Partners in Excellence

APRIL 24, 2024

Let’s go ahead with your quote.” Don’t let the pricing discussion distract either of you from that goal. The post P **g Contests… appeared first on Partners in EXCELLENCE. ” He paused, looked at me, started laughing. He said, “I’m being silly.

Discount 77

Discount Proposal Objections Positioning 77

Understanding the Sales Force

JANUARY 14, 2019

Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. Let's skip to the 1980's. Let's skip to the 90's. I remember the pushback I got from OMG Partners who, at the time, didn't want to abandon fax machines to send and receive information. Let's do that again!"

Wireless 292

Wireless Microsoft LinkedIn Channels 292

Partners in Excellence

APRIL 25, 2024

Let’s do a thought experiment with this as an example. Let’s imagine to make the same revenue, with similar sales cycles, average deal size, each organization needs to close 50 deals to achieve the same goals. Let’s say, for both organizations they qualify 1 out of every 10 opportunities they prospect.

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Partners in Excellence

APRIL 19, 2024

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. CEO: Let me think about this. ” And some will think differently…… The post The Interview… appeared first on Partners in EXCELLENCE. CEO: That’s really interesting.

Scale 110

Scale Hiring Margin Churn 110

criteria for success

FEBRUARY 28, 2022

Happy Monday, Let's Talk Sales listeners! Al Cini is the Managing Partner of BCAT Partners, LLC , which uses a brand and culture alignment toolkit to drive employee engagement and performance. Thanks for listening to Let's Talk Sales! Listen & Subscribe to Let's Talk Sales. We appreciate your patronage!

Social Media 96

Social Media Twitter Exercises eBook 96

criteria for success

JUNE 21, 2022

Step 1: Assign Partners. Assign each salesperson with a partner. Or, have each salesperson choose their own partner. The goal here is two partners: one to speak, one to listen. So be sure to assign one partner as “A” and the other partner as “B.”. Give each partner a task. Partner “B” is the speaker.

Exercises 98

Exercises Training Groups Exact 98

criteria for success

DECEMBER 14, 2022

Welcome back to Let's Talk Sales ! Carol is a Partner and CMO at Chief Outsiders , providing experienced project-based and fractional CMOs to growing companies. . Listen & Subscribe to Let's Talk Sales. Thank you for listening to Let's Talk Sales! Welcome back to Let's Talk Sales! Subscribe to our blog !

Marketing 98

Marketing Social Media Twitter LinkedIn 98

Hubspot Sales

FEBRUARY 19, 2024

Partner with existing trainers who can design the curriculum. views on TikTok – it was hosted by Woof Wellness , a NYC-based fitness studio that lets you exercise with rescue pups and adopt them. Source: HelloWonderful Or, host a training program to certify primal movement instructors. You can take care of the logistics and marketing.

Trends 89

Trends Fashion Exercises Sports 89

Partners in Excellence

SEPTEMBER 23, 2020

“Let’s partner,” or many variations on the theme appear in a large number of the LinkedIn and email communications I receive. ” Unfortunately, partnering has become one of those manipulative terms too many use to disguise their true motives, caring more about what they get than what their partner gets.

LinkedIn 104

LinkedIn Motivation Objections Conversion 104

SalesFuel

APRIL 8, 2024

Let the customer feel like [they are] getting a one-of-a-kind.” More than ever, buyers are searching for trusted partners,” SalesFuel’s Tim Londergan points out. As Jeffrey Gitomer suggests , “Sell your unique strengths. Also, take a consultative approach. Show the buyer that you want to help them succeed.

Negotiation 115

Negotiation Buyer B2B Hiring 115

criteria for success

JULY 26, 2022

How well do your salespeople introduce themselves and your company to prospective clients and partners? Let's Talk Sales! Choosing the Right Sales Training Partner. Check out our resource on selecting a sales training partner. Tell us in the comments and be sure to check out our podcast, Let's Talk Sales!

Lead Rank 98

Lead Rank Lead Scoring Scale Construction 98

Partners in Excellence

APRIL 17, 2024

appeared first on Partners in EXCELLENCE. And I’m reminded of W. Edward Deming’s quote, “It is not necessary to change. Survival is not mandatory.” ” The post Change, Do We Really Understand It?

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Partners in Excellence

APRIL 16, 2024

Let me tell you it has definitely been a ride and one that I absolutely do not regret. A career in sales allows me to grow alongside my clients, becoming a partner in their success stories. The post “Why I’m So Interested In Selling,” Inshal Khawaja appeared first on Partners in EXCELLENCE.

Everest 102

Everest Social Media Call-back Media 102

Partners in Excellence

MARCH 9, 2022

I cringe every time I get an email or social media invitation, “Dave, we’d like to partner with you… ” It’s always code for, “I want to sell you something!” Despite, the misuse of the concept of partnering, a partnering mindset is increasingly critical to buyers and sellers alike.

Social Media 73

Social Media Buyer Objections Customer 73

Openview

MARCH 1, 2021

Axonius , which lets organizations manage and track computing-based assets that are connecting to their networks — and then plug that data into some 300 different cybersecurity tools to analyse it — has closed a round of $100 million, a Series D that values the company at over $1 billion ($1.2 billion, to be exact).

Scale 199

Scale Networking Data Tools 199

Alice Heiman

OCTOBER 11, 2022

You may have channel partners as part of your go-to-market strategy, but do you have a strategy that includes how you will support your partners’ success? . I’ve worked with many companies who sell through the channel and complain that their channel partners aren’t selling enough. . Show Me the Money .

Channels 69

Channels Strategy Margin Ideal Customer Profile 69

Mereo

JANUARY 24, 2024

But your selling professionals should be prepared to partner with AI rather than expect it to do all the selling work. LEARN THE SEEK TO SERVE APPROACH The post Partner — Do Not Replace — Your Selling Professionals With AI appeared first on Mereo. AI fails to reference or build on relationship.

Ideal Customer Profile 81

Ideal Customer Profile Lead Rank Lead Scoring Segment 81

Partners in Excellence

JANUARY 31, 2024

Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort. Let’s pause and reflect on this for a moment. 46% of companies are “poised.”

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

Partners in Excellence

JANUARY 29, 2024

Let’s play a thought experiment. Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. Door #2: Trust skyrockets, customers view your sellers as a partner in their buying process. Why do we settle for such poor outcomes?

Face-to-face 78

Face-to-face Sales Cycle Quota Loyalty 78

criteria for success

OCTOBER 11, 2021

Happy Monday, Let's Talk Sales listeners! Denise is the CEO & Founding Partner of The S3 Agency , an award-winning agency specializing in creating advertising, public relations, and social media campaigns. Listen & Subscribe to Let's Talk Sales. Thank you for listening to Let's Talk Sales! Subscribe to our blog !

Social Media 98

Social Media Advertising Advertising Twitter 98

Partners in Excellence

OCTOBER 26, 2023

The post Let’s Banish The Word “Pitch” From Our Vocabularies! appeared first on Partners in EXCELLENCE. We should restrict our use of the word to discussions about baseball, music, a slope/incline, certain resins, and soccer/rugby/cricket fields.

ACT 111

ACT Advertising Advertising Promotion 111

Partners in Excellence

MARCH 9, 2024

Why I’m So Interested In Selling” Let’s start with a disclaimer. Please let me explain with some anecdotes. The post “Why I’m So Interested In Selling,” Klaus Leutbecher appeared first on Partners in EXCELLENCE. At the time, he was running sales and Germany, later ran sales in EMEA.

Engineering 73

Engineering Negotiation System Meeting 73

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

BrainShark

JULY 9, 2022

Channel partners are more likely to sell products when they are familiar with them and recognize their value. So to increase mindshare, you need to make it really easy for your channel partners to learn about your products as part of their daily workflow. The right channel partner training software can help with this.

Channels 62

Channels Software Software Training 62

Hubspot Sales

SEPTEMBER 1, 2021

Let's dive in. Let's take a look at some of the key differences that distinguish limited partnerships from similar arrangements. General partners typically have a much more personal stake in a business — and that trend manifests itself in a couple of ways. General Partnership vs Limited Partnership. Limited Partnership vs. LLC.

Examples 81

Examples Real Estate Film Distribution 81

Partners in Excellence

FEBRUARY 27, 2024

” Let me dive into this. To explain this, let me go back in history. The post Looking For Answers In All The Wrong Places… appeared first on Partners in EXCELLENCE. And it provides tremendous insight.” AI shares information and knowledge in ways that have been unimaginable. Thank you Marshall Goldsmith.

Face-to-face 116

Face-to-face Journal Research Tools 116

Partners in Excellence

FEBRUARY 2, 2024

Let me dive into what that means. Let me go back to this last point. Let’s fast forward to today. AI doesn’t know what the right answer is, it doesn’t know what the best answer is, but we let it pretend to do so. appeared first on Partners in EXCELLENCE. We will move beyond this.

Engineering 107

Engineering Ideal Customer Profile Lead Rank Airlines 107

Partners in Excellence

FEBRUARY 15, 2024

Let’s look at what this means: Our top performers are already very busy. But let’s look at the previous statement. Let’s say I’m wrong again. I have to start doing reductions, “Let’s do a layoff!” So let’s go for it. Or are we netting less revenue overall?

Leads 101

Leads Marketing Qualified Lead Sage Maximizer 101

Partners in Excellence

FEBRUARY 23, 2022

Channels “partners” have been a part of sales ever since sales have existed. They provide capabilities, amplifying our offerings, enabling our channel partners and us to create greater value to the customer. We create contests and SPiFs to entice the partner sales people.

Channels 95

Channels Lead Rank Face-to-face Lead Scoring 95

Hubspot Sales

DECEMBER 6, 2022

Ask partners to influence your deals. Formal partner programs provide one of the more effective avenues for connecting you with other organizations in your ecosystem — but you don't necessarily need one to work with those kinds of companies and leverage that network effectively. Join relevant communities. Use second-party data.

Closing 99

Closing Ideal Customer Profile Scale Referrals 99

Sales Hacker

NOVEMBER 17, 2023

For example, Florin Tatulea (Director of Sales at Barley ) advises against letting all 10+ BDRs have their own sequences and email templates, as it makes it more difficult to coordinate and test what is working. If you would like us to do an even deeper dive into the subject, let me know in the comments. That’s it, that’s all.

Hiring 105

Hiring Scale Outbound Lead Rank 105

Partners in Excellence

JANUARY 18, 2024

The post Letting Our Customers Ask Us The Wrong Questions! appeared first on Partners in EXCELLENCE. Afterword: For more information about our Business Focused Selling approaches, pleas reach out. Implement these, see your results skyrocket and your relationships with your customers improve.

Customer 118

Customer Revelation Buying Cycle Lead Rank 118

criteria for success

APRIL 6, 2020

Happy Monday, Let's Talk Sales listeners! She's also a Managing Partner at Beyond ROI, Inc. , an independent, former third-party partner that measures the effectiveness of sales training, as well as the former Raleigh-Durham Chapter President of the National Association of Women Sales Professionals.

ROI 85

ROI Social Media LinkedIn Twitter 85

criteria for success

MAY 31, 2021

Happy Monday, Let's Talk Sales listeners! There, he became well-known for his web series, Jake and Amir , which he produced with his comedy partner, Amir Blumenfeld. There, he became well-known for his web series, Jake and Amir , which he produced with his comedy partner, Amir Blumenfeld. Jake is based in Brooklyn, NY.

eBook 97

eBook Webinar Metrics Social Media Twitter 97

Partners in Excellence

FEBRUARY 29, 2024

Let’s call him “Stephen.” But let’s imagine he responds and the challenges he suggests are things you can’t do anything about?” appeared first on Partners in EXCELLENCE. I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges.

Ideal Customer Profile 117

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

Partners in Excellence

MARCH 27, 2024

The post Combative Conversations… appeared first on Partners in EXCELLENCE. It reminds me of the pregame locker room talks we use to have about “Crushing our opponents.” ” We’d talk about what we would do to the other team to dominate and win the game. Combative conversations are no win discussions.

Conversion 96

Conversion Call-back Positioning Meeting 96

Partners in Excellence

APRIL 10, 2024

For those of you scratching your heads, let me describe the tolerance tack up error. Let’s imagine we need to fill a 6 inch gap with 3 parts. The post The “Tolerance Stack Up Error” Problem appeared first on Partners in EXCELLENCE. They are specified as Part 1, 1″ +/- 0.1″,

Case Study 87

Case Study Marketing Qualified Lead Scale Engineering 87