Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

Sell 139

Sell CRM Technique Territory 139

Partners in Excellence

APRIL 11, 2024

Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. In the past year, Jill has shifted her focus to a very important mission: What’s Really Possible? What did I love about it? I detail my process in Agile Selling ).

Sell 116

Sell Manufacturing Up-sell Launch 116

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many. What I like most about the sales profession is that it is similar to managing your own little business.

Sell 122

Sell Assembly Line Territory Sports 122

Partners in Excellence

MAY 6, 2024

Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role? What’s your experience been as you’ve grown in your career?

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. But as you read through their individual stories, some common themes start to emerge.

Territory 117

Territory Sports Technique Represent 117

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In it, you’ll learn the basics of channel sales and how it can work for you. For those already well-versed in working with partners, feel free to skip ahead to the sections most helpful to you. Distributors. Franchisees.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SaaStr

MAY 5, 2024

Dear SaaStr: what are your thoughts on incentivizing reps to handle repeat business vs focusing solely on new business with an account management team for repeats (when you are still under $10m)? if you put sales on it, they will sell less net new and spend more time on renewals. in the end, usually not best use of time.

Finance 77

Finance Repeat business Account management Sales 77

Partners in Excellence

MARCH 31, 2024

While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. Figuring out each situation and contributing to customers achieving great business outcomes is what excites most high performing sellers.

Sell 124

Sell Electricity Manufacturing Quota 124

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. What do your solutions do?” They talked about the features and functions, they talked about the user interface and ease of use, they compared their solutions to competition, they even offered to give me a demo.

Start-ups 116

Start-ups Up-sell Conversion Product 116

Search Engine Land

MAY 10, 2024

What’s new. Conversion annotations like “best selling” or “1K shopped here recently” provide visual cues about a product’s sales performance directly in the ad unit. Google says the data allows it “to be more creative and innovative to help you stand out.” Why we care.

Conversion 96

Conversion Pitch Trust Product 96

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. These techniques are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck.

Technique 134

Technique Sell Presentation Clients 134

Partners in Excellence

APRIL 9, 2024

What if we tried simplifying, for ourselves, our people, our organizations, and our customers? What if we could accomplish more with greater satisfaction, better results, by being more purposeful? Define and execute a selling process aligned with your customer buying process. Be prepared! The Boy Scouts have it right.

CRM 126

CRM Technology Technology Pipeline 126

Martech

MAY 15, 2024

She tells us that the attention given to AI start-ups drove Silicon Foundry to start looking closely at marketing use cases. Q: Tell us about what you’re doing with Silicon Foundry. Q: One example of a startup you have worked with is Echo AI. Can you explain what was of interest there?

Retail 86

Retail Cross-sell Technology Technology 86

The 5% Institute

NOVEMBER 8, 2022

In this article, we’ll detail our consultative selling approach that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. Our Consultative Selling Approach – The Breakdown.

Consult 137

Consult Sell Technique Clients 137

Sales Pop!

MAY 12, 2024

And while his teachings provided countless gems of true wisdom for us all, there’s one quote that has always captivated me. What you think, you become. What you feel, you attract. What you imagine, you create”. What could have caused such a large statistical swing?

Sell 52

Sell Pharmaceutical Healthcare Up-sell 52

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Some with very distinguished leadership and selling careers. I hope it drives each of you to do the same. What saved me?

Sell 120

Sell Up-sell Start-ups Growth 120

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there. That’s where you have to be.

Engineering 97

Engineering Price Cross-sell Niche 97

SaaStr

JANUARY 29, 2024

Dear SaaStr: How Do You Sell When They Ask for Critical Features You Don’t Have Yet? The key is simply to acknowledge the gap — and if you are willing, commit to building what the customer needs within X months. Enterprise customers are used to this. If you really commit. appeared first on SaaStr.

Sell 108

Sell Customers Sales 108

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. As a result we win by beating the competitor, not what we’ve done in helping the customer solve their problem. They have solved their problem, they have determined what they want to do.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

FEBRUARY 27, 2024

AI is changing the world (“Wow, what an astute observation, Dave.”). The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. It reduces what may have taken hours or even days to seconds. And it provides tremendous insight.” ” In 0.41

Cross-sell 126

Cross-sell Presentation Drivers/motivators Engineering 126

Salesforce

NOVEMBER 30, 2023

If you have a mobile device, you could take it out right now — from wherever you are — and buy anything from a carton of milk to a luxury car (yes, really). At least 79% of smartphone users have bought something using their mobile device in the last six months. What is mobile commerce?

Retail 119

Retail UX Trust Up-sell 119

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? Some of you may react, “But Dave, we do this.

Product 98

Product Sell Pitch B2B 98

The 5% Institute

JUNE 23, 2022

In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Critical Selling Skills – 5 x Must Haves. Qualifying questions.

Sell 142

Sell Consult Presentation Clients 142

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead.

Closing 52

Closing Legal Real Estate Trust 52

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.

Service 139

Service Sell Niche Consult 139

Partners in Excellence

MARCH 2, 2024

Dave, being obsessed with selling depends upon the story you tell yourself about ‘What is Selling’ If you imagine selling to be Herb Tarlek from WKRP or Vin Diesel as Chris Varick in Boiler Room, you should hate it. To be a great sales person, you have to connect with the customer.

Sell 73

Sell Up-sell Promote Meeting 73

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. The reality is that the way we sell now should be focused on the buyer. What is your Ideal Customer Profile?

GTM 97

GTM CRM Pipeline Referrals 97

Martech

APRIL 18, 2024

Instead of creating a list of hundreds of AI marketing tools that may (or may not) be around in a few months, I hope to arm you with the foundational knowledge to select AI tools strategically well into the future. I’ll start with what hasn’t changed and provide an overview of what I consider a strategic approach to AI tool selection.

Strategize 128

Strategize Education Price Service 128

Salesforce

OCTOBER 23, 2023

So what should a data leader be doing to succeed with AI in the enterprise? What are the critical actions you can take to help guide AI transformation in your organization? Obviously, you need to be able to be clear-eyed about the potential, but be able then to come down to the use cases. AI is having its moment.

Government 121

Government Teamwork Sports Strategize 121

Sales Hacker

MARCH 8, 2024

You may have heard about a free tool that GTMnow and GTMfund launched with Cabal two weeks ago, called Warm Intro Navigator. If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more.

GTM 94

GTM Growth Cross-sell Referrals 94

The 5% Institute

APRIL 11, 2022

In this article, we’ll uncover five powerful virtual selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Virtual Selling Skills – 5 x To Close More Sales. Qualifying questions.

Closing 138

Closing Sell Consult Presentation 138

The 5% Institute

JANUARY 24, 2022

In this article, we’ll explore eight tips that’ll exactly show you how to increase your selling ability; which are used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. How To Increase Your Selling Ability. Pain points.

Sell 144

Sell Presentation Clients Up-sell 144

Salesforce

MAY 15, 2024

An omnichannel contact center uses cloud-based software to manage customer interactions across multiple channels. It helps you deliver an efficient, personalized experience every time — no matter how your customers contact you. Here’s how an omnichannel contact center can help set you up for success.

Contact 96

Contact CRM Technology Technology 96

SaaStr

NOVEMBER 25, 2023

Dear SaaStr: If You Just Received a $10m-$15m Funding Round, What Should You Actually Use it For? If you’ve raised $10m-$15m, I’m assuming you are somewhere between $2m and $10m in ARR (revenue). The most important thing you can do at a high level is to go hire Great VPs. You have to be patient.

Engineering 103

Engineering Up-sell Start-ups Sell 103

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 113

Customers Contract Consult Electrical Engineering 113

Martech

APRIL 15, 2024

Q: You studied in São Paulo. Is that where you are from? Q: You did a bachelor’s in economics and then — fashion marketing? I like more the communication and the data part of it, so I ended up being really interested in digital marketing because it really had a lot of data you could leverage. Europe and Asia.

CRM 94

CRM Retail Technology Technology 94

Partners in Excellence

JANUARY 15, 2024

Sign onto Amazon or any other shopping site, and we are pummeled with recommendations, all based on what we’ve bought and recent searches we may have made. Facebook, LinkedIn and other social channels are (in)famous for feeding us content based both on our interaction with the content and their insight into activity on other sites.

Represent 125

Represent Presentation Up-sell Clients 125