Partners in Excellence

APRIL 11, 2024

More importantly, at least to me, Jill is an important mentor to me. She has been a very willing coach, helping me think and execute at higher levels. In the past year, Jill has shifted her focus to a very important mission: What’s Really Possible? The world was opening to me. It was always great fun!

Face-to-face 105

Face-to-face Sales Methodology Compensation Segment 105

Sales 2.0

AUGUST 10, 2023

Non-value-add selling is going away If you don’t add value, the buyer doesn’t really want you there. You need to understand what your buyer is dealing with, and how can you potentially help them. AI can help in four out of the five areas We think AI will help in the first four areas. Sign up for the Sales 2.0

Scale 195

Scale Study CRM Up-Sell 195

Sales 2.0

MAY 1, 2023

Sales enablement is key If we introduce new tools, we need to prove to our salespeople that they are worth the investment of time–that they will actually help our salespeople sell more. Is it serving me as the seller and helping me sell better and serve my customers better? Like the idea of territories.

Scale 221

Scale Top of Funnel Territories Sales 221

Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot!

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Partners in Excellence

MARCH 25, 2024

I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. What are their problems, how do we help them better understand them? How do we help them close that gap, achieving their goals. I really enjoy giving and helping and that’s what sales is all about.

Up-Sell 107

Up-Sell Sales Leadership Motivation Closing 107

Bernadette McClelland

MARCH 30, 2023

That’s when you know you really want something!! It also gave us pause for thought… was this something that we really wanted to do? Hmm… let me respond with a couple of questions: What difference do a few wrinkles make when you’re helping someone? Our banks are so uncertain.

Networking 397

Networking Licensing Up-Sell Banking 397

Sales 2.0

FEBRUARY 15, 2023

To me the sales conversation is ‘where the action is.’ There’s no consistency and the field often doesn’t have the context that you can give them to really tell a compelling story, to ask the right questions and, really add the value.” You’re getting lots of value but let me show you what a top 5% customer looks like.”

Conversion 195

Conversion Amdocs Territories Forecasting 195

Bernadette McClelland

JANUARY 14, 2024

So rather than me succumbing to any fear or bias, being able to reflect on this reference point (aka evidence) opened my thinking up to ask for feedback on LinkedIn. The domino effect of that kickstarted a mindset of curiosity and research, which of course, always helps differentiate between mere speculation and well-grounded assumptions.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Understanding the Sales Force

JUNE 12, 2023

This fairly wide swath of genres got me wondering about the common thread that causes me to love – really LOVE a song so much that I want to keep playing it – even after 50 years! You might hear them say, “I don’t know” or “I haven’t really thought about it.”

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 4 “Let me see if I have this right. You (restate what they said), right? Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Partners in Excellence

APRIL 19, 2024

Can you tell me a little about the results you produced in your last role. CEO: That’s really interesting. Let me drill down into that data a little… You hired and onboarded 80 SDRs/AEs ending with 50 at the end of the year. It took about 3 months, then we got them producing really quickly.

Scale 110

Scale Hiring Margin Churn 110

Sales 2.0

AUGUST 29, 2022

(I didn’t when it happened to me!). David Brock goes on to define coaching as: About developing your people’s skills Addressing attitudes and behaviors that may need to be modified to increase your team members’ job performance Helping people to think, so they can solve problems for themselves.

Sales Management 195

Sales Management Face-to-face Promotion Proposal 195

Sales 2.0

MARCH 1, 2023

Regie helps sales, marketing, and success teams write engaging content faster using AI. It’s more likely to be an “80/20 rule” where the AI writes a large amount of the text then we go in and add the last 20%, which makes our email or content piece really resonate (with other humans.) It saves me hours of research time.

Opportunity 195

Opportunity Buyer Tools Collateral 195

No More Cold Calling

FEBRUARY 1, 2024

Clients tell me it ticks them off when they receive automated requests for referrals on social media. Tell me, do you know even 100 people well enough to introduce them to a salesperson? Those are the kinds of insights that help seal deals, and you only hear them if you actually talk to the referral source. What are they like?

Social Media 194

Social Media Referrals Media Lead Generation 194

No More Cold Calling

OCTOBER 26, 2021

Three of the insights on Melinda’s list really jumped off the page for me, because they are relevant to anyone starting a small business—anytime, anywhere. Even if you’re great at numbers, get help from a CPA. For me, that’s one of the best things about entrepreneurship: being a perpetual learner.

Small Business 348

Small Business Small Business Cost per Acquisition Hiring 348

Mr. Inside Sales

SEPTEMBER 11, 2020

Let’s do this: why don’t you tell me the top three things you were hoping to learn about this, and I’ll drill right down and cover those areas for you. This response will get them to reveal what (or how much) interest your prospect really has.]. Let me just ask you: has anything changed from when we last spoke?”

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

Zoominfo

NOVEMBER 18, 2020

So to be paired with somebody that was literally training me on my first or second day was super cool,” explains SDR, Metz. “In And really, the best way to push the envelope is to increase the volume while also maintaining that quality. One of the really good ones for us is funding.

Hiring 246

Hiring Scale Account Intent 246

Partners in Excellence

JANUARY 12, 2024

My first hack was really counterintuitive. What if instead of making it about me, I made it about them? While I found the number of people wanting to talk is stunning, I realized I would be spending a lot of time in interesting conversations, but not really selling a lot. How can you help us?”

Face-to-face 106

Face-to-face Commission Up-Sell Discount 106

Marc Wayshak

MARCH 13, 2024

Tell me more about that. By saying something like, “Wow, that’s really interesting. Tell me more about that,” prospects are encouraged to delve deeper into their thoughts and experiences. By saying, “Hey, I really appreciate you saying that. What prompts you to say that?”

Prospecting 114

Prospecting Face-to-face eBook Motivation 114

Partners in Excellence

OCTOBER 31, 2023

Who could imagine such really awful prospecting. Another went: Hi David, As a CIO for a B2B company, you’re tasked with identifying the best software for your sales and product teams… I had a momentary identity crisis, Me a CIO?????!!!! They must be playing a huge Halloween prank on me, “Trick or Treat!”

Insurance 127

Insurance Insurance LinkedIn Intent 127

Zoominfo

JUNE 30, 2022

I was able to do commercials and different voices, and everything about radio was fascinating to me. So I really, really worked with that. That also gave me a way to be creative with my passion. Can you do one really quick? I was like, “You’re going to fly me to LA?” This is what?”

Lead Rank 130

Lead Rank Lead Scoring Film Call-back 130

Partners in Excellence

FEBRUARY 29, 2024

Stephen read a typical prospecting note to me, “I see you are involved in doing this……, I’d love to talk to you about how our products can help you… ” I asked him, “I see what you are interested in talking about—your products, how do you know if the customer cares? Why should I respond?”

Ideal Customer Profile 117

Ideal Customer Profile Face-to-face Trade Show Prospecting 117

Partners in Excellence

MARCH 2, 2024

I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” ” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Engineering 102

Engineering Education Face-to-face Intent 102

SalesLoft

MARCH 28, 2024

A foundation of sharing When Rob’s team was looking for a new sales technology to support and grow their business, they learned that an important part of what comes with a new sales solution is actually the helpfulness of the vendor — and how willing they are to share their knowledge and expertise. And that’s really important.”

Marketing Qualified Lead 90

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads 90

Zoominfo

JUNE 15, 2022

And two years of feeling really proud of the things my team continues to accomplish. This means that whether things are going really well or not in the business, my viewpoint is always, “where can we improve?” This is a helpful exercise for me to really think about how I’ve helped or hindered parts of the business.

Hiring 130

Hiring Scale Engineering Exact 130

Partners in Excellence

OCTOBER 9, 2023

This post is primarily written for me. It’s for me to explore my thinking and to get greater clarity. Normally, I would not publish something so introspective, but I think I’m asking for help. I’d really appreciate your feedback and ideas. His articulation to this stunned me. Why should I care?”

LinkedIn 105

LinkedIn Groups Conversion Up-Sell 105

Partners in Excellence

MARCH 4, 2024

He got into selling, without really intending to do so. He just wanted to build a business and help his customers. Here is how I discovered my love for selling and how I became obsessed about integrating coaching skills to sell and help others sell better. In other words, help customers to buy better.

Coaching 77

Coaching Data Territories Lead Rank 77

Zoominfo

NOVEMBER 23, 2020

I always tell him that he’s smooth and steady, and it really helped my mindset during the whole process of the sales cycle. I think if I was dealing with somebody that was really high strung and high energy, it’d be a big disconnect between the two of us,” explains AE Carolyn Thompson. And it’s generally a no.

Face-to-face 173

Face-to-face Positioning Video Energy 173

Partners in Excellence

APRIL 1, 2024

As an aside, when presented with this, my response is, “Oh you are presenting me a cost per feature argument, I only need these 4 features, would you please adjust your price… ” Even while doing this, we leave it up to the customer to evaluate, “Will paying this much get me the return that I want?”

ROI 109

ROI Analysis Relationals Revenue 109

SalesLoft

APRIL 25, 2024

That’s where I really try to go above and beyond and genuinely thank them. And really translating that vision over to their executives. Any of my champions could move to a new company, and their first call could be to me. You have to really wait for the right time and jump on the right urgency. We were texting.

Commission 52

Commission How To Scale Enterprise 52

Partners in Excellence

MARCH 20, 2024

I get frustrated telling ChatGPT, “Give me something I don’t already know, give me something that’s novel and innovative!” We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. Some of the interest is a “shiny object” reaction.

Ideal Customer Profile 114

Ideal Customer Profile Revelation Decision Maker Face-to-face 114

Partners in Excellence

DECEMBER 12, 2023

Too often, when going to college, I discovered that studying, reading books, and writing thoughtful analysis really interfered with my education. It saved me hours of agony struggling through Shakespeare’s writing. It freed up time for me to focus on my education–partying with friends. I provided the information.

Analysis 101

Analysis Study Education Sports 101

Partners in Excellence

MARCH 7, 2024

Today he has his own consulting practice, helping orgs drive higher levels of performance. One of his statements particularly strikes me: “Lots of folks have a negative view of the sales profession, and I even see it in my kids. My mom was a big reader and instilled that love in me as well. I read…a lot.

Social Media 68

Social Media Analytics Consumer Research 68

Hubspot Sales

OCTOBER 23, 2023

They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. Fun fact — “Trust me” roughly translates to “I'm a bonehead” in sales-enese. Top reps are articulate, assertive, and direct.

Hubspot 107

Hubspot Decision Maker Sales Resources 107

Partners in Excellence

MARCH 1, 2024

Hold your noses as you read… ) The thousands of outreaches inflicted on all of us, “Let me tell you about how great we are and all the impressive brands that have bought from us… ” Add to those, thousands more, “Let me tell you about our products and how great they are, when can we schedule a demo?”

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Go for No!

APRIL 28, 2022

One, you really aren’t desperate. “Just tell me no, it’s fine!” If anything, giving people “permission” to tell you no (something they don’t really need of course) can make people relax and let their guard down and take a closer look at what you have to offer. ” You can do that.

Head Buyer 149

Head Buyer Call-back ACT Course 149

Partners in Excellence

MARCH 18, 2024

Every Sunday, Ned takes the time to send me a quick reflection or thought. I do reflect on them, they help me pay attention to the important stuff going on. She loved what she did, helping her friends (and they either were friends or became friends) move to a bigger home, find a vacation cottage, downsize, etc.

Insurance 73

Insurance Insurance Education Salary 73