Partners in Excellence

AUGUST 19, 2018

However, too often, our automation efforts have the unintended effect of making us worse, dumbing us down. Hank Barnes and I were discussing an idea he had about improving insight delivery and sales performance in the discovery process. Some well intended sales enablement professional will take this idea, automating it.

Lead Rank 48

Lead Rank Lead Scoring System Tools 48

Partners in Excellence

NOVEMBER 8, 2019

Part of the reason is I’ve been consumed with doing my “day job,” which is helping clients drive higher levels of sales performance than they have ever experienced. These are about the only things that customers value in their interaction with sales people. These are the things that only a sales person can do.

Hiring 77

Hiring Face-to-face Sales Cycle Account 77

Partners in Excellence

FEBRUARY 20, 2018

It seems much of the trend in sales is to provide our sales people all the answers they need to cover every situation. We provide sales automation tools that instruct the sales person exactly who to call and what companies. We focus and instrument everything a sales person should do, striving for predictable revenue.

Ideal Customer Profile 52

Ideal Customer Profile Face-to-face Policies Sales Automation 52

Partners in Excellence

NOVEMBER 5, 2021

We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies. In some ways, sales leaders revel in this.

Revelation 106

Revelation Margin Discount Retention 106

Pipeliner

JANUARY 4, 2020

A highly successful sales culture doesn’t rely on textbook principles and academic methods to shape the future of their organization. Rather it relies on creating an environment that can adapt to the realities of unpredictability and chaotic change. They provide demand and forecasting models to assess the propensity to buy.

Face-to-face 94

Face-to-face Forecasting Strategy Analysis 94

Steven Rosen

AUGUST 22, 2016

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Certainly, many new sales managers fail.

Sales Management 120

Sales Management Promotion Sports Territories 120

Grant Cardone

SEPTEMBER 4, 2020

We are continuing to grow our Sales Business, bringing on more salespeople this quarter than we did all last year. Remember to stop adapting and start creating. These days, everyone is talking about “adapting and pivoting to the “new normal”, whatever that all the means. They couldn’t be more wrong. So stop adapting and start creating.

Real Estate 128

Real Estate Pivotal Face-to-face Sales Qualified Lead 128

Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. Too often, the executives I encounter (sales, marketing, and senior execs) are: Fat, dumb, happy, with what’s currently going on. If you’ve never attended, it’s one you need to put on your future agenda.

Revelation 89

Revelation Face-to-face Competition Conference 89

Pipeliner

DECEMBER 6, 2019

I’ve always said that sales is in the customer service business; you can’t sell someone anything if you have a toxic relationship with them. A toxic service environment in sales is manifested by behaviors that annoy, frustrate, anger, sadden, infuriate, exasperate, irk, vex, and p**s off the people who come into contact with it every day.

Outsourcing Services 92

Outsourcing Services Customer Service Customer Policies 92

Pipeliner

AUGUST 28, 2019

One way to think about enhancing employee engagement is to identify and implement the new practices an organization should adopt to motivate and retain its employees; this is the normal approach promulgated by the experts in the field. Stop delegating communicating and selling the organization’s strategy to employees. delegating.

Face-to-face 72

Face-to-face Social Media Policies Lead Rank 72

Pipeliner

APRIL 17, 2019

Organizations take products too seriously and sales are expected to flog them. Products don’t make companies or sales organizations great. Rather it has everything to do with the company; the culture an organization wraps around its products and services; the context it provides for customers to engage with them.

Loyalty 75

Loyalty Policies Incentives Incentive 75

Increase Sales

AUGUST 24, 2012

Why do small business owners, sales managers to C Suite executives have such a fear of firing new hires? In many cases, it comes down to this one word – Ego. ” I was reminded of this yesterday in speaking with a colleague about why there is such poor performance still happening within organizations.

Hiring 128

Hiring Small Business Small Business Inside Sales 128

Partners in Excellence

MARCH 7, 2016

or maybe I’m just more aware of it, but it seems that too many sales managers are focused on killing the sales organization. Researchers constantly remind us that buying is changing, that buyers prefer to minimize contact with sales, reducing it to the last 20-43% of their buying process.

Sales Management 48

Sales Management Hiring Vendor Sales 48

SBI

MAY 22, 2012

You need to literally dumb it down. You must dumb it down to prevent the ‘juice’ connected with your sales proposition to run out. Here are a number of ways you can dumb it down so that your smart prospects will not only buy, but will be your most ‘enlightened’ advocates.

Energy 122

Energy Call-back Buyer Scale 122

Partners in Excellence

FEBRUARY 18, 2023

Recently, I’ve been thinking about the song as I look at all the stuff going on with ChatGPT in the sales and marketing world. I see smart people and organizations succumbing to the hype around the platform. I suppose soon we will see advertisements of [Your favorite sales/marketing software] powered by ChatGPT !

Banking 73

Banking Face-to-face Analysis Vendor 73

SBI

DECEMBER 18, 2012

We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle.

Vendor 128

Vendor Sales Cycle Software Software 128

Partners in Excellence

OCTOBER 27, 2017

” Nothing could be more true of much of what I see in the practice of sales and marketing. We are surrounded by data about what drives sales and marketing effectiveness. Hundreds of market research reports, done by thoughtful researchers provide stunningly depressing news about sales and marketing performance.

Data 53

Data Ideal Customer Profile Hiring Survey 53

Partners in Excellence

DECEMBER 17, 2015

Sales enablement continues to push the boundaries in improving the capabilities of sales professionals. New tools, training, processes, capabilities all focus on helping sales people be more impactful, relevant, timely–as well as more efficient and effective. Playbooks tell us what to do, with who, and how to do it.

Tools 48

Tools Guidelines Case Study Face-to-face 48

Anne Miller

FEBRUARY 20, 2019

You have heard the saying , “If you’re so smart, why aren’t you rich?” I propose a new saying, “If you’re so rich, why are you so dumb?” Bezos is guilty of a key sales sin that truly great salespeople would never commit. which would be applied to Jeff Bezos and his lost bid to move Amazon’s second Headquarters to New York City.

Lead Rank 54

Lead Rank Proposal Decision Maker Policies 54

Partners in Excellence

DECEMBER 4, 2018

Most of my career has been working for or with leading technology organizations, spanning electronic components/devices, hardware/systems, licensed/cloud based software, all things communications including devices through the operating companies, through to analytics and AI. To further buff my image, I’m a total geek.

Revenue 84

Revenue Tools Vendor Decision Maker 84

Jonathan Farrington

JUNE 14, 2013

I am enjoying my brief “down-time” very much, so here is another superb guest post from one of my best chums in the sales space – the hugely talented Nancy Nardin - JF. Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy.

Analysis 42

Analysis Energy Buyer Sales Cycle 42

Showpad

NOVEMBER 19, 2019

There’s no shortage of radically different ideas and perspectives when it comes to Sales. . To define and measure your Sales enablement process, all you need is evidence – sound data differentiated into metrics that make the most sense for your business’s line of work. . Determining ideal Sales enablement metrics to track.

Sales Enablement 45

Sales Enablement Lead Rank B2C Lead Scoring 45

Partners in Excellence

JUNE 1, 2014

” I think it’s an awesome question, I think unconsciously, that may be in the minds of many business and sales leaders as they look for solutions to help improve the performance of sales people. In fact we see billions of dollars a year done though ecommerce, shopping cart sales, electronic trading networks.

ROI 96

ROI Lead Rank Segment Analysis 96

Partners in Excellence

JANUARY 27, 2022

Let’s extend all the trends we see around the mechanization and automation of sales. Let’s pile onto this already intriguing combination a lot of supporting research, showing the decline in the number of sales jobs. Let’s look at emerging trends around the rep-free buying experience some research is showing.

Retail 68

Retail Face-to-face Trends B2B 68

Partners in Excellence

OCTOBER 8, 2017

I have been invited to participate in a discussion on the “Future of Sales,” with a small group of wickedly smart practitioners. Not with sales/marketing–at least not in these transformative times. Not with sales/marketing–at least not in these transformative times.

Face-to-face 49

Face-to-face Margin Enterprise Enterprise 49

Partners in Excellence

SEPTEMBER 19, 2017

” No I’m not announcing a new sales methodology or trying to infringe on a few companies calling their methods “Principle Based Selling.” What are some of the fundamental principles that drive sales success for your company? Those are important, but not the subject of this post.

Face-to-face 48

Face-to-face Sales Methodology Training Maximizer 48

Partners in Excellence

JANUARY 18, 2013

There’s the old adage–still promoted in way too many sales training workshops, articles, and blogs: “Start at the top!” ” It’s wrong, it’s dumb, it’s laziness, it’s an indicator to the customer that you don’t understand their business. Don’t get me wrong.

Gatekeeper 90

Gatekeeper Face-to-face Promotion Channels 90

LeadFuze

DECEMBER 31, 2021

Ever hear of modern Multithreading sales? But wait, what does multithreading sales deal mean? What is a multithreading sales deal? Multi-threading a deal means involving as many relevant people from your organization with those at the company youre prospecting. Why go for modern multithreading Sales?

Hiring 52

Hiring Banking Commission Hubspot 52

SalesLoft

MAY 8, 2019

You can use it to become a better, more well-rounded sales professional. Tony Hughes explores the 30 best qualities to have in sales in his book, The Joshua Principle. There’s a reason it’s listed first here – persistence the main ingredient for sales success. Sales is a fun profession. Confidence isn’t arrogance.

Energy 94

Energy Face-to-face Buyer Account 94

Partners in Excellence

MAY 24, 2017

An increasingly dominant one has a very negative view of selling (ironically, promoted by many who sell their products/services to the sales function). While I may be overstating it, their view is the majority of sales people are mediocre to outright bad. This camp tends to look at sales people differently.

Promotion 56

Promotion Maximizer Face-to-face Education 56

SBI

OCTOBER 9, 2012

Experiential selling is the application of experiential learning to the sales profession. So how do you create the emotional engagement so vital in a B2B sales environment? Logically speaking, in sales we are trying to create the highly coveted and immensely productive “aha!” According to David A. Trials and Pilots.

Prospecting 120

Prospecting Infusion Software Software 120

Partners in Excellence

DECEMBER 23, 2015

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. In the hands of great sales people, they have the potential of amplifying capabilities tremendously. We’ve seen sales teams leveraging tools with great impact and amazing results. Why are you turning your back on us?”

Tools 48

Tools Margin Vendor Case Study 48

Nutshell

MAY 21, 2021

Let me tell you about the last time I got fired: From October 2007 to December 2014, I managed a mixed martial arts blog that I won’t name here, because it’s been almost completely scrubbed from the internet by this point. To be fair, the job had its share of perks. By the end of my tenure at the blog, my salary was about $85,000/year.

Marketing 62

Marketing Hiring Lead Rank Lead Scoring 62

Partners in Excellence

DECEMBER 7, 2016

I’ll focus on sales. We all see the data that in complex B2B sales organizations, the average onboarding time is 10 months. Average sales tenure in the job with the same company is 22 months. Huge numbers of sales people are not achieving their goals and companies aren’t meeting their numbers.

Loyalty 48

Loyalty Hiring Territories Segment 48

Gong.io

NOVEMBER 25, 2019

What are the obstacles getting in the way of your sales force’s success? Jonathan is a partner at Bain, and has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. Is someone really right for this sales role, or should they be in a different sales role? .

Revenue 71

Revenue Lead Rank Lead Scoring Scale 71

SBI

JUNE 5, 2012

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You hang up the phone from a sales call, pumped with turbo-infused adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ You know the feeling.

Infusion 130

Infusion Webinar Metrics Buyer Sales Cycle 130

Partners in Excellence

APRIL 25, 2013

The ability to “Figure Things Out,” is critical for sales and business success. We create sales automatons that can follow a process, that can learn a pitch, that can leverage the tools. We create sales automatons that can follow a process, that can learn a pitch, that can leverage the tools.

Lead Rank 96

Lead Rank Lead Scoring Collateral Competition 96