Partners in Excellence

JULY 26, 2020

There are the posts about terrible prospecting, clueless sales people, horrible managers. And sadly, there are too many examples of horrible sales practice. It really isn’t a problem with the sales people we call out, it’s a management and leadership problem. The comments, likes, and shares skyrocket.

Gaming 105

Gaming Cold Call Represent Up-sell 105

Martech

MARCH 25, 2022

Here are my top five things email marketers need to stop doing and what to do instead. ” Jeez, people! ” Sure, you want people to use your reply forms instead of replying to your mail. ” Sure, you want people to use your reply forms instead of replying to your mail. How stupid is that?

Real Estate 129

Real Estate Cross-sell Appointment Start-ups 129

A Sales Guy

MARCH 14, 2017

If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. Too many of us are operating from 20th-century sales rules that no longer apply, and it’s not longer OK or acceptable. Rule 3: Stop sending stupid emails.

Gaming 101

Gaming CRM Promote Up-sell 101

Hubspot

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. We decided to make a mattress our first post-home-ownership investment.

Commission 72

Commission Sales Price Trust 72

Partners in Excellence

APRIL 9, 2020

If we stop spending in this area, millions can be saved and much of that can be diverted to retaining jobs. Look at your technology stack for sales and marketing. These aren’t normal junk mails from Nigerian princes, people selling you a miracle cure for COVID 19, or any other scam. Here’s the solution.

Contract 91

Contract High impact Technology Technology 91

SalesProInsider

APRIL 28, 2023

Unfortunately, passive prospects who stall, stop answering messages, reschedule…and then reschedule again, are the output of prematurely “sending something” after what appeared to be good conversations. But it was an easy way to get out of the conversation without hurting your feelings…or looking stupid. Danger, Danger!

Promote 62

Promote Prospecting Pitch Conversion 62

Hubspot

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Remaining mindful of these inevitably ineffective sales tactics will only help your case in 2021.

Cold Call 94

Cold Call Pitch Sales Niche 94

The 5% Institute

DECEMBER 17, 2019

Engineer to sales; no matter what new role you may be taking up in the sales world, this can be a bit of a career change. However, if you put in the hard work that got you to become an Engineer in the first place, continue learning with an open mind, and execute what you learn – you can potentially have an excellent career in sales.

Engineering 98

Engineering Commission X-functional Objectives and Key Results 98

Sales Pop!

JULY 10, 2023

My last blog took a look back at history while observing today’s world. Let’s now see how our collective future rests on sales as a profession and its impact on society. and 8 million people dead and the population of areas around present-day Germany reduced by over 50 percent. Why “Win Together”? An ongoing conflict is created.

Government 40

Government Pipeline Growth Presentation 40

SalesProInsider

JUNE 19, 2019

For two weeks I looked forward to a sales appointment. Being a sales coach and consultant, I wanted to see where he would take this. Yet, in a productive sales conversation or networking conversation…two people need to engage in an information exchange that achieves an outcome. How to Stop the Small Talk.

Sports 125

Sports Appointment Networking Conversion 125

Partners in Excellence

OCTOBER 16, 2019

If I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. At least that’s the data sales people tend to share with me. Every pipeline I look at says the same thing.

Customers 62

Customers Pipeline Gaming Price 62

Sales Coach Dew

MARCH 28, 2022

No matter where you’re at in your sales career, it’s not too late to avoid these common regrets. Regret can make your life miserable. After coaching and consulting hundreds of sales professionals and business owners, I’ve met plenty of successful people who wish they could do a few things differently.

Sales 52

Sales Referrals Clients Consult 52

A Sales Guy

JANUARY 31, 2014

Technology has made it cheaper and faster to get in front of prospects, but somebody forgot to make sure you understood that what you say and how you say it wins the e-ticket ride to the next step in the sales process – OR NOT. Stop being so lazy! Stop assuming you know what they care about. Stop insulting people.

Sales 121

Sales Up-sell Prospecting Sell 121

SalesProInsider

MAY 16, 2017

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. So you never ever ever make the same stupid mistake I did, read on. The course did what was promised – developed his sales reps to increase sales. In fact, I am quite embarrassed. Count me in!

Territory 72

Territory Sales Negotiate Referrals 72

Partners in Excellence

OCTOBER 3, 2017

I’m beginning to think far too many sales and marketing people think customers are stupid. ” Accompanying the statement was a chart displaying research data looking at the % of revenue influenced by social selling across various industry/marketing groups. What else could it be? I could go further.

Customers 48

Customers Construction Presentation Up-sell 48

Partners in Excellence

SEPTEMBER 19, 2013

I’m so stupid. Basically the arguments are sales people versus management. So in this post, I’ll really focus on the sales people, so managers can stop reading here–in fact you probably should. So sales people—–Get over it!

CRM 95

CRM Territory Cross-sell Pipeline 95

Search Engine Land

DECEMBER 22, 2022

How can SEOs stop practicing “ghost optimization”? Before we dive into this question, let’s look at the reasons for the ongoing secrecy and still prevailing negativity among SEO practitioners. Look at that nonsense! How stupid!” Look at this random graph, please – the growth is stellar!’.

Clients 97

Clients Real Estate Follow-up Growth 97

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” ” This rant targeted a self appointed Sales Guru and Sales Trainer who had helped “thousands of sales people” over 15 years. A couple of people commented, “What does perfect prospecting look like?”

Prospecting 94

Prospecting Pitch Campaign Appointment 94

Sales Hacker

SEPTEMBER 22, 2020

What is a multi-thread sales deal? Multi-threading a sales deal means that you involve as many relevant stakeholders as necessary to get the deal done. You get multiple people at your organization in touch with people at the company you’re prospecting. This will all look familiar. Director to Director.

Sales 87

Sales Start-ups Conversion Follow-up 87

A Sales Guy

NOVEMBER 25, 2014

As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnecessary, boring, and unsophisticated. Stop wasting time!

Commission 142

Commission Sales Clients Closing 142

Sales Hacker

JUNE 5, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Enterprise Account Executive Sales Leader at Lucid Software & Co-Founder/Board Member at Utah Women in Sales, Lanette Richardson, shows you how to leverage your people skills for success. Nobody wants to talk to a sales rep.

Gaming 68

Gaming Follow-up Start-ups Trust 68

Partners in Excellence

JUNE 22, 2015

Finally, I spoke about “psyching myself up” to make the call. He said, “It’s great to know other people go through the same thing in making prospecting calls.” He said, “It’s great to know other people go through the same thing in making prospecting calls.”

Prospecting 93

Prospecting Pitch Start-ups Follow-up 93

Partners in Excellence

JULY 23, 2015

Before I go any further, I know there are some detractors out there who will claim, “Smart Marketers,” is an oxymoron–something like military intelligence or sales professional (I tossed that in out of a sense of fair play.). They are all the same mail, directed to different people. George passed away years ago.

Construction 92

Construction Consult Technology Technology 92

Partners in Excellence

AUGUST 3, 2015

I was doing a review with a sales person. I asked, what competition are they looking at, what do they think of them? Sales people dance around the competition issue. Too often, sales people feel they are disadvantaging themselves by bringing up the competition. Customers aren’t naïve or stupid.

Up-sell 91

Up-sell Customers Sell Sales 91

A Sales Guy

JUNE 6, 2013

It’s not to say you’re not a good person, that people don’t like you or even that boring is bad. We all have people who want to be around us and they are boring too. Boring is unthreatening, and for most people that is exactly how they want it. Are your new prospects AMAZED by you after the sales call?

Presentation 115

Presentation Sell Prospecting Sales 115

Partners in Excellence

JANUARY 31, 2017

The only reason sales people exist is to help customers solve their problems, grow, and improve. But, judging by most of the prospecting calls I get, and most I observe with sales people, too many sales people fail to recognize this. As a result, they waste a lot of their time and the customers’ time.

Customers 48

Customers Prospecting Pitch Conversion 48

Smart Calling

APRIL 1, 2019

I had the unique opportunity to interview the best of the best in sales to find out what they do that makes them rich. I searched out and found the top ten sales reps from a variety of companies nationwide. Shocking Secret Techniques of Sales Superstars. That makes them the enemy. But I won’t.

Appointment 74

Appointment Technique Pitch Manufacturing 74

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. I’m serious—stop screwing around with your success; be the professional you’re paid to be.

Objectives and Key Results 85

Objectives and Key Results CRM Pipeline Up-sell 85

Partners in Excellence

DECEMBER 10, 2018

It was a group of very bright thinkers/practitioners in sales and marketing. We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?”

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Partners in Excellence

MAY 5, 2012

Figuring out how to make money and continue to grow is a challenge for all in the media business. ” For example I can read some of my favorite newspapers in hard copy, or, when I’m not home, I can look at that content on my laptop, Ipad, or phone. The problem I have is when the company thinks its subscribers are stupid.

Price 85

Price Up-sell Start-ups Customers 85

Partners in Excellence

MARCH 8, 2016

” The sales person had, apparently, been prepped for that, saying, “You need more KPI’s and you need them in real time.” This sales person had managed to capture my interest and engage me. The conversation continued for a couple of minutes, the sales person couldn’t answer any of my questions.

Prospecting 52

Prospecting Conversion Product Customers 52

Understanding the Sales Force

DECEMBER 16, 2013

Understanding the Sales Force by Dave Kurlan We read about yet more school shootings, abductions, madmen dictators'' plans to rule the world, and any of the other recurring events that must be the work of pure evil. I also think the sales world is going a bit crazy too. I also think the sales world is going a bit crazy too.

Process 82

Process Consult Sales Conversion 82

Heinz Marketing

FEBRUARY 15, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Well welcome everybody to another episode of Sales Pipeline Radio.

Pipeline 87

Pipeline Sales Up-sell Start-ups 87

Partners in Excellence

MAY 4, 2016

It didn’t stop there, about 5 years ago, I tried one of these services that provides brief summaries of great business and other books. Every once in a while, I might make an “astute” comment about a key topic. Sometimes, the surface knowledge I had actually made me stupid. She thought I was a great student.

Technique 50

Technique Conversion Service Sell 50

Hubspot

AUGUST 29, 2015

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. The same can be said about sales. And while marketers may not always be in the trenches with their sales reps to see it, that doesn't make it any less real. Quite simply, it's a constant grind.

Trust 75

Trust Quota Sales Pitch 75

Sales Hacker

DECEMBER 5, 2019

When hiring sales reps, what qualities do you look for? Those two things alone can make you successful in today’s world. Those two things alone can make you successful in today’s world. Curiosity & work ethic mixed with a double serving of EQ can make you unstoppable.“. It gets you thinking, doesn’t it?

Sales 56

Sales Promote Closing Quota 56

Adaptive Business Services

MARCH 21, 2018

While I have a ton of experience in sales, I have zero chops in marketing, media, web development, or technology. It’s not always about achieving perfection but, it is about making progress. Invest in yourself – I have tremendous issues with those people who do not take their fate, their success, into their own hands.

Sell 54

Sell Electricity Up-sell Growth 54