Partners in Excellence

MARCH 4, 2015

Sales people love to talk. They want to talk about their company, their products, how their products and services help solve a customer problems. Turn them on, and they won’t stop, questions don’t deter them. We don’t really want sales people to stop talking. But try an experiment with your team.

Sales 94

Sales Conversion Strategize Gaming 94

Partners in Excellence

JANUARY 29, 2013

After a bit of a pause, one of the team members said, with a little frustration, “We know we’ve succeeded when we stop talking about it and it’s just what we do!” Preceding the initiative and at the outset, there’s always a lot of “talk.” Today, no one talks about it.

CRM 91

CRM Manufacturing Finance Up-sell 91

Partners in Excellence

APRIL 29, 2014

I guess it’s sexy and cool to talk about neat technologies and other things we leverage. But shouldn’t we really be talking about Innovation in selling, marketing, or business. It seems virtually every discussion I get into about advances in sales, marketing, or business eventually gets to technology.

Technology 95

Technology Technology Manufacturing Contract 95

Membrain

OCTOBER 16, 2019

Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.

Sales 91

Sales 91

Salesforce

MAY 9, 2024

Join an AI + Data Community Tour stop Join an in-person or virtual Community Group meetup to get hands-on with Salesforce AI products in a friendly, welcoming environment. Find an upcoming AI + Data Community Tour stop in your area We offer three versions of the event: in-person, virtual, and community group-led. Take the quest today.

CRM 142

CRM Technology Technology Start-ups 142

SalesProInsider

AUGUST 18, 2023

This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Here’s how a Stop, Drop, and Roll sounds. Segue Into an Ask to Open the Objection The prospect may start talking at this point if you allow them. Another helpful Ask is, “Tell me more…” Three simple words that open the door for them talk.

Sales 115

Sales Pitch Clients Conversion 115

Search Engine Land

FEBRUARY 1, 2024

Cache operator will stop working. But Google said this too will be retired and stop working. We have to talk to them, see how it all might go — involves people well beyond me. Google [cache:domain.com] – so for example, this site – you can search for [ [link] ] and the cache will work. No promises. Why we care.

Engineering 144

Engineering 144

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. “What is he interested in talking about?” ” He replied, “That’s easy, I stop prospecting him…” “But how do you know he might not have the challenge? Why should I respond?”

Pitch 122

Pitch Prospecting Start-ups Conversion 122

ClickFunnels

DECEMBER 18, 2022

This is something that not enough marketers talk openly about. What might stop you in your tracks? What would stop you from converting? You’ve probably seen what I’m talking about. I found the thought of writing all that copy daunting — what would I even talk about for that long? accidental clicks).

A/B testing 246

A/B testing Angle Conversion Cross-sell 246

Partners in Excellence

APRIL 16, 2024

It’s recognizing how difficult it is to change habits–both how to stop doing the bad habits we do and how to create new habits of what we should be doing. We need to talk less about what we should be doing, but more on how we actually do it. We can’t make room for the right habits until we first stop the bad habits.

Cross-sell 108

Cross-sell Pipeline Meeting Presentation 108

Iannarino

MARCH 1, 2022

Don't talk poorly about people behind their backs. Pull people up and stop others from pulling them back down. Never stop learning. If you are not happy doing what you are doing now, stop doing it and do something else instead. Don't go into debt to buy something with zero return on investment. Never follow the crowd.

Education 270

Education Follow-up Start-ups Drivers/motivators 270

SaaStr

APRIL 1, 2024

Dear SaaStr: Funding Aside, What Are The Top 3 Things That Stop SaaS Companies From Growing From ~$25k MRR to ~$250k MRR? Meet as many of your customers in person as you can, not just on Zoom Talk to as many as you can, and Make them Happy. Let’s step back. If you have gotten to $25k in MRR ($300k in ARR) … you have something.

Promote 105

Promote Meeting Customers Product 105

Martech

MARCH 11, 2024

Stop stalking people. Modern marketing practices and modern buyers demand we stop sending contacts to sales based on what we observed them do. Stop sending busy work to the Sales team. But hopefully, we can get leadership to stop creating unnecessary busy work for the whole organization in 2024. They’ll thank you for it.

Pipeline 78

Pipeline Contact Prospecting B2B 78

ClickFunnels

DECEMBER 13, 2021

Consequently, you shouldn’t talk about yourself, you should talk about them and what you can do for them. This might seem obvious but entrepreneurs make the mistake of talking about themselves or their products all the time. Stop talking about how great your ebook, webinar, or video course is. Guess what?

Lead generation 263

Lead generation Promote Contact Campaign 263

Partners in Excellence

JANUARY 29, 2024

” Quickly, he responded, “I’d like to schedule a meeting where we can demo our solutions… ” I stopped him, “No you raise a fascinating issue and seem to think we can do better. ” We stopped the conversation. They want to talk about their problems. Can I schedule a demo?”

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Veloxy

SEPTEMBER 28, 2023

If it’s cold and raining, people won’t want to stand with their front door open listening to you talk about your product. Efficiency is key, and one of the best ways to improve efficiency is to only talk to leads that you’re likely to be able to sell to. On a nice day, however, this won’t be an issue.

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. Add 10 or fewer addresses in order from first stop to last stop. To plan more, use Google’s My Maps. Optimal Routes.

Territory 221

Territory Gambling Commission Quota 221

Iannarino

JULY 10, 2021

Designing and rehearsing your talk tracks will provide you with confidence and a chance to tighten up your arguments. Draft Your Talk Tracks. Once you know your outcome and your client’s needs, start your formal preparation by drafting your talk tracks. But don’t stop here. Rehearse Your Talk Tracks.

Clients 289

Clients Conversion Up-sell Start-ups 289

Partners in Excellence

MARCH 6, 2024

More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. I’ll stop here, there’s probably a lot more, but this is sufficient. They tend to wander, start/stop, shift directions and priorities, and get lost. We focus on selling a product.

Education 124

Education Trust Sell Product 124

A Sales Guy

JULY 13, 2021

In other words, we make the buyer’s budget problem our problem and we need to stop doing that. In this video, I talk about how letting the buyer’s budget dictate our price is costing us money and how to stop it.

Price 165

Price Trust Meeting Sales 165

Veloxy

NOVEMBER 29, 2022

Be sure you stop by the marketing department prior to your travel to load up on deliverables and other promotional material. If your contact isn’t available when you stop-in, you can always leave something behind to further increase your field engagement levels. Here’s a great resource for finding the Best Route Planner.

Territory 246

Territory CRM Sales Contact 246

Veloxy

AUGUST 6, 2021

The main aim of these discovery calls is to either qualify a prospect or stop wasting further time by disqualifying them. A great script is mainly several talking points simply listed in the order that you want to discuss them. Research shows that top performing sales reps talk roughly 50% of the time during discovery calls.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

Membrain

OCTOBER 9, 2022

This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.

B2B 131

B2B Sales Customers 131

SaaStr

MAY 3, 2024

investor in Algolia, and CEO Bernadette Nixon came to SaaStr Annual with CRO Michelle Adams to talk about a critical but under-discussed topic: How to Get CEOs and CROs trulys on the same page. #2. Founder CEO Garrett Langley brought his VP Growth to talk about how they added 100 sales reps … in just 18 months!! #9.

Growth 85

Growth Start-ups Customers Sales 85

Partners in Excellence

JANUARY 18, 2024

We talk about decision confidence, FOMU, FOFU, and regret. They are asking about our products, that’s what we want to talk to them about, what’s up? 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.

Customers 124

Customers Up-sell B2B Trust 124

Cerebral Selling

JANUARY 23, 2023

Or maybe you’re constantly coming up against the same competitor in your sales cycles and have to deal with non-stop questions around feature comparisons and landmines that have been set for you. Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

SalesProInsider

FEBRUARY 8, 2023

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? To stay engaged enough to reconnect and bring them back to what was so important that they were willing to talk to you in the first place. Do you get into a mindset of negativity? Those people need you.

Follow-up 133

Follow-up Prospecting Pitch Start-ups 133

Partners in Excellence

OCTOBER 9, 2023

” The class is changing their prospecting approach, focusing first on understanding their prospects–not talking at all about what it is they are trying to sell. They started talking about how that knowledge would help them change their conversations with SaaS sales leaders.

Customers 110

Customers Prospecting Clients Up-sell 110

Martech

APRIL 17, 2024

Here’s what I was looking for: Stop depending on batch-and-blast. As I’ve viewed product demos in RFPs and talked with clients, I’ve seen something promising: Companies are improving how they give you access to data for insights. The answer is, sadly, not much. Use incremental innovation to create change.

Technology 118

Technology Technology Niche Campaign 118

Sales Pop!

MARCH 11, 2024

I talked to Justin Moy , who’s excellent at making money without working all the time. So, he decided to make money in a way that didn’t need him to work non-stop. It’s about making enough money from investments so you can stop working early. He used to work in sales but got tired of it.

Real Estate 52

Real Estate Non-Profits Presentation Sell 52

Membrain

SEPTEMBER 19, 2021

95% of our prospecting is just wasted time, so just stop it! It’s too much time to find that 5% who want to talk, and if they really do, they’ll reach out to you anyway, inbound is so much easier.

Prospecting 133

Prospecting Sales 133

SaaStr

NOVEMBER 28, 2022

First, whatever you do, don’t stop sending regular investor emails — at the same pace. Don’t stop sending them on the 1st of the month just because the news isn’t great. They get much more worried when the updates stop coming. Talk to them, not after the board meeting but critically before it.

Meeting 109

Meeting Quota Growth Presentation 109

SalesProInsider

NOVEMBER 30, 2023

Depersonalized” sales conversation and explanations of what you do, and how you do it, stop the prospect from connecting with you and the solution. But “personal” — or a lack of it — is what I see as a barrier to higher conversions for advisors who provide a very personal service. To be more connected to the information.

Conversion 126

Conversion Prospecting Pitch Clients 126

SaaStr

NOVEMBER 24, 2023

Don’t even worry about the team leaving — you can’t stop them. A bit more here: What are some general tips for conduct during acquisition talks? And they may stay. Just be as helpful as you can for 24 months, and be zen about it. You’ll have 5% of the frustration and 150% of the success if you just do that.

Product 103

Product 103

Search Engine Land

FEBRUARY 5, 2024

Still, that didn’t stop any of the SEO controversy. When Illyes was talking about HTML structure, he was likely referring to some of the things SEOs like to obsess about: The number of H1 tags on a page. It’s got some accessibility issues, too, so please stop doing that. So, does HTML structure matter for SEO?

X-functional 126

X-functional Engineering Technique Start-ups 126

Partners in Excellence

SEPTEMBER 22, 2022

” Most of the pundits talk about objections like, “I don’t have the time, I’m not the right person, we don’t have a need, we don’t have the funding, you are too expensive… ” They have clever gambits to back a customer into a corner forcing the customer to talk and reveal more.

Technique 98

Technique Conversion Customers Meeting 98

Partners in Excellence

APRIL 1, 2024

Preface : Alex McNaughten , his co-founder, and I have been spending a lot of time talking recently. Never stop learning! Alex and Alistair have a vision for one of the best AI based coaching platforms I’ve seen, Grw.ai. Not only do they put out incredible content every day: podcasts, books, blogs etc.

Sell 97

Sell Finance Quota Sales Experience 97