Force Management

DECEMBER 14, 2023

A robust channel partner program will take focus and attention to develop both sides of this equation. For today, we'll set aside the capacity piece of the formula and dig into the actions leaders can take to boost productivity from channel partners. What you can control is the tools you provide to help that partner sell your solution.

Channels 137

Channels Revenue How To Case Study 137

Understanding the Sales Force

AUGUST 1, 2022

Several OMG's Partners reached out to me asking if I had seen the email that was circulating about the Top 20 Attributes of Successful Salespeople. "I I have," was my response and, "Look for a blistering review on Monday.". The article was 100% junk science and to use the word science would be a disservice to the word junk.

Sales Enablement 290

Sales Enablement Sales 290

SugarCRM

SEPTEMBER 17, 2019

Work with an integration partner. That’s where Sugar partners like BrainSell come in. As a SugarConnection Boston sponsor , BrainSell is one of the partners all attendees should get to know. If this is the first time you’re hearing about BrainSell, it’s not likely to be your last. The answer we hear most often?

Brainsell 31

Brainsell Chemicals SugarCRM Face-to-face 31

Sales Hacker

MARCH 8, 2024

You may have heard about a free tool that GTMnow and GTMfund launched with Cabal two weeks ago, called Warm Intro Navigator. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Stuck trying to engage a prospect?

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

SBI Growth

JULY 26, 2023

It’s annual planning season, and once again, our latest CEO survey findings were a great entry point into SBI’s latest webinar discussion I co-hosted with Tony Erickson, Senior Partner SBI about how to plan for successful commercial productivity in 2024.

Webinar Metrics 156

Webinar Metrics Survey How To Strategy 156

Partners in Excellence

FEBRUARY 13, 2024

…… But what about the reciprocal, what value do our customers create for us? Some things we must constantly look for are: What are they teaching us about the issues/problems/challenges they face and how we might look for the same things in other accounts? They reserve this for those few partners that have earned it.

Customer 120

Customer Face-to-face Margin Revenue 120

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When you partner with those decision makers, they write you into the spec and/or dictate to procurement to whom the business must be awarded.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

The Pipeline

FEBRUARY 23, 2021

People deal with time as though it was a fickle dance partner, “if I work with it, I can stretch and do things I know it can’t do.” The only thing malleable about time is you. The challenge with time is that it reflects the decision we make about how we use it. Decisions about how they use, spend, invest, or waste your time.

Objections 378

Objections Leads Marketing Qualified Lead How To 378

Partners in Excellence

APRIL 22, 2024

We were sitting in his lake house (North of Atlanta), with his business partner, John Porter and his son, Jake. ” Another area that Jim addresses, perhaps the elephant in the room whenever we start talking about selling, “Negative sales stereotypes are a matter of character, not the profession itself.”

Exercises 97

Exercises Course Engineering Software 97

Partners in Excellence

MARCH 17, 2024

We started sharing ideas about sales performance, particulalry in some of his early leadership and entrepreneurial roles. A line that stood out, “If you accept sales is about moving people, then it becomes easy to stay positive about selling. Selling is about moving people. We continue those conversations to today.

Insurance 77

Insurance Insurance Outbound Inbound 77

Allego

FEBRUARY 28, 2024

>> Learn More About Allego for Asset Management For Wealth Management: Strengthening Client Relationships With Allego, wealth managers have at their disposal the essential tools needed to enhance client relationships, streamline productivity, and share best practices.

Insurance 118

Insurance Insurance Face-to-face Banking 118

Sales Hacker

MARCH 12, 2024

Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. Prior to RJMetrics, Bob worked on the Investment Team of Insight Partners. 27:41) Building initial partner relationships.

Hotels 96

Hotels Case Study Conference LinkedIn 96

Alice Heiman

NOVEMBER 29, 2022

And instead of trying to clone himself, he runs boot camps to teach customers what he has learned about creating successful implementations. Join us to learn more about how quickly Matt scaled eZ-Xpo with his sales model. 6:33] Sales is about educating your clients about new ways to do business. [6:59]

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Connext Digital

APRIL 22, 2024

Our data practices are founded on these principles and we are always using compliant and accurate data for our clients and partners. Transparency is Key: Be transparent with your customers about what data you collect, how it’s used, and who has access to it.

Data 52

Data Customer Marketing Demographics 52

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. But think about B2B buying. They care about each other and what each wants to achieve. The post Are You An Indispensable Partner?

Face-to-face 103

Face-to-face Retention B2B Groups 103

Membrain

MAY 14, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide,"​ & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.

Sales 135

Sales Sales Management 135

Smooth Sale

DECEMBER 19, 2023

Surprisingly, they are partnering with another company that has less than desirable principles for conducting business. Doing so can point to potential new partners who mirror an equal level of customer support that you claim for your company. A company’s reputation is at stake if poor reviews get out of hand.

Hiring 110

Hiring Face-to-face Research Retail 110

Hubspot Sales

NOVEMBER 16, 2023

It’s no longer just about acquiring information, but knowing how to act on intelligence. Get deeply curious about the customer’s journey! As Jay McBain says, there are roughly 28 touchpoints in the customer journey, and most companies have control of about four of them. Always start with the CUSTOMER! I was hooked.

Hubspot 76

Hubspot Scale Inbound Sales Qualified Lead 76

Partners in Excellence

APRIL 16, 2024

I first met Inshal about a year ago. The interviews were to be about 30 minutes, but each person became fascinated with Inshal and her ability to “connect” with them. Days turned into weeks as I watched my roommates smiling from ear to ear when they spoke about their newfound friendships. Marketing, sure.

Everest 102

Everest Social Media Call-back Media 102

Partners in Excellence

MARCH 2, 2024

I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” ” 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

Partners in Excellence

MARCH 9, 2024

” Less experienced sellers wring their hands, figuratively, worrying about objections. “Should I be worried about when the customer objects?” Selling conversations, problem solving conversations are about change. They are about raising problems, concerns, fears, doubts.

Objections 107

Objections Conversion Customer Strategy 107

Partners in Excellence

JANUARY 9, 2023

Sometimes, I think we think about value too restrictively. . And, increasingly, we are finding it critical to work with partner/customer ecosystems, creating value for and with each partner involved. What if leaders started thinking about, “How do we create value for the people that work in our organization?”

Customer Service 92

Customer Service Objections Course Customer 92

Partners in Excellence

MARCH 25, 2024

With Keenan and his team, selling success is all about the customer, not what we sell. “When you look at selling, good selling, it’s all about helping teaching and solving problems. I really enjoy giving and helping and that’s what sales is all about. How do we help them close that gap, achieving their goals.

Up-Sell 107

Up-Sell Sales Leadership Motivation Closing 107

Alice Heiman

JULY 12, 2023

Can you imagine saying goodbye to confusing spreadsheets and emails that track partner relationships and sales? Imagine the possibility of your team instantly identifying sales opportunities in your partners’ networks? 23:03] CEOs should be involved in sales to show they care about their customers. [24:44]

SAP 62

SAP Epiphany Enterprise Enterprise 62

For Entrepreneurs

SEPTEMBER 14, 2023

A decade ago my partner (and SaaS legend) David Skok wrote about “Time to Wow!” – which helped you highlight how powerful it can be when the buyer experiences a Wow! moment, when they fully see the value of your … The post Permissionless Pilots – the fastest way to Wow! appeared first on For Entrepreneurs.

Buyer 106

Buyer Marketing Sales 106

Hubspot Sales

DECEMBER 6, 2022

Learn about the business ecosystem mindset. Ask partners to influence your deals. Formal partner programs provide one of the more effective avenues for connecting you with other organizations in your ecosystem — but you don't necessarily need one to work with those kinds of companies and leverage that network effectively.

Closing 99

Closing Ideal Customer Profile Scale Referrals 99

Partners in Excellence

FEBRUARY 12, 2024

It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. It’s not just about how they navigate their buying process. It’s not just about learning how others are addressing similar issues. Change and buying is about so much more.

Customer 111

Customer Discount Negotiation ROI 111

BuzzBoard

APRIL 12, 2024

Instead, they want strategic partners who can truly understand their unique business challenges and goals, and then craft tailored solutions to drive measurable results. This approach is all about building relationships, becoming a trusted advisor, and demonstrating the value an agency can bring to the table.

Consultative Selling 59

Consultative Selling Ideal Customer Profile Lead Rank Face-to-face 59

criteria for success

JUNE 21, 2022

Sometimes salespeople forget about their buyers. That’s not to say that salespeople don’t care about their buyers, but that as humans it’s not always easy to put ourselves into other people’s shoes. Step 1: Assign Partners. Assign each salesperson with a partner. Or, have each salesperson choose their own partner.

Exercises 98

Exercises Training Groups Exact 98

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. What about tools to help us and our customers manage the process? In past posts, I’ve spoken a lot about unique skills sellers need to improve their effectiveness and impact in engaging customers.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

SalesFuel

APRIL 10, 2024

SalesFuel explains that to be considered credible, buyers must know what they're talking about. Half say the same for a seller’s knowledge about their solution and how it aligns with buyer goals. They didn’t just perform basic research; they dove in to learn about the prospect’s customers, industry and other business elements. “62%

Research 115

Research Hiring Social Media Trends 115

Partners in Excellence

APRIL 2, 2024

” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. The problem is, the “end in mind” for our customers is seldom about buying a solution. We don’t win unless they also win.

Customer 111

Customer Maximizer Closing Objections 111