Partners in Excellence

MARCH 2, 2023

I wish I were smart enough to be the originator of this term, “Coaching is a language…” All credit goes to Aaron Evans for this term. Coaching is not something we do, it’s not a meeting we schedule with the people we are responsible for. High impact coaching permeates every conversation we have.

Coaching 62

Coaching Forecasting Conversion Meeting 62

Bernadette McClelland

OCTOBER 3, 2019

OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! and this dropped to 42% for family run businesses). Now before you roll your eyes, hang in here for a bit.

Account 301

Account Sports SalesForce Conference 301

Grant Cardone

DECEMBER 25, 2020

…so we created Launch 2021 a 10X Coaching Program to help you kick off the new year with a BANG ! This NEW and EXCITING coaching program, Launch 2021, will help you lift off on day one so you can reach the heights of success that you deserve and POWERFUL growth that you want. Yes you can! What do I mean by that?…

Coaching 137

Coaching Engineering Training 137

Highspot

JANUARY 17, 2023

There are a number of ways to create structure for yourself and here are a few that I think can be powerful. First, identify three things you’re saying yes to and three things you’re saying no to, to make your goal a reality. But did you know that according to Inc. , Here are some tips for setting yourself up for success.

Motivation 122

Motivation Construction Account Examples 122

Partners in Excellence

MAY 19, 2021

Too often, we get coaching wrong–if we do coaching at all. Too many managers think of coaching as something we do to someone. ” This type of coaching is a waste of everyone’s time. The coachee doesn’t learn anything, and probably resents the coaching. Let me dissect this.

Coaching 96

Coaching Objections Account Opportunity 96

Partners in Excellence

FEBRUARY 17, 2021

” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. And sometimes, even managers look at these things and provide some coaching. I don’t think we use them enough. There are a lot of tools that offer alternatives to role plays. But I get embarrassed.

Coaching 105

Coaching Fashion Sports Training 105

Selling Essentials RapidLearning Center

DECEMBER 21, 2023

You’ve no doubt heard that one-on-one coaching is a great way to sharpen your people’s skills and boost their performance. And yes, coaching is a powerful technique for imparting information and driving home lessons. The magic of group learning? Those in Group One were told they were working alone.

Influencer 52

Influencer Tools Groups Lead Rank 52

Sales and Marketing Management

MARCH 30, 2020

Best practice is to use the deadline to create a timeline – this is one of the simplest and most powerful tips (if shared with the other party) to guard against those stagnant deals we have all been through and wish to avoid. Are they preparing enough? An efficient process solves both of these issues. Think P.A.I.D. What are theirs?

Negotiation 279

Negotiation Margin Proposal Maximizer 279

Steven Rosen

JANUARY 14, 2014

My promise to you is by investing an hour of your time to build your annual coaching plan you will significantly elevate the performance of your entire sales team. To help you create your plan, click here to download a copy of my FREE STAR Focused Coaching Planner spreadsheet. Coaching Days. Allocation by Sales Rep.

Sales Management 316

Sales Management Hiring Coaching Sales Coaching 316

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. hire a presentation skills coach. subscribe to Selling Power or Sales & Marketing Management. hire a sales activity coach. hire an image coach. learn 20 new power phrases. say “yes, and” rather than “no, but” – in the spirit of improv.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Bernadette McClelland

MARCH 11, 2018

No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? And what’s not just a part of life, but a huge part of business? CEX is…? and CEX are EGs of acronyms! Where it started. What came next… Enter stage right….

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Anthony Cole Training

AUGUST 25, 2017

Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls. But I digress. What kind of sales story could you tell?

Transportation 126

Transportation Call-back Sales Coaching Up-Sell 126

Alice Heiman

SEPTEMBER 9, 2020

Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal . Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal . More books! I hope they read a few. I’d love to hear their thoughts on the books if they did! .

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

Bernadette McClelland

FEBRUARY 18, 2018

In 2001 I left my sales role at Xerox Australia and decided to go out on my own as a speaker – because back then coaching was only for sports professionals and not yet viewed as a method of peak performance for sales professionals. If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Sales Hacker

SEPTEMBER 29, 2021

powered by Sounder. We had a fantastic and candid conversation with Anna Baird , CRO at Outreach (and, yes, our boss), about owning failures and adapting to permanent remote work life. Why you need an executive coach to remind you to nourish your soul. The right attitude toward failure and risk. Outreach’s RISE Program.

Survey 80

Survey Study Revenue Coaching 80

Partners in Excellence

SEPTEMBER 21, 2023

They are the core of great coaching conversations. Collaborative conversations are at the core of about everything we achieve in business. They are the foundation of high impact conversations with our customers. We, me included, tend to be very glib about these. In reality, we are pretty bad. In reality, we are pretty bad.

Conversion 81

Conversion Construction Intent Follow-up 81

Hubspot Sales

AUGUST 30, 2023

11 AI Predictions in Sales for The Next Year Forrester predicts that AI-powered platforms will grow to $37 million by 2025. Retailers have already been harnessing the power of face recognition with tools like FaceMe to detect age, gender, facial expression, and head orientation. But what changes will it bring to the sales industry?

Lead Rank 88

Lead Rank Data Top of Funnel Cost per Lead 88

Bernadette McClelland

MARCH 4, 2018

Bad coaching. I read an article the other day, well it wasn’t an article, it was a bit of banter on LinkedIn, and a question was posed as to why only 20% of salespeople make quota. And seriously, the answers that came back and who they came back from, caused me some concern. 2. Because they were from salespeople. Not enough resources.

Meeting 191

Meeting Hiring Quota Coaching 191

Anne Miller

JUNE 11, 2020

the word “curious,” people were far more likely to say, “Yes,” and invite him in than when he said “interested.” Get Convenient, On-line Sales & Presentation Coaching to Close Business Faster! Anne is a great resource and talented coach. What he discovered was that when he used. ’ It is. Talk about pricing?

Social Media 131

Social Media Negotiation Coaching Energy 131

Chorus.ai

AUGUST 6, 2020

Jim Benton was joined by Shianne Sampson , VP of Sales & Customer Experience at PetDesk for this week’s Weekly Briefing to discuss the data behind sales coaching in this new normal. How Sales Teams are Coaching Today Jim and Shianne share a common perspective on coaching: It has to be consistent, regardless of the new world we face.

Coaching 118

Coaching Sales Coaching Data Hiring 118

Hubspot Sales

OCTOBER 19, 2020

While yes, the ability to secure and win new business is important for every company’s bottom line, successful salespeople need to be well-rounded professionals with business acumen and relationship-building skills. Having talented sales reps is often a result of investing in effective sales coaching. Collaborative. Results-oriented.

Sales Coaching 130

Sales Coaching Coaching Construction How To 130

Pipeliner

JULY 29, 2023

In this article, we will explore the transformative power of AI in empowering sales teams to excel in customer acquisition, lead generation, and customer relationship management. AI-powered predictive analytics leverages historical sales data, market trends, and external factors to provide more reliable sales forecasts.

Scale 52

Scale Lead Rank Lead Scoring Sales Forecasts 52

The Sales Hunter

APRIL 6, 2018

Yes, you can say I’m weird, but the long flight is time to think. What’s powerful is when I look at what I come up with on the long flights and what I come up with during a normal “hectic” week, it’s amazing what I discover. Well, you’re half right. Here’s what I’ve found.

Airlines 105

Airlines Coaching Motivation Strategy 105

Julie Hanson

JANUARY 15, 2024

Yes, it’s important not to talk too much, fidget or overload your slides. To truly leverage the power of video, it’s important to make yourself as visible as possible to your audience for as long as possible. Every time I read an article about virtual presentation mistakes, I roll my eyes. And they’re hiding in plain sight!

Face-to-face 77

Face-to-face Energy SAP Video 77

No More Cold Calling

JUNE 19, 2014

Are you tired of talking to people without any decision-making power? Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead. Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Go for No!

OCTOBER 20, 2022

Perhaps it’s the universe or a higher power guiding you. Perhaps it’s the universe or a higher power guiding you. What if they say yes??”. At a commencement speech delivered in 2014, actor Jim Carrey said, “So many of us choose our path out of fear disguised as practicality.”. Our brains are designed to help us survive.

Commence 71

Commence Course Coaching Examples 71

Highspot

JANUARY 3, 2024

Sales closing is persuading a potential customer to say ‘yes’ to your offer. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. It’s a setback that makes you reassess your approach and wonder – what went wrong? How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

The Sales Hunter

APRIL 4, 2018

Yes, I said that correctly. A coach can help you excel in your sales career! A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in?

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

SBI

APRIL 6, 2021

It began more as sales coaching than training. Sales Training: Why You May be Struggling to Deliver. By John Moore, The Collaborator. Are you struggling to deliver training that leads to positive, measurable outcomes? You are not alone. Most training fails to deliver long-term impact. As long ago as the 1870s, there was formal sales training.”

Training 122

Training Top of Funnel Lead Rank Call-back 122

Anne Miller

JANUARY 26, 2022

Two people I recently coached from two different start-ups made the same error in their PowerPoint presentations, so, if you show PPTs in your online client meetings or webinars, I thought I would share this tip with you. . If yes, great; read no further. Stress-Test Your Presentation Persuasion Power. Click OK to save.

Meeting 62

Meeting Webinar Metrics Follow-up Coaching 62

Gong.io

AUGUST 24, 2021

It’s brief, yes. This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. .

Follow-up 164

Follow-up Call-back Real Estate Meeting 164

Increase Sales

MARCH 18, 2013

Many sales training coaching programs are based upon sales research. They fail to recognize the power of observation and how by using one’s eyes and ears increase sales may happen. Sales Training Coaching Tip: Active listening is observing how people communicate. Share on Facebook.

Research 138

Research Coaching Webinar Metrics Facebook 138

The Sales Hunter

MARCH 18, 2014

Yes, I do a bracket each year, and yes, I watch way too many games (well, that’s what my wife would have you believe). Powerful lesson for business and life. To me this is a great time of year. Tournament time for college basketball! First, it’s the closing out of the season. What matters is what we believe.

Motivation 230

Motivation Face-to-face Selling Skills Conference 230

Hubspot Sales

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. It’s no longer just about acquiring information, but knowing how to act on intelligence.

Hubspot 77

Hubspot Scale Inbound Sales Qualified Lead 77

SalesLoft

APRIL 6, 2020

In this blog post we’ll discuss how customers are using SalesLoft to facilitate remote activities that inspire healthy competition and maintain team rapport: Hosting remote power hours. Host Remote Power Hours. Traditionally, SDRs use power hours to focus on setting meetings. Schedule your power hour. We have too.

Competition 95

Competition How To Energy Cancellation 95

Sales Hacker

OCTOBER 28, 2022

Drawing from Anna Lembke’s bestselling Dopamine Nation , coach Ian Koniak took a quick spin through neuroscience — specifically why it’s hard to do things like planning and QBRs (and it’s not your fault). I recently had the genuine pleasure of attending Scott Ingram’s 2022 Sales Success Summit. Is every sales event so provocative and fun?).

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

No More Cold Calling

JULY 31, 2012

My brilliant colleague, Jonathan Farrington, chimes in on the power of referral selling. Read on: “Is referral selling all it’s cracked up to be? ” This is a question I have been asked on numerous occasions, and the answer is always the same: In a word, “ Yes. ” In five words, “ Yes, of course it is !”. Sound obvious?

Referrals 209

Referrals Cold Calling Sales Qualified Lead Government 209