Steven Rosen

AUGUST 12, 2023

Coaching for Performance: A Guide to Unlocking Full Potential Review season is upon us. How do you address this in the performance review? Coaching for performance is about more than praising achievements. It’s about navigating the behavioural waters hindering a sales team’s growth.

Coaching 156

Coaching Construction Sales Management Account 156

Understanding the Sales Force

JANUARY 22, 2024

Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago? I asked how many would be able to do everything we talked about – the things they wanted and the things I suggested. What did you miss?

Closing 212

Closing Proposal Discount Decision Maker 212

Emissary

SEPTEMBER 27, 2021

Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. They use it to populate a template with the data, a review of the past 90 days, some generic ROI calculators, a few slides that overuse the words “value” and “ partnership ,” and finally some bullets which outline the next 90 days.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

The Pipeline

DECEMBER 21, 2021

As you may have come to learn, for us this means applying and learning from our outcomes, leveraging the 360 Deal View. Review To Preview. And by reviewing losses and draws, you’ll learn where the traps are. Lead with objectives achieved in their world, in their markets, things familiar to them, not us.

Conversion 188

Conversion Buyer CRM Pipeline 188

Steven Rosen

AUGUST 2, 2022

However, meetings and interruptions prevent most of us from having adequate time to focus. Your RGAs may include being in the field coaching your salespeople, having 1:1 business reviews, scheduling planning time, developing your team and building a winning culture. Five Steps to Focused Time Management. It all comes down to results.

Cancellation 333

Cancellation Call-back Analysis Report 333

Understanding the Sales Force

SEPTEMBER 27, 2023

In July, I wrote about Dinger tearing his ACL , and how well the doctor executed her sales process. Dinger finally had his surgery and while going outside to do his business used to be quick and easy, it is currently takes much longer and is more difficult. ” They don’t ask anything at all about money.

Sales Methodology 203

Sales Methodology Sales Process Proposal Objections 203

Zoominfo

JANUARY 22, 2019

Social media and review sites give customers free reign to voice their opinion about a business or product. While bad reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle.

Social Media 213

Social Media B2B Scale Follow-up 213

Showpad

FEBRUARY 8, 2023

For the third year in a row, Showpad mad e G2’s Best Software Lists — al l thanks to the hundreds of amazing reviews we’ve received from our customers. It humbles us to know that we’ve enabled customers to deliver engaging buyer experiences and accelerate revenue growth. Or, better yet, request a personalized demo today.

Software 98

Software Software Vendor Enterprise 98

Partners in Excellence

JANUARY 19, 2024

Our customers, partners, peers, managers ask us questions or make suggestions, we have to deal with each of them, immediately. As much as we may complain about these interruptions, the reality is they are fulfilling. And that activity makes us feel as though we have accomplished a huge amount.

Channels 106

Channels Course Data Meeting 106

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. We think our customer care about us–they obsess about our companies, our products, and how great we are.

Engineering 108

Engineering Up-Sell Lead Rank Lead Scoring 108

Nutshell

MARCH 28, 2024

Try us free for 14 days! Regularly observe, review, and improve your sales pipeline You can boost your sales performance with regular, scheduled reviews of your sales pipeline. Or contact us today to learn more about Nutshell contact and pipeline management software. Ready to build your ideal sales pipeline?

Pipeline 71

Pipeline Sales Qualified Lead How To CRM 71

Zoominfo

JANUARY 19, 2020

Social media and review sites give customers free rein to voice their opinion about a business or product. While bad online business reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. 92% of B2B buyers are more likely to make a purchase after reading a trusted review.

Social Media 130

Social Media Google Scale B2B 130

Partners in Excellence

MARCH 22, 2024

Preface: “Yo dudes and dudettes… ,” in reading this I learned something new about Spence Wixom. I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave.

Call-back 77

Call-back Construction Up-Sell Research 77

Smooth Sale

SEPTEMBER 15, 2023

Photo by ArtsyBee via Pixabay Attract the Right Job or Clientele: What Can History Teach Us? The question becomes, what can history teach us? My Story A news story prompts today’s post, ‘What can history teach us?’ Today, there was news about abuse within the Boy Scout organization.

Hiring 98

Hiring Lead Rank Networking Face-to-face 98

Partners in Excellence

SEPTEMBER 14, 2023

But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. We want to look at how effectively people are using that time, but for the moment, let me look at the time sellers spend outside this. What about the endless internal meetings we have?

CRM 129

CRM Proposal Maximizer Up-Sell 129

Janek Performance Group

NOVEMBER 29, 2023

What if everything we think we know about habits is wrong? When we talk about habits for sales professionals, less is often more. Remember what we were told about selling and the early bird? Reflect and Review: Reflect on your results at the end of the day. In sales, time is what we need most, but use the worst.

Energy 77

Energy Intent Exercises Journal 77

SalesLoft

SEPTEMBER 8, 2023

This is particularly exciting for all of us at Salesloft because it comes from customers, who are the reason we do what we do. The Gartner Peer Insights Customers’ Choice recognizes vendors in this market based on reviews from verified end users. It takes into account both the number of reviews and the overall user ratings.

Vendor 59

Vendor Customer Face-to-face Banking 59

SalesProInsider

DECEMBER 17, 2020

It’s that time of year – thinking about next year! But too often the goals for next year are set without important information to identify realistic and achievable goals, the information gleaned by pausing to review THIS year! Think about it…we start envisioning the next year. That’s what you need to review.

Scale 127

Scale Promotion Video Course 127

Partners in Excellence

JUNE 13, 2022

Time management is, more than ever, an issue for each of us. While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. For example, I was just talking about this issue with a group of managers.

Meeting 106

Meeting Call-back Groups Face-to-face 106

Partners in Excellence

MARCH 2, 2023

Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. These learning conversations are about thinking differently, considering new ideas and approaches, considering change. But when we think about coaching as a language we speak, it’s power becomes even greater.

Coaching 62

Coaching Forecasting Conversion Meeting 62

Partners in Excellence

OCTOBER 11, 2023

I’ve been reading about comp plans for sellers. And as managers coached their people, they reviewed performance against these criteria, making sure people were doing their best on all elements, and coaching them in areas where they weren’t meeting performance objectives. They are a huge challenge.

Pipeline 102

Pipeline Objections Coaching Account 102

SalesLoft

SEPTEMBER 8, 2023

This is particularly exciting for all of us at Salesloft because it comes from customers, who are the reason we do what we do. The Gartner Peer Insights Customers’ Choice recognizes vendors in this market based on reviews from verified end users. It takes into account both the number of reviews and the overall user ratings.

Vendor 52

Vendor Customer Face-to-face Banking 52

Showpad

FEBRUARY 8, 2022

Without them, we wouldn’t be able to improve our customers’ overall experience with us as a company and, ultimately, deliver a better buyer experience with the Showpad product. “We It is humbling to see these G2 reviews and realize we’ve delivered on this promise.”. com reviews between January 1, 2021, and December 31, 2021.

Lead Rank 98

Lead Rank Lead Scoring Software Software 98

Smooth Sale

DECEMBER 19, 2023

The practice of researching online reviews to see what customers say is an excellent place to start. A company’s reputation is at stake if poor reviews get out of hand. As issues arise, it is best to research companies garnering better reviews and analyze where and how they excel.

Hiring 110

Hiring Face-to-face Research Retail 110

Partners in Excellence

OCTOBER 25, 2023

We were talking about their account planning process. Most of the time, I sit in reviews, whether account, pipeline, deal, call, or other business reviews. Each of us, our people, our customers have so much going on. Not long ago, I was speaking with a group of sales managers. They showed me some current account plans.

Follow-up 107

Follow-up Journal Account ACT 107

Partners in Excellence

JANUARY 10, 2023

We have to get them to help us getting things done, learning and growing. We need them to focus, with us, both on our short term goals, but also on our long term development. But too many of us have managers that fall far short of that. Somehow, we have to manage our managers, to help us achieve our goals. What do we do?

Face-to-face 73

Face-to-face Coaching Meeting Account 73

Partners in Excellence

MAY 5, 2023

And we keep going back to them, saying “We can help you out with all these issues… ” Recently, I was asked to review a presentation a sales team was preparing. It’s the starting point of a conversation and engaging the customer in thinking about changing. It may give us a deeper understanding of the customer.

Enterprise 94

Enterprise Enterprise Study Customer 94

Pipeliner

APRIL 5, 2024

With a large staff, creating a reminder to review everyone’s choice will be best should you experience a forgetful state of mind. Each Generation Can Provide Value A younger person asked about story-sharing. Many of us fear sharing poor experiences due to past ridicule and no more of it.

Influencer 75

Influencer Consumer Conversion Benefit 75

Smooth Sale

APRIL 28, 2023

As the week winds down, reviewing all the good and the less-than-desirable circumstances you experienced is an excellent practice. Listen to the podcast with Podcast Host Shahid Durrani Practices for Weekly Improvement Mental Review I begin with a mental review of the worst moments of the week to realize where revision may be necessary.

Remedy 78

Remedy Hiring Networking Intent 78

Nutshell

JANUARY 15, 2020

Leading software review platform Capterra recently published its Top 20 CRM Software report for 2019, and we’re thrilled to announce that Nutshell has placed at #5! Being named as one of the top 5 CRMs according to Capterra software reviewers is especially gratifying because Nutshell didn’t even appear on the 2018 Top 20 CRM Software report.

Lead Rank 90

Lead Rank Lead Scoring Report Software 90

Adaptive Business Services

JUNE 28, 2023

I have lists for just about EVERYTHING. I use post it notes (two sizes), recycled printer pages that I convert into 4 scratch pad sheets per page, and 6” x 9” note pads. The great thing about these Google Apps is that they are synced to, and available on, any of my devices. True confession time. I am a compulsive list creator.

Revelation 71

Revelation Google Course CRM 71

Partners in Excellence

DECEMBER 12, 2023

Also, a lot of technical books in math, business, science provided us great short-cuts to reading and writing papers on the reading. Professors would ask about the phraseology, or why an author chose to present a story in a certain way, how they constructed and built characters, plot lines. I found I struggled though.

Analysis 101

Analysis Study Education Sports 101

Hubspot Sales

SEPTEMBER 6, 2023

If you’re rolling your eyes at your screen right now, just hear us out. Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? Walk us through what happened when the company started experiencing rapid growth? How do you go from putting out fires to running like a well-oiled machine?

Hiring 104

Hiring Hubspot Forecasting Up-Sell 104

SalesLoft

JANUARY 24, 2024

How do we understand what contributes to us meeting or not meeting our goals? But outcomes can come in a few different flavors depending on whether we’re talking about prospecting, closing, or renewals. The article offers some tips and things to think about when diving into goal setting. Are you a top performer?

Sales Goal 59

Sales Goal How To ACT Report 59

Partners in Excellence

DECEMBER 4, 2023

But the costs are unsustainable, particularly as their investors introduce the “P” word into their business reviews. And, perhaps, that’s successful because customers are engaging us later and later in their buying cycles. As a result, the job of sellers is only about the products!

Customer 105

Customer Scale Buying Cycle Discount 105

Partners in Excellence

NOVEMBER 27, 2020

Dave’s a good sales person, we were doing a deal review on a hugely important opportunity for his company. When we started the review, he talked about what had been happening and where he and the team were with the deal. We tend to spend way too much time talking about what’s happened and where we are now.

B2B 101

B2B Objections Relationals Customer 101