Jonathan Farrington

DECEMBER 8, 2014

Because, be assured, the very best frontline sales professionals (the top 5%) always position themselves with the real decision-makers, and avoid those without “approval power.” They are able to first identify, and then access, the formal decision making unit(s).

Epiphany 47

Epiphany Decision Maker Pipeline Buying Cycle 47

A Sales Guy

OCTOBER 26, 2012

I used to approach planning from a position of “Where am I now, and how can I improve on this?” I must have learned something along the way, however, as I still remember the day my growth-challenge epiphany occurred. Each year I grew revenue levels over the previous year – but not by a lot.

Account 113

Account Epiphany Groups Travel 113

Adaptive Business Services

AUGUST 2, 2017

A prospecting epiphany. These were my power partners who were in the best position to refer me to the people who needed my services. Compound this with being a borderline OCD control-freak and counting on others, let alone managing them, or taking orders … not good. Controlling myself would be a big enough challenge.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Jonathan Farrington

MAY 5, 2014

They are able to first identify and then access the formal decision making unit. They are also able to readily identify and know how to deal with the four different buying influences present in every sale and they understand how to prevent sales from being sabotaged by an internal enemy.

Epiphany 34

Epiphany Decision Maker Pipeline Buying Cycle 34

Jonathan Farrington

FEBRUARY 19, 2013

They are able to first identify and then access the formal decision making unit. They are also able to readily identify and know how to deal with the four different buying influences present in every sale and they understand how to prevent sales from being sabotaged by an internal enemy.

Epiphany 37

Epiphany Decision Maker Buying Cycle Top of Funnel 37

Keith Rosen

JUNE 2, 2010

Poor Positioning. It’s tougher than you think, especially around observation techniques and delivering actionable feedback that drives positive change and measurable results. ” Can you envision the salesperson walking out of that conversation with a powerful epiphany? So if I were you, I would do it this way.”

Coaching 59

Coaching Epiphany Lead Rank Remedy 59

Keith Rosen

JULY 20, 2009

However, the upside is, managers now have a clear and valuable epiphany as to the real reason why their people aren’t closing more sales, what their salespeople have to do to change for the best and what the manager has to provide (additional coaching, training, resources, and so on) in order to help facilitate these necessary changes.

Coaching 63

Coaching Epiphany Cold Calling Follow-up 63

Vengreso

JANUARY 13, 2023

Utilize their suggestions for social selling and you’ll find yourself in a position to serve a lot more people and — as a result — become a lot more profitable. Working from the ground up, Gitomer reflects on what it means to have a positive outlook on selling and of life in general. Scott’s not alone. Everyone fails.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Sales Hacker

OCTOBER 24, 2017

Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena. Mirroring has two positive upshots.

Negotiation 83

Negotiation Epiphany Face-to-face Lead Rank 83

Mindtickle

MARCH 24, 2022

Alice : I think that I had an epiphany. I’ve always really focused on the CEO, but I had positioned myself in the market more as a sales generalist because I think I didn’t understand, I was growing and learning, and that’s what I did. Obviously, the connection with Miller Heiman is huge.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

Hubspot Sales

AUGUST 2, 2018

Loosely inspired by the real-life career of a notorious weapons dealer, “Lord of War” posits that selling AK-47s to African warlords isn’t that much different than selling orthopedic shoes to senior citizens. Part road movie, part character study, the little-seen “Diamond Men” is a gem waiting for rediscovery. Lord of War (2005).

Film 111

Film Epiphany Insurance Insurance 111

Sales Hacker

OCTOBER 7, 2021

I worked for a not so great boss who was not a fan of my very human approach to working with clients, once he realized that I was getting such a positive response. She has spent her career in sales and sales leadership positions across the technology landscape. What is one a-ha moment you’ve had in your sales career? Amy Slater.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Janek Performance Group

MARCH 28, 2022

Maybe you were new to a position at a large firm. This sets the stage for the story and the epiphany, the realization, to come. For sellers, who were you when the story took place? Here, convey your character’s “character,” such as “Confident, bordering on cocky, I was 22 years old and knew everything about sales.” Famous last words.

Epiphany 62

Epiphany Course Decision Maker Examples 62

Nutshell

NOVEMBER 25, 2020

One more thing: Linking to relevant resources in your marketing email will help your readers learn more, feel smarter, and have the kind of positive experience with your marketing email that will make them more likely to open the next one. The kids aren’t up yet, but they will be soon.

Marketing 143

Marketing Webinar Metrics Email Marketing Top of Funnel 143

Pipeliner

APRIL 4, 2018

There has been some speculation that Fox News’ unique voice and positioning will change. Few realize that some bucks are toxic, though I’m certain that the CFO’s at 21st Century and VW have already experienced that epiphany. It will not.”. We refer to it with a catch-all: “The Top Line.” In other words, “a buck is a buck.” The reason?

Revenue 66

Revenue Company Epiphany Advertising 66