Partners in Excellence

MARCH 4, 2024

Jack has written one of the best books on business/financial acumen, I ‘ve ever read: Bottom Line Selling. At that time the banking industry was very heavily regulated, so we didn’t have to compete too hard for customers. So, tell me why I should bank with you.” Fortunately, we saw past our differences.

Sell 73

Sell Appointment Finance Pitch 73

Martech

JUNE 3, 2022

One of the report’s important takeaways is that marketing operations practitioners are in high demand, and there’s a real need for more formal training opportunities. So, why is the field so focused on people who have marketing automation experience? Marketing automation’s prominence. Processing.Please wait.

B2C 121

B2C Legal Negotiate Technology 121

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. Warning: There is no redeeming value to this post.

Pitch 102

Pitch Manufacturing Objectives and Key Results Launch 102

Partners in Excellence

JUNE 20, 2023

.” Oversimplifying it, the premise was sellers and customers struggle with buying because we have much more knowledge about our products than the customer, as a result, we have to reduce that asymmetry in how we educate our customers about our products.

Drivers/motivators 79

Drivers/motivators High impact Trust Education 79

Partners in Excellence

SEPTEMBER 12, 2022

I’ve been writing a series on the importance of systems thinking in buying and selling. Our customers have different systems–most are focused on accomplishing the objectives of their functional organizations and those of their enterprise. As a result we and our customers have a huge challenge.

Customers 110

Customers Up-sell Follow-up Sell 110

Partners in Excellence

OCTOBER 31, 2022

So there is a lot of room for improvement in the research that sales people do. Their competitors may have grown by 120%, so they are failing relative to the competition. And most importantly, we don’t know how to engage the customer in conversations about what this data means to the customer.

High impact 62

High impact Up-sell Presentation Growth 62

Lead Fuze

DECEMBER 31, 2021

Business Acumen for Sales Professionals: The Ultimate Guide to Improving It. There is a lot of talk about what skills and traits are necessary for successful salespeople, but it turns out that business acumen (or more specifically, the ability to be good at selling) plays an important role. How to Develop Business Sales Acumen.

Commission 52

Commission Drivers/motivators Sales B2B 52

Partners in Excellence

SEPTEMBER 1, 2022

We were talking about the importance of business relevance and acumen in engaging customers. I’m so happy these undergraduate students, looking toward careers in sales, are tackling this issue (I wish experienced sales people were as sensitive to this, as they.). Words are important. What are the risks?

Appointment 96

Appointment Manufacturing Conversion Engineering 96

Partners in Excellence

JUNE 14, 2023

Likewise, as sellers, there are foundational skills, critical to our ability to engage customers and to do our jobs. First, why is a strong base of foundational knowledge to important? Why something might be important, how the pieces/parts of the things we must learn to master our ability to perform.

Objectives and Key Results 75

Objectives and Key Results Objection handling Trust Presentation 75

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. Moving from value creation to order taking makes our jobs so much easier.

Assembly Line 109

Assembly Line Sales Price Trust 109

Partners in Excellence

SEPTEMBER 6, 2022

They understand certain parts, for example they can work with their customers, say IT. So, the best sellers in these spaces can talk a little about sales/marketing productivity and performance. But the real challenge, which very few do effectively, is connecting the dots to what it means to the customer’s enterprise.

Appointment 77

Appointment Up-sell Presentation Clients 77

Partners in Excellence

OCTOBER 9, 2022

While these roles can be very important, often, I think we have our ideas about these roles backwards. And the data shows increasing preference by customers for eliminating these interactions, engaging sellers near the end of the buying process. So customers seem to be expressing a preference for something different.

Cold Call 122

Cold Call B2B Prospecting Up-sell 122

Partners in Excellence

FEBRUARY 28, 2024

” 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. And I challenge others to write, “Why are you so interested in selling?”

Customers 106

Customers Contract Consult Electrical Engineering 106

Sales Hacker

OCTOBER 26, 2020

So, today, we’re going to look at the five important aspects to building a high-performing sales enablement program through planning and preparation: Talent Assessment and Acquisition. Role Specific Business Acumen. So, take your time on this step, and make sure you maximize the talent you have. Sales Onboarding.

Sales 104

Sales Represent Sports Contact 104

Partners in Excellence

SEPTEMBER 9, 2022

Systems are complex, imagine our organization’s “system,” working with a complex set of customer systems, supplier systems, investor, and so forth. For example, we have engineering/product development, manufacturing/service delivery, marketing, sales, customer support, finance, HR, operations, and so forth.

Manufacturing 97

Manufacturing Finance Inside sales Technique 97

Partners in Excellence

SEPTEMBER 13, 2022

In the article, I talked about understanding our customers business strategies, purpose, priorities. I talked about understanding the structure and organization of our customers, learning how they work together to achieve their goals. Each customer situation is different, and it changes from moment to moment.

Profit margin 81

Profit margin Growth Start-ups Follow-up 81

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” There are important relationships that exist between sales, marketing, and finance professionals.

Cross-sell 83

Cross-sell Territory Finance Consult 83

Search Engine Land

OCTOBER 28, 2022

So I asked several SEO professionals what they would consider the greatest skill in SEO. If the practitioner is a technical SEO, then the most important skills skew to technical knowledge – but even that branches out. “Most experienced SEO professionals will likely say that the most important skill is a soft skill.

UX 132

UX X-functional Angle B2C 132

Partners in Excellence

DECEMBER 29, 2022

This is Pop Quiz, answer these two questions—choose any of your important customers to think about the answers: How does your customer make money? How do your customers think? These are two fundamental questions–they are what dominates your customers’ thinking. How will our customers respond?

Manufacturing 75

Manufacturing Finance Service Launch 75

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Why is field sales important? These representatives travel to meet with customers, make sales presentations, and close deals. What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Salesforce

NOVEMBER 29, 2023

This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. See how it works What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

MARCH 9, 2023

We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. One would think the availability of this data, implementing these tools would drive huge advances in our abilities to engage customers in meaningful ways and to drive sales performance.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. The full understanding of your product’s features is the first step to turning those features into valuable benefits your customers will experience after acquiring your product. They center their business and targets their products around customers’ needs.

Product 127

Product E-commerce Strategize B2B 127

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory. You can go viral with multiple accounts later.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Hubspot

DECEMBER 7, 2023

Why is Q4 the biggest sales quarter of the year? Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Goals are important all year round. If you want a lucrative Q4, read on for the best-kept secrets in the sales world.

Quota 85

Quota Strategize B2C Transportation 85

Heinz Marketing

MAY 29, 2023

Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? Thank you so much for joining us today. So you bring a lot of pedigree from the sales methodology standpoint, from a research and consultant standpoint. I’m your host, Matt Heinz.

Pipeline 96

Pipeline Angle Sales Trust 96

Hubspot

JUNE 16, 2020

A vision board is where you assemble pictures and phrases of what you want to achieve and why you want to achieve it. It helps you remember the why of your sales career when you run into the inevitable pothole, and is a powerful exercise for visualizing success. Improve your business acumen with an emphasis on your vertical market.

Quota 82

Quota Sales Negotiate Pipeline 82

Partners in Excellence

MAY 12, 2019

Much is simply the fact that “we” typically get involved in the customer buying process very late. Most data is now showing customers may be 70% or more through their buying process before they first involve sales. This doesn’t reduce the importance of having these conversations, more later.).

Sell 88

Sell Conversion Product Customers 88

Miller Heiman Group

OCTOBER 7, 2019

One important way for sellers shape and grow deals is to help buyers identify and prioritize their needs, but now buyers often wait until they are ready to negotiate to engage them. Conceptual Selling with Perspective teaches sellers and sales organizations how to provide value to their customers every time they interact.

Drivers/motivators 61

Drivers/motivators Finance Negotiate B2B 61

Hubspot

OCTOBER 5, 2020

When economic conditions are particularly volatile, the conventional metrics you've used to gauge your reps' overall performance won't be as reliable or reflective of the effort, energy, and sales acumen they're bringing to their day-to-day. That's why it helps to put your reps at ease with some positive feedback to start the review.

Objectives and Key Results 94

Objectives and Key Results Quota Sales Start-ups 94

Hubspot

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. But how do you protect those customers from the competitors who are no doubt courting them? Why should you start a key account management program? Let's dig in.

Account management 89

Account management Objectives and Key Results Cross-sell Non-Profits 89

Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on. Then there’s the 5%.

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

Miller Heiman Group

SEPTEMBER 10, 2019

Even more telling is that only 39% of manufacturing organizations feel as though they have the talent to succeed in the future and just 20% assess why their top performers are successful. One important reason that sales leaders lose confidence in sellers is that the buying process has changed, and sellers haven’t kept up.

Manufacturing 50

Manufacturing Entertainment Sports Technique 50

Partners in Excellence

NOVEMBER 26, 2018

I can count, on one hand, the number of training initiatives I’ve seen that focus on critical thinking, curiosity, collaboration, project management, problem solving, financial acumen/value creation. Perhaps, right now, the need to change is more urgent, that’s why the “t” word is so fashionable.

Objection handling 81

Objection handling Cross-sell Technology Technology 81

Salesmate

JULY 16, 2021

Therefore, I am here for busting the myths on sales, so every salesperson can sell with confidence! However, that does not mean that a dedicated salesperson cannot develop these important skills with hard work and patience. ” Although, I can see why this myth emerged. Nathan Hughes. Farzad Rashidi. Certainly not true.

Cold Call 98

Cold Call Sales Drivers/motivators Up-sell 98

Sales Pop!

OCTOBER 21, 2021

Mixing your passion and running your own business could give you a better balance between work and life, so where should you start? Of course, there will be days when you will question what you are doing and this is why you need to follow your passion. So, what are your true passions and how can you integrate them into a business idea?

Sports 52

Sports Launch Education Contact 52

Hubspot

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. Make sure to move (your body).

Up-sell 87

Up-sell Sales Territory Follow-up 87