Partners in Excellence

DECEMBER 2, 2020

Whether it’s within our own organizations, with customers, partners, or suppliers, everything has come up for grabs. We have had to rethink everything we do. They all have a common theme, “The pandemic has forced us to rethink things. But I find myself in conversations with buyers and sellers that are remarkable.

Strategy 101

Strategy Sales Enablement Up-Sell Conversion 101

Sales Gravy

JUNE 30, 2023

Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. Sales technology should focus on making people better, not just faster. Synchronous conversations are making a comeback.

Face-to-face 79

Face-to-face Analytics ACT Sales Technology 79

The Pipeline

MARCH 12, 2021

Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. As has been the case through the ages (I’m old enough), sales leaders look for “solutions” to fix their problems. By Tibor Shanto.

Data 386

Data Sales Leadership Quota Sports 386

Zoominfo

MARCH 5, 2021

Most likely, you’ll do a combination of content based on your most pressing marketing needs (like filling your sales pipeline with quality leads). Most likely, it’s your sales reps. Get together with your sales team to understand your ideal customers’ attributes. That’s where your content marketing strategy comes in.

Strategy 257

Strategy Marketing Buyer Persona Sales Qualified Lead 257

Sales and Marketing Management

JULY 20, 2020

Author: Kris Belau Is there anything more quaint in sales and marketing than the door-to-door salesperson? As was common at the time, the main sales channel was an on-the-ground sales force. As was common at the time, the main sales channel was an on-the-ground sales force. It means rethinking how you engage.

Face-to-face 194

Face-to-face Channels Social Media Lead Rank 194

Sales Readiness Group

APRIL 21, 2021

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell. At the heart of these differences is size.

Enterprise 105

Enterprise Enterprise Customer Marketing 105

Partners in Excellence

JUNE 9, 2021

To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. Somehow, our engagement strategies are less and less effective. The majority of these go into “spam buckets.”

Lead Rank 138

Lead Rank Channels Customer Service Sales Qualified Lead 138

Vainu

DECEMBER 4, 2020

The pandemic has forced many sales organizations to rethink their strategies, tactics, and goals. In this article, we’re going through the essential elements you should review and always keep updated to succeed in real-time sales and marketing. Plus, consider these B2B sales trends to stay ahead of the game.

Trends 104

Trends B2B Strategy Marketing 104

Pipeliner

AUGUST 11, 2020

In this Expert Insight interview hosted by John Golden, Gayle Lantz, author, speaker, and expert in shaping and changing the corporate culture on an executive level, discusses rethinking the future of the organization. Smart organizations are devoting time to visioning. Difficult times call for the change. Two-way Communication.

Knowledge Base 91

Knowledge Base Groups Social Selling CRM 91

Pipeliner

JANUARY 1, 2021

Eric Reed is the founder and CEO of Reed5group, and host of the Rethink Marketing podcast. This Expert Insight Interview discusses: The role of the sales manager in the post-COVID world. Effective ways to get the most out of your sales team. Effective ways to get the most out of your sales team.

Positioning 97

Positioning Sales Management Video Intent 97

Partners in Excellence

JUNE 21, 2022

I mean, hasn’t revenue enablement–that is maximizing our ability to create and grow revenue, been key for our organizations forever (We might, also, consider Profit Enablement)? Somehow, it seems restructuring our organizations, giving people new titles is supposed to enable revenue. I get this.

Revenue 70

Revenue Maximizer Face-to-face Channels 70

Sales and Marketing Management

OCTOBER 15, 2020

For sales teams selling in industries where money is already tight due to the pandemic, many have become frustrated and unmotivated with the slow economic recovery and thus low budgets from prospects and clients. Let’s explore three ways that sales leaders can utilize data and analytics to stay afloat amid the crisis and keep teams motivated.

Compensation 156

Compensation Strategy Scale Commission 156

Partners in Excellence

DECEMBER 27, 2022

I can just imagine marketing and sales managers adjusting their outreach strategies—dial up the email sequences to 66 or more, buy more power diallers to ramp up the daily dials, sextuple the meaningless social outreaches. How do we rethink our digital engagement strategies? We know we have to understand our customers.

Scale 77

Scale Ideal Customer Profile Direct Mail Channels 77

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. While virtual selling has challenges, many commercial organizations are finding it works better than expected.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. Questions driven by curiosity, cause everyone involved to rethink and reimagine, to consider new possibilities. They provide a powerful means of learning and growth. But sometimes, our questions are less effective or actually weaponize our intent.

Intent 118

Intent Positioning Coaching Lead Rank 118

Sales and Marketing Management

JUNE 29, 2020

Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. This type of experiment would never happen during normal times because of the risk of derailing the sales organization. Franklin D. The questions being asked.

Face-to-face 228

Face-to-face Conference Trade Show Video 228

Sales and Marketing Management

SEPTEMBER 19, 2018

Executives must be examining every facet of their organizations’ operations to ensure they’re appropriately handling and securing mission-critical corporate information, as well as customer and employee data. 1 priority. The Risks Posed by the Proposal Process. The Burden of Security Questionnaires.

Proposal 251

Proposal Ideal Customer Profile Vendor Face-to-face 251

Partners in Excellence

JUNE 3, 2022

Curiosity helps leaders and their people rethink what they are doing, figuring out what works, how to improve, where things might be done differently. Curiosity is fundamental to innovating and improving–whether looking at our own organizations or looking at what we are doing with customers. Related Posts: Are You Curious?

Leads 85

Leads Marketing Qualified Lead Motivation Relationals 85

Force Management

OCTOBER 1, 2020

Like many aspects of this year, sales leaders are again faced with having to rethink the norm and find new ways to achieve their desired outcomes. Sales leaders are considering what makes sense for this year's SKO event, and how it can be used efficiently to align sales organizations around what’s needed for 2021.

Resources 78

Resources Face-to-face Sales 78

Partners in Excellence

FEBRUARY 10, 2021

And it forces us to rethink how we engage these customers in selling. The problem with the terms Buyers/Sellers is we focus on certain roles or people of our and our customer’s organizations. As an example, in Rethinking Sales Enablement , I presented data from Gartner research that showed how buyers are spending their time.

Buyer 117

Buyer Channels Vendor Strategy 117

Partners in Excellence

MARCH 16, 2023

The structures and organizations we put in place to execute our prospecting, customer engagement, and opportunity management strategies. The structures and organizations we put in place to execute our prospecting, customer engagement, and opportunity management strategies. All the tools we implemented to help us do these things.

Face-to-face 73

Face-to-face Strategy Opportunity Customer 73

Partners in Excellence

DECEMBER 16, 2021

There are few organizations and industries not facing massive disruption and change. And we see the impact within our organizations with greater challenges around engagement, quota attainment, customer loyalty, and growth. And everyone and every organization is facing similar challenges. We have to do something new or different.

Face-to-face 56

Face-to-face Scale Loyalty Quota 56

Partners in Excellence

MAY 5, 2021

Sales (and marketing) is a numbers game! Too many organizations are driven by the numbers and “math” of sales and marketing. The math is pretty easy, even someone in sales and marketing can do this. It seems everything we do in sales and marketing is reduced to a set of trusted math equations.

Lead Rank 77

Lead Rank Sales Cycle Call-back Sales Qualified Lead 77

Allego

NOVEMBER 30, 2022

Organizations are making cuts where necessary to combat the impending recession and unstable economy. While no industry or department is immune to economic headwinds, there’s one that consistently hires during times of high layoffs: sales. This article originally appeared in Forbes. Poor Onboarding Leads to Lower Retention.

Hiring 118

Hiring Exercises Lead Rank Case Study 118

Sales Hacker

OCTOBER 13, 2023

When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air. When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air. For example, organizations are looking at AI for transformation. Thanks for reading The GTM Newsletter!

Conference 98

Conference Demand Generation Targets Account Based Marketing Scale 98

Partners in Excellence

JUNE 28, 2020

I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. One might think these “sales people” are focused on the simplest, transactional deals.

Decision Maker 98

Decision Maker Lead Rank Lead Scoring Discount 98

Zoominfo

MARCH 6, 2021

Customer segmentation is a marketing strategy that organizes buyers into groups. Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. Sure, you want a pipeline of hot leads that sales will scramble over to close.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

Partners in Excellence

DECEMBER 11, 2020

There is one fundamental question that all sales people and managers must think about and ask every day, “What if you thought of things differently?” It may get them to rethink how they get things done, how they might grow, how they might address new opportunities. Or it gets them to challenge the status quo.

Coaching 110

Coaching Relationals Opportunity Strategy 110

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. The move to hybrid work forced sales organizations to adapt and adjust their processes for virtual selling environments.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” Managers spend time helping them become productive.

Hiring 103

Hiring Forecasting Coaching Training 103

Partners in Excellence

DECEMBER 1, 2021

.” It got me reflecting on much of what I see when working with executives and sales people. Over the past 15 plus years, in selling, the pendulum has swung very far in a direction to remove the “humanity” out of sales and selling. The good news is we see great examples from great organizations every day.

Film 118

Film Buyer Customer Service Relationals 118

Partners in Excellence

OCTOBER 4, 2023

I’m constantly amazed as I look at performance of organizations. It’s astounding to me, that while many organizations are achieving their overall growth and revenue goals, yet roughly 45% of their people are achieving their quotas! ” If we achieve our growth/revenue goals, we think we are doing well.

Opportunity 109

Opportunity Scale Revelation Quota 109

Partners in Excellence

AUGUST 12, 2020

It has forced each of us to rethink, reset, and change. Leading organizations have recognized that customer are leveraging multiple channels in their buying process and that content needs to be relevant to them and where they are in the buying process. Our customers are going through similar exercises within their own organizations.

Face-to-face 157

Face-to-face Revelation Channels Exercises 157

Pipeliner

DECEMBER 21, 2023

It’s not a one-time fix, but a continuous journey embedded in an organization’s DNA. Organizations might consider themselves sophisticated, but manual or analog processes lurk in the shadows, waiting to disrupt the flow. Kleiman, a seasoned entrepreneur, executive, investor, and author, isn’t just talking the talk.

System 52

System Industry Video Construction 52

Partners in Excellence

JUNE 15, 2020

It’s clear that sales and selling is changing, but I’m not sure we define it by a technology. The future of sales has to mirror the shifts in how customers buy, it has to help them be more effective in identifying and opportunities, problems, challenges to their ability to grow and achieve their goals.

Channels 96

Channels Skype Face-to-face Social Media 96

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard. When it comes to sales, remote work presents a unique set of issues.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Allego

FEBRUARY 27, 2020

In the past, Learning and Development has been siloed within organizations. This requires a rethinking of the traditional learning paradigm. Learning and development professionals must embrace, understand, and integrate technology into their work to stay relevant. This year’s theme, “Spark curiosity. Ignite potential.”

Hiring 119

Hiring Conference Video System 119