Mr. Inside Sales

MARCH 17, 2024

Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And you know how that goes: “What email? Let me ask you: “How do you get involved in ordering/handling/working with the XYZ?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Hold that thought. Disconnected. Hold that thought too.

Closing 292

Closing Consultative Selling Sales Forecasts Forecasting 292

Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. This episode explores how the Vice President of Sales at Miller Electric, Keith Rzucidlo, finds innovative ways to overcome this challenge.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1? Think Boeing.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Understanding the Sales Force

FEBRUARY 28, 2024

We looked at the sheer amount of data and said, “Wow, that’s a lot of information!” ” Then we looked beyond the data and said, “This won’t work because it’s the wrong data.” What remains is a very small percentage of what we received and reviewed. What’s in your pipeline?

Pipeline 170

Pipeline Opportunity Decision Maker Top of Funnel 170

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Partners in Excellence

APRIL 3, 2024

We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work.

Scale 107

Scale Energy Construction Advertising 107

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? We see win rates plummeting. Why is this happening?

Scale 109

Scale Maximizer Quota Revenue 109

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. Workloads seem to sky rocket as do demands on our time. But…… To often, I think much of the challenge we face is self inflicted. We tend to make things more complex or more difficult than they need be. Define and viciously focus on your ICP.

Ideal Customer Profile 116

Ideal Customer Profile Face-to-face CRM Opportunity 116

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Partners in Excellence

APRIL 18, 2024

For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. Sure we don’t want to waste time an resources on things way outside our ICP. Why would marketing or sales do anything other than this? Win rates are based on qualified deals only.

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact.

ROI 109

ROI Analysis Relationals Revenue 109

Smooth Sale

APRIL 10, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Thrive Working in a Tough Environment Many people realize that they need to take almost any job to earn a wage. Learning new transferable skills is a confidence booster that reminds us that what we’re currently doing is not the end of our career.

How To 102

How To Benefit Motivation Lead Rank 102

Smooth Sale

APRIL 16, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Overcome Anxiety for Better Outcomes Each day presents us with new challenges, opportunities for personal growth, and empowerment. We only have one life to live. Imagine how you might feel if you did not give an issue your all to correct it and move on.

How To 116

How To Hiring Face-to-face Networking 116

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. Without some sort of change, we never get a purchase order.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Partners in Excellence

APRIL 19, 2024

Dave: We were scaling aggressively. We grew ARR tremendously past two years that I’ve been there. You know how important the “Rule of 40” is for our organizations, our “Rule of 40” number, based on 200% growth last year, is 50! Last year we hired and onboarded 80 SDRs and AEs.

Scale 110

Scale Hiring Margin Churn 110

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products.

Face-to-face 114

Face-to-face Opportunity Customer Closing 114

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” ” There’s something, despite how mediocre the responses are, that are provoking popularity. We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. And eventually, the shine wears off, we go back to what we always did.

Ideal Customer Profile 114

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

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important. We may not prepare well, winging it. It was a little thing.

CRM 77

CRM Research Meeting Closing 77

Partners in Excellence

APRIL 2, 2024

.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. We orient all our activities to getting that order.

Customer 111

Customer Maximizer Closing Objections 111

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” ” We cannot focus exclusively on Top of Funnel. Let’s do a thought experiment with this as an example.

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. He tried to connect what he learned they were doing with his prospecting efforts. How do you know if he has the problem? How do you know if he cares? Let’s call him “Stephen.”

Ideal Customer Profile 117

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

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Assuring we help the customers solve their problems. …… But what about the reciprocal, what value do our customers create for us? Usually, we think of that in terms of the revenue the opportunity will generate for us.

Customer 120

Customer Face-to-face Margin Revenue 120

Partners in Excellence

APRIL 24, 2024

Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price. And we go back and forth, back and forth, back and forth.

Discount 77

Discount Proposal Objections Positioning 77

Partners in Excellence

MARCH 27, 2024

We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. ” He isn’t alone.

Conversion 96

Conversion Call-back Positioning Meeting 96

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. Or we have other excuses. But perhaps we should look inwardly. How are sellers contributing to the longer buying and sales cycles? Is there anything we can change to reduce these? And if we could, what would it mean? Then they have to do the work.

Customer 100

Customer Buying Cycle Buyer Sales Cycle 100

Partners in Excellence

MARCH 14, 2024

We see a lot of uncertainty. We struggle with the idea, is there light at the end of the tunnel? We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) We’ve emerged better than before.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. We always seem to lead with our products and focus our conversations on those. We don’t help them by repeating what they already know.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

MARCH 11, 2024

We know how they work and shouldn’t have an expectation of much more–at least used in these ways. My reaction to the majority responses these hacks produce is, “Nothing new, OK not great…” It’s stuff, if we work to master our profession, we should have known without needing ChatGPT.

Ideal Customer Profile 107

Ideal Customer Profile Face-to-face Engineering Industry 107

Partners in Excellence

MARCH 13, 2024

We still have very antiquated views of our “value proposition.” ” Most of the time, we restrict it to the value that might be realized through the purchase and implementation of our solutions. And our competitors are doing the same thing. Are we addressing the FOFU they develop in the buying process?

ROI 106

ROI Customer Opportunity Company 106