Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. It turns out, the toughest parts of buying is not solution selection, per se. Just reflect for a moment. But what does this really mean?

Up-sell 101

Up-sell Sell B2B Process 101

SaaStr

AUGUST 30, 2022

On the investing side of life, the toughest meeting of all for me at least is probably the Right Co-Founder, Wrong CEO start-up. And I think this is also one of the toughest companies to think about joining — or not — as a VP as well. Great product, driven team, good early product-market fit, great vision.

Start-ups 91

Start-ups Trust Engineering Product 91

Partners in Excellence

JANUARY 25, 2024

The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. 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. Lahat has an amazing talent to start drawing new ideas and thinking.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Sales Hacker

FEBRUARY 16, 2023

Rejection is part of the job in sales. As sales leaders, it’s our responsibility to help our salespeople overcome the fear of rejection and build confidence in their ability to succeed despite it. Perform post-mortems on lost deals For the same reason, do a post-mortem for every lost sale. That is the absolute truth.

Objection handling 94

Objection handling Pipeline Sales Drivers/motivators 94

Spiro Technologies

MARCH 24, 2022

In fact, there’s an entire industry – high-priced consultants, colorful sales gurus, books, webinars, and an endless stream of articles – built around teaching sales skills. This soft skill might be less important for inside sales reps. Being friendly and likable is always a plus in sales. Assertiveness.

Inside sales 105

Inside sales Prospecting Consult Price 105

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Both of them are a bad idea.

Objection handling 108

Objection handling Technique Sales Pitch 108

Lead Fuze

JULY 21, 2023

Gaining proficiency in readying for a sales talk is an essential expertise that can make you stand out from the other contenders. From understanding your target market to brushing up on key sales principles, there are many aspects to consider in your calculated preparation. But that’s only part of their arsenal.

Cold Call 52

Cold Call Objectives and Key Results Technique Sales 52

Partners in Excellence

JUNE 29, 2023

They were the toughest managers I worked for. They invested in me, not just for the job I did working for them, but for what I had the potential to achieve. Mary Lee was my first manager when I became a sales person. Our conversations are one of the events I look most forward to, each month. So thank you, Lahat!

Start-ups 68

Start-ups Conversion Meeting Growth 68

Anthony Cole Training

JANUARY 27, 2015

Getting introductions – Time and again, I have sales people tell me, “I don’t make cold calls.” Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka.

Cold Call 194

Cold Call Sports Legal Referrals 194

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. You are working for the same company and have gotten a big promotion, moving from an individual contributor role to the first line sales manager role. You consistently met your numbers and did a great job.

Sales 73

Sales Territory Promote Negotiate 73

Sales Hacker

JUNE 10, 2021

It’s that sales representatives are one of the toughest positions to hire for. Here are just a few reasons: It isn’t an attractive job. The demand for sales reps is one of the highest of any job. Sales courses are largely absent from college curricula. There’s one thing recruiters are unanimous about.

Teamwork 104

Teamwork Sales Commission Negotiate 104

Partners in Excellence

OCTOBER 17, 2022

Recently, I read a pretty old article in HBR: Business Marketing: Understanding What Customers Value. It’s a good article, written in 1998. It presents what all of us, at the time, focused on in our value positioning/creation. We have always focused on this as our value proposition.

Price 62

Price Process Presentation Customers 62

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Here’s a mentality that top-tier outside sales gurus have.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Anthony Cole Training

JANUARY 27, 2015

Getting introductions – Time and again, I have sales people tell me, “I don’t make cold calls.” Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka.

Sell 120

Sell Cold Call Sports Legal 120

Salesforce

MAY 2, 2022

Driven by stakeholder demands for companies to stand for more than profits, and a belief that businesses are more capable than governments of solving society’s toughest problems, organizations are trying to ensure that their values, brand strategy, business strategy and execution are all tightly coupled. Get a 360° view of success.

Retail 98

Retail Sports Trust Healthcare 98

Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” And so he presented me with a detailed guide on how one can leverage Enterprise Sales to grow their business and scale it. What is Enterprise Sales?

Represent 124

Represent Referrals Clients CRM 124

Partners in Excellence

APRIL 7, 2019

When the SDR finds an opportunity, it is usually passed to a sales person to manage through closure. It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

SalesLoft

APRIL 29, 2020

As VP of Revenue in EMEA, I lead 15 people in our London office, an extremely talented collection of sales, pre-sales, customer success, and marketing professionals. . The way I see it, my job is to be the Happiness Officer. On the face of it, that seems like both the easiest and toughest job ever.

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

Salesmate

JUNE 12, 2020

Well, you might have been taught by sales managers in your induction program that closing sales deals is an art and it is really simple. You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up! Seems so simple right?

Closing 96

Closing Quota Cross-sell Pitch 96

Partners in Excellence

JUNE 22, 2016

Thanks to Jeb Blount of Sales Gravy for this great explanation of Sales Manager Survival Guide. The Toughest Job In Sales Sales Management Isn’t Simple! Related Posts: Bits And Pieces—June 5, 2016 Get Smart, Do Good! Your Coaching Discussions Always Have A Context. No related posts.

Sales 48

Sales 48

Lead Fuze

AUGUST 16, 2021

You may have heard of a recent trend in sales this 2021, which is creating an “ ideal customer profile ” (ICP). Getting buy-in from your organization, implementing it across your sales team, and evaluating its performance is the next step. Some major benefits include: Shorter sales cycle. Higher average contract value.

Sell 98

Sell Customers Lead generation Niche 98

Lead Fuze

DECEMBER 31, 2021

3 Ultra Creative Strategies to Get Face Time with Your Toughest Prospects. This has helped me a lot in sales, because it’s led to some of the most difficult meetings. Let’s know more about how to set sales appointments. Need Help Automating Your Sales Prospecting Process? How to set sales appointments?

Appointment 52

Appointment Prospecting Sales Contract 52

Martech

FEBRUARY 15, 2023

Like us all, Fisher has had a front-row seat to this commotion, but he’s had the job to view it critically as a journalist at the New York Times and before that at The Atlantic and the Washington Post. ” Released in September 2022, it is an excellent read and I highly recommend it.

Government 93

Government Technology Technology UX 93

Hubspot

OCTOBER 30, 2017

When it comes to icebreakers, “describe yourself in three words” is by far one of the toughest. It’s not surprising most people end up with the platform’s default option, their current job title. SDR, BDR, account representative, client advisor -- if you work in sales, you’re probably familiar with these titles.

Retail 99

Retail Healthcare Represent Prospecting 99

Highspot

JULY 18, 2023

Let’s dive into all these details, including how you can leverage marketing expertise to support sales and significantly impact business growth. It involves providing your marketers with everything they need – from the technology, tools, processes, content, training, and analytics – to increase pipeline and drive sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Partners in Excellence

NOVEMBER 23, 2016

Recently, I had the privilege of speaking to Noah Goldman on the Enterprise Sales Podcast about the importance of front line sales managers in maximizing the performance of their teams. The importance of “caring” as a sales leader? What’s critical for success as a front line sales leader?

Sales 49

Sales 49

Sales Hacker

MAY 5, 2021

Listen to Hang Black’s podcasts to learn about the future of sales enablement or how to lead with empathy. RevOps leaders are talking about trends in the market, and how the move towards RevOps will change everything from marketing to sales development to post sales. Fixing visibility issues in your sales org.

GTM 99

GTM Consult Territory Real Estate 99

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. From layoffs at Redfin and Tesla to the plummeting crypto markets , companies are starting to tighten their belts — and the economy has shifted from the so-called “Great Resignation,” with a job market heavily favoring employees, to the “ Forced Resignation.”. We asked the experts.

GTM 91

GTM Pipeline Sales A/B testing 91

Sales Hacker

OCTOBER 22, 2020

I’ve run thousands of outbound sales activities throughout my career, and through that, I’ve learned three secrets to cultivating a winning sales mindset. That’s just a fact in sales. This strategy has worked wonders for me in jobs asking for donation money, complex enterprise sales, and transactional selling.

Objectives and Key Results 70

Objectives and Key Results A/B testing Angle Sales 70

Partners in Excellence

FEBRUARY 7, 2017

Rightfully, sales enablement gets a lot of attention these days. Dozens of articles and studies talk about the importance of sales enablement in developing the capabilities of sales people. What about Front Line Sales Management development/enablement? Where is enabling the Front Line Sales Manager in these discussions?

Sales 64

Sales CRM Process 64

SalesLoft

JANUARY 22, 2020

This is what the sales industry’s most inspiring leaders do every day, often without celebration or reward. Steering sales strategy to put the customer first. Recognition has always been a big part of sales culture. Successful salespeople get rewarded for a job well done. In short, REVstars embody where sales is going. .

Launch 40

Launch Sales Technology Technology 40

Sales Hacker

JANUARY 5, 2021

Subscribe to the Sales Hacker Podcast. How the role of sales development has changed [13:10]. Keeping new sales professionals focused on the mission [18:44]. Keeping new sales professionals focused on the mission [18:44]. What’s your sales organization’s biggest challenge right now? We’re on iTunes.

Cold Call 92

Cold Call Start-ups Finance Up-sell 92

Partners in Excellence

MAY 23, 2016

It is the target date we established for the launch of Sales Manager Survival Guide. My reasons, however, aren’t to “get the order,” so I hit the sales goals the team established. There are very few books that cover the entire job. To understand the sheer fun and joy of being in the toughest job in sales.

Pitch 49

Pitch Education Launch Start-ups 49

Heavy Hitter

MAY 5, 2019

I’d like to tell you about the most extraordinary technology sales organization—and I should know since I’ve had the privilege to study hundreds of high-tech sales organizations and interview thousands of salespeople and vice presidents of sales. No salespeople work at the company.   The Backstory. The Decision.

Finance 64

Finance Government Management Consulting Sales 64

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. Outline the vital numbers.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

Gong.io

SEPTEMBER 11, 2019

Pipeline reviews happen at every sales org. The rep-to-sales-leader information dump is killing you. . Every sales rep can rattle off deets about a bunch of deals. . It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. .

Pipeline 101

Pipeline Sports Meeting Sales 101

Martech

JULY 6, 2022

To be honest, many of us owe our careers and jobs to marketing technology and the results it drives for marketers. . We love martech, don’t we? However, with this great influence that martech vendors have over the industry, there are some challenges that deserve to be brought out into the spotlight. . Answer: Very unlikely. .

Technology 94

Technology Technology Campaign Strategize 94