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. Great selling is about consistent execution of our sales process, it’s about consistently doing the things that work and not doing those things that don’t work. Is It Your Sales Process?

Revelation 72

Revelation Discount Sales System 72

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. So cue the superhero music.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Increase Sales

JUNE 8, 2012

Sales Training Coaching Tip: When you reference something you have read such as a LinkedIN profile, please take the time to read it. Years ago I read a quote in my first college level philosophy course by French novelist Alphonse Karr who wrote: “The more things change; the more they stay the same.”

Decision Maker 169

Decision Maker Ideal Customer Profile Revelation Coaching 169

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 122

Forecasting Revelation Incentives Incentive 122

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

APRIL 6, 2015

We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. You and your colleagues, often, revel in stories about the “one that didn’t get away,” for some time. The problem is, heroic sales efforts aren’t scalable! No related posts.

Revelation 48

Revelation Margin Maximizer Competition 48

Partners in Excellence

JULY 27, 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 68

Forecasting Revelation Incentives Incentive 68

eGrabber

JUNE 28, 2021

Sales prospecting is when sales and business development representatives potential buyers or targeted prospects and reach out to them through cold calls or emails. Why is sales prospecting important? Sales Representatives often find manual prospecting very troublesome and time-consuming.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. This proprietary information is only reveled when you have an internal spy.   The sales cycle is a formalized information-and-activity exchange. Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

NOVEMBER 21, 2016

Sales Automation, Marketing Automation, Financial Systems, Machine Tool, New Building] solution? ” We all want those conversations, we revel in them. They shorten our sales cycles and get us focused on what we are most comfortable with: Talking about ourselves and our products.

Customer 48

Customer Revelation Call-back Promotion 48

SBI

MAY 15, 2012

Your word, your message, your solution, and the caliber of your presentation and delivery surpass what even the best sales and marketing icons in the business could only dream of bringing to a prospect’s table. And that is okay, and certainly a vital piece of the sales process. well, the deal.

Revelation 117

Revelation How To Decision Maker Twitter 117

Partners in Excellence

OCTOBER 31, 2013

From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.” Are we chasing the right customers, are we doing the right things in our sales process?

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Hubspot Sales

OCTOBER 18, 2017

I’ve also started two successful companies, and currently serve as co-founder and CEO of AdStage , a platform that connects marketers to their data across paid search and social, web analytics, and custom business metrics. Taking over sales also gave me a renewed obsession with the business. I’m a high school and college dropout.

Lead Rank 92

Lead Rank Lead Scoring Leads Marketing Qualified Lead 92

Sales Hacker

NOVEMBER 21, 2019

Making the most of sales technology. The Need for Automation in Sales. Sales has, generally speaking, been slow to adopt AI and automation. Marketers have been much quicker to jump on the tech-adoption bandwagon. Sales and marketing have always had different ways of approaching the same problems.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

OnePageCRM

MAY 15, 2019

I found that sales managers are the most positive people in the world. They are the buzzing centre of businesses and, as one customer put it, “ You’ll love a sales person until the day you fire them. ”. This trip was a revelation. I had a chance to actually see the impact that we’re making.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

I found that sales managers are the most positive people in the world. They are the buzzing centre of businesses and, as one customer put it, “ You’ll love a sales person until the day you fire them. ”. This trip was a revelation. I had a chance to actually see the impact that we’re making.

Customer 36

Customer Revelation CRM Lead Rank 36

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. Online Marketing Materials. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. Managers will rejoice at the reduction in expense management paperwork and revel in the assurance that expenses are tracking with plan.

Collateral 115

Collateral Revelation Trends CRM 115

Klozers

JUNE 5, 2014

. 4 out of 10 Sales people struggle to sell value versus price. The most startling revelation however comes from the statistic that just under 2 out of 3 sales Compensation/Commission plans did not motivate people not to discount. Given all the information above it would be naive to think this would not be the case.

Company 46

Company Revelation Survey Report 46

Klozers

JUNE 5, 2014

. Sales Professionals getting involved in Customer Service , Operations, Finance  in fact they get involved with everything except closing deals. Lastly, sales people who refuse to follow any sales process. 2) Change  or lack of it.

Revelation 48

Revelation Survey Social Media Guarantee 48

Vengreso

JANUARY 13, 2023

Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. But with so many on the market, where do you start and how do you choose? Have no fear my sales friends, I’m hitting the easy button and compiling a collection for you.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Partners in Excellence

FEBRUARY 7, 2013

Marketing is providing rich content and relevant information for customers and prospects. Marketing becomes the primary channel to the customer for much of their buying process. Marketing becomes the primary channel to the customer for much of their buying process. We need to develop a new pipeline, a new process.

Top of Funnel 96

Top of Funnel Marketing Lead Rank Sales Qualified Lead 96

Vengreso

DECEMBER 19, 2018

Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019. But with so many on the market, where do you start and how do you choose? Which are the Sales books that will help you create more conversations and close more sales in 2019?

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Partners in Excellence

FEBRUARY 19, 2018

Yes–different product knowledge skills; Yes, perhaps market/industry/problem specific skills are necessary. Likewise, we’ve had high volume/velocity approaches to sales long before the acronym SaaS was created. These have been in a variety of industries, markets, solutions. But every complex solution requires these.

Account Based Marketing 52

Account Based Marketing Revelation Sales Methodology Inbound 52

Gong.io

SEPTEMBER 19, 2018

It’s more of a sales management book (and one of the best ones out there, in my opinion). Conversations That Win the Complex Sale. It wasn’t until I graduated from my “tour of duty” in sales and moved on to run product marketing that I read this book. Mastering the Complex Sale is for the latter group. Positioning.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111