Partners in Excellence

DECEMBER 15, 2023

” Seller: “I’m doing the best I can, I’m not getting enough leads!” ” Seller: “I’ll try… ” It’s clear how ineffective these types of conversations are. Seller: “We have the best solutions for this… Do you have issues with that?”

Construction 109

Construction Pipeline Gaming Conversion 109

Partners in Excellence

NOVEMBER 7, 2023

The idea that sellers and buyers could be in perfect synchronization throughout the process, marching logically through it, culminating in a purchase decision has persisted for decades. My own company, years ago, did research with a client, examining about 400 purchase decisions, determining that for every stage of misalignment (eg.

B2B 121

B2B Up-sell Contract Start-ups 121

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Sellers tend to get engaged at the very end, when they have done all that and are looking to solutions or considering alternative products to help them address the issues.

Consult 96

Consult Trust Customers Clients 96

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers. They don’t know.

Customers 102

Customers GTM Trust Up-sell 102

Partners in Excellence

MARCH 6, 2023

These sellers never try to discover the problem, they assume the problem that supports their pitch. Some fewer sellers do a much better job at discovery. Once they thoroughly understand it, they can then present the solution in the context what they have learned from the customer. But this is where sellers create huge value.

Pitch 109

Pitch Presentation Trust Process 109

Partners in Excellence

FEBRUARY 6, 2023

He didn’t care about how people felt, what they experienced. Witnesses were concerned and worried about what had happened, possibly worried something might happen to them. And Bill Gannon, sometimes got diverted, worried about the people. What if they had this feature?

Technique 96

Technique B2B Process Service 96

Partners in Excellence

JANUARY 5, 2023

.” We’re taking deep breaths, trying to understand what that means, looking at how we, sellers, respond and move forward. What does it take to succeed? The temptation is to do what we’ve always done, the only thing many sellers know, do more! Customers will be crying for help!

Customers 97

Customers Assembly Line Commission Manufacturing 97

Partners in Excellence

NOVEMBER 8, 2022

Hank Barnes has supplemented this, stating that buyers spend about twice as much time with their preferred vendor, as they do with others. It shouldn’t be surprising, though we have probably never thought much about it. Buyers have never spend a majority of their time with sellers (directly or indirectly).

Customers 89

Customers B2B Education Up-sell 89

Partners in Excellence

MARCH 23, 2023

Somebody wanted to talk to me about the consumerization of B2B buying and selling. It’s much more effective for customers, it’s a lot more effective for sellers–we can stop devoting resources to transactional buying. What are these B2B transactions? Why do the majority of sellers fail to achieve their quotas?

B2B 62

B2B B2C Quota Promote 62

Partners in Excellence

DECEMBER 13, 2022

Sellers know that value creation and realization are critical in engaging our customers. But what about the value we create within our own organizations? What value are we creating with our people? Let’s walk through some of the ideas, leveraging what we do with our customers.

Pitch 73

Pitch Sales Conversion Customers 73

Partners in Excellence

JANUARY 11, 2023

Or when we find a qualified opportunity, we invest all sorts of time in talking about our products to those customers–yet 60% of the time, they fail to make a decision or buy anything. And matching what we did last year is no longer sufficient. What do we do? What do they care about? And each win is tougher.

Sell 118

Sell Up-sell Pipeline Technology 118

Partners in Excellence

NOVEMBER 2, 2022

Some readers will look at this title, thinking, “Here Dave goes, getting all philosophical on us… ” But, if we are to succeed as sellers, it probably pays for us to better understand buyers. Lately, we’ve heard a lot about FOMO and FOMU. What if they make a mistake? How will they be viewed?

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

JULY 3, 2023

My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting conversation and questions. ” Some of the discussions asked about matching prices or coming up with standard discounting, or how to find other ways to match or beat the competitors pricing. But sometimes they will ask, possibly for s s and giggles.

Price 62

Price Gaming Process Conversion 62

Partners in Excellence

JUNE 9, 2023

At the time, it made no sense to me, mainly just p **g me off about wasting my time with all that other work. What I didn’t recognize, at the time, what my teachers and professors were trying to do was to look at the quality of our thinking in reaching an answer. Having/providing answers is important.

Presentation 68

Presentation Process Customers Go To Market 68

Partners in Excellence

JANUARY 15, 2023

Most sellers rush to providing answers, to pitching products, features, advantages, benefits. Sellers carefully filter through qualification and discovery questions, trying to narrow them to the critical few that enable them to launch into a pitch. Doctor: What seems to be the problem? I tend to think it’s more about fear.

Objection handling 68

Objection handling Pitch Launch Presentation 68

Partners in Excellence

MARCH 16, 2023

Doing more of what we’ve always done is insanity. They are, perhaps, more important than they have ever been, because they provide the foundation that enables us to reinvent what we do and how we engage our customers. Before customer even begin to think about changing, which always precedes buying, they will always search.

Up-sell 73

Up-sell Growth Customers Sell 73