Partners in Excellence

MARCH 8, 2024

” They are fascinating and compelling. What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. Focus on the top 3 things, provide a brief explanation. I have dozens and will continue publishing them over the coming weeks.

Incentives 77

Incentives Incentive Compensation Salary 77

Partners in Excellence

MARCH 2, 2024

But most of it is how deeply I respect her as a leader. And I started my career with a chemical company doing the things you would expect a chemical engineer to do…research, development, manufacturing, operations and beyond. Preface: Maria Boulden is one of my closest friends. I suspect much is based on our love of really bad puns.

Chemicals 73

Chemicals Engineering Demographics Guarantee 73

Partners in Excellence

DECEMBER 4, 2023

This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. In too many sectors, we are able to achieve results, by continuing the product focus. However, the product focus is still the dominant focus. He was sharing data that, frankly, wasn’t surprising, but it was stunning.

Customer 105

Customer Scale Buying Cycle Discount 105

Partners in Excellence

NOVEMBER 14, 2022

“Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Over the past 4-5 months, I’ve been having fascinating conversations with many of our clients on how they are dealing with this. Most are tightening their focus on their ICP.

Outsourcing Services 122

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 122

Partners in Excellence

JANUARY 31, 2024

My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. All we have to do to convert those opportunities is focus on building their confidence in the change initiative. It’s from Gartner analysis, now about 3-4 years old, but still relevant. That’s 500 companies.

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

Partners in Excellence

MARCH 17, 2022

I’m fascinated by studying lazy sales people! Let me qualify that a little, I’m fascinated by studying lazy sales people that consistently achieve their goals. These people are fascinating to me. These people are fascinating to me. They get the most work done, in the least amount of time.

Margin 128

Margin Call-back Incentives Incentive 128

Partners in Excellence

JANUARY 29, 2024

” Quickly, he responded, “I’d like to schedule a meeting where we can demo our solutions… ” I stopped him, “No you raise a fascinating issue and seem to think we can do better. But those are the conversations our prospects and customers value the most! It was a provocative outreach.

Conversion 81

Conversion Microsoft Face-to-face Google 81

Partners in Excellence

MARCH 4, 2024

He has a fascinating background in coaching, consulting, and working in and with early stage companies. Enjoy this fascinating story! Preface : Emre Vatansever and I met a couple of years ago on LinkedIn (See it can work). He just wanted to build a business and help his customers. In other words, help customers to buy better.

Coaching 77

Coaching Data Territories Lead Rank 77

Pipeliner

APRIL 15, 2022

In this Expert Insight Interview, Michael & Kathryn Redman discuss a fascinating book that they authored called Fulfilled: The Passion & Provision Strategy for Building a Business with Profit, Purpose & Legacy. This Expert Insight Interview discusses: The problems faced by every aspiring entrepreneur. Growing Pains. The Big Break.

Face-to-face 95

Face-to-face Hiring Call-back Social Selling 95

Partners in Excellence

DECEMBER 21, 2023

Just finished a fascinating discussion with my good friend, Charles Green , and my new friend, Miles Veth. And we don’t know how to provide the help that is most important to them. As our conversations often go, we were talking about the state of selling and how we improve. You already know that. they are crying for help!

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Partners in Excellence

JANUARY 30, 2024

Each of us experiences the same thing, grumbling at the terrible quality outreach. What would happen if we changed our outreach strategies to focus on problems? Are we doing the right thing in prioritizing these issues over others we face? It’s Monday morning, I’ve just cleared my email and social feeds.

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Partners in Excellence

NOVEMBER 30, 2023

The only focus is on them and telling me about their offerings. The response to my next question was fascinating: “What would he be most interested in talking about if I were to ask for a conversation.” The first sentence of the LinkedIn message was not dissimilar to the majority of emails and LI messages I get.

Company 102

Company Ideal Customer Profile Scale Construction 102

Partners in Excellence

DECEMBER 15, 2023

It’s fascinating to analyze conversations–less through conversational analytics tools, though those are sometimes helpful, but through actually observing the conversations. ” We see the same thing in “coaching conversations.” If there are no/few questions, there is very little engagement.

Lead Rank 108

Lead Rank Discount Conversion Lead Scoring 108

Partners in Excellence

MARCH 24, 2022

Dave Kurlan went on a fascinating rant on LinkedIn today. I’m fortunate to have clients doing fascinating things, solving really tough problems, creating great results. But fundamentally, it’s the same thing that I’ve done in the 30 years since I started this business. You should watch it.

Face-to-face 101

Face-to-face Engineering Up-Sell Consumer 101

Partners in Excellence

FEBRUARY 22, 2023

I read a fascinating article by Kelly Fairchild. and on and on and on… When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers–the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. She talked about “salesmanship.”

Commission 68

Commission Face-to-face Quota Negotiation 68

BuzzBoard

AUGUST 23, 2023

The whole world became so familiar and fascinated with generative AI in such a short time that it has already attracted huge investments and caught the popular imagination. Today, let’s return to the basics and go easy on one of the most raging topics in our sphere! This is where AI of the past shines.

Lead Rank 96

Lead Rank Data Hubspot SalesForce 96

Partners in Excellence

MAY 6, 2021

He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” My customers appreciated this, because they knew we were doing this to focus on the areas in which we might be most helpful to them.

Territories 162

Territories Maximizer Compensation Account 162

Partners in Excellence

MARCH 17, 2024

One line stood out, “But the most powerful reason is because sales make me feel useful.” ” Until things began to change, and I started to get to know sales more closely. ” This is the question David Brock has asked a few salespeople… I also respond to the invitation. Rather, I ran away from it.

Engineering 73

Engineering Study Software Software 73

The Pipeline

JUNE 18, 2019

We best figure things out cause there no second chances. Whenever you burn your ships at the shore and have nothing but your resources, it creates focus, a and results. Whenever you burn your ships at the shore and have nothing but your resources, it creates focus, a and results. The question is the quality of results.

Resources 252

Resources Energy Commission Exercises 252

Sales and Marketing Management

JULY 4, 2019

Author: Randy Sabourin The most important things that happen at any organization are conversations. Given its significance to success, why is it that most organizations and individuals take their ability to execute a great conversation for granted? These programs require a detailed list of skills for participants to master.

Conversion 264

Conversion Lead Rank Coaching Guidelines 264

Allego

JULY 9, 2021

Feidner’s fascinating journey has been featured in Forbes, Canadian Business, Smart Money, Men’s Health, A&E, The Food Channel, CNN, and The Hallmark Channel. Host Mark Magnacca: “What do you think is the most important skill that people need to learn or improve today?”. Episode 26: Selling as a Service | Erica Feidner.

Consultative Selling 136

Consultative Selling Pivotal Google Channels 136

The Pipeline

NOVEMBER 5, 2019

It’s fascinating to me that companies and salespeople who work for companies who know they are commodities, don’t ever have this debate. Most, out of reflex fight fire with fire, in a now-familiar race to oblivion. There were a range of things, including but not limited to: An understanding of the end customer’s business.

Wireless 240

Wireless SalesForce Fashion Call-back 240

Partners in Excellence

APRIL 12, 2020

There’s a certain feeling of helplessness we each feel as we look at the current global health crisis, things happening in our companies, in our communities, even with our families. We are all facing things few of us, individually or organizationally, have ever faced. And as things change, we have to adapt to those changes.

Face-to-face 132

Face-to-face Data Relationals Customer 132

Adaptive Business Services

NOVEMBER 2, 2022

I have to say that I may be more fortunate than most. . I have always had a pretty insatiable appetite for learning new things. I’m always fascinated by the variety of businesses that I am privileged to work with. I’m lucky to have a great luthier and, when I go to his shop I’m always fascinated by his tools and what he creates.

Sports 71

Sports Pivotal Intent CRM 71

Partners in Excellence

JUNE 2, 2023

One of the things we were talking about was AI and how it can be used most effectively in selling. I hadn’t heard that before, is that a ‘thing.'” That’s been a thing for at least 3 months, probably longer… ” Prompt engineering is something we are learning about.

Engineering 96

Engineering Face-to-face Hiring Licensing 96

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” The most startling thing was his statement about how that carries over when we leave work, we tend not to force ourselves to think, engaging in mindless things. Likewise, some claim it’s a “Gen Z” thing.

Film 118

Film Buyer Customer Service Relationals 118

Partners in Excellence

APRIL 12, 2023

We have a fascination with exploring the latest, greatest tricks we can leverage. There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures.

Customer 85

Customer Buyer Channels Face-to-face 85

Partners in Excellence

MARCH 31, 2023

Much of the food, particularly the most popular dishes are gone. You are left with a few stale potato chips, some weird dip, and maybe some leftovers of other things. But most importantly, all the “groups” have been formed. Being late means you’ve missed a lot of the best/most important things that happened.

Groups 62

Groups Conversion Up-Sell Opportunity 62

Partners in Excellence

MARCH 17, 2022

But it was a fascinating conversation started by Anthony Iannarino. There were several things fascinating about the discussion. There were several things fascinating about the discussion. First is the observation of the myopic focus too many have on “activity.” The bias is all toward activity.

Channels 73

Channels Social Media Maximizer Conversion 73

Partners in Excellence

NOVEMBER 10, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” The most startling thing was his statement about how that carries over when we leave work, we tend not to force ourselves to think, engaging in mindless things. Likewise, some claim it’s a “Gen Z” thing.

Film 107

Film Buyer Customer Service Customer 107

Partners in Excellence

AUGUST 18, 2021

There are four conditions that we and our customers must meet to maximize the probability that the buying effort is real and can end successfully, rather than withering away as more important things divert the customer attention. ” Most of the time we never understand that. But we fail too often in poorly broadly defined ICPs.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Partners in Excellence

MARCH 22, 2020

But the problem I have is that we shouldn’t stop these things just because of the current crisis. They are programs and things that we have been doing that target the wrong customers, that waste their time, that do not create value with/for the customer, that are more focused on our goals/efficiency than the customer.

Ideal Customer Profile 77

Ideal Customer Profile Vendor ACT Relationals 77

Partners in Excellence

JANUARY 6, 2023

It and similar tools are fascinating, and while being very early in their development, offer interesting potential in the coming years. ” The SDR couldn’t respond, the only thing he could do was to ask about scheduling a demo. ” The SDR couldn’t respond, the only thing he could do was to ask about scheduling a demo.

Ideal Customer Profile 68

Ideal Customer Profile Construction Channels Face-to-face 68

Zoominfo

NOVEMBER 18, 2020

While this is the case for most new hires in pandemic times, for Brad and Jake, Slack messages and Zoom calls were a regular part of their daily rhythm. It’s like that’s my overarching focus every day.”. One of the things pretty early on that I tried to instill with Bradley, and really any SDR, is that account selection.

Hiring 246

Hiring Scale Account Intent 246

Nutshell

JANUARY 16, 2024

Of course, while you may listen to podcasts about things that interest you personally, have you considered listening to some podcasts related to the business side of your life? Arguably, the best thing about this podcast, though, is the fact that it has a relaxed and engaging tone. You might even listen to some podcasts yourself.

Marketing 71

Marketing Social Media Scale Trends 71

Nutshell

JANUARY 16, 2024

Of course, while you may listen to podcasts about things that interest you personally, have you considered listening to some podcasts related to the business side of your life? Arguably, the best thing about this podcast, though, is the fact that it has a relaxed and engaging tone. You might even listen to some podcasts yourself.

Marketing 71

Marketing Social Media Scale Trends 71

Partners in Excellence

NOVEMBER 26, 2019

Individually and organizationally, we are obsessed with getting things done. We overload ourselves and our organizations with too many things—too many “strategic initiatives,” too many meetings, too many “top priorities,” too much activity. It doesn’t require focus. But we are busy!

Fashion 77

Fashion Study Relationals Meeting 77