Steven Rosen

APRIL 6, 2020

However, we all shared the same goal to come out of this crisis better, stronger and be more liked and respected by our clients. This group shared over 80 tips/ideas (47 in this post) on what they are doing to navigate through this crisis. Sales Leaders Share: How we’re keeping our team productive: How do you manage anxiety?

Face-to-face 359

Face-to-face Motivation Groups Training 359

Sales 2.0

MAY 1, 2023

Here’s a summary of our conversation and below this summary is the full transcript of our interview. He says, “what if [my account coverage was] based on my personal relationship map or my own experience in terms of the industries, or where I have done deals and I have worked with customers?” This interview is with Scott Ingram.

Scale 221

Scale Top of Funnel Territories Sales 221

Shari Levitin

APRIL 21, 2022

When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust.

Face-to-face 133

Face-to-face How To Decision Maker Conference 133

Partners in Excellence

JUNE 23, 2020

Whether it’s prospecting or working a deal, we diminish our impact and results because we aren’t doing our homework and preparing ourselves and our customers/prospects to accomplish our shared goals. It starts with our prospecting and establishing new relationships.

Ideal Customer Profile 113

Ideal Customer Profile Prospecting LinkedIn Meeting 113

Partners in Excellence

MARCH 22, 2024

We are always trying to get others to buy into our ideas or strategies, to do things that are important to achieving our goals, to change and move forward. Two sentences that are so important, “It is imperative to gain as much insight from the customer and always ask the questions if you don’t know the answers.

Film 73

Film Advertising Advertising Media 73

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They’ve done their homework, they are now in the final phases, they are considering alternative solutions. Imagine engaging the customer much earlier.

Buying Cycle 117

Buying Cycle Up-Sell Opportunity Google 117

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. Some of the time is we are overburdened, we need to find a more efficient way of doing things.

Discount 119

Discount Pipeline Opportunity Tools 119

Adaptive Business Services

MARCH 27, 2024

That is my focus and it is why I do not represent other CRM’s. If they insist on doing this without my help … I’m cool with that, but I’m also not responsible for the results (good or bad). If they insist on doing this without my help … I’m cool with that, but I’m also not responsible for the results (good or bad).

CRM 71

CRM Enterprise Enterprise Google 71

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. ” These are sent despite the fact the product is probably irrelevant to our priorities.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Zoominfo

MAY 21, 2020

But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Even our customers—armed with direct-dial phone numbers—can struggle to connect.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

JUNE 20, 2019

Today, the world of sales is once again shifting under our feet. We want to be in control, want to choose what we evaluate, and want to be able to confidently predict what our experience will be like using a product or service. When we position our products or services as “perfect,” we create more homework for buyers.

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Partners in Excellence

JULY 8, 2020

Our emails, phones, texts, social channels overflow with poorly designed and abysmally executed prospecting. The only explanation for poorly targeted, irrelevant prospecting is that organizations simply don’t care or are too lazy to do their jobs. Customers are interested in relevant content, insights.

Ideal Customer Profile 103

Ideal Customer Profile Prospecting Channels Segment 103

Partners in Excellence

SEPTEMBER 13, 2021

In our last discussion, he said, “Things have changed completely, I’m now having the right conversations with my prospects!” ” It’s a common challenge, we struggle to get our customers to respond, we struggle to engage, we don’t make the progress we hope for.

Conversion 99

Conversion Ideal Customer Profile Channels Customer 99

Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. And doing it well, at scale, is a skill that separates the best sales reps from the rest. Let’s see how.

Cold Calling 130

Cold Calling Scale Lead Rank Lead Scoring 130

Zoominfo

AUGUST 11, 2020

Maybe you make a to-do list of chores for the day or map out specific tasks in order to complete a project? Ideal client profiles are crucial for any account based marketing (ABM) strategy, and are important for understanding your customers better. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Sales and Marketing Management

OCTOBER 26, 2018

But if you’re not doing as much as you can to create a customer-first culture -- one where you are passionate about your product and your customer’s needs -- you’re missing a valuable opportunity to not only set your customers up for the most success but also to ensure that they stay with you for life. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Partners in Excellence

OCTOBER 30, 2020

It’s customers prospecting–looking for solutions to their problems. ” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution? Why don’t they do their homework? They look at what their competitors are doing.

Outsourcing Services 106

Outsourcing Services Prospecting Customer Harvest 106

Zoominfo

OCTOBER 8, 2020

“Ask not what your customer can do for you, but what you can do for your customers.” — Me, and probably a lot of other successful sales leaders. Gone are the days of cold calling without doing your research. Just like they’ve done their homework on you and your product, you have to do yours on them.

Prospecting 173

Prospecting Cold Calling B2B Education 173

Partners in Excellence

SEPTEMBER 28, 2021

In the “good old days,” perhaps 10+ years ago, salespeople were the primary source of information about potential solutions for their customers. Customers and prospects sought sales people to learn about new solutions, trends in the markets, what other similar companies were doing. What should they ignore?

Social Media 116

Social Media Channels Conference Trends 116

Partners in Excellence

JUNE 27, 2023

Not quite the poster child for our daily affirmations wall, is it? Not your customers, not your team, and especially not each of us. Or, “Everyone else is doing the same thing.” Think of all the legendary innovators who’ve failed and stumbled before doing something that changes the world.

Scale 82

Scale Churn Campaigns Course 82

Partners in Excellence

AUGUST 18, 2021

We had actually arranged a conversation, the company had something that interested me–software for our business. They weren’t really relevant, I had actually done my homework and I had questions on several specific issues. He didn’t know what to do. I still have the problem and want to do something about it.

Call-back 129

Call-back Compensation Customer Software 129

Partners in Excellence

APRIL 20, 2021

They put the onus on me to figure out if I can get value, whether it’s worth my time to respond or do something. I’m interested in someone that brings me new ideas, that helps me think about my customers/markets/business differently. There is no excuse for not doing your homework! Are you staying busy?”

Ideal Customer Profile 121

Ideal Customer Profile Social Media Hiring Face-to-face 121

Partners in Excellence

JULY 9, 2020

I am looking for some software tools to help our team. After listening to about 4 suppliers, I’m about to give up, it’s probably easier, cheaper to do nothing. As I reflect on our conversations: We’ve talked about our needs, what we are looking for, and what we hope to achieve.

Discount 141

Discount Vendor Software Software 141

Smooth Sale

JULY 21, 2023

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Do You Proceed Cautiously? On the other side of the coin is the hard fact that we may be left behind if we do not do our best to understand and embrace new trends, technology, and concepts in their early stages, and prompts today’s question, Do you proceed cautiously?

Hiring 78

Hiring Trends Face-to-face Networking 78

Partners in Excellence

JULY 11, 2022

” That’s not a mispelling, look at my email, but they still haven’t done their homework. .” ” That’s not a mispelling, look at my email, but they still haven’t done their homework. But if you look at my profile or our company website, we have nothing to do with DevOps software solutions.

Ideal Customer Profile 69

Ideal Customer Profile Licensing Cancellation Up-Sell 69

criteria for success

OCTOBER 28, 2020

Do you know the best stages of the interview process to hire rock-star salespeople? The following are three stages of the interview process we outline in our comprehensive eBook, The Ultimate Guide to Hiring for Sales Managers. . Focus on “how” and “why” questions, such as: How do you… go about prospecting for a new business?

Hiring 98

Hiring eBook Negotiation Commission 98

Partners in Excellence

OCTOBER 20, 2020

If we aren’t differentiated from the alternatives, how does the customer choose? Years ago, the primary differentiator seemed to be our products/solutions. We sought to demonstrate the superiority of our offers by the capabilities we offered in our solutions. Sales people who help customers learn new things.

Face-to-face 131

Face-to-face Competition Exact Proposal 131

Product Management University

JANUARY 10, 2024

The difference is demos are a two-way dialogue with buyers whereas product positioning in a pure marketing sense is typically a one-way monologue where potential customers are reading, viewing or listening to something you’ve published. When I was doing demos for healthcare providers, buyers were totally engaged. It was an aha moment.

Positioning 59

Positioning Demand Generation Targets Demand Generation Banking 59

DiscoverOrg Sales

NOVEMBER 27, 2018

But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Even our customers – armed with direct-dial phone numbers – can struggle connecting.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Emissary

SEPTEMBER 27, 2021

But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block. These days, customer success motions benefit from better, and more plentiful, data, from more sophisticated customer success platforms and from past lessons learned. And they were difficult to pull off.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Zoominfo

JULY 3, 2020

Think about it — have you ever made a major purchase without doing some research first? So how do you narrow it down? What is Firmographic Data and How Do You Use It? Location :Ask yourself where your customers are doing business, where they’re headquartered, and whether or not they have more than one location.

Data 195

Data Account Based Marketing Demographics Campaigns 195

Partners in Excellence

JUNE 8, 2021

It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. Customers didn’t have the web back then, search was a foreign concept.

Face-to-face 125

Face-to-face Education Trade Show Channels 125

Babette Ten Haken

OCTOBER 15, 2018

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. So, why do we continue to believe them? First of all, we are flattered that these customers contacted us. We give them the benefit of our having absolutely no doubt about what they tell us.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Zoominfo

JUNE 4, 2019

Specifically, take a look at their social media accounts like LinkedIn – do you happen to have any mutual connections? If your connection is a happy customer, they’ll more than likely be happy to do you the service and your prospect will be primed to hear your pitch. 2. Do your homework.

Case Study 244

Case Study Referrals B2B Social Media 244

Sales and Marketing Management

OCTOBER 17, 2018

Not doing it only proves that you were too lazy to do the homework. We can’t do that. If an important client is asking you to improvise, you shouldn’t break the law, but you shouldn’t tell him “We can’t do that” either. You can do everything – you only need to find the right tactic. Why do we say that?

ROI 239

ROI Decision Maker Face-to-face B2B 239

Partners in Excellence

APRIL 20, 2022

In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.

Customer 82

Customer Software Software Groups 82

Sales Hacker

JANUARY 22, 2021

In-person training is hard enough, but now that we’re doing everything virtually, we have to deal with team members working on their second screen or giggling while messaging their team members through slack. Do you know how many touch-points you have on average on your leads?”. Or saw nothing but people looking down at their phones?

Training 122

Training How To Exercises Call-back 122