Partners in Excellence

MARCH 17, 2024

A line that stood out, “If you accept sales is about moving people, then it becomes easy to stay positive about selling. You start to see sales everywhere.” It’s an awful story, but it illustrates how important “moving people” really is. You start to see sales everywhere.

Insurance 77

Insurance Insurance Outbound Inbound 77

Bernadette McClelland

FEBRUARY 20, 2023

Will You Take The Road Less Travelled Or The Path Of Least Resistance? After all, when you shift your environment, something energetic happens. You FEEL different. You feed off the vibe of new people. You take in new surroundings. You experiment with different ways of life. It’s easier! Absolutely!

Travel 195

Travel Telecommunications Sage Buyer 195

Allego

AUGUST 4, 2022

When you and your competitors all sell the same thing, you need a way to differentiate yourself. For Ash Brokerage, that differentiator is video powered by Allego. That’s because every time that you talk with somebody or hang up from a conference call, the story changes. So, we have to differentiate ourselves.

Video 118

Video Hiring Face-to-face Penetration 118

No More Cold Calling

APRIL 29, 2019

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m sure you could “fill in the blank” for any number of retailers, and when you have a bad customer experience, you feel the need to tell people about it.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

No More Cold Calling

DECEMBER 19, 2019

No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? What do you remember about a speaker, a movie, a novel? You remember the stories. You remember the stories.

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349

Product Management University

JANUARY 8, 2024

For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. The Simple Secret to Differentiation Think about someone you really enjoyed buying from. What made that buying experience so enjoyable?

Real Estate 59

Real Estate Engineering Industry Exact 59

Zoominfo

FEBRUARY 9, 2022

Q: Why did you join ZoomInfo? A: I was really struck by ZoomInfo’s core belief that you can be a privacy-first organization and use that as a competitive differentiator. But I’ve been struck by the really positive culture here. That’s really important to how we work. Q: What are your first impressions?

Meeting 130

Meeting Policies Scale Data 130

Allego

AUGUST 7, 2023

For sales reps, it used to be that the more people you called, the more deals you would win. You’re not going to be able to compete if you don’t have these types of tools,” Fowler said during an interview with me. Michelle Davidson: What attracted you to Allego? What made you want to join the company?

Revenue 62

Revenue Scale Call-back Engineering 62

Partners in Excellence

APRIL 26, 2023

What really differentiates sellers in helping customers in complex B2B buying processes? When there is no other basis of differentiation, price will always win. So a differentiating capability, helping customers successfully move forward is helping them think deeply about these issues. Is it the products they represent?

Buying Cycle 89

Buying Cycle Buyer B2B Sales Enablement 89

No More Cold Calling

APRIL 18, 2019

Are you creating an experience that drives revenue and referrals? How much did you say that cost?” Usually, major airlines treat you like a number—unless you’ve flown zillions of miles with them—but this time, they made me feel like a real person. Bottom line: Customer experience is the great competitive differentiator.

Airlines 332

Airlines Customer Referrals SalesForce 332

SBI Growth

SEPTEMBER 21, 2012

Are you seeing more projects go to RFP? If not, you probably will. Probably not your first response, but read on to see why you may want to rethink that response…and rework your RFP strategy. You can easily customize the Checklist for your own use as well. What is an RFP – Really? 2) Differentiate.

Strategy 282

Strategy Vendor How To Proposal 282

No More Cold Calling

JUNE 29, 2023

Here’s what you might have missed from No More Cold Calling this quarter. Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? Schedule 30 minutes on my calendar , and we’ll discuss how you can get referrals at scale. I celebrated a milestone this month.

Referrals 177

Referrals Channels Cold Calling Scale 177

SalesLoft

FEBRUARY 29, 2024

Someone who’s a top performer and who knows the role and the tool stack really well.” She mentioned that Salesloft helps make life and consistency of touches a lot easier as far as technology goes — for reps and leaders. “I know that’s not exciting, but the volumes of our business are such that you have to have a method.

Coaching 52

Coaching Call-back Outbound Inbound 52

Partners in Excellence

JULY 23, 2020

But we did a quick review of a number of the deals, discussing why they had really been lost. As I look at the data from all your peers, and historic data, you seem to be the only one that has this challenge with everyone of your deals, what am I missing?” ” I’ll stop here, you know how this came out.

Discount 109

Discount Incentives Incentive Competition 109

Partners in Excellence

MARCH 11, 2024

Most focused on efficiency, few focused on impact, differentiation, and value. There are prompts for “researching and understanding” any role you might be selling to. If we understand our ICPs, we already should understand: (If you don’t, reassess your sales enablement strategies.) Or any market or industry.

Ideal Customer Profile 107

Ideal Customer Profile Face-to-face Engineering Industry 107

Zoominfo

AUGUST 19, 2021

Software as a service, commonly called SaaS, refers to subscription-based, centrally hosted platforms and services that allow you to do all of those annoying manual tasks that, if left to your own devices, could take all day to complete. You can’t have successful AI without accurate data. We all know about SaaS. But what about DaaS?

Outsourcing Services 130

Outsourcing Services Data Consumer Enterprise 130

Force Management

AUGUST 14, 2019

However, at times, that differentiation is simply talk and no action. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do. That's step one. Step two is another area where many organizations fall short.

Buyer 90

Buyer Competition Customer Sales 90

MTD Sales Training

DECEMBER 5, 2018

The business you are selling to may measure ‘value’ depending on the urgency of the situation. You may be cheaper, but a competitor may be able to get the product delivered quicker. Also, a bottle of water may be ‘worth’ a pound or dollar to you, if you are merely picking it up from the shop on the way to work?

How To 202

How To Margin Buyer Prospecting 202

Allego

MARCH 11, 2021

“So, how do you make a decision when you’ve got not just two good options, you’ve really got 10—or a hundred—good options?”. 1 Differentiating With Sales Relationships. “So, And salespeople really have to deepen and understand that because they’re professional tiebreakers.”. “The

Face-to-face 111

Face-to-face Sports Groups Promotion 111

Zoominfo

OCTOBER 18, 2022

The first thing you have to look at is what category you’re in,” Hanson says. “Do Do you have a product everybody already knows, or are you in a new category that’s somewhat nascent? ZoomInfo MarketingOS Finally, ABM with data you can trust. But things may shift once you’ve reached an established market.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

The Pipeline

MARCH 13, 2017

There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

MTD Sales Training

JUNE 4, 2019

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy?

Case Study 255

Case Study How To Discount Decision Maker 255

Partners in Excellence

JANUARY 25, 2024

Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?” I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation.

Competition 107

Competition Customer Buying Cycle Vendor 107

Nutshell

JUNE 11, 2021

Let’s all agree that differentiating yourself from your competition is one of the most important things you can do as a B2B organization. . Three ways to differentiate. You create a gap between yourself and your competitors in three different ways. First, you can launch a product with better features.

Competition 113

Competition Top of Funnel Case Study Buyer Persona 113

Increase Sales

JULY 7, 2017

How many times in the course of a sales day, do you read or hear “I help…?” The problem with this word is it does not differentiate you or your business from all the other people and businesses helping other people and businesses. Sales Coaching Tip: Differentiation is essential to attracting sales leads.

Ideal Customer Profile 153

Ideal Customer Profile Decision Maker Sales Coaching Lead Rank 153

Partners in Excellence

JULY 18, 2023

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. When things get tough, for instance the economy, or even you may be behind in your numbers, narrow your focus even more. Even if your customer asks you!

Ideal Customer Profile 74

Ideal Customer Profile Discount Pipeline Opportunity 74

Partners in Excellence

OCTOBER 17, 2022

It turns out the greatest and most differentiated value we can create has very little to do with our solution. We create differentiated value by helping them with this process. When everything about the alternative values realized is not very differentiated, how do we create differentiated value.

Face-to-face 62

Face-to-face Positioning Influencer Course 62

Alice Heiman

JULY 22, 2021

Sales: If you are the #CEO of an organization that is finding its sellers out of sync with its buyers, here’s what you need to do! If your company doesn’t allow for a rep-free experience, you are out of sync with half of your audience. . And how do you, as CEO, fix it? There are really only two choices.

Buyer 91

Buyer B2C Pivotal Conference 91

Gong.io

SEPTEMBER 1, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. I had assumed that the product and features were key differentiators, and I still think they are. But video was a differentiator that had nothing to do with the product. I never felt like I really met the other rep.

Video 152

Video Data Face-to-face Call-back 152

Marc Wayshak

JUNE 14, 2023

In this video, I’m going to show you the most important sales skills you must master now. In order to become an attorney, for example, you have to go to law school and pass the bar. In order to become an attorney, for example, you have to go to law school and pass the bar. Can you blame them?

Cost per Acquisition 99

Cost per Acquisition Face-to-face Up-Sell Follow-up 99

Shari Levitin

AUGUST 23, 2023

Take time to reflect and ask yourself these questions: Do you still need outdated frameworks? Do you overload with excessive teaching? Do you accumulate identical things unnecessarily? Are you open to new ideas and outside help to stay fresh? But how do you know what information to teach or how to best teach it?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. Let’s get into it!

Compensation 84

Compensation Commission How To Incentives 84

Zoominfo

JUNE 15, 2022

And two years of feeling really proud of the things my team continues to accomplish. There’s a saying that I’m sure we’ve all heard: “Find a job you enjoy doing, and you will never have to work a day in your life.” As you can imagine, this mentality can be frustrating to my teammates. Did you hire the right people?

Hiring 130

Hiring Scale Engineering Exact 130

Allego

AUGUST 17, 2021

Allego] really opened up a lot of opportunity, a lot more flexibility. At the end of the day, we would give them a parting gift, which was an exercise: ‘Share with us the most important thing you learned today” or ‘Now that you saw that new product message, here’s a scenario or an objection that a customer might throw at you.

Hiring 143

Hiring Exercises Sales Enablement Video 143

Zoominfo

MARCH 2, 2022

When there is some asset that has to get built up over time for the product that you’re delivering to be really valuable, you just have to do M&A there,” Schuck said. Our product gives us a really unique view of our customers, including what types of tech our customers are using. If not, we’re not interested.

How To 100

How To Software Software Scale 100

Partners in Excellence

JANUARY 5, 2021

Often, the theme is something along the lines, “Your competition is doing these things (or using our product), we’d like to show you how you can do the same thing they are doing.” But not to copy them, but to do exactly the opposite thing, to better differentiate ourselves in ways that are meaningful to the customer.

Competition 84

Competition Vendor Exact Channels 84

Allego

MARCH 12, 2024

When you look at the research, [you can see buyers are saying], ‘I don’t want to talk to you,’” Ajikawo said. In addition, leveraging digital tools and data analytics allows you to gain deeper insights into buyer behavior, preferences, and pain points. Ajikawo’s insight extends beyond just identifying the problem.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118