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. We know we have to maximize the results our customers realize to retain and renew current business.

Opportunity 109

Opportunity Scale Revelation Quota 109

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. We have to develop strong, stable execution strategies, we have to help people understand how to perform and maximize their performance. Related Posts: In Praise Of Boring Sales Organizations What Is The Most Important Problem To Solve Now?

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

AUGUST 7, 2015

All sales professionals revel in doing deals. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs.

Revelation 48

Revelation Maximizer Consumer Account 48

Partners in Excellence

SEPTEMBER 19, 2013

Basically the arguments are sales people versus management. So in this post, I’ll really focus on the sales people, so managers can stop reading here–in fact you probably should. So sales people—–Get over it! We know managers often do terribly dumb and mindless things.

System 92

System CRM Revelation Territories 92

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Partners in Excellence

OCTOBER 31, 2013

Pipeline reviews and reporting are constant sources of contention between management and sales people. Most often the value of this activity is portrayed as the inverted triangle in this diagram. Managers are getting all the value! At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93