Partners in Excellence

MARCH 3, 2022

And maybe, if we reconsider why customers are moving so aggressively to rep-free buying, it may be that sales people are creating a horrible buying experience, not a preference for digital buying. They focus on their products and what they want to sell, not what I’m trying to achieve. So they had to deal with sales people.

Sell 68

Sell Manufacturing Up-sell Customers 68

Partners in Excellence

NOVEMBER 28, 2022

We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Sellers are selling as hard as they can! Just reflect for a moment.

Up-sell 106

Up-sell Sell B2B Process 106

Partners in Excellence

JULY 29, 2022

There’s a lot of good conversation around creating Digital Selling Rooms. Increasingly, we see very powerful ways that sellers and customers can engage in their buying process and learning. Typically, sellers invite customers to Digital Selling Room. What if we flipped the model around?

Sell 95

Sell Customers Meeting Process 95

Partners in Excellence

APRIL 12, 2022

It’s probably the dominant form of selling in consumer products. In consumer products, we know it is a low touch selling environment. In consumer products, we know it is a low touch selling environment. We advertise, promote, we package products so they visually “leap off the shelves.”

Retail 132

Retail Tradeshows Territory Gaming 132

Partners in Excellence

MARCH 7, 2022

We misunderstand the customer digital buying journey and what it means to our customers and to sellers. When I first started selling IT hardware and software, every IT person I met with always had a bookshelf full of catalogs. So this move to automate transactional purchases is neither new, nor surprising.

Represent 73

Represent Pitch Up-sell Start-ups 73

Partners in Excellence

JUNE 25, 2013

Instead of engaging, people are disengaging, they are overwhelmed, pissed off, tuning out. It’s not social media (or the other tools) that is bad, it’s how we abuse social media. (Yes, this is the “people kill people, not guns” argument–as much as I hate it.). So what’s the answer?

Territory 93

Territory Trust Networking Prospecting 93