Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. Let me walk through a very typical example. It’s the end of the quarter, we’ve hit our numbers. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals!

Forecasting 123

Forecasting Revelation Incentives Incentive 123

eGrabber

JUNE 28, 2021

What is sales prospecting? Sales prospecting is when sales and business development representatives potential buyers or targeted prospects and reach out to them through cold calls or emails. Why is sales prospecting important? Sales Representatives often find manual prospecting very troublesome and time-consuming.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

Mereo

JANUARY 4, 2023

In lead qualification and discovery, almost all sales thought leaders tout the same advice: asking questions is key. Questions pave the way for insights, revelations and relationship-building. This value-centered approach to sales extends beyond the discovery questioning stage. I could not agree more. 65% replied “Yes.”.

Revelation 36

Revelation Lead Qualification Buyer eBook 36

Hubspot Sales

OCTOBER 18, 2017

Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. To position ourselves for a good outcome, I chose to lead the sales team. 1) Improving Sales Conversations.

Lead Rank 95

Lead Rank Lead Scoring Leads Marketing Qualified Lead 95

A Sales Guy

NOVEMBER 4, 2016

One of the surprising revelations of this book was the weak link, strong link theory. For example; Soccer is a weak link sport. And when it comes to sales, it’s important to know where it falls. Sales is a weak link function. Every sales person is responsible for his or her own quota. How many do you have?

Sports 60

Sports Hiring Revelation Scale 60

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. Let me walk through a very typical example. It’s the end of the quarter, we’ve hit our numbers. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more?

Forecasting 68

Forecasting Revelation Incentives Incentive 68

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. For example, a salesperson may be presenting a solution and encounters a deal-breaking objection that he or she is unable to overcome. Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Smooth Sale

MARCH 25, 2022

’ It’s not just about making business connections for sales development. Another outstanding example of qualifying and matching our connections brings about revelation beyond what we know. As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”

Hiring 78

Hiring Lead Rank Revelation Sales Qualified Lead 78

Cincom Smart Selling

MAY 24, 2018

It is amazing that so many myths and stereotypes about selling and about sales people still resonate with so many folks. In 2018, we are decades removed from the shoeshine, plaid suit, risqué joke and flashy car loaded down with three ring binders of sales collateral. Here’s an example. Believe me, Willy Loman really did die.

Revelation 48

Revelation Engineering Collateral Demographics 48

SalesProInsider

JULY 6, 2017

What do you need to accomplish in your sales efforts? From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly. For example, I recently took a shortcut while painting my daughter’s room.

Sales Tools 52

Sales Tools Tools Revelation Lead Gen 52

Partners in Excellence

DECEMBER 2, 2012

Yes, lots of surveys show that customers are engaging sales people later and later in their buying process. It also displaces much of the traditional role of the sales person in teaching their customers about products and solutions. Self education becomes a value alternative to avoid sales people.

Revelation 99

Revelation Education Buying Cycle Social Media 99

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Partners in Excellence

OCTOBER 31, 2013

Pipeline reviews and reporting are constant sources of contention between management and sales people. From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

SBI

MAY 15, 2012

Your word, your message, your solution, and the caliber of your presentation and delivery surpass what even the best sales and marketing icons in the business could only dream of bringing to a prospect’s table. And that is okay, and certainly a vital piece of the sales process. That is a problem you must not create for yourself.

Revelation 117

Revelation How To Decision Maker Twitter 117

HeavyHitter Sales

AUGUST 25, 2013

Recently, a sales linguistics experiment was conducted in order to answer this question. Sales Linguistics is the study of how customers and salespeople use language during the complex decision-making process. The experiment also provides other important lessons for sales and marketing professionals.

Influencer 92

Influencer Research Revelation Groups 92

Partners in Excellence

JULY 3, 2017

It’s a waste of time on the part of customers and sales people. We revel in cold calling because it produces results. Yes, each call is focused on an issue that we are deeply knowledgeable in (for example right now my calls are focused on complexity and its impact on sales performance). It’s a waste of time.

Cold Calling 52

Cold Calling Revelation Research Social Selling 52

Partners in Excellence

JANUARY 23, 2015

Sales people, we have a PR problem, … it’s Real,…… and we probably deserve it, … and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person. My initial reaction was, “This guy is clueless about professional sales.”

Commission 48

Commission Hiring Revelation Compensation 48

Partners in Excellence

JUNE 6, 2018

The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” He went on discuss the selling distractions, arguing, “why would a sales person choose to spend their time on admin processes and things like updating CRM?”

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Partners in Excellence

SEPTEMBER 19, 2013

Basically the arguments are sales people versus management. So in this post, I’ll really focus on the sales people, so managers can stop reading here–in fact you probably should. So sales people—–Get over it! They are about helping your sales people be more productive, impactful, and effective.

System 92

System CRM Revelation Territories 92

Smooth Sale

NOVEMBER 15, 2018

When times of doubt creep up, I think about what the world’s greatest innovators have done, and what I can take from their example. Together, we create unlimited possibilities, and we revel in the joy of seeing our clients satisfied. Advance Beyond Expectations. From web design to reputation management; we have it covered.

Lead Rank 60

Lead Rank Lead Scoring Revelation Trends 60

Partners in Excellence

AUGUST 7, 2015

All sales professionals revel in doing deals. The corollary, is if your sales people aren’t doing deals, then they aren’t doing their jobs.). We do this by translating company strategy into sales plans, programs, and strategies to effectively and efficiently reach our target customers.

Revelation 48

Revelation Maximizer Consumer Account 48

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Partners in Excellence

FEBRUARY 3, 2012

We tell our sales people to go where the money is, so likewise, if we want to maximize performance, go where the problems are. Recalling that sales call 30 days ago where someone could have done something differently is a waste of everyone’s time. Even if they are top performers today, tomorrow they’ll be dinosaurs.

Coaching 90

Coaching Maximizer Revelation Hiring 90

Zoominfo

OCTOBER 19, 2022

All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. At that moment, reveling in victory, I realized the most critical element of sales management: People. It was thrilling.

Revelation 130

Revelation Sports Objections Motivation 130

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Partners in Excellence

JANUARY 12, 2022

Everything in marketing and sales is about “the algorithm.” For example, one of the major problems most algorithms have is reinforcing confirmation bias. For example, early in Clubhouse’s launch I found the platform powerful and interesting. For example, in my profile I have 1000’s of endorsements.

Ideal Customer Profile 73

Ideal Customer Profile LinkedIn Revelation Survey 73

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. With that software, tablets became the hot new sales coaching device.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale. This is a sequel to The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Partners in Excellence

FEBRUARY 19, 2018

’ All the jobs require SaaS sales experience.” ” It is puzzling how “SaaS” or “XaaS” seems to have a disproportionate mindshare in the sales world these days. Sales people have been concerned with this ever since the first sale was made.

Account Based Marketing 52

Account Based Marketing Revelation Sales Methodology Inbound 52

Partners in Excellence

MAY 29, 2018

Largely, I agree with the author, but he cited an example that is very misleading. I’m certain there was no bad intent, but it was an example that reinforced his basic premise–everything in buying is going digital, the B2B buying process is becoming consumerized. ” But one should be skeptical about these examples.

Data 52

Data Decision Maker Revelation Twitter 52

OnePageCRM

APRIL 13, 2017

Having a clear understanding of who your customers are, what motivates them and what problems they need solved is the crux of any successful marketing or sales funnel. We sat down with the sales team and looked back over the last 6 months of sales in the CRM. What emerged was a revelation. HR knew the problem.

Buyer Persona 44

Buyer Persona Buyer CRM Data 44

Score More Sales

DECEMBER 15, 2010

Sales Tips and Strategies to Grow Revenues. I’ll also post the recording on the Score More Sales website if you read this post-radio event. We just had such an a-ha revelation about our new business today. Previous post: What’s Your Hair Style and Sales Plan for 2011? example: tid = 123. Consulting.

Hiring 149

Hiring Lead Rank Lead Scoring Revelation 149

Sales Evangelist

AUGUST 15, 2019

If, for example, you get called into a meeting where one person is doing all the talking or all the work, it isn’t a good use of anyone’s time. That information doesn’t have to appear as a revelation. You can also connect with me at donald@thesalesevangelist.com or try our first module of TSE Certified Sales Training Program for free.

Meeting 40

Meeting How To Education Face-to-face 40

Carew International

APRIL 11, 2018

Recent revelations of widespread sexual harassment in the workplace and groundswell of the #MeToo movement have moved this highly charged topic to center stage. In sales, specifically, we have many social interactions with our colleagues and customers outside of normal business hours. The post What Does #MeToo Have to Do with You?

Revelation 43

Revelation Guidelines Policies Education 43

SBI

MARCH 27, 2012

The straightforward and bold-faced revelation in the heading of this article will stand as a commandment in its own right. So too are these five decrees dependent on a seller’s adherence to their visual dynamic when it comes down to the ultimate objective – the sale. 1] questions is one good example.

BANT 107

BANT Revelation Government Face-to-face 107