Sales 2.0

MARCH 1, 2023

A salesperson leveraging AI will replace a salesperson who is not Some salespeople fear that AI will take their job. Amelia believes AI will do the grunt work, allowing sales teams to focus on the higher value tasks. It’s great when the AI finds something interesting that I didn’t realize was even out there.

Opportunity 195

Opportunity Buyer Tools Collateral 195

Sales 2.0

MAY 15, 2023

But now these new AI tools have the potential to free us up to be more human , which is really what helps our customers the most.” Dave suggests that asking “Where do you see AI impacting the sales profession most in the next two to three years?” I am examining where we are today with AI in sales and where we are going.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Steven Rosen

DECEMBER 25, 2021

People think goal setting is something you do once a year, but it is ongoing. Research shows that goal setting is the one thing highly successful people do differently. Setting goals sounds like a simple thing to do, but is it? Before you can focus, you must first decide “what” to focus on.

How To 358

How To Study Coaching Account 358

Understanding the Sales Force

NOVEMBER 14, 2023

This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales. Commonality with Sales While I thought it had a lot in common with selling, the twelve central figures: Were not professional investors although they did invest in GameStop.

Sales Methodology 193

Sales Methodology Groups Up-Sell Motivation 193

The Pipeline

OCTOBER 4, 2021

A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. Based on commonly cited data, that’s not really working out these days. The majority, I guess about 80%, don’t squeeze as much out of data as they could. What is the positive impact of grinding 22% faster and more?

Data 368

Data Objections ACT Lead Rank 368

Steven Rosen

SEPTEMBER 25, 2021

Here is a more challenging question: How well are you doing when it comes to strategy execution ? Developing marketing plans is the sexy part of what you do. If you are well ahead of budget, you can take a mulligan on answering the question of how well you are executing. How are your sales to date? Measurement.

Strategy 227

Strategy Objections System Meeting 227

Steven Rosen

OCTOBER 25, 2018

Here is a more challenging question: How well are you doing when it comes to strategy execution ? Developing marketing plans is the sexy part of what you do. If you are well ahead of budget, you can take a mulligan on answering the question of how well you are executing. How are your sales to date? Measurement.

Strategy 373

Strategy Objections System Meeting 373

Smooth Sale

APRIL 25, 2024

The truth is that it can often be tricky to do this effectively, but it’s well worth looking into to keep your finances moving in the right direction. If you have thought about the following and started implementing them, you should be in a much better position in no time, so let’s look at what might be involved.

Licensing 93

Licensing Banking Hiring Course 93

Steven Rosen

NOVEMBER 7, 2023

Do You Want to Execute With Excellence? You’ve likely spent the last quarter reviewing past performance and devising brilliant strategies to take your sales numbers to new heights. You’ve likely spent the last quarter reviewing past performance and devising brilliant strategies to take your sales numbers to new heights.

eBook 156

eBook Strategy Account Sales 156

The Pipeline

JANUARY 12, 2021

But as you do, you will see measurable change in your success, and willingness to swap out more habits. The problem with getting it wrong isn’t so much what didn’t work, but more the discouragement it leads to. Pick your favorite, do it one at a time and build on your success. By Tibor Shanto. Hand In Hand.

Exact 228

Exact Sales Leads Marketing Qualified Lead 228

Partners in Excellence

APRIL 3, 2024

We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work. We struggle because the shortcuts don’t help us do the “whole job” more effectively.

Scale 107

Scale Energy Construction Advertising 107

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. They’ve done all the heavy lifting of trying to figure out what questions they should be asking, who should be involved, the risks, the necessity of changing. And this is really what they care about!

Buying Cycle 117

Buying Cycle Up-Sell Opportunity Google 117

Partners in Excellence

FEBRUARY 8, 2024

The net of his broetry said, “Average leadership tenures are 17 months… To protect yourself get a side gig… Do consulting on the outside… Maybe over time move into consulting and fractional roles… ” There is so much flawed logic in this. What would happen if we change this?

Buying Cycle 113

Buying Cycle Outbound Data Channels 113

Smooth Sale

MARCH 1, 2024

We figured out what we must do to enjoy the good times ahead. Issues arise as strategies need to play out how we expect. Smaller companies that heed the model do well. Those who do nothing about a poor outcome or hope things will improve independently soon need to close shop.

Hiring 106

Hiring Lead Rank Face-to-face Networking 106

Nutshell

APRIL 3, 2024

But how do you even know if your customers are happy or not? By analyzing the data, you can figure out what you need to do to make your customers happier with your business. That’s just what we’ll be discussing on this page. Table of Contents What is customer satisfaction? But what metrics are those?

Customer 71

Customer Churn Lead Rank Lead Scoring 71

Partners in Excellence

APRIL 18, 2024

Task forces would be in frenzied action trying to figure out why this was happening and what need be done to change that win rate, getting it up to more acceptable levels in the shortest time possible. Why would marketing or sales do anything other than this? Andy Paul called my attention to a discussion in LinkedIn.

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I Fear holds us back.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

SalesLoft

APRIL 25, 2024

Now what? In this last interview of the 7-figure deal series, Salesloft’s Director of Product Marketing Albert Rhee asked Corey Goldstein the tactics he uses to maintain value after a big deal is done. Once the ink is dry and the contract is signed, what goes through your mind when you actually close a 7-figure deal?

Commission 52

Commission How To Scale Enterprise 52

Zoominfo

MAY 7, 2021

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon.

Closing 246

Closing Commission Licensing Hiring 246

Partners in Excellence

FEBRUARY 16, 2024

The argument the author was making was the technique that produced 1.25% was the best approach (which aligned with what they sold). What troubled me was the view that these levels of response rates were acceptable. But in what world do we consider that acceptable? Accepting what they get is unthinkable.

Scale 106

Scale Outbound Sales Cycle Up-Sell 106

Partners in Excellence

AUGUST 17, 2023

As sellers, we would hope that customers would want to engage us, but the reality is they do everything the can to minimize their need to engage selling. We do more, yet more produces less. We add technology, but technology doesn’t really change what we are doing, it just makes us more efficient at producing worse results.

Face-to-face 88

Face-to-face Trends Data Examples 88

Partners in Excellence

OCTOBER 5, 2023

I asked the question, “How will you be making a decision on how do implement this initiative?” ” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? What are the key issues influencing the decision?

Face-to-face 96

Face-to-face Buying Cycle B2B Customer 96

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. As a result we win by beating the competitor, not what we’ve done in helping the customer solve their problem. They have solved their problem, they have determined what they want to do.

Competition 107

Competition Customer Buying Cycle Vendor 107

Smooth Sale

FEBRUARY 14, 2024

It is critical always to seek out ways to improve and embrace change. Instead, figure out in what areas you can improve and be willing to put in the hard work it will require to do better. Take the time to learn how to create a company that will thrive well into the future.

Company 113

Company Hiring How To Face-to-face 113

Partners in Excellence

MARCH 27, 2024

But as we spoke further he said, “They are going to be very aggressive in this discussion, I have to push back and present our position… ” He went on, “They always push back on what we say, I have to be very forceful in my positioning with them… ” He was getting wound up, I interrupted him.

Conversion 96

Conversion Call-back Positioning Meeting 96

Hubspot Sales

JANUARY 7, 2024

And today, I want to, um, share some of what I’ve learned with you — if that’s okay? No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one. Overuse will make you sound like you’re back in high school, and decrease the likelihood of prospects taking you seriously.

Hubspot 114

Hubspot Buyer Decision Maker Inbound 114

Partners in Excellence

MARCH 1, 2024

They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. Alternatively, they actually reach out, asking to talk. They are doing something they don’t know how to do and get overwhelmed.

Trade Show 77

Trade Show Conference Segment Groups 77

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. And the selling I did do was mostly answering questions about the products on display. It turned out to be a job selling computers for IBM. In the interview, one of the people said, “We checked you out.

Banking 96

Banking Retail Call-back Engineering 96

Shari Levitin

AUGUST 23, 2023

Recently, I was cleaning out my junk drawer in our kitchen, and it got me thinking… How had I accumulated notepads, taco sauce packets, and broken door handles from my great aunt’s apartment? Take time to reflect and ask yourself these questions: Do you still need outdated frameworks? Do you overload with excessive teaching?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

SalesFuel

APRIL 15, 2024

Put them where they stand out and have little to no competition. How DOOH Advertising Makes the Biggest Creative Impact Digital Out-Of-Home > Digital Consumers have learned to filter out digital ads in places they see them all the time. You know what catches their eye and holds it? Digital out-of-home (DOOH) ads.

Advertising 52

Advertising Advertising Face-to-face Ideal Customer Profile 52

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Allego

AUGUST 11, 2022

Breaking down silos and figuring out how to aim toward the same target is critical. It can take some effort—and may mean stepping out of your comfort zone—to reach out to different teams. You need to navigate everyone’s competing priorities and figure out how to work together to find common success.

Hiring 116

Hiring Sales Enablement Webinar Metrics Face-to-face 116

Partners in Excellence

MARCH 4, 2024

In fact, I wanted to have as little to do with selling as possible, so I got a degree in finance and went to work for a commercial bank in south Florida where I could happily crunch numbers without having to have much to do with people. I had to figure out how to sell, and quickly. One day this all changed.

Banking 73

Banking Industry Exact Training 73

Partners in Excellence

MARCH 30, 2022

” When I speak with people who are sellers, I often wonder, “Why did they choose to do this?” For some, it seems to be a bit of a holding pattern until they figure out what they really want to do. They seem to be challenged by learning and figuring out what it takes to be a top performer.

Hiring 96

Hiring Revelation Compensation Up-Sell 96

SalesLoft

APRIL 8, 2024

That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It was a challenge for them to figure out what was really working and what wasn’t. His team also couldn’t tell what was working and what wasn’t working for the customers they engaged.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Partners in Excellence

FEBRUARY 2, 2024

. “All sorts of “”Experts” offer miracle cures and prompts to “give us the answers, doing all the work for us.” ” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive. Let me dive into what that means. We will move beyond this.

Engineering 107

Engineering Ideal Customer Profile Lead Rank Airlines 107

Partners in Excellence

NOVEMBER 6, 2023

Sometimes our success limits our thinking about what we could be achieving. We think we are doing well, but we really should be doing so much more. While these organizations are hitting their targets, and sometimes with aggressive YoY scaling, they should be doing so much more! What does it take for us to do this?”

Scale 133

Scale Hiring Call-back Revenue 133