 113

Process Manufacturing Legal Contract 113

Partners in Excellence

JANUARY 16, 2024

Regardless how powerful the business case, if the people buying and using the solution aren’t confident, they won’t buy. Ultimately, the greatest value we create is how we help the customer understand and navigate their change process. Are they navigating the buying process effectively?

Trust 114

Trust Customers Process Product 114

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. ” They don’t need us creating a deadline incentive, “If you buy by the end of the quarter, we can give you a discount.” We focus on selling a product. What don’t buyers need from sellers? These are different.

Education 126

Education Trust Sell Product 126

Partners in Excellence

MAY 8, 2024

Desperately, we try to find someone to talk to, something interesting to talk about, but…… It seems so much of “modern” selling looks like this. Customers are involving us later and later in the buying process. The most important stuff happens much earlier in the buying process!

Price 68

Price Up-sell Conversion Presentation 68

Partners in Excellence

MAY 25, 2024

If we look at the “founders” of the SaaS concept, it was innovators adapting and assembling bits and pieces of other business models to create a new approach. But that model is no longer serving customers or SaaS companies well, so we need to innovate. The most misunderstood is the concept of “Predictable Revenue.”

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

SalesLoft

APRIL 18, 2024

That’s why Salesloft’s partner ecosystem has all the tools you need for selling, in one single pane of glass. Revenue teams, it’s time to ditch a disjointed workflow and start working more efficiently to deliver relevant buying experiences across the full customer lifecycle. But how do you know whether or not they’re ready?

GTM 98

GTM CRM Up-sell Technology 98

Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. If we are selling them a piece of capital equipment, there are things like site prep, installation, maintenance, power and so forth.

Price 116

Price X-functional Presentation Represent 116

SaaStr

MAY 30, 2024

When you want to buy a car, you test drive it, look at the stats, the steering and handling, the air conditioning, the quality of the sound, and how you feel about it. Then, after you experience the value, you decide to buy it. They get value, make a decision, and buy. What PLG Signals Can Sales Use to Sell Software?

Cross-sell 90

Cross-sell Customers Pitch Drivers/motivators 90

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 109

Customers Contract Consult Electrical Engineering 109

The 5% Institute

JUNE 23, 2022

In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Read on to learn our recommended critical selling skills, and how and why you should implement this into your sales strategy. Critical Selling Skills – 5 x Must Haves. Critical Selling Skills – 5 x Must Haves.

Sell 142

Sell Consult Presentation Clients 142

Force Management

DECEMBER 14, 2023

Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What you can control is the tools you provide to help that partner sell your solution. Secure a plan to make sure that every person selling your solution can execute these three critical sales skills: 1.

Negotiate 139

Negotiate Education Market share Growth 139

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. What Is Permission Based Selling?

Technique 134

Technique Sell Presentation Clients 134

Partners in Excellence

OCTOBER 4, 2023

Imagine what we could do, without impact to the cost of selling, if we started being more effective in how we manage each deal? That would double our revenue and attainment at virtually zero incremental cost of selling! These are customers who have “committed to,” and budgeted to buy something. Yet they fail!

Quota 115

Quota Growth Sell Process 115

SaaStr

MARCH 16, 2024

Dear SaaStr: I Have Some Shares in a Successful Start-Up I Worked At, But the Company Won’t Let Me Sell Them. And while it mainly impacts ex-employees, it also impacts angel and seed investors who are often blocked from selling as well. Costs — Hard and Soft It can cost $5k-$10k to process a transfer. No CEO, CFO, etc.

Start-ups 81

Start-ups Up-sell Sell Cross-sell 81

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Partners in Excellence

APRIL 3, 2024

And as we start linking shortcuts, things that are disconnected in the process, we find ourselves doing more work to fit them together, trying to manage a whole bunch of varied shortcuts that are supposed to make things easier for us. We also become very nimble in the execution of the process.

Objection handling 113

Objection handling Construction Technique Drivers/motivators 113

Salesforce

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Contract 119

Contract Negotiate Follow-up Contact 119

Partners in Excellence

AUGUST 28, 2023

Complex B2B change and buying processes are messy—and they are getting messier! For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. A few data points: Increasing numbers of change and buying projects fail! They start/stop.

Presentation 102

Presentation Start-ups B2B Process 102

The 5% Institute

AUGUST 28, 2022

In this guide, you’ll learn exactly how to sell high ticket services and their niches, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Read on to learn exactly how to sell high ticket services, and how you can implement it into your sales strategy. Sales consulting.

Service 139

Service Sell Niche Consult 139

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 112

Technology Technology CRM Pipeline 112