Partners in Excellence

AUGUST 11, 2023

This is such an important principle for all of us in selling and leadership, but somehow we seem so preoccupied with activity and busyness, we fail to take the time to reflect and learn from those. “We do not learn from experience, We learn from reflecting on experience.” ” John Dewey, American Philosopher/Psychologist.

Coaching 91

Coaching Quota Groups Data 91

Partners in Excellence

JANUARY 23, 2024

We, consciously or unconsciously, use our busyness as an excuse to avoid this hard work. Every leader I speak with identifies the issue of “finding the time,” as one of the top issues they face. It’s not strategy, process, tools, talent, structure, execution or all the other things that consume leaders.

Face-to-face 102

Face-to-face Coaching Strategy Consumer 102

Mereo

MARCH 8, 2023

Differentiate between busyness and purposeful sales orchestration. Do not confuse your sales team’s busyness with productivity. Growth at all costs can seem admirable, aggressive — a tenacious pursuit that sends Rocky to personal victory after punching on sides of beef and running stairs.

Ideal Customer Profile 41

Ideal Customer Profile Face-to-face Resources Revenue 41

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make.

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Anthony Iannarino

OCTOBER 14, 2019

One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. No matter how many tasks you complete during a given day, you still may not have been productive with your time. Being busy is evidence that you are not productive.

Meeting 98

Meeting Call-back Benefit Relationals 98

Partners in Excellence

AUGUST 4, 2023

Everyone I meet is incredibly busy, but the issue is, are they spending their time as productively and effectively as possible? But busyness somehow becomes the surrogate for results. ” They had been taught to focus on their products and the company. Part of it is increasing complexity of our solutions and businesses.

Up-Sell 62

Up-Sell ACT Meeting Customer 62

Smart Calling

AUGUST 5, 2019

For many salespeople, their lack of production is not for a lack of being busy. It’s because that “busyness” is typically “avoidance behavior.” See examples of this avoidance behavior, and seven tips for getting rid of it so you can be be more productive by bringing in more sales and profits.

Follow-up 45

Follow-up Examples Prospecting Customer 45

Partners in Excellence

APRIL 30, 2021

This executive prided himself on his busyness, he wore “running at 200 mph” as a badge of honor and was deeply disappointed that others didn’t match his work rate and “stamina.” This may sound weird, but you get into a certain rhythm that improves your effectiveness and productivity.

Maximizer 93

Maximizer Coaching Meeting Cancellation 93

Corporate Visions

JANUARY 23, 2020

Once your prospect becomes a customer, you might focus on typical customer success drivers, like getting your customer to adopt and love your product, or to stay engaged through check-ins and quarterly business reviews. These metrics prove your busyness. Your competitors will never stop trying to dislodge your customer relationship.

Decision Maker 120

Decision Maker Sales Forecasts Top of Funnel Conference 120

Partners in Excellence

NOVEMBER 26, 2019

The mindless pursuit of everything is easy, though not productive. Related Posts: A Frenzy Of Initiatives Is No Way To Improve Sales… On Thrashing Busyness Is Not Productiveness You've Got New Ideas, New Programs, But What Are You… Overloaded And Overwhelmed. Too often, however, this obsession is dysfunctional.

Fashion 77

Fashion Study Relationals Meeting 77

Increase Sales

DECEMBER 9, 2017

With change and life happening at record speeds, it is quite easy to get caught up with all the craziness busyness sales activities and lose sight of what behaviors have actually made a difference. Hint to answer this question is “What are the results?” Today, there are many apps than can assist in keeping salespeople on track.

Sales Leadership 78

Sales Leadership Decision Maker Sales Goal Follow-up 78

Hubspot Sales

JANUARY 12, 2021

Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. How to Handle Coaching Challenges. When a Rep Lacks Motivation. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. So, how do you do that?

Coaching 123

Coaching Sales Management Sage Policies 123

Increase Sales

JULY 11, 2013

These folks are still engaged in product based or sales based marketing instead of education based marketing. S = Simple – Your message cuts through all the noise, the busyness. Credit www.sxc.hu. Every day my inbox is crowded with poorly constructed email marketing messages with everyone looking to sell me something.

Email Marketing 156

Email Marketing Hiring Marketing Guarantee 156

Mereo

APRIL 2, 2020

Sustainable revenue performance ensures your organization is meeting its goals and finding its success not just here and now but into the future. Yet achieving profitable revenue year after year is no simple task. There is no golden egg or one solution. You will time and again meet internal and external challenges. Common Sales Operations Pitfalls.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Partners in Excellence

JULY 23, 2013

Often it’s cloaked in a frenzy of busyness. It’s pitching our products rather than helping our customers solve their problems. Accountability Busyness Execution Learning Multitasking Overcoming Crises Prospecting Responsibility Results Sales Effectiveness Sales Process Sales Training Time Management'

Sales Qualified Lead 93

Sales Qualified Lead Call-back Maximizer Margin 93

Seismic - Sales Effectiveness

SEPTEMBER 3, 2019

Almost every company struggles with sales productivity, and this problem is only exacerbated by the rising pressure to meet or exceed increasing revenue targets. As a result, productivity continues to decline, year-over-year. Often, this sort of busyness is merely a sign of lack of focus. What is Sales Productivity?

Strategy 88

Strategy Analytics Sales Enablement Scale 88

Corporate Visions

JANUARY 23, 2020

Once your prospect becomes a customer, you might focus on typical customer success drivers, like getting your customer to adopt and love your product, or to stay engaged through check-ins and quarterly business reviews. These metrics prove your busyness. Your competitors will never stop trying to dislodge your customer relationship.

Decision Maker 52

Decision Maker Sales Forecasts Top of Funnel Conference 52

Sales Evangelist

AUGUST 25, 2019

One situation that causes such negative impact in sales is when salespeople claim that their pipeline is down due to busyness. My Sales Reps Say They Are Too Busy.I Think This Is Crap! Sales reps and sales leaders face a lot of challenges, and some sales reps say they are too busy. They build value, negotiate, and maintain the account.

Scale 40

Scale Face-to-face LinkedIn Research 40

Partners in Excellence

SEPTEMBER 10, 2013

We start leveraging tools and systems to help us become more productive in doing those things. Busyness Execution Lean Sales And Marketing Results Sales Effectiveness Time Management' It’s so easy to lose sight of our goals and what we are trying to achieve. We start with great intentions, then we lose our direction.

Forecasting 88

Forecasting Intent Engineering Maximizer 88

Partners in Excellence

SEPTEMBER 27, 2022

They tell us we don’t understand them and their problems, we don’t even understand our products. Sellers go into meetings with customers, we want to qualify them, do discovery, pitch our products, close. I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling.

Meeting 108

Meeting Call-back Face-to-face Maximizer 108

Sales and Marketing Management

FEBRUARY 26, 2019

They understand its positive effects on productivity, innovation, attendance and retention. One of those was Michael Stahl, executive vice president and chief marketing officer at HealthMarkets, an independent agency that sells health insurance, Medicare, life and supplemental insurance products nationwide. is 34 percent.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Partners in Excellence

NOVEMBER 11, 2019

” We walked through our conversation about his busyness in closing deals. I’m accomplishing things that only I can be doing that I’d never had the time to do–so my own performance and productivity is improving.” Of course there were a few that were still in process, and, 1 or 2 that were lost.

Closing 72

Closing Sales Management Face-to-face Strategy 72

Partners in Excellence

AUGUST 2, 2013

How can I spend time solving the customers’ problems if I’m not selling our products and services?” Our job is to sell our products and solutions. Our job is to sell our products and solutions. We struggle to find customers who want to consider buying our products and services.

Buying Cycle 83

Buying Cycle Campaigns Up-Sell Revenue 83

Partners in Excellence

DECEMBER 10, 2013

Wally Bock and I were talking the other day, he posed the question, “What if your products and services are the wrong choice for the customer?” Busyness Competition Execution Overcoming Crises Prospecting Results Sales Effectiveness Sales Strategies' It’s important to know who has those problems.

Customer 92

Customer Maximizer Margin Sales Qualified Lead 92

Partners in Excellence

MAY 7, 2014

I read an interesting post by Geoffrey James, Stuck In A Boring Meeting, 6 Ways To Be Productive. The “productivity solution,” is not the techniques Geoffrey has suggested, or the others that I’ve invented myself. As much as I try to fight it, too often, I have horrible meeting habits.

Meeting 93

Meeting Face-to-face Conference Exercises 93

Partners in Excellence

NOVEMBER 5, 2014

In can dramatically increase our productivity, effectiveness, and efficiency. Bad Prospecting Busyness Change Communicating Creativity Customer Experience Customer Satisfaction Future Of Buying Marketing Prospecting Results Sales and Marketing Tools Sales Effectiveness Sales Strategies Social Networking' No related posts.

Networking 92

Networking Pivotal Social Media Objections 92

Partners in Excellence

MAY 30, 2014

We may be driving our cars, seeking to be productive by making phone calls on the way. Busyness Communicating Customer Experience Execution Multitasking Time Management' But so many times, when we actually capture someone’s attention, we rescue defeat from the jaws of victory by not being present and engaged ourselves.

Conversion 88

Conversion Relationals Opportunity Customer 88

Partners in Excellence

SEPTEMBER 28, 2014

I know you probably aren’t looking at our products, but I just wanted to thank you for the article an your support of our company… ” Guess how quickly I responded. Busyness Communicating Customer Experience Marketing Prospecting Results Sales and Marketing Tools Sales Effectiveness Sales Strategies Sales Training'

eBook 90

eBook Lead Rank Lead Scoring Ideal Customer Profile 90

Partners in Excellence

JANUARY 3, 2014

Make sure your marketing and product marketing people are involved in this. Busyness Execution Overcoming Crises Prospecting Results Sales Effectiveness Sales Strategies Time Management' ” As obvious as it sounds, one of the fastest ways to improve organizational or individual performance is to stop trying to sell where you lose.

Analysis 91

Analysis Maximizer Forecasting Pipeline 91

Partners in Excellence

JANUARY 28, 2014

I genuinely don’t mean to be negative, they are good products, good companies, but so obviously far away from something that I might be interested in, that it just raises questions. We then have to maintain that through every subsequent communication, creating value in every exchange. I don’t have any factories. Do you care?

Scale 93

Scale Google Ideal Customer Profile Software 93

Partners in Excellence

JULY 10, 2014

I wanted to address “trial programs,” that is programs we leverage to get the customer to actually use our products in a “trial” mode, before they commit to buy. Customers may not know how to do this, they may not know how to structure what they are doing with our products to discover what they need to discover.

Competition 91

Competition Up-Sell Software Software 91

Partners in Excellence

SEPTEMBER 16, 2013

But if they don’t help the customer more effectively achieve outcomes they want by leveraging our products and services, then they are idle conversations. It’s a great concern. It’s probably one that lots of sales people managers have. I’m paid to get PO’s!” So every conversation is very purposeful.

Conversion 93

Conversion Conference Segment Customer 93

Partners in Excellence

DECEMBER 29, 2014

Being focused, being present is the greatest productivity gift we can give ourselves, our customers, our people and colleagues. There’s a lot to be said for this kind of presence–but I think most of the time it has to do with a different sense of presence. Move to our conversations with our peers, colleagues, and customers.

Advertising 86

Advertising Advertising Meeting Conversion 86

Nutshell

JANUARY 26, 2018

An activity report is helpful for understanding your team’s baseline volume of interactions, but without comparing it to other information like your sales numbers or the timelines of leads that should have been won, it’s just a measure of busyness. In sales and marketing, there are so many ways to pretend you’re doing well.

Top of Funnel 84

Top of Funnel Social Media Marketing Sales Qualified Lead 84

Partners in Excellence

JANUARY 28, 2014

We have people we can leverage, pre-sales specialists, marketing, product marketing, and others. But the conversation revealed some interesting confusion I’ve seen with too many sales people, managers, and people who work with sales people. “What’s the deal?” We find and qualify deals. But we get confused.

Top of Funnel 87

Top of Funnel Territories Funnel Account 87

Hyper-Connected Selling

DECEMBER 11, 2018

Then you add in the busyness and distractions of the holiday season, and it can be hard to focus and find motivation. It can be tempting to think that you are going to be a productivity machine in the week between the holidays, but reality often paints a different picture. And the days themselves can be pretty grey.

Hiring 99

Hiring Top of Funnel Lead Rank How To 99

Zendesk Sell

MARCH 26, 2019

Planning is crucial to not only reducing stress, but also being productive and actually meeting quotas. Don’t mistake busyness for effectiveness. If you’ve been in sales for a while, you’re likely familiar with sales stress — that sickening feeling that you’re not going to meet your targets for the quarter.

Forecasting 68

Forecasting Sales Forecasts Lead Rank Quota 68