Partners in Excellence

FEBRUARY 24, 2022

There’s the famous Wayne Gretzky quote, “I skate to where the puck is going to be, not where it has been.” ” If you read the current literature and blog posts on the future of selling, everything is about it being virtual, or in the least, hybrid. These are the secrets to virtual/hybrid selling.

Up-sell 68

Up-sell Meeting Sell Process 68

Partners in Excellence

JUNE 11, 2020

“I skate to where the puck is going to be…” It’s a quote attributed to Wayne Gretsky about what differentiated his style of play from other hockey players. Too many organizations are focusing on where the puck was… looking for things to get back to normal.

Up-sell 84

Up-sell Presentation Growth Sell 84

Martech

JUNE 15, 2022

The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.” The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.” See terms.

UX 126

UX Technology Technology User Experience 126

Search Engine Land

OCTOBER 24, 2023

“Skate to where the puck is going.” ” Simple in theory, but difficult in practice. If next year’s SEO results come from what you’re doing (or not doing) right now, then too many SEOs want to have their cake and eat it, too. They want long-term success. Money in the bank. Let me show you a simple example.

CTR 105

CTR Drivers/motivators Start-ups Referrals 105

Partners in Excellence

MARCH 8, 2022

Of course, they are engaging sales people through virtual channels, but that’s an increasingly small part of how and where they spend their time in their digital buying journey. But there are bright spots with organizations that recognize where/how buyers struggle and are directly addressing.

Sell 85

Sell Up-sell Pitch Growth 85

Partners in Excellence

MARCH 7, 2022

We misunderstand the customer digital buying journey and what it means to our customers and to sellers. Too many focus on the ability of customers to create a Rep-Free buying experience. One would think it’s mostly customers liking this, but shockingly, too many sales people love this. And over time, those catalogs moved on line.

Represent 73

Represent Pitch Up-sell Start-ups 73

Partners in Excellence

JUNE 29, 2017

I’m sure you know it, but he answered the question about how he managed to perform so well by saying, “I skate to where the puck is going to be, not where it is.” Wayne Gretsky has the famous quote describing why he is an all time top performer in the NHL.

Objection handling 54

Objection handling Sales Account management Technology 54