Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? How do we recognize that we have the problem?

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Zoominfo

JANUARY 11, 2021

Maybe there’s a product out there that can automate most of the work you spend half your day working on. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important?

B2B 277

B2B Intent Signal Customer How To 277

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” We are reaping the results of what we have sowed.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Steven Rosen

MARCH 2, 2020

What’s Holding You Back? It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives. You may want to be the top region, and you may even want to take your career to the next level.

Energy 294

Energy Course Positioning Coaching 294

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. These tend to fall into two categories: “Mis-diagnoses,” incorrectly identifying the problem/solution; and Missed Diagnoses, not recognizing that something might be changed or improved. They don’t perceive any problems.

Face-to-face 107

Face-to-face Opportunity Education Customer 107

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” ” Another thing struck me: “And I love what professional selling is not. You are on the front line, making things happen.

Face-to-face 112

Face-to-face Sports Territories Forecasting 112

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. You have to accept that your partner controls the time frame, message to the customer, and, ultimately, your forecast. How do we specifically solve these problems with your solution? •

Channels 137

Channels Revenue How To Case Study 137

Zoominfo

JANUARY 11, 2021

Maybe there’s a product out there that can automate most of the work you spend half your day working on. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important?

B2B 246

B2B Intent Signal Customer How To 246

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do.

Customer 104

Customer Face-to-face Enterprise Enterprise 104

Partners in Excellence

FEBRUARY 29, 2024

He was very focused on the customers and people he was prospecting. He researched others, understanding their roles and what their companies did, creating personalized emails. He tried to connect what he learned they were doing with his prospecting efforts. “What is he interested in talking about?”

Ideal Customer Profile 117

Ideal Customer Profile Face-to-face Trade Show Prospecting 117

Partners in Excellence

MARCH 9, 2024

“How do I avoid or minimize objections?” ” “How do I best handle them?” ” “Should I do everything I can to avoid them?” “Should I be worried about when the customer objects?” It would be far worse, if the customer didn’t object.

Objections 107

Objections Conversion Customer Strategy 107

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? And when we do, we are overwhelmed with information and data about what we might do. Or the number of change projects than end in doing nothing.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Partners in Excellence

MARCH 14, 2024

How do we survive (though some real leaders are asking themselves how we thrive.) Here’s what I wrote in the “old days.” Stopping programs that do not directly contribute to the organization’s goals is critical, but it is one of the most difficult things to do. We’ve emerged better than before.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. What is Selling Bad Breath? It is all about them and has little to do with the customer.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point. There’s always a gap.

Distribution 110

Distribution Lead Rank Face-to-face Analysis 110

Partners in Excellence

MARCH 31, 2024

There are words Daniel uses in his story which are common to my own experience and what so many other participants in this series say, “solving problems……energizing… passion… imagining possibilities… personal growth… fun!” Thanks for you contribution, Daniel!

Engineering 114

Engineering Quota Industry Sales Process 114

Partners in Excellence

JANUARY 29, 2024

We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better?” I’d love to learn more about what causes you to say this? Can I schedule a demo?

Conversion 81

Conversion Microsoft Face-to-face Google 81

Partners in Excellence

FEBRUARY 17, 2024

I encourage you to read both. What is a Mis-diagnosis? At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.”

Cancellation 77

Cancellation Face-to-face Inbound Opportunity 77

Partners in Excellence

MARCH 2, 2024

Many of you know my Sales Execution Framework (SEF), it wouldn’t have been possible without Rene’s deep thinking on these topics. What I am passionate about is people, technology and making impact. .” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Engineering 102

Engineering Education Face-to-face Intent 102

SalesLoft

APRIL 25, 2024

Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? But we’re doing it from a slightly different lens.

Engineering 52

Engineering Industry Face-to-face Education 52

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

Buyer 120

Buyer Face-to-face B2B Up-Sell 120

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customer 120

Customer Face-to-face Margin Revenue 120

Partners in Excellence

APRIL 1, 2024

Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series. After this first sales experience, learning fast, solving problems for and serving customers (and my team), I was hooked. Never stop learning!

Hiring 94

Hiring Travel Quota Coaching 94

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. ” Talk about vanity!

Engineering 108

Engineering Up-Sell Lead Rank Lead Scoring 108

SalesFuel

APRIL 10, 2024

What is sales credibility? SalesFuel explains that to be considered credible, buyers must know what they're talking about. Buyers should know how to help solve business problems or achieve goals. But how can you both gain credibility and demonstrate it? One way is to do your research.

Research 115

Research Hiring Social Media Trends 115

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. ” And more recently, with new customer research and AI tools, the gap has become even greater.

Analysis 113

Analysis Conversion Training Examples 113

Partners in Excellence

APRIL 24, 2023

And then there are the consequences of not doing so. Then you have people like me saying, “You have to be helpful to your customers, you have to create value in their buying process! ” Somehow, we have created a distortion field, believing that achieving quota and helping customers are independent.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Create a sales process you enjoy buying from. Effective leadership starts with caring about (and showing you care about) your people.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Face-to-face 107

Face-to-face Commission Up-Sell Discount 107

SMEI

JANUARY 13, 2024

I hope you’ll join us on this exciting journey today!” As sales professionals, our goal has always been to understand and meet our customers’ needs as effectively as possible. This enables us to tailor our approach to each customer with a level of personalization previously unattainable.

Groups 108

Groups Marketing Analysis Analytics 108

Partners in Excellence

MARCH 22, 2024

But the thing that’s always struck me is is deep involvement, in support of his teams, with the customers. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I was raised in a perfect family to do that.”

Hiring 73

Hiring Retail Engineering Call-back 73

Partners in Excellence

DECEMBER 19, 2023

. “We have these features and functions, no other alternative has those… ” Each of us would be presenting our unique list, thinking those would have an impact on our customers. Any of the alternatives customers consider will help them address their problem. We aren’t helping them succeed.

Face-to-face 117

Face-to-face Report ROI Research 117

Partners in Excellence

NOVEMBER 16, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. Sometimes, we create try to align the sales process with the customer buying journey.

Sales Process 122

Sales Process Customer Top of Funnel Sales Qualified Lead 122

Partners in Excellence

APRIL 22, 2021

It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In the article on PLG, I focused on some of the promise, as well as the problems/challenges with this business model. What if we changed our point of view? What’s this mean?

Ideal Customer Profile 135

Ideal Customer Profile Face-to-face Strategy Competition 135

Partners in Excellence

DECEMBER 1, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. Sometimes, we create try to align the sales process with the customer buying journey.

Sales Process 118

Sales Process Customer Top of Funnel Sales Qualified Lead 118

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. It doesn’t require us to understand the customer, at least not deeply.

Buyer 132

Buyer Face-to-face Groups Objections 132