Partners in Excellence

DECEMBER 19, 2022

Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. It was a fascinating conversation about sales management and the role of managers in developing their people.

Revelation 62

Revelation Up-Sell Education Conversion 62

Partners in Excellence

DECEMBER 10, 2018

The average tenure in a sales job, whether it’s sales management or individual contributors continues to plummet. Depending on the survey, tenure of sales managers, is anywhere between 18-22 months. Sales people change jobs, every 20-22 months. The mindless focus on volume/velocity.

Revelation 80

Revelation Face-to-face Channels Segment 80

Partners in Excellence

JUNE 6, 2018

They have other things that are more important than spending time with sales people. When they are buying, they leverage multiple channels for educating themselves on products/solutions. They tend to have “salesperson avoidance,” because so many sales people waste their time.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Gong.io

SEPTEMBER 19, 2018

Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. Rather than asking customers what keeps them up at night, The Challenger Sale recommends crafting an educational sales pitch that teaches the customer what should be keeping them up at night. Customer Message Management.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Sales Hacker

OCTOBER 13, 2020

Instead, there’s one continuous streamlined customer-centric journey, leveraging the next generation of artificial intelligence, Outreach allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time enabling personalization at scale previously unthinkable.

Data 95

Data Revenue Hiring How To 95