Partners in Excellence

JUNE 14, 2023

The ability to read, write, do basic mathematics, reason are critical to our ability to participate in society. Likewise, as sellers, there are foundational skills, critical to our ability to engage customers and to do our jobs. First, why is a strong base of foundational knowledge to important?

Hiring 74

Hiring Face-to-face Selling Skills Objections 74

Janek Performance Group

APRIL 21, 2023

Products and solutions have become more complex, buyers better informed, and this convergence has created a demand for highly skilled sales professionals, not just sales reps who know how to overcome objections and learned a few rebuttals. In other words, they need to be able to think critically. What is Critical Thinking?

Construction 62

Construction Discount Distribution Sales Management 62

Janek Performance Group

APRIL 21, 2023

Products and solutions have become more complex, buyers better informed, and this convergence has created a demand for highly skilled sales professionals, not just sales reps who know how to overcome objections and learned a few rebuttals. In other words, they need to be able to think critically. What is Critical Thinking?

Construction 62

Construction Discount Distribution Sales 62

Alice Heiman

DECEMBER 12, 2023

Have you ever wondered why, despite having amazing products, customers still struggle to understand your company’s value? April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. This podcast is a must listen and her books are both must reads.

Siebel 103

Siebel Positioning Banking SAP 103

The Pipeline

APRIL 2, 2019

One reason many anti-phoners, will give you for not using that most noble sales instrument (the phone), is that no one picks up. As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. Let’s be real, anti-phoners are the sales equivalent of anti-vaxxers.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

MTD Sales Training

SEPTEMBER 30, 2019

Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Goal of team success. How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. How do we define an agile mindset?

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Social Media Sales Media Energy 253

Sales and Marketing Management

OCTOBER 30, 2019

But practice does increase the odds of success. And taking chances is the risk one takes to aim for success. In the sales profession, we risk failure or success by taking a shot at making a sale. And, in sales the odds are definitely not always in the salesperson’s favor. Two Critical Traits.

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Sports Sales Qualified Lead Sales Objections 136

Partners in Excellence

DECEMBER 16, 2020

Somehow, this self centered approach must work, otherwise, why would otherwise smart people continue to do something that is known to be so ineffective? Bolding is my edit). Our inboxes are filled with people wanting to pitch their products and solutions. The web, social channels, and technology have helped make it worse.

Ideal Customer Profile 146

Ideal Customer Profile Face-to-face Channels Fashion 146

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Partners in Excellence

JUNE 8, 2020

Think about it: The majority of sales people were not making quota. ” Customers weren’t returning phone calls, not wanting to engage sales people. ” Why would we long for those times? I’m not sure why we are looking for a new normal and all that it implies. Designing "Good Days".

Call-back 94

Call-back Maximizer Quota Course 94

Highspot

MARCH 21, 2024

Despite this, many sales emails find their resting place in the trash, unopened and unread. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. What are the Different Types of Sales Emails? Send a promo email.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

The Pipeline

SEPTEMBER 3, 2019

If you’re the elements and message of your prospecting call aligns with their agenda, you can ignite that curiosity. If you’re the elements and message of your prospecting call aligns with their agenda, you can ignite that curiosity. This has become a lost craft in the day of sales disintegration, i.e., SaaS sales.

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Prospecting Harvest Call-back SME 210

Janek Performance Group

MAY 15, 2023

And due to the nature and stress of sales, it’s an easy trap. Here’s how to navigate the Dunning-Kruger Effect in sales and five soft skills that can help: The Fallacy of Faking It Too often in sales we hear, “Fake it ’til you make it.” Successful sellers see their products as more than figures and features.

Negotiation 62

Negotiation Course Buyer Lead Rank 62

DiscoverOrg Sales

JULY 27, 2017

Jeb Blount, author and sales acceleration specialist, knows well how successful sales professionals (ultra-high performers) possess four types of intelligence that are tightly intertwined – each connecting, affecting, and amplifying the others: IQ : how smart you are. Read our free study: “Why Didn’t They Buy?

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

Partners in Excellence

MARCH 22, 2024

Why I’m Interested in Selling: An MBA finance professor of mine stood on the first day of class and said, “for any taking finance courses as a way to avoid selling I have news for you, every job is a sales job – get used to it.” I’d been in sales. I went back for an MBA to get away from sales. This piqued my curiosity.

Call-back 77

Call-back Construction Up-Sell Research 77

The Pipeline

FEBRUARY 8, 2013

Whenever I do a piece on effective voice mail techniques, three things happen: It get a lot more hits than most other posts – telling me that this continues to be a challenge and hot button for sales people. By Tibor Shanto – tibor.shanto@sellbetter.ca. Let’s look at one specific factor.

Cold Calling 293

Cold Calling Call-back Pipeline Face-to-face 293

Hubspot Sales

NOVEMBER 30, 2020

When I joined Loom as the company’s first sales hire in January of 2020, friends and colleagues asked me questions like "What will you be selling?" It’s not a common answer from a sales leader to these questions, so I wasn’t surprised at the tepid response. Here’s why. There’s More to Sales than Being a "People Person".

Ideal Customer Profile 96

Ideal Customer Profile Hiring Marketing Quota 96

Partners in Excellence

NOVEMBER 22, 2020

I suspect if one read some philosophers or scientists, the idea might be traced back centuries (to satisfy your curiosity, it was my post on the 5 Why’s.). It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. The comment got me reflecting. Yet, we aren’t doing better.

Fashion 109

Fashion Face-to-face Sports Consultative Selling 109

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? These skills are important, in fact they are table stakes for all professional sales people. It’s no wonder that we see a widening gap in sales performance.

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Buyer Selling Skills Territories Sales Enablement 72

No More Cold Calling

AUGUST 18, 2016

Read the speech that helped to shape my perspective on education, sales, and life in general. This young girl chose a speech entitled “Curiosity and Discontent: The Value of a College Education.” Especially for those of us in sales, as well as those just beginning their college education. We didn’t have the internet then.)

Hiring 120

Hiring Education Call-back Insurance 120

A Sales Guy

SEPTEMBER 18, 2017

Kids are great at asking why? They accept the fact they don’t know very much, so they just move through life, like an information sponge asking why about everything. If you’re OK with the fact that you don’t know, then asking why is the natural thing to do. The need to know why.

How To 121

How To Government Banking Motivation 121

LeadFuze

AUGUST 18, 2021

3 Sales Voicemail Statistics You Should Know. Are you leveraging sales voicemail as part of your prospecting process? There’s this dirty little rumor circulating the sales world that says voicemail is dead and gone this 2021. You would probably respond with something like, “then why the heck am I reading this post?”

Closing 98

Closing Call-back Decision Maker Incentives 98

Partners in Excellence

APRIL 22, 2021

We are the most relevant, we create the greatest value, we are more successful with our customers and in achieving our own goals with those customers. Why should we be satisfied with the growth produced by people who recognize they need to do something and have selected our product? What’s this mean? Can you spell ICP?

Ideal Customer Profile 134

Ideal Customer Profile Face-to-face Strategy Competition 134

BrainShark

AUGUST 24, 2022

Salespeople need to retain a lot of information and master the right sales skills to consistently hit their numbers. An effective sales readiness strategy is essential to their success. Here are 17 sales skills every rep needs and tips for helping your teams develop them. Essential Sales Skills Every Rep Should Have.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Crunchbase

JULY 22, 2022

In the “ Breaking Into Sales ” series, you’ll learn actionable tips and fundamental sales techniques to climb the SDR ladder and close more deals. . Ernest Owusu , Senior Director of Sales Development, 6Sense. Ernest Owusu , Senior Director of Sales Development, 6Sense. I think the biggest thing is to keep an open mind.

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Top of Funnel Intent LinkedIn Buyer Intent 52

Partners in Excellence

MARCH 15, 2022

Most of our “sales processes” are failing us. First, sales people don’t pay attention to them or execute them poorly. Second, we have outdated views of the sales process. Having said this, a sales process is very important–not just to us, but also to our customers. As a result, they get lost.

Sales Process 81

Sales Process Face-to-face Sales Relationals 81

Babette Ten Haken

JULY 31, 2019

Do you know the story of what happens to clients, after that new contract lands in-house, for post-sale execution? If you plan to renew that contract at a later date, perhaps it makes sense to become invested in that post-sale story. Or, that your organization’s pre-sale stories end up sounding too perfect to be realistic.

Retention 96

Retention Ideal Customer Profile Customer SME 96

Chorus.ai

APRIL 11, 2022

And while he probably won’t need to put on a hard hat anytime soon, overseeing sales and marketing operations for a B2B software provider has offered plenty of opportunities to use the same skills that helped him in manufacturing. “I This is where the tech stack becomes critical. What is Revenue Operations?

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Cost per Acquisition Revenue Cost per Lead Lead Rank 117

Steven Rosen

MARCH 21, 2017

Sales expert Jeb Blount, just launched his 8th and best sales book. One of the great insights is the four levels of sales intelligence. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, and amplifying the others. IQ—how smart you are. IQ is immovable.

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Groups Sales Call-back Training 195

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

Smooth Sale

JULY 17, 2023

Consider Respectfully Asking the Following Questions: Please share why you do not want to proceed so I have a proper understanding. The critical element is to realize who you are, how you work, and how to take the lead by remaining authentic. Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Handle Rejection Well?

Lead Rank 78

Lead Rank Remedy Hiring Networking 78

Janek Performance Group

AUGUST 29, 2023

Prospecting reluctance can be the silent killer of sales careers. Prospecting avoidance is common, even among the most experienced sales professionals. ” Unfortunately, these thoughts create mental barriers that hinder our success in prospecting. .” Think of it as psychological conditioning for sales calls.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Product Management University

AUGUST 17, 2020

Do you recommend a sales discovery document for each product? 3 Reasons You Don’t Need a Sales Discovery Document for Every Product. The bigger question is why are they so important now? The bigger question is why are they so important now? You don’t need a product-specific sales discovery document for that.

Lead Rank 52

Lead Rank Lead Scoring Buyer Relationals 52

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). In this post, we’ll explore the analytics you should track now using sales analytics software so you know where to invest your coaching time. Know what would have helped?

Analytics 132

Analytics Cold Calling Call-back Lead Rank 132

Partners in Excellence

OCTOBER 16, 2018

Ask any sales manager or executive their number one challenge in the future, it’s likely they will say, “Making our numbers… ” That’s the perennial answer that inspires a response like, “Wow, how inspired, why didn’t I think of that?” And coaching… simply pitiful.

Sales Talent 86

Sales Talent Hiring Churn Incentives 86

Pipeliner

JULY 21, 2020

He will present his SUMO approach and talk about how it can help you to achieve your objectives and ultimately become more successful and content. Our world is very reflexive and reactive, which makes it even more critical to understand the power of stopping and reflecting. It’s crucial to both our success and our sanity.

Margin 69

Margin Territories Influencer Lead Rank 69

The Digital Sales Institute

NOVEMBER 13, 2023

Sales methodologies play an important role in the nearly every selling situation. The specific sales methodology is only relevant to the buying and selling situations of any individual company as everyone needs to tailor their sales motions to their markets, industries etc. Sales Methodology Training – Why you need it.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52