Partners in Excellence

MARCH 2, 2023

I wish I were smart enough to be the originator of this term, “Coaching is a language…” All credit goes to Aaron Evans for this term. Coaching is not something we do, it’s not a meeting we schedule with the people we are responsible for. High impact coaching permeates every conversation we have.

Coaching 62

Coaching Forecasting Conversion Meeting 62

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. We identify them because they are hitting on our websites, downloading white papers and we reach out to them saying, “We have the best solutions in the world, can we talk… ?”

Trade Show 77

Trade Show Conference Segment Groups 77

Sales and Marketing Management

JANUARY 22, 2021

Author: Jim Ewel With 2020 behind us (thankfully), how should we prepare for 2021? Wasn’t 2020 the year when we needed every bit of resolve we could muster to deal with the avalanche of change? It requires listening to your customers and the marketplace to detect the early warning signs of impending change. 2: Alignment.

Marketing 357

Marketing Campaigns Call-back Study 357

Partners in Excellence

JUNE 21, 2023

Not long ago, I wrote about Coaching Is A Language. Since writing it, I’ve had a lot of interesting conversations–and workshops on the language of coaching. We’ve always treated coaching as a discreet event and not a method of communicating. The language of coaching focuses on learning versus telling.

Coaching 86

Coaching Groups Conversion Data 86

Zoominfo

SEPTEMBER 30, 2020

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. Today, we have things like automation, data, and buyer personas to fall back on. Analyze Prospect And Customer Data. And who wouldn’t? What Are Buyer Personas?

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Alice Heiman

JUNE 25, 2020

At many companies, salespeople and marketers focus on products when talking to customers – not business problems. . Do this and you’ll hear customers ask the magic question : “Can you do that for me?” . Learn to Speak Your Customer’s Language. The question “Can you do that for me?”

Banking 147

Banking Buyer Meeting Conversion 147

No More Cold Calling

APRIL 13, 2023

We discussed why every company should be using referrals in their sales strategy. (In Finding common ground is easier when you speak a common language.” Learn more about the science (and art) of referral selling in my new webinar with Finlistics. Barry said: “They were just about to hire someone to cold call.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

Partners in Excellence

MAY 17, 2021

We sales people have adopted a unique vocabulary about what we do and how we work. Since software developers must work in close collaboration, adopting a commonly understood language, and even process/techniques, enables developers to communicate efficiently and get work done. ” I start getting a little dizzy.

Engineering 101

Engineering Objections Banking Software 101

Nimble - Sales

JULY 30, 2021

We have recently surveyed our customers to hear how they describe the biggest benefits of Nimble. We also wanted to hear it in their own words. It’s so easy to get too close to your product and start speaking in your internal language. The longer you are focused on the product, the bigger the issue. […].

Customer 126

Customer Survey Benefit Closing 126

The Pipeline

JULY 16, 2019

While we can take this out a few circles, you really don’t need to. The fact is that most buyers only focus on pleasing their direct customer when we help them do that better, they win, and we win. While most salespeople can speak to how their product impacts their buyers’ day-to-day world. By Tibor Shanto.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Pipeline

NOVEMBER 19, 2019

And then there the last group, those who could care less we exist, the Suspects. Most sellers, encouraged by their managers, go out and see everyone as Nigel and speak to everyone as though they were Nigel. And then we are surprised that Suspect, Fritz, doesn’t understand a word you say or why you are bothering. All Not Some.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

Sales and Marketing Management

OCTOBER 17, 2018

Sometimes it’s reasonable to add a slight touch of humor as an icebreaker, but most of the time you should stick to the regular business language. In this post, we share 15 phrases that you should always avoid while communicating with clients. Using ‘I’ instead of ‘We’. We can’t do that. We are not sure, but.

ROI 239

ROI Decision Maker Face-to-face B2B 239

Sales and Marketing Management

FEBRUARY 8, 2021

The 7% rule says that only 7% of communication comprehension comes from what we say, and 38 percent is through tone of voice. The 7% rule says that only 7% of communication comprehension comes from what we say, and 38 percent is through tone of voice. However, the majority of communication (55%) is through body language.

How To 177

How To Policies Video Google 177

Allego

FEBRUARY 20, 2020

Understanding your customer’s wants, needs, challenges and objectives is one of the most important factors in selling success. That day, I really wanted to impress a potentially big customer. I proudly approached the customer and announced that I could offer him the best price in the industry. His response left me dumbfounded.

Influencer 137

Influencer Pivotal Commission Conversion 137

Smooth Sale

AUGUST 1, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Body Language is More Meaningful Than Most Realize The sales profession teaches us that communications of all types and topics naturally include our body language or posturing. Of course, we are describing the best possible situation and outcome.

Hiring 78

Hiring Analytics Government Networking 78

Partners in Excellence

AUGUST 3, 2021

Once a month, on Saturday mornings, Ned and I speak. Mitch and I speak monthly, Jill and I speak monthly Kelly and I speak about every six weeks, Rene and I have a talk every 4-6 weeks. They are friends, we enjoy our conversations. Each wants to make an impact–we our driven by our various purposes and values.

Groups 143

Groups Coaching Conversion Relationals 143

Sales Hacker

NOVEMBER 14, 2022

Going from professional ballet dancing to running an AI startup may not seem like the most intuitive career trajectory…but when I share that body language and nonverbal communication is what brings this all together, things start to make a bit more sense. Body language tips for video. Boy, was I wrong. Sales + the pandemic = video.

Video 112

Video Face-to-face Real Estate Intent 112

Zoominfo

MARCH 15, 2022

As the head of enterprise product and sales at ZoomInfo, I had the opportunity to speak with JP Valentine on The Alldus Podcast: AI in Action. Quality insights powered by business natural language processing (NLP) Obtaining and managing accurate information about 10 companies seems fairly straightforward. Take Siri for example.

B2B 130

B2B Marketing Scale Lead Rank 130

Zoominfo

OCTOBER 5, 2021

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. Today, we have solutions like automation, data, and buyer personas to fall back on. It’s incredibly useful to then identify patterns within your segmented customers.

Ideal Customer Profile 130

Ideal Customer Profile Buyer Persona Marketing How To 130

Allego

APRIL 18, 2024

Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. Lead Generation: Automating the lead generation process, AI tools can sift through data across digital platforms to identify potential customers.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? Value leaks are often the byproduct of previous losses.

Closing 123

Closing Proposal Negotiation Discount 123

Partners in Excellence

JULY 28, 2020

Our mindset impacts how we think of and engage our customers. It impact the language we use in talking about and talking to customers. The mindset for sales and marketing seems to be, increasingly, oriented to the things we do to our customers. We qualify them for opportunities.

Sales Talent 104

Sales Talent Objections System Customer 104

Janek Performance Group

MARCH 12, 2024

It’s all too easy to check your phone or email while half-listening to who’s speaking unless there’s an extra layer of accountability by being on screen. It’s all too easy to check your phone or email while half-listening to who’s speaking unless there’s an extra layer of accountability by being on screen.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Hubspot Sales

FEBRUARY 16, 2022

Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers. If you already know what a sales hook is, and how to create one, feel free to skip to the section where we highlight HubSpot sales reps' real-life examples.). (If Do your customer research.

Hubspot 130

Hubspot Social Media Churn Sales 130

Partners in Excellence

JANUARY 13, 2019

Every profession has it’s own language. They also have tools like income statements, balance sheets, cashflow statements, budgets that help them look at or model various situationsLikewise, engineers, programmers/IT, manufacturing people, HR, and others have their own language. ” Unless we just sell to other sales people.

Top of Funnel 86

Top of Funnel Construction Objections ACT 86

Sales Hacker

AUGUST 5, 2021

How business is done in countries around the world varies greatly, even though today we are more connected to each other in new and innovative ways. Experts in selling internationally ask themselves the following three questions before they start speaking to customers in other cultures.

Hiring 107

Hiring Negotiation Up-Sell Analysis 107

Zoominfo

AUGUST 1, 2023

Speaking at GTM Partners’ Leaders Summit on Generative AI , Schuck advised business leaders to make data integrity a top priority. Experian also found that only half of the companies surveyed feel their customer data is accurate enough to be used in their go-to-market (GTM) motions.

Data 130

Data B2B Harvest Scale 130

Janek Performance Group

SEPTEMBER 24, 2022

Here are some keys of active listening: Listen for content, meaning, and feeling Identify vocal qualities Remember customer words Summarize and validate. They should never assume what customers will say. Perhaps the customer has been caught off guard. In the same way, note and remember a customer’s words.

Course 62

Course Buyer Lead Rank Lead Scoring 62

Julie Hanson

MARCH 16, 2022

When confronted with blank faces, inattentive or distracted body language it’s easy to rush through your material, over check-in, and generally behave in a way that creates the very boredom you seek to prevent! However, there are times when inattentive body language is just that – a sign of waning attention, and it is necessary to address.

Meeting 103

Meeting Face-to-face Energy Call-back 103

Smooth Sale

NOVEMBER 14, 2022

Bluntly speaking, successful business begins within each of us and in our unique style. We either turn our clientele off, or we can intrigue them enough to advance the conversation(s) and conclude with our desired sale. We must accept who we are as individuals regardless of what others say.

Hiring 78

Hiring Networking Influencer Follow-up 78

SalesProInsider

MAY 26, 2022

Have you ever considered how the “language” and “customs” of your buyers affects what they need to make a confident decision to move forward with working together? The Backstory for Buying Customs. The Backstory for Buying Customs. Tribal Types and Buying Customs. What You Can Expect.

Customer 62

Customer Travel Buyer Conversion 62

Zoominfo

FEBRUARY 6, 2023

From writing emails, to creating phone scripts and handling objections, it’s clear that AI tools based on large language models can be used in every stage of the sales process. ChatGPT will pull data from customer records from Salesforce along with Office email software to generate personalized email responses for busy salespeople.

Prospecting 130

Prospecting Cold Calling Banking Scale 130

Keith Rosen

MAY 19, 2019

Just because you may speak the same language with people at work or at home, doesn’t mean you’re speaking the same language! Did you ever have someone tell you, “I tried to call the customer. Coaching Conundrum Just because we speak the same language doesn’t mean we speak the same language!

Face-to-face 102

Face-to-face Coaching Call-back Social Media 102

LeadFuze

AUGUST 19, 2021

Let’s face it, we all need to know how to do a good sales presentation. Even if we’ve been “in the game” for a long time, selling the same products — our presentations can get stale after a while. 1 Speak to the Challenges of Your Clients. How to Do a Good Sales Presentation. Click To Tweet.

Case Study 98

Case Study How To Study Comparison 98

Keith Rosen

JUNE 10, 2020

Are they focused on understanding the customer’s needs to deliver immediate value, or are they focused on themselves? Are they focused on understanding the customer’s needs to deliver immediate value, or are they focused on themselves? You can still micromanage your team remotely. Are they efficient and organized?

Coaching 86

Coaching Cold Calling Intent Social Media 86

The Sales Hunter

AUGUST 16, 2019

It continues to amaze me that salespeople think they can craft this perfect image with customers but behave like a jerk in other situations. Each conversation we have and each sale we make leads to the next one; there is no such thing as a dead end conversation. You can fake it, but you won’t make it.

Social Media 177

Social Media Travel Face-to-face Google 177

MEDDIC

OCTOBER 9, 2023

When we talk about leadership, we’re not referring to the Head of Sales Enablement or the VP of Operations. When we talk about leadership, we’re not referring to the Head of Sales Enablement or the VP of Operations. A successful sales training can have a huge impact in revenue.

Training 52

Training Hiring Negotiation Pivotal 52