Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. We fail to recognize the humanity of selling and the importance of connecting with people in meaningful ways.

Sports 108

Sports Territories Maximizer Industry 108

Marc Wayshak

APRIL 3, 2024

View them as a sparring partner; someone who’s actively engaged in the sales process, maneuvering—and reacting—while you learn and adapt. Likewise, successful sales professionals navigate conversations by aligning with the prospect’s energy and subtly steering them towards a desired outcome. Understand the likely outcomes.

Closing 108

Closing Energy Intent eBook 108

Steven Rosen

JANUARY 28, 2024

She emphasizes the need for teamwork in selling and highlights the critical role of trust in B2B sales. This article will explore the importance of collaboration in sales and how it can lead to better outcomes for all parties involved. She explores the challenges of building effective collaboration within sales teams.

Video 156

Video Sports Decision Maker Quota 156

Nutshell

FEBRUARY 6, 2024

Just focusing on the desired outcome—a new sale—won’t get you there. That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results. Table of Contents What is next action-based selling? So many factors go into a successful won deal.

Top of Funnel 62

Top of Funnel How To Lead Rank Sales Qualified Lead 62

Partners in Excellence

JUNE 6, 2023

Productivity (and when you look at some of the economic definitions of productivity, you see this) is really not about output, it’s about outcomes. Productivity (and when you look at some of the economic definitions of productivity, you see this) is really not about output, it’s about outcomes.

Call-back 85

Call-back Maximizer Relationals Influencer 85

Allego

APRIL 11, 2023

Are your sales reps retaining what they learn and applying it in selling situations? Drawing correlations between specific learning and enablement activities, content, and business outcomes is critical to getting out ahead of sales performance problems before they impact business results. Well, not quite. How effective is it?

Data 114

Data Training Lead Rank Lead Scoring 114

Janek Performance Group

APRIL 17, 2024

85% percent focus on outbound activities. In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. One such strategy involves the use of Business Development Representatives (BDRs). Our recent webinar Turbocharging Business Development Strategies noted the importance of BDRs.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Sales Gravy

OCTOBER 6, 2022

On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource.

Exact 91

Exact Pipeline Resources Closing 91

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. Here we want to segment along lines of what specific factors contributed to the outcome. On the surface, the predictions may have been wrong, more sellers than ever. Segmenting.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Pipeline

AUGUST 5, 2021

This involves many of the same activities over time across many prospects and/or clients. One proven way is to use analogies from different yet relatable practices. In sales the go to is often sports, and one can understand why. The stats, competitiveness, playbooks, execution, individual contribution to the team effort, and more.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

The Sales Hunter

JULY 1, 2019

Sales and prospecting is not a slimy or ugly activity like some people describe it. This can be a problem for some salespeople when they don’t really know what they’re selling. Always focus on the outcomes that you can help your customers achieve not on what you sell. I count prospecting and sales as an honor.

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

No More Cold Calling

JULY 13, 2017

Then why are so many account based selling teams given revenue targets and let loose? Sales managers can, however, measure and manage the key sales activities and behaviors that drive revenue, and then set KPIs for those activities and behaviors. Can sales managers influence the buying process? You can’t manage revenue.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Allego

FEBRUARY 8, 2024

This absence of technology support not only makes it difficult to organize coaching activities but also to demonstrate their ROI, which is crucial for securing ongoing commitment and resources for coaching initiatives. Another contributing factor is the absence of a structured coaching process within their organization.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

Sales Gravy

JULY 7, 2023

The fear of rejection has evolutionary roots, but it can be reframed to reach positive sales outcomes. Instead of automatically equating rejection with death or social isolation, we can actively reframe our thoughts. Breaking the negative thought spiral that follows rejection is crucial and should be given due importance.

Face-to-face 88

Face-to-face How To Influencer Positioning 88

The Sales Hunter

FEBRUARY 20, 2019

Throughout my many years of selling, I have been constantly gaining new insights and ideas. I don’t care what you sell or who you sell it to. Prospecting is an omni-channel activity. What and how you spend prospecting this month and this quarter will determine your outcome when closing next month and next quarter.

Prospecting 236

Prospecting Social Media Call-back Media 236

Highspot

MARCH 12, 2024

If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls. How can enablement be the hero in one organization and the constant scapegoat for another? The question only becomes more complex when you look at the data. So, why do such polarized opinions persist?

Scale 115

Scale Engineering Maximizer Lead Rank 115

Janek Performance Group

NOVEMBER 29, 2023

Remember what we were told about selling and the early bird? Remember what we were told about selling and the early bird? Physical Movement: Incorporate physical activity into your day, whether walking, stretching, or quick exercises. This article explores sales habits—the good, the bad, and the science.

Energy 77

Energy Intent Exercises Journal 77

Partners in Excellence

AUGUST 4, 2023

I’m, more frequently, involved in discussions around “time available for selling.” We may spend a lot of time, internally, configuring and making sure we can support what we are selling. As more people are involved in selling complex solutions, we spend more time coordinating and planning with them.

Up-Sell 62

Up-Sell ACT Meeting Customer 62

Alice Heiman

MARCH 7, 2023

An occasional referral is not a referral process Joanne reflects on her 25 years of referral selling experience, “When I started my company, no company had a referral system with a referral strategy, metrics, skills-building, and accountability for results. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Partners in Excellence

APRIL 9, 2024

Define and execute a selling process aligned with your customer buying process. By doing this you will drive win rates and reduce selling cycles by 30-40%. It’s trite to say we live in worlds of growing complexity. The rates of change and disruption seem to be accelerating. Workloads seem to sky rocket as do demands on our time.

Ideal Customer Profile 117

Ideal Customer Profile Face-to-face CRM Opportunity 117

Partners in Excellence

JANUARY 23, 2023

The good news/bad news, is that we have so many selling and marketing tools providing us endless amounts of data–particularly around activity. How active they are through the day. Despite our ability to measure activity, YoY results from sellers is declining. More people drive more activity.

Hiring 68

Hiring Proposal Conversion Pipeline 68

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. It can also encourage sales representatives to prioritize ethical selling practices over aggressive tactics which are often applied to meet short-term targets. Not all plans fit all salespeople.

Compensation 118

Compensation Salary Commission Margin 118

Mindtickle

AUGUST 24, 2021

Sales onboarding and ongoing enablement activities are typically one-and-done affairs for sales reps. Reps are bombarded with information about the company, industry, customers, competitors, and sales methodologies over the span of a week or so, then left to their own devices and expected to dive in and start selling. .

Maximizer 105

Maximizer Training Hiring How To 105

Allego

SEPTEMBER 2, 2021

The introduction of technology did not replace the human touch, but rather augmented and accelerated the outcomes, insights, and possibilities we could arrive at collectively. Today, we’re experiencing a similar revolution—the transformation of in-person sales to virtual selling. Adapting to a New Way of Selling.

Face-to-face 126

Face-to-face Travel Microsoft Meeting 126

Allego

OCTOBER 14, 2021

C-level executives, sales leaders, enablement teams, sales operations, and product marketers are united by a common goal: to make sure their organization’s sales enablement activities are producing real and long-term business value. Show successes by correlating learning and content with CRM outcomes. How to Reach Your Business Goals.

Sales Enablement 71

Sales Enablement ROI Hiring Collateral 71

The Digital Sales Institute

MARCH 12, 2024

Closing sales is about consistently moving customers towards a desired action or outcome. Salespeople must have a deep understanding of the products or services they are selling, including features, advantages and benefits, also known as FAB. Soft sales skills such as communication are essential to sell and close effectively.

Closing 52

Closing Objections Buyer Proposal 52

Partners in Excellence

OCTOBER 7, 2020

It will probably reflect critical stages and selling activities, enabling you to move through your process. Unless your system has been modified, it measure your progress through the selling cycle. Unless your system has been modified, it measure your progress through the selling cycle.

Customer 123

Customer Proposal Negotiation Forecasting 123

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 103

Lead Rank Lead Scoring Ideal Customer Profile Customer 103

Sales Hacker

JULY 25, 2022

Answering this question helps you break down the activities and objectives required to achieve the outcome. Nothing can be out of place, and if one piece fails to perform its function, you won’t get very far for very long. Your revenue organization works in the same way. What is a sales performance dashboard?

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Anthony Iannarino

MARCH 10, 2020

The truth is that selling requires action or “ activity ” if you prefer. All things being equal, more activity is better than little—or no—activity. But activity alone is not enough to produce success, even if one occasionally bumps into success by taking massive action. Activity Alone.

Call-back 117

Call-back B2B Follow-up Up-Sell 117

Anthony Iannarino

SEPTEMBER 18, 2020

There is never a time when salespeople should be allowed to stop selling. Selling is made up of two primary outcomes, which readers of this blog should know by heart: creating new opportunities and capturing those opportunities. My answer was very short: “Make them prospect.” Liked, But Not Well-Liked. Make Them Prospect.

Prospecting 122

Prospecting eBook Face-to-face Account 122

Partners in Excellence

AUGUST 11, 2023

This is such an important principle for all of us in selling and leadership, but somehow we seem so preoccupied with activity and busyness, we fail to take the time to reflect and learn from those. We know our customers don’t like our selling approaches. ” John Dewey, American Philosopher/Psychologist.

Coaching 91

Coaching Quota Groups Data 91

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” Adapting to a New Way of Selling. That’s true whether you are selling virtually or in person.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

Mindtickle

FEBRUARY 6, 2024

3: Most companies have less than 100% visibility into deal outcomes The exact figure varies widely by industry. For example, 36% of those in the financial services sector have 100% visibility into deal outcomes. When it’s done well, sales enablement can have a significant, measurable impact on sales outcomes.

Revenue 52

Revenue Top of Funnel Sales Enablement Funnel 52

Shari Levitin

JANUARY 27, 2021

We focus on outcomes rather than the activities that drive the outcomes. Once you decide, “I am a salesperson and these are the activities salespeople do every day``, you’ll reach new heights. Once you decide, “I am a salesperson and these are the activities salespeople do every day``, you’ll reach new heights.

Sales Goal 118

Sales Goal Top of Funnel Social Media Exercises 118

Product Management University

SEPTEMBER 10, 2023

As the customer success manager (CSM) role evolves into more of a strategic customer leadership role versus a tactical reactionary role, it’s critical to build relationships with customer executives, and in most cases, it’s not as difficult as you think. Kudos if you’re already there. Remember, executives have big bonuses tied to results.

Customer 52

Customer How To Gatekeeper Lead Rank 52

Highspot

JANUARY 29, 2024

Without it, it may lead to increased challenges and frustration in determining equitable prices and outcomes. 7 Sales Negotiation Strategies to Close More Deals Sales negotiation strategies are essential for navigating the complexities of deal-making and securing favorable outcomes. You’ll have to read on.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52