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 116

Customers Contract Consult Electrical Engineering 116

Partners in Excellence

MARCH 17, 2024

Like many others, selling wasn’t something he naturally gravitated to. But over a career, he eventually found himself thrilled with selling. One line stood out, “But the most powerful reason is because sales make me feel useful.” And that explains why I didn’t get into sales when I was young.

Sell 73

Sell Consult Management Consulting Clients 73

Cerebral Selling

APRIL 6, 2021

After spending a year and a half writing a book , I never thought it would be released at the fearful onset of a global pandemic. . 365 days after the release of Sell The Way You Buy , here are some of my key sales lessons learned from a year of pandemic selling. Customer budgets shifted and evaporated overnight.

Sell 136

Sell Objection handling Hospitality Pitch 136

Cerebral Selling

SEPTEMBER 19, 2022

Have you ever been completely put off by the rep on the other end of a sales call? Maybe they seemed distracted, low energy, or disconnected from the product they were selling. The way sales reps show up matters to buyers. Infusing personality into your sales motion is just as critical! Perhaps it was all these things.

Sell 147

Sell Cold Call Territory Up-sell 147

Cerebral Selling

SEPTEMBER 27, 2022

This is leaving sales leaders and reps alike struggling to figure out: How to handle new objections they’ve never heard before. Unfortunately, this lack of perspective can lead to lack of conviction in your sales motion, threatening your revenue growth and indeed, the culture within your sales team.

Objection handling 207

Objection handling Sales Construction Growth 207

Cerebral Selling

JULY 13, 2020

In 1997, the New York Times published an article entitled “In War Against No-Shows, Restaurants Get Tougher,” in which it described a famous Chicago restaurant that was losing $900,000 a year because many of the customers who made reservations never showed up. The reason for this incredible result has to do with cognitive science.

Pitch 145

Pitch Intrinsic Construction Price 145

Martech

FEBRUARY 8, 2024

I was a young, freshly minted MBA with a background in computer science, and a two-year stint doing software marketing at IBM. SQLs (Sales Qualified Leads). SALs (Sales Accepted Leads). Marketing/sales alignment was never better. Selling at scale. It was the early aughts. Hey kid,” they said.

B2B 131

B2B Technology Technology Pipeline 131

Salesforce

NOVEMBER 3, 2023

You might hear those in the computer science community call these inaccuracies confabulations. LLMs, usually in the form of a chatbot, can help you write better emails and marketing reports, prepare sales projections, and create quick customer service replies, among many other things. And with good reason. What is an LLM?

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Pharmaceutical Legal Trust Technique 127

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell.

Sell 109

Sell Retail Consult Strategic planning 109

Heinz Marketing

MAY 18, 2020

Tom Martin, author of The Invisible Sale and the headliner of last week’s Sales Book Club (no reading required!), We broached the subject of whether sales professionals should be creating content, a topic that can be controversial with passionate answers on both sides. Their book title likely helped you sell more books.

Sell 109

Sell Education Up-sell Follow-up 109

Partners in Excellence

JUNE 14, 2023

If we are engineers or scientists, there are fundamental foundations in math, science, and analysis that enable us to build our skills to perform well. First, why is a strong base of foundational knowledge to important? In selling, what key elements of foundational knowledge and why are they important?

Objectives and Key Results 79

Objectives and Key Results Objection handling Trust Presentation 79

Search Engine Land

NOVEMBER 2, 2023

Ask yourself, how often do you get a great idea, learn a new skill, or start a new affiliate project, and you never see it to completion? Ask yourself, how often do you get a great idea, learn a new skill, or start a new affiliate project, and you never see it to completion? What is the most valuable meta-skill you can learn as an SEO?

Objectives and Key Results 121

Objectives and Key Results Drivers/motivators X-functional Clients 121

Sales Hacker

JULY 17, 2020

So, why are salespeople afraid to pick up the phone? Not only is call reluctance prevalent amongst the professional sales world, but it’s also scientifically proven to be caused by three main factors. The incomparable Dave Kurlan, the founder of Objective Management Group, has done amazing work in sales science.

Cold Call 122

Cold Call Sales Start-ups Technique 122

Hubspot

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. Let's dive in.

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Objectives and Key Results Pipeline Sales Trust 74

SaaStr

JUNE 7, 2021

Today, Veeva is at $45B Cloud juggernaut dominating pharma and life science Cloud applications. As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Get tickets here. TRANSCRIPT . Were you able to go?

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Non-Profits E-commerce Start-ups Up-sell 131

Highspot

JUNE 1, 2023

Right now is the toughest selling environment years – but it’s also a time of immense opportunity. Sales, marketing, and enablement teams have access to technology advances that were once only possible in science fiction. Even as AI makes waves, we’re only feeling the first ripples of how AI will help you drive growth.

Pitch 52

Pitch Government Launch Price 52

PandaDoc

NOVEMBER 9, 2020

All this to say, science is a pretty big deal in Oak Ridge. In that case, this national reputation is never more evident than it is once every year when teachers across the country hand down an all too familiar homework assignment: the science fair project. I grew up in a small town in East Tennessee called Oak Ridge.

Construction 78

Construction Sales Follow-up Clients 78

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 80

Go To Market Territory Technique A/B testing 80

Anthony Cole Training

FEBRUARY 16, 2015

Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? Did your sales person “accept” the expectations? Somewhere in that mix people are underperforming. Were they reasonable?

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Legal Sales Up-sell Meeting 220

Sales Hacker

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. Training should never be a set-it-and-forget-it strategy. Training isn’t just for onboarding.

Objectives and Key Results 95

Objectives and Key Results Sales Up-sell Promote 95

Partners in Excellence

APRIL 12, 2022

The shift to customers preferring the digital channels over dealing with sales people. It’s probably the dominant form of selling in consumer products. It’s probably the dominant form of selling in consumer products. In consumer products, we know it is a low touch selling environment.

Retail 131

Retail Tradeshows Territory Gaming 131

Salesforce

JANUARY 24, 2024

Ask a sales pro if they want to do some cold calling, and you’ll likely get some form of, “Do I have to?” But mastering the art of the cold call can spell sales success, and it doesn’t have to be painful. A cold call is an unscheduled phone call made to a potential customer you’ve never interacted with before.

Cold Call 69

Cold Call Prospecting Objectives and Key Results Sports 69

Heinz Marketing

MAY 18, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Jeff has been at Rise Science now for over six years.

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Pipeline Sales B2B Sports 128

SalesLoft

FEBRUARY 9, 2024

So how do you sell to someone who literally is their business? With the right resources and infrastructure to support more SMBs in your customer base, sales engagement can help your enterprise business unlock your next $100 million in revenue growth — this year. of US businesses. That’s a massive TAM — 32.5 million to be exact.

E-commerce 52

E-commerce Click Through Rate B2B Sales 52

Lead Fuze

JANUARY 2, 2024

Ever felt like you’re in a never-ending game of hide and seek with potential customers? Imagine a world where your sales team never sleeps, and your marketing efforts run like clockwork. You know they’re out there, but pinpointing them feels more like chasing shadows. Ready to dive in?

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

SalesLoft

JANUARY 16, 2024

In a recent episode, Sarah talked with Kristin Swindle , Salesloft’s Manager of Enterprise Sales Engineering, about how Salesloft AI, including their new product Rhythm, can be the AI co-pilot sellers need to be more effective. Watch the full episode here, or read the recap below. And revenue leaders everywhere are loving it.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020.

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Objectives and Key Results Sales Pitch Quota 103

Hubspot

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. So don’t be surprised when you hear a hasty “Now’s not a good time,” as soon as the buyer realizes this is a sales call.

Contract 77

Contract Cross-sell Prospecting Follow-up 77

Martech

SEPTEMBER 30, 2022

That is why businesses need to adopt disruptive marketing strategies to stay competitive. Why is disruptive marketing so important? There are three main reasons why disruptive marketing has gained so much traction and why it’s so important for businesses today: 1. An overview of disruptive marketing.

Campaign 127

Campaign Technique Drivers/motivators Construction 127

Gong.io

JANUARY 27, 2022

Why are we seeing so many more unicorns — and why are so many of them SaaS companies? Back in the 1980s, we had to sell each customer a CD or hard drive containing the software. The first half of 2021 produced 291 new unicorns — more than 2011-2015 combined. But now, we’re seeing more unicorns than ever before, by a wide margin.

Territory 62

Territory Real Estate Niche Electricity 62

Salesmate

JUNE 12, 2020

Well, you might have been taught by sales managers in your induction program that closing sales deals is an art and it is really simple. You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up! The science behind deal closure.

Closing 96

Closing Quota Cross-sell Pitch 96

Gong.io

APRIL 14, 2021

We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” Shep Maher, Betterworks’ EVP of Global Sales. Scott Leese, Previous SVP Sales at Qualia.

Sales 118

Sales Strategize Trust Up-sell 118

Sales Pop!

SEPTEMBER 6, 2023

The next in our series on CRM adoption takes up an important topic: the 8 reasons CRM implementations are never actually completed. Why doesn’t CRM have that same kind of priority? Lack of Clear Processes When a CRM adoption is not completed in a company, it’s easy to blame one particular individual or group.

CRM 59

CRM Pipeline Consult Appointment 59

Gong.io

NOVEMBER 9, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. My grandfather was a field sales rep for 3M in the ‘90s. . He would drive around the LA area, visiting doctors’ offices, hoping to sell them medical equipment. and at the beginning of sales calls. You know small talk. .

Trust 118

Trust Commission Territory Sports 118

Sales Hacker

APRIL 22, 2020

I’ve actually never had a need for that skill. I happen to have a knack for combining behavioral science with sales methodology to successfully help companies shift during times of uncertainty. When asked, “What are the top three recommendations would you give your sales team today?” Keep selling! The first?

Sell 100

Sell Negotiate Contract Growth 100

Salesforce

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Let’s see how to make prospecting a science instead — less like drilling for oil and more like filling up on gas. Let’s see how to make prospecting a science instead — less like drilling for oil and more like filling up on gas.

Prospecting 69

Prospecting Sales Follow-up Pitch 69

Gong.io

DECEMBER 13, 2021

WARNING: THE FOLLOWING ARTICLE DEALS WITH PSYCHOLOGY, THE SCIENCE OF MIND AND BEHAVIOR. . What does finance (and psychology and behavioral economics) have to do with sales?” . You see, the best salespeople understand the science of mind and behavior (aka, psychology) as well as a thing or two about behavioral economics.

Closing 62

Closing Pitch Finance Up-sell 62