Julie Hanson

JANUARY 25, 2021

What’s ‘the chase’ in your presentation? High stakes in movies – plotlines involving a lot of risk or serious consequences – keep the story moving, the characters growing, and (most importantly) the audience engaged! If the stakes aren’t high enough, doing nothing remains a viable option for your prospect.

Film 147

Film Competition Buyer Prospecting 147

Partners in Excellence

AUGUST 11, 2023

“We do not learn from experience, We learn from reflecting on experience.” Rather than reflect on what’s happening (or not happening), in our rush to move forward, we simply do more of the same. We see these fail to produce the outcomes expected, but we persist, doing the same things at ever increasing rates.

Coaching 90

Coaching Quota Groups Data 90

Partners in Excellence

AUGUST 18, 2021

” I then asked, what kind of technology company? What is their operating/decision making style, “enterprise personality?” ” What maturity level to they need to be in their markets–are they innovators, early adopters, laggards? But we fail too often in poorly broadly defined ICPs.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Partners in Excellence

MAY 25, 2021

Some years ago, I was doing a review with a sales team. I called them to congratulate them on their success, asking, “What did they buy it for?” ” Confused, the sales person described what they had sold–it was a mix of hardware, software and services to be implemented over the next 3 years.

Lead Rank 112

Lead Rank Lead Scoring Software Software 112

Partners in Excellence

SEPTEMBER 24, 2020

What are the consequences of doing nothing? What are they trying to achieve? We are much more effective when we understand what’s driving the customer and we align our strategies around helping the customer navigate the change initiative. Do you understand your customer’s why?

Customer 123

Customer B2B Relationals Buyer 123

Partners in Excellence

AUGUST 29, 2022

But as I talk to sales people, most struggle with what that actually means. And when one thinks about it, the differences between what our solution delivers versus our competitors, is probably pretty small (which then leads to the discounting discussion). So it’s tough to create differentiated value with just this.

Lead Rank 87

Lead Rank Lead Scoring Discount Vendor 87

Partners in Excellence

AUGUST 10, 2020

In the business case, we can start highlighting things that we do that are different from the alternatives, and the value of those differences. In the business case, we can start highlighting things that we do that are different from the alternatives, and the value of those differences. But the customer may choose to do nothing.

Customer 92

Customer ROI Proposal Analysis 92

No More Cold Calling

MAY 10, 2018

At least that’s what we’ve read in article after article. Nevermore) I’m also reminded of this quote by Edgar Allan Poe: “Believe nothing you hear, and only one half that you see.”. Nevermore) I’m also reminded of this quote by Edgar Allan Poe: “Believe nothing you hear, and only one half that you see.”.

Influencer 207

Influencer Cold Calling Study Call-back 207

Partners in Excellence

JUNE 22, 2020

Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). But deal review after deal review, I pose the question, “What are the next two critical things you and the customer must do to move through the buying process?”

Call-back 138

Call-back Coaching Sales Process Relationals 138

Partners in Excellence

APRIL 24, 2023

And then there are the consequences of not doing so. When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. The reality is, one is dependent on the other.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100

Hubspot Sales

OCTOBER 9, 2023

There is nothing worse in the world of selling than asking an executive a great question and then not knowing what to do with the answer. Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects.

Prospecting 103

Prospecting Consumer Margin Objections 103

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! It seems the solution isn’t to make sellers do more, increasing volume and velocity. But what does this really mean? Helping them understand the consequences of doing nothing and committing to make a change is a huge challenge for them.

Buyer 93

Buyer Face-to-face Proposal Up-Sell 93

Partners in Excellence

SEPTEMBER 20, 2020

” I asked questions about what the customer was trying to do, the results they expected, and the business impact. The sales person answered some of my questions about what the customer was trying to do—-but the conversation started getting diverted. We were speaking about a very competitive, difficult deal.

Competition 91

Competition Discount Up-Sell Proposal 91

The Pipeline

JUNE 11, 2019

There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” However, there is no escaping the fact that part of the solution does involve doing a version of exactly that. By Tibor Shanto. ” Something that can also be used to describe sales and prospecting.

Quota 295

Quota Prospecting Exact Study 295

Partners in Excellence

AUGUST 1, 2023

“Do they have budget,” is a fundamental qualifying question for every seller. There’s the old standby, “What were you planning to spend?” So before they started the project, they got their budget, possibly because they know BANT as well as we do and they are prepared to answer our BANT questions.

Cancellation 62

Cancellation Up-Sell Conversion Research 62

Partners in Excellence

DECEMBER 18, 2020

I was doing a deal review. “Do you feel our solution is still the best solution to help you achieve your goals? “Do you feel our solution is still the best solution to help you achieve your goals?” If you do the adjustments we are asking for, we can get this deal done.” Then it happened.

Discount 124

Discount Customer Relationals Conversion 124

Mr. Inside Sales

JULY 29, 2019

“Rejection is an inevitable consequence of selling. Robert Ingersoll “What is defeat? Nothing but education, nothing but the first step to something better.” Ironically, this fact is good news for the disciplined salesperson. It is never to be taken personal. “An The Salesman’s Book of Wisdom , Dr. Criswell Freeman.

Face-to-face 121

Face-to-face Gatekeeper Inside Sales Decision Maker 121

Partners in Excellence

JUNE 18, 2020

We were doing a deal review. ” “Well, they like our product and want it… ” “But why should they change now, what happens if they do nothing?” ” “What is senior management looking for? What happens if they don’t do it now?”

Forecasting 110

Forecasting Proposal Pipeline Relationals 110

Sales and Marketing Management

AUGUST 20, 2020

We are very strict with the signing out part since we do not want them overworking. They can keep their inbox open all day but do nothing in it. All of this tells you nothing. A client may request assistance from an employee who went for a walk and fail to get it. One risk is that it signals a lack of trust in employees.

Software 120

Software Software Face-to-face System 120

Partners in Excellence

MARCH 10, 2020

When do people buy? When the adverse consequences of doing nothing are greater than the pain of the change. When the adverse consequences of doing nothing are greater than the pain of the change. Our societies, communities, workplaces and businesses are in turmoil.

Opportunity 107

Opportunity Face-to-face Relationals Customer 107

Pipeliner

SEPTEMBER 29, 2023

If we have a situation where there is no moral compass on which to rely, in the long term it becomes a question of, “Where do we draw the line?” If we have a situation where there is no moral compass on which to rely, in the long term it becomes a question of, “Where do we draw the line?” Ethics are important in any area.

Face-to-face 107

Face-to-face Film Consumer Journal 107

No More Cold Calling

MARCH 4, 2014

What do you do when prospects aren’t ready to move forward? Then nothing …. When we do connect, there are many apologies. Other times, they’ve decided to stay with what they have—the status quo. Other times, they’ve decided to stay with what they have—the status quo. We’ve all been there.

Call-back 274

Call-back Small Business Small Business Cold Calling 274

Partners in Excellence

NOVEMBER 4, 2019

We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. We optimize our efforts, looking to be as efficient as possible, achieving what we do in the fastest time and lowest cost of selling possible. When do we have to have the solution in place producing results?

Engineering 87

Engineering Survey Revenue Customer 87

Partners in Excellence

SEPTEMBER 26, 2022

We toss the words around, assuming people understand what we are talking about, what it means, and how it works. In reality, they are not, they may be doing research, they may not be totally committed. What is Qualifying? I’ve been writing a series of posts about selling basics. The link to the series is here.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Partners in Excellence

MARCH 27, 2019

What are the consequences of doing nothing/not changing? If the customer can’t identify, independently or with our help, the consequences of not changing, not taking action, not moving forward, they have no need to buy! How do we help eliminate the consequences of doing nothing?

Margin 93

Margin Retention Sales Cycle Up-Sell 93

Anthony Iannarino

MAY 4, 2020

There are two kinds of work a leader needs to do each day. What it means is that they are free to come to you for help, but not without you agreeing to a time. When you invite small things with minimal outcomes, those little things will prevent you from spending time on what’s most important. Small Things, Small Outcomes.

eBook 84

eBook Lead Rank Energy Face-to-face 84

Partners in Excellence

AUGUST 4, 2022

What if we, each, set an objective to reduce that from 60% to 45%. We are going through all sorts of hand wringing and belt tightening as we look to a potential recession. We are seeing large layoffs in anticipation of growth challenges in the coming months/years. Customers are beginning to cancel projects, focusing on the most critical.

Cancellation 70

Cancellation Lead Gen Face-to-face Sales Qualified Lead 70

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. As a result we win by beating the competitor, not what we’ve done in helping the customer solve their problem. First, every month, Lahat Tzvi and I have a conversation.

Competition 107

Competition Customer Buying Cycle Vendor 107

Partners in Excellence

JULY 20, 2022

They’ve reached a decision, they are just trying to get the best deal possible and they know what sales people always do. Even if they thought they might have a decision in the quarter, it slips, and slips… The problem is the difficulties customers have in making buying decisions has little to do with choosing a solution.

Customer 68

Customer Buying Cycle Face-to-face Discount 68

Partners in Excellence

JULY 14, 2020

The biggest competitor we have always faced is doing nothing. ” Ironically, in doing this, we create greater value and position ourselves more favorably than a traditional competitor who is going through their own strategy sessions about how to beat us. .” It’s the allocation of funds.

Competition 107

Competition Cancellation Face-to-face Discount 107

Partners in Excellence

JUNE 3, 2021

’ Sadly, most sales people do a terrible job at qualifying. Is the customer committed to doing something? What level of funding do they have committed? What is it they are looking for and what do they think about our fit? What if we approached qualification differently?

Pipeline 63

Pipeline Resources Opportunity Competition 63

Igniting Sales Transformation

DECEMBER 29, 2019

What happens in Vegas stays in Vegas is a popular phrase adapted from Las Vegas’ tourism slogan meant to mean that no matter what you said or did in Las Vegas, your unbridled freedom of expression wouldn’t come back to haunt you. Actions have consequences. What you share, say and do matters. Buyers do check us out.

Tourism 87

Tourism Scale Networking Call-back 87

Hubspot Sales

DECEMBER 8, 2022

Here, I'll discuss those hitches in detail and what sales managers can do to avoid them. Here, I'll discuss those hitches in detail and what sales managers can do to avoid them. Even with a lot of experience, nothing beats preparation. That said, the experience was still incredibly valuable. Not Being Prepared.

Sales Management 81

Sales Management Negotiation Meeting Sales 81

Partners in Excellence

OCTOBER 5, 2021

Do you know who your customer is? More importantly, do you know who your customer isn’t? If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email? A phone number? A LinkedIn ID? We don’t buy industrial machinery.

Ideal Customer Profile 101

Ideal Customer Profile Customer Pharmaceuticals Microsoft 101

Partners in Excellence

AUGUST 20, 2019

We get discovery wrong in so many ways: We fail to do discovery. We ask all the questions we are supposed to ask, without knowing what they mean and why we are asking them. This is a variant of 1, but we want to make the customer think we care when all we want to do is pitch.) What are the consequences of doing nothing?

Customer 79

Customer Analysis LinkedIn Groups 79

Partners in Excellence

AUGUST 23, 2022

Too often, we seem to be wandering, aimlessly, in our understanding of what our jobs, as sellers, are. But how we do this is all over the place! Recently, I’ve been reading another trend, all we have to do is “create value.” ” Doing this, will earn us business from customers. What’s up?”

Ideal Customer Profile 68

Ideal Customer Profile Sales Qualified Lead Lead Rank Lead Scoring 68

Partners in Excellence

JANUARY 23, 2020

At least 80% of the time, the response I get is, “They are trying to buy…… ” or, “We are selling… ” We always tend to define the customer business problems in terms of what we sell, not what the customer is trying to do–whether it’s solving a problem or addressing the opportunity.

Customer 83

Customer Pipeline Opportunity Course 83