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. Related Posts: Skating To Where The Puck Was! ” I anticipate we will see, “Lights, Cameras, and Decreasing Action!”

Revelation 85

Revelation Face-to-face Social Media Selling Skills 85

Partners in Excellence

JULY 2, 2019

By ignoring our failures, reveling only on our success, we miss opportunity. Related Posts: What's Your Focus? Our, our competitors, and our customer’s worlds are constantly changing. By limiting ourselves to what has always worked, we, increasingly limit our ability to succeed. Things always change!

Revelation 95

Revelation Relationals Opportunity Positioning 95

Partners in Excellence

OCTOBER 10, 2022

” Others revel in the fact that customers want to minimize seller engagement, preferring digital buying. Related, as customers, increasingly prefer rep-free buying experiences, why don’t we look at, “What are the selling interventions that create real value?” Related Posts: Do Your Sellers Have A Future?

Revelation 62

Revelation Face-to-face Retention Field Sales 62

Bernadette McClelland

JANUARY 3, 2017

My friend and storytelling expert, Yamini Naidu, relates a task she was asked to do by her teacher whilst at school. This is an area that salespeople revel in. The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. Here are his three and my fourth: LOGOS.

Revelation 247

Revelation How To Sales Leadership Conversion 247

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? Related Posts: The Future Of Sales Is Virtual.

Face-to-face 159

Face-to-face Revelation Channels Exercises 159

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. Related Posts: Prospecting Malpractice!

Revelation 79

Revelation Customer Channels Discount 79

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.” Related Posts: 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

Partners in Excellence

JANUARY 24, 2023

While many are reveling in ChatGPT’s ability to paper the world with endless amounts of drivel, I mean content, I find it not that useful. I’ve been writing a lot of posts about my experiences with ChatGPT. It takes time to learn, it takes time to figure out how to refine a series of queries, prompts to explore issues.

Revelation 68

Revelation Face-to-face Knowledge Base Examples 68

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.” Related Posts: Virtual Selling Is Not The Future Of Sales!

Revelation 107

Revelation Channels Maximizer Social Selling 107

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. Related Posts: Sales Role Specialization Selling IS A Service The Problem With Efficiency Optimizing Part Of The Selling Function,… Buying Is About People, Why Isn't Selling?

Revelation 108

Revelation Margin Discount Retention 108

Partners in Excellence

NOVEMBER 11, 2018

” Some marketing and sales enablement people are reveling in the new content challenge, thinking, they have to provide content and related support for every one of these points in the buyer journey. ” Too often, the thinking is, “We have to meet the customer where they are at!”

Revelation 89

Revelation Customer Buyer Relationals 89

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. Related Posts: "The Right Commission Plan Will Fix Everything." Your goal is to pay out 100% of OTE for everyone. This means they are hitting their revenue goals!

Revelation 68

Revelation Incentives Incentive Knowledge Base 68

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. Related Posts: Your Forecast Is Not About The Numbers! 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!

Forecasting 123

Forecasting Revelation Incentives Incentive 123

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?” And then there is the retention, growth, and related opportunities for our current customers. I’m constantly amazed as I look at performance of organizations. We are underperforming the potential.

Opportunity 110

Opportunity Scale Revelation Quota 110

Partners in Excellence

MARCH 30, 2022

They revel in their accomplishment. Related Posts: The Joy Of Selling Are Sales People "Coin Operated? 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.

Hiring 98

Hiring Revelation Compensation Up-Sell 98

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. Related Posts: Ending Sales Heroics Stop Heroic Sales Efforts! 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. No Grin-F#!?ing

Revelation 72

Revelation Discount Sales System 72

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. Related Posts: In Praise Of Boring Sales Organizations What Is The Most Important Problem To Solve Now? 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.

Revelation 70

Revelation Hiring Maximizer Strategy 70

Partners in Excellence

DECEMBER 19, 2022

I’ve already seen how some of these students, after graduating, are becoming the top performers in companies, and influencing the programs and strategies of those companies (talk to Howard, he will revel you with great stories.). Related Posts: Making It Safe To Fail? Thanks for joining me is investing in this bright future.

Revelation 62

Revelation Up-Sell Education Conversion 62

Partners in Excellence

DECEMBER 9, 2021

Betsy’s revelation was one of the most important pieces of feedback I’ve received in my career. Related Posts: Great Coaches Don't Give Answers High Performance Sales Driven By High Performance… Settling For Non-Performance Outsourcing "Coaching" Sales Managers Need Coaching And Development Too! Thanks Betsy!

Outsourcing Services 97

Outsourcing Services Revelation Coaching Channels 97

Partners in Excellence

DECEMBER 1, 2021

I get why sales people revel in this. Related Posts: The Future Of Sales Is Virtual. I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. It leaves all the heavy lifting of “buying” to the customer.

Revelation 118

Revelation Hiring Incentives Incentive 118

Partners in Excellence

NOVEMBER 25, 2021

I get why sales people revel in this. Related Posts: The Future Of Sales Is Virtual. I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. It leaves all the heavy lifting of “buying” to the customer.

Revelation 114

Revelation Hiring Lead Rank Lead Scoring 114

Pipeliner

MAY 21, 2020

Descriptions can include data attributes, fields, or other properties such as data type, length, valid values, default values, relations with other data fields, business definition, transformation rules business rules, constraints, etc.—anything Finally, you must hire sales teams that appreciate and revel in data collection and management.

Data 98

Data Hiring Revelation System 98

Babette Ten Haken

SEPTEMBER 12, 2018

Those accomplishments, honors, certifications, academic degrees in which we revel. In their training to be empathetic and relational, often these sales people push the personal connection envelope and downplay their own intelligence. Are we a bit too devoted to and obsessed by our professional labels? The awards we collect.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Smooth Sale

FEBRUARY 15, 2023

The two people were amazed upon hearing my revelation as they had never told anyone else about their life-altering moments. She, too, feels she is now living her life purpose alongside those related to the patients, and they are grateful for the effort. Create related products and services to enhance the help already in existence.

Hiring 78

Hiring Revelation Intent Networking 78

Anthony Cole Training

SEPTEMBER 4, 2013

I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. Honestly, I have to say I''m confused by this.

Hiring 204

Hiring Prospecting Cold Calling Revelation 204

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. Related Posts: Your Forecast Is Not About The Numbers! 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! What were we doing wrong?

Forecasting 68

Forecasting Revelation Incentives Incentive 68

Partners in Excellence

JANUARY 16, 2018

In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” Related Posts: Sales Isn’t Dying, We’re Killing It Ourselves! ” Prospects and customers relied on sales people to educate them on products and solutions.

Revelation 56

Revelation Education Competition Opportunity 56

Hubspot Sales

FEBRUARY 11, 2020

One of those potentially confusing metrics is known as sales revenue, and I’ve compiled information to offer you some insight into what it is, how to calculate it, how it relates to other income figures, and why it’s important to understand it. There are two variations of sales revenue: gross and net.

Revenue 91

Revenue Revelation Margin How To 91

Partners in Excellence

APRIL 18, 2014

Being an entrepreneur gives one a great source of freedom, great accountability (which great entrepreneurs revel in), and responsibility. Related Posts: Sales Specialists And The Account Manager, Why Is There… Who Is Your Customer? You’re Making The Number, But Are You Achieving Your… No related posts.

Territories 95

Territories Revelation Penetration Maximizer 95

Partners in Excellence

OCTOBER 14, 2018

Yet most executives I speak with are doing nothing to address this, they are reveling in the current success, doing little to prepare for the downturn they agree will happen. The time to change is when things are going well, yet too often, we wait until we are fighting for survival. What Are The Biggest Challenges Facing Sales…

Revelation 89

Revelation Face-to-face Competition Conference 89

Partners in Excellence

JANUARY 16, 2020

We revel in their success, we copy and emulate what they do. Related Posts: Should Marketing Be Measured On Revenue? What they also don’t acknowledge is the 100’s to 1000’s of companies thinking they were developing the next hot product, but never gained traction. Let’s dive in a little more deeply.

Lead Rank 83

Lead Rank Revelation Segment Case Study 83

Partners in Excellence

APRIL 6, 2015

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. Related Posts: All Revenue Is Not Created Equal! No related posts. We’ve each seen Heroic Sales Efforts.

Revelation 48

Revelation Margin Maximizer Competition 48

Mereo

JANUARY 4, 2023

Questions pave the way for insights, revelations and relationship-building. As the salesperson is garnering a more comprehensive view of the situation and related implications, the buyer(s) is also navigating the “valley of despair” where the buyer(s) gains a realistic perspective about the severity of the issue.

Revelation 36

Revelation Lead Qualification Buyer eBook 36

Smooth Sale

SEPTEMBER 13, 2022

The questions sometimes lead to revelations that might otherwise never come to mind. Related Blog Stories: Stress-Busting Tips: Before, During, And After Work For You. . ‘Why’ and ‘How’ are excellent starters for questions and more in-depth conversations. Helped many to secure the job they desired.

Hiring 78

Hiring Revelation Scale Networking 78

Smooth Sale

MARCH 25, 2022

Upon being asked to select a topic related to her YouTube Channel, ‘ Attract Your Tribe Affirmations’ caught my attention. Another outstanding example of qualifying and matching our connections brings about revelation beyond what we know. Related Blog Stories: Do You Qualify Connections Methodically?

Hiring 78

Hiring Lead Rank Revelation Sales Qualified Lead 78

Fill the Funnel

APRIL 28, 2014

One of the most surprising revelations to me was the quality of the video and audio from one of the participants from an Android smartphone. Related Stories Social Selling Isn’t All About Selling 7 Ways to Re-purpose Your Most Effective Customer Messages. The screen sharing worked flawlessly each time. I hope you find it useful.

Skype 116

Skype Tools Revelation Conference 116

Partners in Excellence

JUNE 18, 2013

This morning I was having a conversation with a sales person in a healthcare related company. So crass as it seems, revel in your customers’ misery and pain. Related Posts: If You Are Learning Your Customers’ Needs, You Are Too… Opportunity Solving What’s The Diagnosis? Without this, you have nothing to sell.

Customer 95

Customer Revelation Face-to-face Engineering 95