Partners in Excellence

JANUARY 29, 2024

Imagine you are the CRO, possibly the CEO of a company offering complex B2B solutions. ” Johnny comes on, in his deep voice says, “Thank you Monty! CROs which will you choose… ?” Content would focus on product capabilities, features and functions. Let’s play a thought experiment.

GTM 86

GTM Quota Presentation Up-sell 86

Cerebral Selling

AUGUST 12, 2023

You probably didn’t either. Explaining Complex Things Simply It doesn’t matter how smart you are or how awesome your solution is if people can’t figure out what you do ! Your audience is no different. But your customers often aren’t. Here are my top six. That’s rarely the case.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Partners in Excellence

DECEMBER 15, 2023

Do the questions we ask provoke great questions from others? ” Manager: “Your pipeline sucks, you need to fill it!” ” Seller: “I’m doing the best I can, I’m not getting enough leads!” ” Manager: “Well it isn’t working, you need to do more.”

Construction 118

Construction Pipeline Gaming Conversion 118

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Negotiate 138

Negotiate Education Market share Growth 138

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. You still don’t really know who is buying what.

B2B 119

B2B Drivers/motivators CRM GTM 119

Tibor Shanto

NOVEMBER 30, 2021

Often, they can’t see the client from all the trees. If there is a real buying process, then let see evidence of it in how you buy. Most good sellers would rather help you succeed, share what they have seen work or fail. What’s At Your Core? What’s at your core?

Sports 157

Sports Quota B2B Education 157

Cerebral Selling

FEBRUARY 16, 2021

One of the biggest misconceptions sellers have is that customers know exactly what they’re looking for. If you had gone to a customer in 2013 and said “Would you like a black, always-on cylinder in your kitchen about the size of a Pringles can that you can talk to and ask questions, that also turns on your lights and plays music?”

Sell 163

Sell Gambling Manufacturing Up-sell 163

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. Buying is about addressing business issues and opportunities.

X-functional 105

X-functional Pitch Price Customers 105

Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. That probably raises your hackles a bit. Don’t bombard your buyers with more content.

Closing 121

Closing Price Finance Negotiate 121

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. The things your customer values change quickly.

Sell 136

Sell Objection handling Hospitality Pitch 136

Search Engine Land

SEPTEMBER 13, 2023

Asking whether Amazon reviews are important is like wondering whether your body needs water to thrive. Acquiring as many positive reviews as possible will pay off for Amazon sellers. 8 reasons Amazon reviews are important Amazon reviews aren’t just testimonials; they are powerful tools that can make or break your sales on the platform.

Trust 133

Trust Construction Sales Campaign 133

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. This post is one of the things he had me thinking about this morning. It simplifies our jobs.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

JUNE 1, 2023

Earlier in the day, I had been looking at a ChatGPT led training program for sellers. As part of the program design, it suggested it engaging sellers in role plays. After describing a potential selling situation, I suggested a role play, where ChatGPT was the seller and I was the customer. See ChatGPT Pitch !

Sell 93

Sell Pitch Quota Up-sell 93

Partners in Excellence

MARCH 6, 2023

Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. These sellers never try to discover the problem, they assume the problem that supports their pitch. .” “Do you have a problem with sales performance?………

Pitch 117

Pitch Presentation Trust Process 117

Cerebral Selling

SEPTEMBER 27, 2022

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. Assumptive priming (discovery tactic) – Kickstart the conversation by showcasing your knowledge of like-minded customers and business challenges.

Objection handling 207

Objection handling Sales Construction Growth 207

ClickFunnels

JULY 2, 2021

The post 5 Tips To Efficiently Maximize Your Sales appeared first on ClickFunnels. You are making sales. Today we are going to share five tips that can help you do that. Want Russell To Teach You How To Build Your First Sales Funnel? #1 If you are like most people, you rarely do that. Interested?

Cross-sell 246

Cross-sell Sales Niche Price 246

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. ChatGPT has been very enthusiastic about helping train sellers. But in it’s enthusiasm to start training sellers, it’s started pitching me on how good it can be.

Pitch 109

Pitch Manufacturing Objectives and Key Results Launch 109

Search Engine Land

JUNE 20, 2023

Have you tried to use generative AI in your digital marketing but found that it behaves more like “ spicy autocomplete ” than actual intelligence? The power of disconfirming questions Disconfirming questions challenge what you already believe or think is true. How you ask a question has a big impact on the response.

Angle 96

Angle User Experience Clients Drivers/motivators 96

Partners in Excellence

SEPTEMBER 1, 2023

I read a fascinating editorial by David Brooks, People Are More Generous Than You May Think. As I reflect on what we see happening in buying/selling, we see validation of this in virtually every interaction. We need support and help from our peers, managers, others in the organization. Who are interested and interesting.

Quota 110

Quota Customers Sell 110

Salesforce

FEBRUARY 16, 2024

To keep your sales team motivated when things are tough, you need to reward them for their victories. Done the right way, commissions can be a powerful incentive to give your best and go beyond your comfort zone. What you’ll learn: What is sales commission? That’s where sales commission comes into play.

Commission 104

Commission Territory Quota Drivers/motivators 104

SalesLoft

MARCH 28, 2024

One of the things that your team were brilliant at [was] the heavy lifting. You taught us what we didn’t know and helped us improve on what we did know. He told us that even after years of being a Salesloft customer, Advanced still has cadences in place from the very beginning of their relationship with Salesloft.

Technology 90

Technology Technology Gaming Trust 90

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. They still need to solve problems, they still need to change, they still need to buy and implement new solutions—they just don’t want us involved in the process!

Prospecting 81

Prospecting Customers Cold Call Commission 81

Salesforce

MAY 11, 2023

A former top seller at IBM and a winner of Grubhub’s Silver Platter award — which honors a handful of the company’s highest performers — Dao said he’s often amazed by how far he’s come. How did he get from there to here? How did he get from there to here? Get started 1. Yes,” said Dao.

Up-sell 98

Up-sell Start-ups Education Follow-up 98

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. I’m your host, Matt Heinz.

Pipeline 102

Pipeline Angle Sales Trust 102

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks. Addressing such concerns is far from straightforward.

B2B 121

B2B Cross-sell Pharmaceutical Account management 121

Partners in Excellence

JULY 18, 2023

Some thoughts: Never never never, regardless how tempting, never ever venture outside your ICP! Focusing on your ICP in your prospecting and throughout your qualification process means you are doing everything you can to “pre-program” things for success. Tilt the odds in your favor.

Pipeline 80

Pipeline Price Strategize Up-sell 80

Partners in Excellence

MARCH 8, 2024

And to think we would find such an opportunity in, of all places, selling? After a few years, it became clear that at some not-too-distant point, I would have to start selling – a prospect that did not thrill me. How would I master the various tactics and counter-tactics involved? “Why does all this interest me?

Sell 75

Sell Non-Profits Trust Consult 75

Partners in Excellence

JANUARY 17, 2023

I know it’s an absurd concept–selling the way our customers want to buy. I don’t read of anyone doing the market research, no projects, where we go to our customers, asking questions, “How do you want to buy? How can we be most helpful when you are looking to buy? You waste our time!

Customers 86

Customers Quota Pitch Technique 86

Partners in Excellence

JANUARY 22, 2024

It’s disappointing, but the majority of sellers I speak with can’t answer anything but the most basic questions about their customers and their businesses. I ask: “How does your customer make money?” “What work does your customer do? “What work does your customer do?”

Customers 109

Customers GTM Trust Up-sell 109

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers.

Customers 154

Customers Objectives and Key Results Technique Represent 154

Sales Hacker

DECEMBER 9, 2022

Regardless of your revenue goals, if you can be faster and more effective at your sales planning practices, you will give your sellers a competitive advantage. 5 tips to rethink your sales planning. Combine predictive scoring with historical insights to gain a better understanding of your customers.

Territory 98

Territory Quota Strategic planning Sales 98

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. I appreciate her patient voice saying, “Dave you are making a mistake, are you going to pay attention to me?” ” (I did get a lot of value from the book.)

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention.

Product 98

Product Sell Pitch B2B 98

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? To answer this, we approached six leading Salesblazers — CEOs, chief revenue officers (CROs), sellers, and coaches. Get deals done, make customers successful, and help your company grow. Be impeccable with your word. Get started 1.

Quota 86

Quota Closing Education Sales 86

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Salesmanship” is more about helping the customer than our own self focus.

Commission 126

Commission Quota Negotiate Pitch 126

Partners in Excellence

OCTOBER 5, 2023

I asked the question, “How will you be making a decision on how do implement this initiative?” From the very first sales training program I went through, through programs we have led for 1000’s of sales people, through 1000’s of deal reviews, we always ask, “What is the customer’s decisionmaking process?

B2B 102

B2B Clients Pitch Consult 102

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. What I missed was Lenny’s own summary of his Top Takeway from our deep dive. Hire a VP of Sales to help you scale from three sales reps to 300 reps.

Sales 94

Sales Quota Closing Up-sell 94