Partners in Excellence

MARCH 21, 2024

The first is her father’s passion for selling and how Mary learned from him, developing a strong passion for selling. But before I let you move onto her story, I need to add to it. I met Mary years ago when she was Director of Programs for an educational not-for-profit in New York City.

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Sell Education Retail Up-sell 73

Partners in Excellence

MARCH 7, 2024

Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Preface : Surprise!!

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Sell Tradeshows Pitch Up-sell 108

Partners in Excellence

MARCH 12, 2024

Preface : Kelly Riggs and I got acquainted a number of years ago. One of the things Kelly highlights is the thrill of competing and achieving, “why I love the profession – it provides a way for me to feed my competitive nature. I want to set goals and reach them. I want to set goals and reach them.

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Sell Engineering Growth Trust 100

Cerebral Selling

NOVEMBER 30, 2023

People don’t love companies because of their physical products. They love them because of the experiences they create. For example: IKEA doesn’t sell furniture. They sell easy transport and assembly. Uber doesn’t sell transportation. They sell frictionless rides on demand. I’m just looking.”

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Sell Transportation Entertainment Up-sell 130

Partners in Excellence

MARCH 22, 2024

We were talking about this series, I said, “I’d really love your views on this, but you aren’t a ‘seller.'” ” Sheevaun quickly corrected me, “Dave everyone sells, every day!” Why Do I love Selling? I don’t live to sell.

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Sell Quota Up-sell Engineering 73

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers. But of all the stories I’ve read and that I anticipate reading, this is the most impactful.

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Sell Up-sell Start-ups Growth 110

Partners in Excellence

APRIL 5, 2024

Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. As you will see, Martin has a fascinating and rich career an selling. The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989. ” Thanks for sharing your story Martin!

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Partners in Excellence

MARCH 6, 2024

He’s a great friend and client, leading one of the highest performing sales organizations I’ve encountered. I think thats what makes the sales game so interesting. I had my first sales role selling shoes when I was in University. I had my first sales role selling shoes when I was in University.

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Sell Hospitality Retail Drivers/motivators 73

Partners in Excellence

MARCH 5, 2024

Preface: Somehow, I got to know Craig Jamieson because we were “hanging out in the same places.” But Craig has hung in there, we have conversations and exchange ideas and opinions about the state of selling. Why I Absolutely LOVE Selling! Why I Absolutely LOVE Selling!

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Sell Retail Cold Call Commission 73

Partners in Excellence

APRIL 8, 2024

Shari and I first met at a meeting of “sales thought leaders.” ” Why I’m Interested in Selling — Shari Levitin I grew up with a father, mother, and brother who seized every chance to read and teach themselves something new, playing “quiz time” every Sunday night. I didn’t know sales was a job.

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Sell Up-sell Pitch Education 118

Partners in Excellence

MARCH 2, 2024

Why I am Interested in Selling (or Why I Love Being a Salesperson) (or Why I Love Being a Sales Guru) By Eric Anderson My parents were teachers, so I was automatically a learner—a terrific trait for a salesperson. I honestly never envisioned myself as a salesperson.

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Sell Non-Profits Manufacturing GTM 73

Partners in Excellence

MARCH 4, 2024

Preface : Emre Vatansever and I met a couple of years ago on LinkedIn (See it can work). His story is particularly interesting–one I actually see with many other entrepreneurial people. He got into selling, without really intending to do so. I did not even have an ambition to become one.

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Sell Territory Manufacturing Represent 77

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m obsessed with selling—all things selling.

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Sell Up-sell Start-ups Follow-up 96

Partners in Excellence

MARCH 4, 2024

Since then, we have constant conversations–and a few debates—about selling. I love Page’s perspective, it comes from deep thinking and deep reading from a variety of topics. Why am I so interested in selling? From my ‘Poppy,’ I first learned about sales.

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Sell Mechanical Engineering Up-sell Technology 73

Partners in Excellence

MARCH 8, 2024

He’s probably one of the best thinkers on Value Based Selling. It’s an important resource for those who have lost loved ones. I relish the challenge of diving deep into their needs.” From my early years, I found myself drawn to performance and communication. And that’s why I love selling so much.

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Sell Engineering Clients Growth 73

Partners in Excellence

MARCH 5, 2024

Preface : I’ve actually never met Tobia La Marca , but we “talk” and exchange notes/ideas quite frequently. Tobia engaged me, complementing my book, I accepted his invitation. They were really good questions, I enjoyed our correspondence. I remember being a little skeptical, but agreed to participate.

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Sell Retail Up-sell Start-ups 73

Search Engine Land

SEPTEMBER 14, 2023

Who loves your brand the most? No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. If you have fans who sincerely love your brand, they are a lot less likely to churn and leave you for a competitor. Why would you bother changing your ways?

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Niche Intrinsic Campaign B2B 134

Tibor Shanto

JULY 20, 2021

One of the reasons I like sales is you don’t need an MBA to succeed. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. I’ll follow up by asking “for prospecting and selling?” It is at this point that I need to remind them of the much-loved 80/20 rule.

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Appointment Education Prospecting Meeting 321

Tibor Shanto

FEBRUARY 8, 2022

With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. Forget politics, you gotta love Reagan when he said “Trust, but verify.” If we can’t clearly answer, when, what/why, and expected forward step, then what’s the point to the rest? Why You – Why Now.

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Pipeline Quota Prospecting Follow-up 282

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. So far, I have 51 stories (not all have been published yet). I will probably cap this at about 100 stories.

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Sell Cross-sell Drivers/motivators Education 113

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. I was raised in a perfect family to do that.” I grew up in a family of professionals.

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Sell Retail Cold Call Commission 73

Partners in Excellence

MARCH 5, 2024

When you encounter him in social media, you already know how driven he is about the “state of selling,” He is viciously focused on helping drive performance with his clients. I’ve learned a lot from him, and respect what he does. As I read his story it’s the last sentence that sums everything up for me.

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Sell Consult Up-sell Clients 68

Partners in Excellence

MARCH 7, 2024

Preface : I first met Keith Bossey about 15 years ago. He read that I was planning to be in Manhattan for meetings and suggested dinner at one of our favorite Steakhouses. We’ve continued our dialogs around the state of selling. One of my first jobs in high school was selling newspaper subscriptions. I read…a lot.

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Sell Finance Consult Strategize 68

Iannarino

JULY 9, 2021

Some years ago, I taught a class on Professional Selling at Capital University. During the first minutes of the first class, I asked each of the twenty-five or so students to write down a word that describes salespeople. After almost losing a large deal before I even sat down with the decision-maker, I abandoned the approach.

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Intrinsic Sales Cold Call Technique 338

Partners in Excellence

MARCH 4, 2024

He’s one of the most thoughtful consultant I’ve met. One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” ” What I value most is Lahat’s way of asking questions and getting me to think differently. Why am I obsessed with sales?

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Sell Consult Angle Meeting 73

Cerebral Selling

SEPTEMBER 19, 2022

Maybe they seemed distracted, low energy, or disconnected from the product they were selling. Open self-expression improves confidence , and confidence sells! Let’s be honest, when you see someone pop up in front of a Hawaiin sunset or IKEA-style modern farmhouse kitchen, your first thought isn’t “how lovely!” You never know!

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Sell Cold Call Territory Up-sell 147

ClickFunnels

DECEMBER 21, 2022

Copywriting is a critical part of selling stuff online. Before we explain how you can create a brand image through copywriting, let’s take a brief moment to explain why that’s important in the first place. And you also have a deep love for coffee. It’s sort of like a “Look what I did! Here’s how I did it!”

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Real Estate Niche Follow-up Pitch 239

Partners in Excellence

MARCH 2, 2024

.” We often get into discussions and debates about the future of selling and how to drive high performance. (I I guess sparring is overstated, he and I are almost always in wild agreement). He is passionate about everything in selling and engaging customers. You can call it selling if you like!

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Electrical Engineering Sell Mechanical Engineering Electricity 73

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. While my mother and brother were riding roller coasters, I joined Dad in an afternoon sales conference session. I loved it and have been involved in direct sales ever since. So what do I like about it?!

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Sell Construction Consult Negotiate 73

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. I get a note from Ron. It’s about something he’s observed in his work, it may be something I’ve written that has generated more ideas. At times I’ve been asked for help in areas outside of what I was selling.

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Sell Retail Commission Territory 73

Cerebral Selling

MARCH 18, 2024

What should I say to get them back to the table?” I asked for a discovery call but the customer just wants a demo. Should I push back?” The Best (and Most Boring) Way to Help Your Team As I discuss in Chapter 1 of The Sales Leader They Need , one of the key traits of great leaders is also the most boring; predictability.

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Objectives and Key Results Legal Negotiate Trust 164

Partners in Excellence

MARCH 18, 2024

I do reflect on them, they help me pay attention to the important stuff going on. As a result, it’s not surprising to see this sentence in his story, “The collaborative nature of selling has always been appealing to me, as has the imperative to keep learning new things.” So what do I like about sales?

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Sell Education Sports Niche 73

ClickFunnels

OCTOBER 27, 2021

That’s why you need to make sure that you have the right funnel building software in your arsenal. Today we want to show you why ClickFunnels is the ultimate sales funnel creator. Our co-founders Russell Brunson and Todd Dickerson had each spent a decade selling online via sales funnels prior to launching ClickFunnels in 2014.

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Gaming Commission X-functional Sales 239

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. ” He responded, “Well they should care, they are in our ICP, we sell to all sorts of organizations similar to this organization… ” I repeated my question, “How do you know the customer cares? Why should I respond?”

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Pitch Prospecting Start-ups Conversion 117

Partners in Excellence

MARCH 4, 2024

Preface: Jack Malcolm is a close friend and someone I count as a mentor. Jack has written one of the best books on business/financial acumen, I ‘ve ever read: Bottom Line Selling. He suddenly found himself in selling, developing a deep passion for it. I had to figure out how to sell, and quickly.

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Sell Appointment Finance Pitch 73

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. He’s so creative in his selling approaches, looking at very large deals and developing strategic partnerships with customers all around the world. For a number of years after that I was lost.

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Sell Strategic partnership Cold Call Up-sell 73

Veloxy

FEBRUARY 22, 2022

When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement? Why Social Selling?

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