Partners in Excellence

OCTOBER 6, 2022

There are things critical to them, their industries, markets, and customers. They do comparative performance analysis using ratio analysis. They worry about how their shareholders think about money, thinking about market cap. We constructed a conversation in the language of their business. We changed the language.

Conversion 87

Conversion Customer How To ROI 87

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. When training B2B sales professionals, it’s important to focus on a skill set that aligns with its unique nature. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

SBI Growth

AUGUST 22, 2013

Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. If appropriate, this may include a business impact analysis and cost justification to demonstrate analytical skills. Objections - the Review Panel asks questions to simulate a real world selling situation.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Highspot

JANUARY 4, 2024

This analysis shapes future training modules. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Provide constructive feedback to refine messaging.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. The alternatives are going out of business–being lost because we became irrelevant to our customers and markets.

ROI 99

ROI Lead Rank Segment Analysis 99

Janek Performance Group

JUNE 27, 2023

Attorneys are skilled in the art of logical persuasion, employing techniques that involve analyzing facts, reviewing evidence, and drawing logical inferences. Their goal is to construct an airtight case that compels decision-makers to accept their arguments. Here at Janek, we call these components Critical Selling Skills.

Decision Maker 62

Decision Maker Sales Qualified Lead Construction Benefit 62

Mindtickle

JUNE 21, 2023

BDRs typically work closely with marketing and sales teams to identify potential leads, engage with prospects through various channels, and schedule meetings or demos for account executives or sales representatives. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52