Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. They are blind to the emergence of new competitors/approaches/or solutions. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.

Face-to-face 107

Face-to-face Opportunity Education Customer 107

Understanding the Sales Force

MAY 10, 2023

It’s a very simple concept. Let’s discuss the concept of hiring salespeople when the knee-jerk reaction is to lay-off, fire or initiate a hiring freeze. Let’s discuss the concept of hiring salespeople when the knee-jerk reaction is to lay-off, fire or initiate a hiring freeze. Cost-cutting. Closing delays.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Partners in Excellence

OCTOBER 24, 2023

Recently, Martin brought up the concept, “Are you an indispensable partner?” ” My mind started going crazy with the potential of the concept of being an Indispensable Partner. We want to expand our relationships with our customers, finding new opportunities to work with them. But think about B2B buying.

Face-to-face 103

Face-to-face Retention B2B Groups 103

Tenbound

NOVEMBER 17, 2023

The new term is GTM Alignment but it’s essentially the same thing. Revenue Alignment becomes just sort of an abstract concept. And, we try to introduce the concept and the problem is, there is no leader to run the program, and nobody really wants to step up and lead it. In theory, it’s Revenue Nirvana. Why did this never work?

Revenue 105

Revenue Top of Funnel Account Based Marketing Funnel 105

Zoominfo

JUNE 30, 2019

Creativity is a difficult concept to put into words. With the rapid transition to digital-only marketing strategies, the concept of a “listening center” or a “social command center” isn’t new. But, we didn’t want to leave it at that. So if you’re ready for some inspiration, keep reading. The solution?

Examples 208

Examples B2B Marketing Inbound 208

Zoominfo

AUGUST 31, 2020

It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. These fiscally-minded approaches stem from well-known statistics that say it’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. Even those at the top are always at risk.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales Hacker

JANUARY 30, 2024

As we step into this new era, we re-evaluate what truly matters in the marketing landscape. Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts.

Lead Rank 90

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 90

Partners in Excellence

MARCH 13, 2024

We were at Endicott, New York, where most of entry sales training was conducted. The concept of working with clients, coming back to an office to “pick the brains” of experienced sellers on how best to deal with client challenges does not exist. Preface : I met John Callies in our very first sales training class for IBM.

Face-to-face 107

Face-to-face Up-Sell Revenue Training 107

Force Management

OCTOBER 8, 2020

The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. We’re supporting customers right now in implementing their strategic initiatives virtually to ensure their sales organization can execute on new revenue goals and benchmarks. Read it here.

Training 147

Training Face-to-face Coaching Exercises 147

Pipeliner

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customer 64

Customer Lead Rank Lead Scoring Pivotal 64

Allego

NOVEMBER 30, 2022

Workforce reductions have been in the news in recent months, leading to feelings of uncertainty for workers everywhere. Onboarding lays the foundation for acclimating new hires to their work environment, company culture, and responsibilities. Hybrid Work Creates New Onboarding Challenges.

Hiring 118

Hiring Exercises Lead Rank Case Study 118

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. I encourage you to read both.

Cancellation 77

Cancellation Face-to-face Inbound Opportunity 77

Sales Gravy

AUGUST 4, 2023

Learning is never wasted, and even reviewing familiar concepts can provide new perspectives. Sales training and enablement isn’t just for new hires. And you might think, “There’s nothing new here.” Sales enablement is a critical investment for companies looking to increase sales. This way of thinking is dangerous.

Sales Enablement 82

Sales Enablement Hiring Face-to-face Training 82

BuzzBoard

MARCH 30, 2024

Understanding the Concept of Augmented Reality for Local Shopping Augmented reality (AR) is no longer a futuristic concept, especially in the context of local shopping. AR connects the online and offline worlds, presenting an entirely new dimension to the shopping experience.

Retail 52

Retail Consumer How To Penetration 52

Pipeliner

FEBRUARY 16, 2024

We delved into the concept of a revenue engine and its implications for sales organizations. The Revenue Engine: A New Paradigm Julie and I started our conversation by discussing the concept of a revenue engine. John Golden is your host from Pop Online Sales Magazine and Pipeline CRM. The key to a successful revenue engine?

Engineering 64

Engineering Face-to-face Lead Rank Lead Scoring 64

BuzzBoard

APRIL 9, 2024

ABM pivots on the concept of relationship marketing, which involves creating and nurturing long-term relationships with clients. Introduction to Account-Based Marketing (ABM) for Digital Marketing Agencies Digital marketing agencies aiming to streamline their sales efforts should consider implementing account-based marketing (ABM).

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

The Center for Sales Strategy

APRIL 18, 2022

As mentioned above, it's really just cold calling in a new medium, and while your salespeople don't have to deal with slammed phones, that doesn't make it any more viable as a sales technique. If your idea of 'B2B marketing' is sending unsolicited DMs, is that really any different from cold calling?

Social Selling 117

Social Selling Sales Process Cold Calling Social Media 117

Partners in Excellence

OCTOBER 5, 2023

There are other concepts intermingled with trust and trustworthiness. We’ve created a new concept, “Deepfakes.” We know trust and trustworthiness are critical in our ability to engage prospects and customers. It’s a foundation of our ability to develop and maintain relationships.

Scale 114

Scale Ideal Customer Profile Face-to-face Construction 114

Partners in Excellence

JUNE 1, 2020

Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business.

Account 91

Account Retention Prospecting Opportunity 91

Allego

MARCH 12, 2024

Central to her philosophy is the concept of Value-Based Selling, a methodology that emphasizes understanding the unique challenges and needs of each buyer to provide tailored solutions, rather than pushing products through standardized pitches. She sat down with me recently to discuss them and how we can transform this dynamic.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

SalesFuel

MARCH 6, 2024

If the concept of multithreading is new to you, take a look at these tips for doing it well. All sellers want to hit their sales quotas but not everyone is successful. For many, it may come down to habits. Research from LinkedIn revealed that sellers who hit quota shared common habits. “We One tactic they use is multithreading.

Quota 96

Quota Hiring Networking Referrals 96

Partners in Excellence

MARCH 21, 2024

I met Mary years ago when she was Director of Programs for an educational not-for-profit in New York City. But that concept was foreign, in fact a little repulsive, to them. I’d seen Mary’s engagement and ideas in meetings, started talking to her about prospecting and finding new schools.

Education 73

Education Retail Up-Sell Sales Leadership 73

Gong.io

OCTOBER 19, 2022

We even created the concept of a Tracker: a set of keywords customers could create to track conversations and trends. I’m excited to introduce Gong Smart Trackers—the first user-trainable system that goes beyond keyword recognition to understand the context of all your customer conversations. Generation 1 Tech: Audio/Video.

Conversion 62

Conversion Scale Call-back Revenue 62

Allego

JULY 26, 2023

Many organizations traditionally turn to product marketing managers to share new content. Recruiting a successful seller to present new collateral to other sales reps increases use by 61% compared to a product specialist’s presentation. The same concept applies to motivating your sellers.

B2B 62

B2B Collateral Case Study Marketing 62

Smooth Sale

APRIL 18, 2024

It contributes to the sales concept of creating a returning and referring clientele, known as the smooth sale! In Conclusion: Starting Your Business and Enjoying Growth Reality tells us that we cannot fully comprehend everything a new business will require of us. Website A website is your online shop front for what you offer!

Insurance 83

Insurance Insurance Hiring Face-to-face 83

Janek Performance Group

MARCH 8, 2023

Acquiring new skills requires deep learning. This article explores the modern concepts of adult learning and what the most recent science says. This is not a doctorate-level course but instead a summary of learning concepts for sales managers. Here is a glimpse into the concepts, theories, and science of adult learning.

Study 62

Study Motivation Research Call-back 62

Smooth Sale

OCTOBER 9, 2023

Below, our collaborative blog offers insights into the concept, ‘Three Easy Ways To Grow Your Business On A Budget. Focus On Repeat Business Generating repeat business takes less time and effort than developing new business. Determine the proportion of time to spend on seeking new clients vs. the time grooming steady clients.

Outsourcing Services 88

Outsourcing Services Hiring Microsoft Networking 88

Smooth Sale

APRIL 11, 2024

This concept requires routine monitoring of office maintenance tasks that need attention. This concept requires routine monitoring of office maintenance tasks that need attention. It is best to create a place where the people who work there feel comfortable and are willing to spend their time on behalf of the company.

Hiring 93

Hiring Networking Influencer Media 93

Partners in Excellence

JANUARY 23, 2024

Time management has always been an important concept. We pile new initiatives on those we developed the previous quarter, and the quarter before that, and the year before that…… The result, is we are overwhelmed, overloaded, have no clear priorities. With each new initiative, identify two initiatives you are stopping.

Face-to-face 102

Face-to-face Coaching Strategy Consumer 102

Shari Levitin

OCTOBER 29, 2021

Virtual selling is the new norm, but initiating sales conversations in a virtual environment is not simply doing what you’re used to doing face to face in front of a webcam. To deliver skillful and efficient virtual sales conversations, sellers must embrace a new paradigm and let go of the old ways. That does not build trust!

Face-to-face 133

Face-to-face Decision Maker Social Media Video 133

Partners in Excellence

AUGUST 2, 2023

Much of our training fails, because we teach people the concept, perhaps they practice it a couple of times. Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Or that individual that just seems to always have the right answers for dealing with the tough situations?

Coaching 80

Coaching Up-Sell Strategy Opportunity 80

Pipeliner

OCTOBER 1, 2021

In this Pipeliner Concepts series, we’ve covered the basic concepts of Pipeliner CRM, as opposed to simply the technical details. Throughout this series we highlighted a new type of CRM administrator—the architect administrator. The architect administrator, in my opinion, is the new norm for the future. Overcoming Silos.

Pipeline 98

Pipeline CRM Decision Maker Engineering 98

Allego

APRIL 25, 2024

In fact, companies that have dynamic and adaptable sales training strategies see an average of 10% more salespeople meet their quotas compared to those with rigid approaches, according to CSO Insights. Furthermore, SiriusDecisions reports that top sales leaders are twice as likely to offer tailored, ongoing training for their teams.

Handbook 62

Handbook Analytics Retention Motivation 62

Pipeliner

MAY 12, 2023

For landing a new large client can be a game-changing, transformative development for selling organizations. So, let’s talk about this critical concept – fingerprinting. Unless, of course, you took the time to preview the gift, or at least its concept, directly with your significant other prior to the purchase.

Account 98

Account Enterprise Enterprise Insurance 98

Pipeliner

OCTOBER 20, 2023

Our conversation revolved around his new book, “Iceberg Selling,” and the importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced us to the concept of “Iceberg Selling,” a sales approach that goes beyond the surface-level understanding of customers.

Lead Rank 64

Lead Rank Lead Scoring Leads Marketing Qualified Lead 64

Pipeliner

NOVEMBER 5, 2023

The Role of Technology in Business Geoff delved into the necessity for leaders to comprehend that technology is not just a shiny new toy. Digital Transformation: A Misunderstood Concept We also touched on the concept of digital transformation. He is an experienced digital leader, executive advisor, investor, and change agent.

Video 64

Video System Social Selling Data 64

Partners in Excellence

SEPTEMBER 2, 2021

As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. That hasn’t changed… Over time, we started to expand our concepts around value. Take a moment, search your website and those of your competition.

Lead Rank 94

Lead Rank Lead Scoring Positioning Face-to-face 94