Partners in Excellence

MARCH 8, 2024

After the obligatory business card exchange and coffee cups, the client focused on me and asked “Tell me, Mr. Green; what experience do you have in doing marketing studies for XYZ [their niche industry]?” Eventually I came to a larger revelation; the problem with “sales” lies at the core, the heart, the primary goal or objective of selling.

Revelation 71

Revelation Government Course Buyer 71

Pipeliner

AUGUST 26, 2023

A compression sock brand that carved a distinctive path in the market. The Echoes of Wellow: A Surprising Market and Beyond Within Kyle’s insights lies a revelation that underscores the element of surprise—the compression sock market. The centrality of creativity, and the saga of Wellow.

Revelation 52

Revelation Commence Pivotal Consumer 52

Sales Hacker

MARCH 1, 2022

Today’s guest, Jeff Davis , Associate Director of Business & Brand Strategy at AbbVie , talks with us about the revelations from switching between sales and marketing, how those two departments can work together, and explains what the heck mental masturbation means. The state of sales and marketing today. powered by Sounder.

Revelation 74

Revelation Revenue Promotion Strategy 74

Alice Heiman

MARCH 12, 2024

Watch the episode below or on our YouTube channel Chapters [00:00] Introduction – Dive into the evolution of sales strategies and the need for innovation in today’s markets with Scott Gillum. [01:01] 01:20] Ever-Present Marketing Problems – Revelations on the persistent challenges in the field despite decades of progress. [02:52]

Social Media 75

Social Media Media Revenue Top of Funnel 75

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. Yet we revel in the “win,” high fiving each other, looking forward to our commission checks. We have continuing debates about “Is cold calling dead?”

Customer 76

Customer Prospecting Revelation Trade Show 76

Alice Heiman

FEBRUARY 13, 2024

One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. Leveraging her background as a Chief Marketing Officer (CMO), Harris embarked on building a robust demand generation engine. She is an avid traveler and loves to cook and be outdoors.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Partners in Excellence

AUGUST 12, 2020

We revel in the number of meetings we can have every day as being something that can dramatically drive performance (Every time I hear about this, I reflect on the work of SDRs over the past years, thinking, “Why do we think all this is new? A lot has been made of “virtual selling.”

Face-to-face 159

Face-to-face Revelation Channels Exercises 159

Partners in Excellence

MARCH 8, 2022

” Some in marketing and sales revel at this shift in buying behaviors. We revel in the future of sales as Virtual, it cuts down on travel expense and sales people can make more calls every day. I actually had a leader ask me, “How to we better identify and focus on the 40% who still want to see us?”

Revelation 85

Revelation Face-to-face Social Media Selling Skills 85

SBI

FEBRUARY 21, 2019

a newly introduced element or factor that changes an existing situation or activity in a significant way: “The revelation has been called a game changer in the world of data protection as regulators seek to raise awareness about how to secure information.”. game changer. Definition of game changer. :a

Revelation 100

Revelation Outbound Pipeline Meeting 100

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” This would probably require a greater investment in both marketing and sales. Perhaps, they are not aware of changes in their markets, customers, industries. We are underperforming the potential.

Opportunity 111

Opportunity Scale Revelation Quota 111

Partners in Excellence

JANUARY 19, 2022

We revel in this, marketing is busy building content and methods to engage customers in their digital buying efforts. We revel in using technology to manage this engagement, it’s much more consistent, we can reduce our spending on sales people, because we need fewer. Some say all of this will displace sales people.

Revelation 80

Revelation Customer Channels Discount 80

Partners in Excellence

NOVEMBER 5, 2021

In some ways, sales leaders revel in this. We revel in the predictability of our order taking process, seldom questioning whether we can do better. They are too busy struggling with their day to day jobs, the rapid changes/disruptions in their markets and skyrocketing complexity. At the same time, we see data that is alarming.

Revelation 109

Revelation Margin Discount Retention 109

Partners in Excellence

NOVEMBER 2, 2021

Marketers are reveling in this transformation, thinking, “More content, more automation tools, more spending…” Sales people are rejoicing, as well, thinking, “Now we only have to get involved in the end of the process.” Engagement with sales people represent the smallest part of their time investment.

Revelation 107

Revelation Channels Maximizer Social Selling 107

Partners in Excellence

DECEMBER 7, 2023

One would think customers would revel in the knowledge that sellers might be able to engage them in more meaningful and relevant ways, providing deep insights to help customers improve their ability to drive their own performance and grow their own businesses. What are the issues their markets/industry face?

Face-to-face 120

Face-to-face Revelation Tools CRM 120

Partners in Excellence

JULY 2, 2019

Even if we have 100% market or customer share, that is never sustainable. By ignoring our failures, reveling only on our success, we miss opportunity. One might visualize success and failure in the following way: While the relative size of the circles may vary, our failures will always exceed our successes. Things always change!

Revelation 95

Revelation Relationals Opportunity Positioning 95

Partners in Excellence

NOVEMBER 25, 2021

I get why sales people revel in this. Learning about the customer, their markets, their industry is so distracting! It’s marketing’s job to make sure customers find us when they are looking for solutions and products. Of course we can always blame marketing. PLG is great for sales.

Revelation 114

Revelation Hiring Lead Rank Lead Scoring 114

Partners in Excellence

NOVEMBER 11, 2018

As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” ” Too often, the thinking is, “We have to meet the customer where they are at!”

Revelation 89

Revelation Customer Buyer Relationals 89

Pipeliner

SEPTEMBER 10, 2023

Pervading the Sales Funnel: Video at Every Touchpoint Ruben’s insights offer a profound revelation. Ruben emphasizes the indispensable role of video in restoring the human touch to the realm of sales and marketing. The key, according to Ruben, lies in weaving video into the very fabric of the sales process.

Video 69

Video Infusion Revelation Top of Funnel 69

Partners in Excellence

DECEMBER 1, 2021

I get why sales people revel in this. Learning about the customer, their markets, their industry is so distracting! It’s marketing’s job to make sure customers find us when they are looking for solutions and products. Of course we can always blame marketing. PLG is great for sales.

Revelation 118

Revelation Hiring Incentives Incentive 118

Babette Ten Haken

AUGUST 23, 2018

Your clients have a revelation for you. Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. Not how awesome the pre-sale activities and customer courtship are.

Retention 154

Retention Customer Revelation Loyalty 154

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. Utilize the Sales & Marketing Budget Tool and Head Count Assessment to take this step. We’ve all had moments where we get great business ideas.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Partners in Excellence

MARCH 1, 2020

We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Recently, I wrote, “ Making It Safe To Fail, Hogwash! ” It was a rant about the social psycho-babble around failure.

Revelation 104

Revelation Ideal Customer Profile Coaching Account 104

Nutshell

OCTOBER 21, 2019

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. That’s why I see empathy as a superpower in marketing and sales. NUTSHELL: You’ve worked in B2B marketing for almost 25 years now. If you remember, Jerry had this revelation in the movie.

Demand Generation Agencies 90

Demand Generation Agencies Marketing Top of Funnel Demand Generation 90

Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. Assuming we’ve designed the comp plan correctly, having each of our people achieve full OTE payout means they have achieved their goals–and that’s our goal.

Revelation 68

Revelation Incentives Incentive Knowledge Base 68

Partners in Excellence

MARCH 30, 2022

They revel in their accomplishment. They realize selling is one of the most challenging jobs in business. Things are always changing, each situation is different. They have to continually learn and adapt. Not just the compensation, or even the awards/recognition. Those are nice, but most are driven by the sense of accomplishment.

Hiring 98

Hiring Revelation Compensation Up-Sell 98

SBI Growth

MAY 13, 2013

Don’t get me wrong, I revel in an easy solution. For instance, objections from customers early in the journey can mean: Not yet in the market. Formulaic approaches such as this are very tempting. Furthermore, they align with our fast food, quick fix mentality. Seem too good to be true? That’s because it is. Not ready to change.

Objections 306

Objections Customer Revelation Buyer Persona 306

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The surprising thing is that this is NOT a new revelation. They certainly don’t care if you make redesign your marketing materials.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. Too often, the executives I encounter (sales, marketing, and senior execs) are: Fat, dumb, happy, with what’s currently going on. We have to constantly be re-examining our customers and markets. What’s forcing them to change?

Revelation 89

Revelation Face-to-face Competition Conference 89

Partners in Excellence

JANUARY 16, 2020

What most of the product led growth crowd don’t acknowledge is the mechanisms around market maturity and sustained growth. You see these companies adopting the sales models that drive success, based on the maturity of the solutions, markets, customers. We revel in their success, we copy and emulate what they do.

Lead Rank 83

Lead Rank Revelation Segment Case Study 83

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. I have to confess, I’m a bit of an Adrenalin junkie. Talking to me about a critical deal where we must do something now, energizes me. Show me a bad pipeline that we have to “fix” quickly, I roll up my sleeves and dive in.

Revelation 70

Revelation Hiring Maximizer Strategy 70

Partners in Excellence

JUNE 5, 2018

All of us revel in stories of the deal where we took dramatic actions and ultimately won–hopefully not by discounting. We get an Adrenalin rush in talking about this things that we did to pull the opportunity from the ashes and into the victory column.

Revelation 72

Revelation Discount Sales System 72

Pipeliner

MAY 21, 2020

If this is done correctly, this data can help your company determine which products and services to sell, how to position those offerings with customers, and where and how you need to direct your marketing and other key company resources. Finally, you must hire sales teams that appreciate and revel in data collection and management.

Data 98

Data Hiring Revelation System 98

eGrabber

MAY 12, 2021

But, one of the biggest revelations is that decision makers respond instantly on their business emails than personal emails. You can give the email addresses of your sales & marketing people. They can get the list and start their marketing campaigns. They do not check LinkedIn messages at all.

Decision Maker 93

Decision Maker Channels Revelation Lead Generation 93

Babette Ten Haken

SEPTEMBER 12, 2018

Those accomplishments, honors, certifications, academic degrees in which we revel. Or, the biz card or professional profile on LinkedIn is full of marketing and sales spiel and lingo which appears light-hearted and almost self-deprecating, with pseudo-titles created for what they do. The awards we collect.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. It’s the end of the quarter, we’ve hit our numbers. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more?

Forecasting 124

Forecasting Revelation Incentives Incentive 124

The Pipeline

JULY 25, 2016

I enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience. Many of the things they turn to are superficial and temporary in nature, not leading to any long term and substantial change in the way their teams approach the market and sell.

B2B 120

B2B Revelation Quota Remedy 120

Corporate Visions

JUNE 19, 2019

Written in 2009, Moore’s provocative methodology was a startling revelation for many companies who were desperately trying to understand how to salvage their business during the “Great Recession.” Unfortunately, most Marketing and Sales teams take a one-size-fits-all approach to every encounter. Work closely with Customer Success.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85