Partners in Excellence

APRIL 22, 2024

But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Too often, it seems we focus more on the mechanics of what we do. losing sight of our purpose or what our actions mean–to ourselves and others.

ACT 96

ACT Motivation Groups Closing 96

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness.

Face-to-face 117

Face-to-face Report ROI Research 117

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

Customer 119

Customer Revelation Buying Cycle Lead Rank 119

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. So much opportunity is lost, both for sellers and customers, because of diagnostic problems. But each requires different approaches with our customers. This article will focus on Missed-Diagnosis, or inciting customers to change.

Face-to-face 107

Face-to-face Opportunity Education Customer 107

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. We are trying to get our customers to change from the current products or services they are using, to our products and services. Without some sort of change, we never get a purchase order.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

SalesFuel

MARCH 14, 2024

I know this because my brother, Gary, diligently researched our ancestry and even purchased a facsimile of our family crest. Interestingly, each color and symbol contained in our family crest has a specific meaning: Argent/white or silver denotes peace and sincerity. Azure/blue represents loyalty and truth.

Company 111

Company Real Estate Hiring How To 111

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. 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? We face issues we may not have experienced before.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Partners in Excellence

APRIL 3, 2024

We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work.

Scale 107

Scale Energy Construction Advertising 107

Partners in Excellence

MAY 9, 2023

As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation.

Insurance 93

Insurance Insurance Face-to-face Proposal 93

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Allego

MARCH 12, 2024

She sat down with me recently to discuss them and how we can transform this dynamic. She sat down with me recently to discuss them and how we can transform this dynamic. During our conversation, Episode 62 of The Adapter’s Advantage podcast , we delved into the complexities and nuances of the current B2B sales environment.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Partners in Excellence

FEBRUARY 17, 2021

It used to be something we used as a last resort, and only under extreme duress. Discounting is a demonstration in our own lack of confidence in the value we create with our solutions! Do we understand that value… and believe it? Do we really deliver on the value we claim?

Discount 160

Discount Margin Proposal Competition 160

Partners in Excellence

JANUARY 9, 2023

Sometimes, I think we think about value too restrictively. . Historically, we tended to focus value as something we did exclusively “for” customers. As sellers we know that value creation and realization are critical in engaging our customers. What does this mean?

Customer Service 92

Customer Service Objections Course Customer 92

Partners in Excellence

MARCH 5, 2024

They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. They recognize their effectiveness is based on their ability to connect, with impact, with their customers. We focus too much on shortcuts, hacks. We seem to do everything possible not to do the work.

Sports 107

Sports Territories Maximizer Industry 107

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. Alternatively, “we reduce costs by Y%.”

Face-to-face 95

Face-to-face Discount ROI Training 95

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. ” But, we shouldn’t be shocked or surprised.

Top of Funnel 107

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

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. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Partners in Excellence

MARCH 30, 2021

We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. What does the customer think?

Discount 137

Discount ROI Buying Cycle Sales Talent 137

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others?

Lead Rank 108

Lead Rank Discount Conversion Lead Scoring 108

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. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Competition 107

Competition Customer Buying Cycle Vendor 107

Partners in Excellence

MARCH 26, 2024

What should we be reading?” But as I reflected on the question, I asked, “What books are your customers reading? But as I reflected on the question, I asked, “What books are your customers reading? Where do your customers go to learn? Through this, perhaps we can connect with them more effectively.”

Journal 116

Journal Banking Influencer Strategy 116

Smooth Sale

APRIL 17, 2024

It doesn’t matter who you are or the number of resources you have; we only have 24 hours each day, and we all need to use them differently! As such, our collaborative blog offers a few elements to remember about being the sole manager and accepting full responsibility for business success. The challenge can be significant.

Outsourcing Services 119

Outsourcing Services Real Estate Hiring Policies 119

Partners in Excellence

MARCH 28, 2023

How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. When we lose sight of them, we struggle, our performance suffers.

Ideal Customer Profile 94

Ideal Customer Profile Call-back Face-to-face Demographics 94

Partners in Excellence

AUGUST 16, 2023

And, I think, training companies and consultants (like me), sometimes confuse these issues, not serving our clients as effectively as we should. The Selling Process focuses on the “why and what” of how we engage customers in helping them navigate their buying process. At some level, this can be confusing.

Sales Methodology 88

Sales Methodology Ideal Customer Profile Vendor B2C 88

Partners in Excellence

APRIL 24, 2023

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. Our jobs are at stake, even our companies are threatened. The implicit thinking is, we don’t have the time to help, we are chasing after our number.

Quota 100

Quota Ideal Customer Profile Face-to-face Commission 100

Partners in Excellence

MARCH 14, 2024

We see a lot of uncertainty. We struggle with the idea, is there light at the end of the tunnel? We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) Since 2001 we’ve been through slowdowns a couple of times.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Allego

APRIL 16, 2024

Even then, though, you should not use the responses as is, especially when communicating with prospects and customers, warned Richter. Generative AI “tools are amazing, but they don’t have the experience we have. Generative AI “tools are amazing, but they don’t have the experience we have. There’s no doubt about it.

Hiring 62

Hiring Scale Proposal Analysis 62

Smooth Sale

APRIL 16, 2024

However, the most daunting ones can trigger anxiety, especially when we feel we lack the natural talent or the necessary skills to overcome them. Negativity hits each of us occasionally, and we wonder whether we will make a fool of ourselves or if there is a way past the situation to focus on what we most desire.

How To 116

How To Hiring Face-to-face Networking 116

Partners in Excellence

MARCH 6, 2024

We seem to be on diverging paths, and this creates problems for both buyers and sellers. They don’t need a lot of education about our products. We always seem to lead with our products and focus our conversations on those. We don’t help them by repeating what they already know.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling.

Retention 123

Retention Maximizer Account Up-Sell 123

Partners in Excellence

APRIL 18, 2022

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. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.

Buyer 132

Buyer Face-to-face Groups Objections 132

BuzzBoard

OCTOBER 3, 2023

When your customers are savvy, discerning, and constantly bombarded with a barrage of sales pitches and marketing messages, how do you plan to stand out in this crowded digital arena? Indeed, we have entered the era where digitizing everything is becoming a reality. The answer lies in hyper-personalization.

Lead Rank 105

Lead Rank Scale Sales Qualified Lead Demographics 105

Highspot

MARCH 21, 2024

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. 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. A recent McKinsey & Co.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Partners in Excellence

JUNE 8, 2021

It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. The value we created was educating them about products and services.

Face-to-face 125

Face-to-face Education Trade Show Channels 125

Partners in Excellence

JANUARY 4, 2024

We are pummeled with “deep insights” and “expertise” on the single right way to do something. There is no single “rule,” no single “right way,” no magic solution that enables us to address every customer, every situation, every opportunity. And it differs over circumstance and time.

Ideal Customer Profile 95

Ideal Customer Profile Guidelines Lead Rank Lead Scoring 95

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. In others it’s “customers want rep-free buying experiences.” It’s rare that I see someone suggest, “Why do we accept this?

Buying Cycle 113

Buying Cycle Outbound Data Channels 113