Steven Rosen

JANUARY 15, 2024

In this 4:38 video, David Hennessy stresses the importance of understanding the “why” behind strategies, emphasizing a dual approach: the head for rational thinking and the heart for emotional connection. He deeply understands the importance of balancing rational thinking with emotional connection to drive success.

Video 156

Video Data Intent Influencer 156

Sales 2.0

AUGUST 10, 2023

Epicbrief’s mission is to make human work in sales more meaningful and valuable. Epicbrief’s mission is to make human work in sales more meaningful and valuable. AI can help in four out of the five areas We think AI will help in the first four areas. We think AI can do a really good job of keeping CRMs up to date.

Scale 195

Scale Study CRM Up-Sell 195

Mr. Inside Sales

DECEMBER 9, 2023

As I sipped my coffee and listened to the tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. Stan spoke to us for an hour about what makes the difference between the top money earners in sales versus all the other sales reps.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

The Pipeline

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. Your Swiss Sales Knife. Questions For More Than Info.

Fashion 329

Fashion Campaigns Outbound Education 329

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

Scale 108

Scale Energy Construction Advertising 108

The Pipeline

AUGUST 3, 2021

Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. When you listen to a pro make a cold call, they know how to leverage dynamics. By Tibor Shanto. White Noise. Dynamics Of The Journey.

Prospecting 341

Prospecting Cold Calling Video Account 341

Smooth Sale

APRIL 12, 2024

Photo by analogicus Attract the Right Job Or Clientele: Navigating the Waters of Medical Specialization: A Unique Perspective Career specialization requires a touch of creative thinking and providing a unique flavor to attract clientele. But here’s a quirky idea: what if you mixed some flavors from other disciplines? Wild, right?

Insurance 106

Insurance Insurance Hiring Influencer 106

Partners in Excellence

SEPTEMBER 27, 2023

Unfortunately, I think it’s well earned by too many. I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. We think, “it’s not worth it, this time.” Yeah, this is a rough way to start a blog post… A tough accusation.

Social Media 129

Social Media Face-to-face Margin Media 129

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. It requires implementing company goals, delegating tasks, and inspiring others. It requires implementing company goals, delegating tasks, and inspiring others. It’s seeking new solutions and making smart decisions quickly.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

SalesFuel

APRIL 24, 2024

With some thoughtful effort, you can still make the sale happen. Sales Acceleration Group notes that reps often think a stalled sale is simply at a slow stage in the funnel. Sales Acceleration Group notes that reps often think a stalled sale is simply at a slow stage in the funnel. Have you hit a wall with a stalled sale?

Hiring 116

Hiring Top of Funnel Sales Qualified Lead Face-to-face 116

Smooth Sale

APRIL 29, 2024

Photo by Photo-graphe via Pixabay Attract the Right Job Or Clientele: How to Create A Reputable Private Medical Practice When you think of being an impactful business , one of the first things that comes to mind is overtaking the competition. Are you thinking of growing a medical practice ? But is it only about the space?

How To 96

How To Exercises Pharmaceuticals Education 96

Partners in Excellence

APRIL 26, 2024

We treat the little things differently. We may skip them, thinking they aren’t important. Making mistakes on little things are, very often, correctable by doing other little things. Saying, “Good job,” or recognizing others may seem little to us but may be very important to others.

CRM 105

CRM Research Meeting Closing 105

Partners in Excellence

NOVEMBER 6, 2023

Sometimes our success limits our thinking about what we could be achieving. We think we are doing well, but we really should be doing so much more. In a similar, but different region, they were achieving a fraction of the results. When I asked the regional leader about the difference, he cited budget constraints.

Scale 134

Scale Hiring Call-back Revenue 134

Partners in Excellence

SEPTEMBER 26, 2023

It prompted me to think a little about differentiation and much more about distinctiveness. We look at how we (our companies/ourproducts) are different from the alternatives. We have endless feature/function comparisons, trying to demonstrate our offerings are different from the competition. It captures notice.

Banking 102

Banking Comparison Retail Trends 102

Partners in Excellence

MARCH 27, 2024

” We’d talk about what we would do to the other team to dominate and win the game. .” ” We’d talk about what we would do to the other team to dominate and win the game. But selling is different from athletic competitions. They set one side, the other, or both sides to be right or wrong.

Conversion 97

Conversion Call-back Positioning Meeting 97

Partners in Excellence

MARCH 6, 2024

One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. My Sunday delivery was 300 papers, making it impossible to deliver them early enough, even with a bicycle. Thanks for your contribution Anthony!

Call-back 110

Call-back Cold Calling Enterprise Enterprise 110

Sales Gravy

MARCH 9, 2024

On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. Understanding Personality Styles is a Game Changer in Sales People are different.

Decision Maker 95

Decision Maker Buyer ROI Analytics 95

Partners in Excellence

DECEMBER 14, 2023

Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary. I actually never see anything about this other than within the selling community. Implicit in the thinking that selling is dying would be the concept that buying must be dying.

Retail 112

Retail Scale Margin Promotion 112

Marc Wayshak

APRIL 3, 2024

Having a great training partner can make all the difference in martial arts. While it’s useful to practice with others in controlled environments, your prospect offers the most valuable training experience for closing more sales. Think many steps ahead. Your prospect is the best training partner.

Closing 108

Closing Energy Intent eBook 108

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers. These are different. What don’t buyers need from sellers?

Buyer 120

Buyer Incentives Incentive Discount 120

Partners in Excellence

OCTOBER 9, 2023

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. Then the other day, I was speaking with someone I consider to be both a friend and mentor, Lahat Tzvi. This post is primarily written for me.

LinkedIn 106

LinkedIn Groups Conversion Up-Sell 106

The Accidental Negotiator

AUGUST 25, 2023

Negotiating is a process that needs to be carefully managed Image Credit: Vegardig All too often negotiators like to think about their next negotiation as being unique. If you want to have a successful negotiation, then you need to make sure that you set up the process correctly. Yes, every negotiation that we participate in is unique.

Negotiation 98

Negotiation Face-to-face Exact Hotels 98

SalesProInsider

OCTOBER 18, 2023

Your lack of conviction might come out through your tone of voice, body language, hesitations or other communication messaging. Your lack of conviction might come out through your tone of voice, body language, hesitations or other communication messaging. First, make note of the most common concerns or objections that you hear.

Objections 139

Objections Conversion Face-to-face Research 139

Partners in Excellence

MARCH 10, 2024

I’ve told the story of a variety of others. Chloe Wold is different. After the class, she sent a note thinking me. Then she sent me a note: I finished my story behind my interest in sales, but it’s very different from most of the ones you’ve posted. Chloe’s story is just that. I invited her to share hers.

Hiring 111

Hiring Face-to-face Up-Sell Follow-up 111

Smooth Sale

APRIL 23, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Attract Investors to Your Business Excitement is yours as you announce your business; you’re excited about the future, and now you’re thinking, “Maybe it’s time to bring in the investors.” Some want quick returns; others are in it for the long haul. A dream client?

How To 122

How To Hiring Networking Infusion 122

Partners in Excellence

AUGUST 3, 2021

There’s always some social banter, usually we each have something to whine about, but most of the conversation focuses around ideas and thinking differently. Part of what makes these conversations so great is they are relatively “ego-less.” Each of cares about the other, as a result are very generous with time.

Groups 143

Groups Coaching Conversion Relationals 143

Partners in Excellence

JUNE 16, 2023

I know I am sometimes prone to make things more complicated than they need be, which keeps me from moving forward. As we finish the week and are going into the weekend, take some time to think about what you are going to do next week I’d like you to think of one (possibly two) things that are new.

Face-to-face 96

Face-to-face Conversion Follow-up Up-Sell 96

Partners in Excellence

NOVEMBER 27, 2023

I was excited to see the CMO of one of my clients speaking about a pillar their culture, “Pursuing Better, Differently… ” It’s such a critical concept, particularly if we want to stand out to our customers and differentiate our companies. It’s so important, if we want to continue to grow, outperforming others.

Comparison 104

Comparison Strategy Customer Company 104

Partners in Excellence

FEBRUARY 27, 2024

One of the biggest mistakes I see sellers and marketers making is depending on AI for answers. I’d go to the reference section, looking for all sorts of economic data, analyses, and other information. Fast forward to the 90’s and the rise of Google and other search engines. But it doesn’t answer questions.

Face-to-face 117

Face-to-face Journal Research Tools 117

SalesLoft

APRIL 25, 2024

If revenue pros are thinking it, we’re saying it. In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional. What would you do differently?

Engineering 52

Engineering Industry Face-to-face Education 52

Anne Miller

JANUARY 7, 2024

But, suppose you have a different challenge. It then uses its huge brain, which is filled with information from books, websites, and other sources, to come up with answers and responses that make sense. For example, you need a better way to position your service, or an answer to an objection, or a clever opening to a speech.

Engineering 126

Engineering Up-Sell Follow-up Exact 126

Allego

MARCH 28, 2024

We’re opening up different channels to say, ‘This is happening. For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. In a world where AI and automation are causing buyers to question if the person calling them is even human, sales reps must humanize their approach. “We

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Partners in Excellence

JANUARY 22, 2024

I ask: “How does your customer make money?” But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money. Sometimes, I feel like a broken record talking about Customer and Business Acumen.

Customer 102

Customer Face-to-face Enterprise Enterprise 102

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. Two major events happened to me about 5 years into my career that had a big impact on my approach to sales and lucky for me happened within weeks of each other. At least Carlos Hidalgo sells.

Up-Sell 109

Up-Sell Intent Call-back Positioning 109

Hubspot Sales

MAY 18, 2023

If you can get the other side to reveal their position first — meaning they tell you which price they are offering — you can use a technique called bracketing to determine where you want to make your first counter offer. Never offer to split the difference yourself. Yet, many salespeople approach negotiations with trepidation.

Negotiation 109

Negotiation Strategy Call-back Up-Sell 109

Partners in Excellence

JANUARY 12, 2024

After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. I decided to take a different approach.

Face-to-face 107

Face-to-face Commission Up-Sell Discount 107

Partners in Excellence

APRIL 18, 2024

Why would marketing or sales do anything other than this? “Thank goodness that 40% enable us to meet our growth goals… ” I suppose I have grown up in a different mindset around performance management. . Andy Paul called my attention to a discussion in LinkedIn. It was, yet another, discussion on “sales math.”

Lead Rank 108

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 108