Partners in Excellence

JANUARY 24, 2024

AI offers tremendous promise to help sellers become much more efficient. A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. The LLMs will provide ideas, insights.

Distribution 110

Distribution Lead Rank Face-to-face Analysis 110

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. What don’t buyers need from sellers? They don’t need a lot of education about our products. But they don’t need this.

Buyer 119

Buyer Incentives Incentive Discount 119

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. There was virtually no discussion on qualification and better execution of the sales process. Would you be interested in learning how we can help your organization?”

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

Hubspot Sales

APRIL 1, 2024

It’s kind of a running joke that no seller will ever get enough leads. Every seller wants a strong, steady stream of quality inbound leads. So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. Want more content like this?

Ideal Customer Profile 80

Ideal Customer Profile Inbound Lead Rank Lead Scoring 80

Partners in Excellence

DECEMBER 7, 2023

How are people using these tools? How are they leveraging them to differentiate their engagement strategies? Sellers aren’t using them, or they use them minimally to keep managers off their backs. These tools have freed up sellers from having to do the “tedious” research to get the data.

Face-to-face 117

Face-to-face Revelation Tools CRM 117

Janek Performance Group

FEBRUARY 6, 2024

It’s understanding what widgets are, what they do, and how they affect their buyers. Top sellers know this is a fishing expedition. And today’s better-informed buyers will see right through. Whatever the case, sellers must know where prospects and clients are before determining where they can go.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. In addition, be alert to casually dropped names.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Partners in Excellence

FEBRUARY 1, 2024

Unless you are really interested in what you do as a Seller, doing any job in selling can be crushing. Recently, I read one of Paul Graham’s pieces on “ How To Do Great Work. Recently, I read one of Paul Graham’s pieces on “ How To Do Great Work. Without a doubt, selling is a really hard job.

Face-to-face 77

Face-to-face Competition Conversion Quota 77

SalesLoft

MARCH 11, 2024

For him, it was easy to notice how much his team was better able to prioritize what they wanted to do in a day, whether that was sending emails, having phone calls, or even analyzing their past performances to see how to improve going forward. When they log in, the tasks are ready to go. They don’t have to find them.

Marketing 98

Marketing Lead Rank Inbound Call-back 98

Partners in Excellence

JANUARY 29, 2024

The seller identified an issue he thought was impacting our company. We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better? It was a provocative outreach. They want to discuss.

Conversion 81

Conversion Microsoft Face-to-face Google 81

Partners in Excellence

DECEMBER 15, 2023

If the majority of the questions are closed ended, the engagement isn’t much better. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? ” Seller: “I’m doing the best I can, I’m not getting enough leads!

Lead Rank 108

Lead Rank Discount Conversion Lead Scoring 108

Allego

MARCH 21, 2023

But it’s even more important to be efficient when you’re a seller. Legacy systems simply aren’t flexible or powerful enough to meet the needs of sellers today. Or if they do, sellers don’t know where to find it, when to use it, or how to use it. There’s a better way. Your quota depends on it.

System 118

System Tools Collateral Video 118

SalesLoft

APRIL 8, 2024

Pain point 1: Understanding how campaigns performed For Ron, the number one issue he and his team had was centered around understanding and analyzing exactly how their campaigns worked. He told us that he and his team ultimately moved to Salesloft because it put a lot of the power into the hands of the sellers themselves.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Mindtickle

APRIL 10, 2024

Revenue organizations have heard the message loud and clear, and most invest time and effort in producing content for their sellers to use throughout the sales cycle. Instead, you must understand how sales reps and prospects are (or aren’t) using sales content. When it comes to B2B sales, content is still king.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Sales Gravy

SEPTEMBER 8, 2023

A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. Modern sellers must also have an ownership, or entrepreneur, mindset.

Territories 94

Territories Field Sales Course Opportunity 94

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” Some of the more advanced sellers look at the value created/realized by these solutions. If the value of our offerings is virtually undifferentiated, how do we create a unique value?

Face-to-face 117

Face-to-face Report ROI Research 117

Shari Levitin

AUGUST 23, 2023

Recently, I was cleaning out my junk drawer in our kitchen, and it got me thinking… How had I accumulated notepads, taco sauce packets, and broken door handles from my great aunt’s apartment? Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell. Do they energize sellers and increase deal success?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Vengreso

JUNE 12, 2023

They engage less frequently with sellers and when they do, it is much later in the sales cycle. Continue reading to learn the definition of a modern selling approach, how it can be combined with traditional sales techniques , and the benefits of implementing a modern selling strategy with your sales team. More on this later).

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Partners in Excellence

MARCH 9, 2024

I don’t know how many conversations I get into on “objections.” ” Less experienced sellers wring their hands, figuratively, worrying about objections. “How do I avoid or minimize objections?” ” “How do I best handle them?” Objections are a part of that.

Objections 106

Objections Conversion Customer Strategy 106

Allego

FEBRUARY 14, 2022

How do you get sellers to love your content—make it something they regularly use to stay informed, nurture prospects, and add value to conversations they have with buyers? During their event, they identified four steps to address the problem and ensure sellers use the content that marketers create in the most impactful ways.

Distribution 133

Distribution How To Scale Webinar Metrics 133

SalesFuel

APRIL 16, 2024

How to Personalize Coaching to Increase Team Productivity A new Mindtickle report indicates that sales managers have stepped up the pace of coaching. Regular coaching may deliver better outcomes. In that case, you’ll want to coach them on how to improve their closing strategy.

Coaching 115

Coaching Top of Funnel How To Hiring 115

SalesFuel

MARCH 13, 2024

As SalesFuel reported , 90% of sellers have experienced burnout. It may be surprising how impactful it can be to simply pause and acknowledge how you are feeling. It’s no surprise that reps can get wrapped up in their workload and not even notice how they are feeling. What if you feel it will be a tough habit to start?

Hiring 98

Hiring Harvest Scale Microsoft 98

Allego

DECEMBER 6, 2023

Or maybe they have it but aren’t sure how to leverage it. Marketing toiled over this content, so how can you motivate your sales team to use it? Who and how new materials are introduced are key. There’s a better option: a sales rep. Lack of visibility, accessibility and understanding all play a role.

Motivation 71

Motivation Marketing Collateral Case Study 71

Mindtickle

APRIL 23, 2024

How can you build a more effective program? After all, they are responsible for building, supporting, and leading a team of sellers so they have what it takes to close deals. 0 The number of sellers the average manager oversees Sales managers must master a certain set of skills to be successful in their roles. revenue increase.

Sales Management 52

Sales Management Training Hiring How To 52

Janek Performance Group

MARCH 8, 2024

Whether it is TVs, smart phones, or even peanut butter, we feel better choosing brands we know. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In 2023, on average, Janek clients realized a 1188 percent return on their training investment. From this, the benefits are clear.

Training 62

Training Face-to-face Education Negotiation 62

Janek Performance Group

FEBRUARY 20, 2024

It’s certainly better than a stuffy boardroom. With that, let’s examine how some famous golf quotes can improve your sales game. Understanding their drives and motivations arms sellers with the confidence to fulfill their clients’ needs. When sellers understand their competition, they can better differentiate their solutions.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Partners in Excellence

FEBRUARY 7, 2024

I’ve been asking, “How much time are you spending in the field working with your people?” I ask, “How are you spending your time?” Customers are always a seller’s “real world.” In the meetings, I’ve been doing an informal survey of leaders, at all levels.

Face-to-face 106

Face-to-face Call-back Meeting Coaching 106

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. How do we specifically solve these problems with your solution? • How do we do it differently from the competition? What is our proof?

Channels 137

Channels Revenue How To Case Study 137

Mindtickle

MARCH 14, 2024

B2B buyer expectations are higher than ever, and how they want to interact with sellers is changing. Enablement teams are under pressure to ensure sellers are always ready to deliver outstanding experiences and provide value throughout the sales cycle. But today, many buyers don’t want to engage with sellers.

Revenue 52

Revenue Sales Cycle B2B Decision Maker 52

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? If it is meant to mimic how most people having the word Sales in their job title interact with their customers, I was never interested in SALES. ” At the same time, I challenged Christian and others to answer the same question.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

SalesFuel

APRIL 15, 2024

Sellers who want to connect with buyers must prioritize personalization in sales. With buyers more informed than ever, sellers need to differentiate themselves. Buyers want to work with sellers who know them and their business. Buyers want to work with sellers who know them and their business.

Hiring 52

Hiring Cold Calling How To Social Media 52

Partners in Excellence

FEBRUARY 16, 2024

It was roughly 4 times better than the lowest performing technique and 2-3 times better than the others. Even though it’s 2-4 times better than other approaches, why do we consider that an acceptable response rate? Or how do we get 80% of our people achieving their goals, rather than 40%? Win rates at around 15%.

Scale 106

Scale Outbound Sales Cycle Up-Sell 106

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. The problem with that type of learning, however, is sellers receive too much information at once and can’t remember it all. But there are a couple problems preventing them from doing so.

Positioning 113

Positioning Hiring Strategy Scale 113

Allego

FEBRUARY 13, 2024

Knowledge is trapped, and sellers can’t find content. This realization has given rise to a comprehensive framework designed to overhaul how sales, marketing, and customer success teams operate, ensuring they are in perfect harmony with the demands of the contemporary buyer. And even then, they prefer digital interactions.

Revenue 62

Revenue B2B Scale Buyer 62

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” They were probably top performers as sellers. The rationale is, “We need to win the deal, we need to hit our goals, I can do it better myself!” But that’s not the point!

Maximizer 119

Maximizer Coaching Sales Management Closing 119

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. They don’t know how to drill more deeply into the issues, or to how to challenge their thinking.

Analysis 113

Analysis Conversion Training Examples 113