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 117

Top of Funnel Face-to-face Data Buying Cycle 117

Partners in Excellence

MAY 21, 2024

I think George and I recognized similar passions with technology, business and selling. Two separate sentences lept out in George’s story: “There aren’t a lot of careers where you can do everything you can in sales.” ” Why Selling As a kid, my dream was to become a loudspeaker engineer.

Vendor 68

Vendor Engineering Up-Sell Industry 68

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. Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems.

Competition 117

Competition Customer Buying Cycle Vendor 117

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. What do your solutions do?” “I’m sorry,” I said, “I meant, what problems do your solutions solve? . “What does that mean,” I asked. ” I responded.

Up-Sell 116

Up-Sell Competition Conversion Customer 116

Autoklose

MAY 6, 2024

But, if you want to be a good artist, you need to know all the nitty-gritty and fundamentals of your art, which, in this case means that great salespeople heavily rely on scientifically proven techniques and strategies. Here are some tested-out and working selling techniques that have been corroborated by numerous stats.

Quota 98

Quota Social Media Follow-up GoldMine 98

SMEI

APRIL 23, 2024

As the excerpt from “Open the Mind and Close the Sale: The secret to success in Selling!” ” reminds us, building a better mousetrap doesn’t necessarily mean the world will beat a path to your door. Their training, knowledge, and spirit of service are what set one company apart from another.

Training 109

Training Guarantee Competition Closing 109

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? But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention.

Face-to-face 98

Face-to-face Buying Cycle Outbound B2B 98

Smooth Sale

MAY 15, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: What Is Your Merch Actually Doing For Your Business Growth? Consumers are around 75% more likely to buy again after receiving branded merchandise. Get it right, and you can secure business growth and sales. Don’t believe us?

Consumer 91

Consumer Trade Show Hiring Licensing 91

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? And when we do, we are overwhelmed with information and data about what we might do.

Customer 122

Customer Face-to-face Buying Cycle Loyalty 122

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. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Channels 138

Channels Revenue How To Case Study 138

Smooth Sale

MAY 20, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Six Strategies To Jumpstart Your Small Business for Growth Starting a small business is a wild ride—it’s thrilling, unpredictable, and packed with ups and downs. Are you ready to take a closer look? Who’s buying what are you selling?

Strategy 101

Strategy Small Business Small Business Networking 101

Partners in Excellence

MAY 8, 2024

Desperately, we try to find someone to talk to, something interesting to talk about, but…… It seems so much of “modern” selling looks like this. But we don’t understand what has happened. Customers are involving us later and later in the buying process. It’s so much simpler that way.

Buying Cycle 68

Buying Cycle Maximizer Call-back Sales Cycle 68

Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact.

ROI 120

ROI Analysis Relationals Revenue 120

PandaDoc

MAY 16, 2024

In this article, we’ll cover how you can measure indirect sales success and discuss the four main types of indirect sales strategies: distribution , dealership , franchising , and merchandising. Key takeaways Indirect sales consists of selling products and services through intermediaries. What is indirect sales?

Distribution 52

Distribution Retail Revenue Top of Funnel 52

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. When customers feel understood, they are more open to listening and engaging.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

SalesFuel

APRIL 8, 2024

But selling to today’s cost-conscious buyers requires a more focused approach. The key to negotiating is to first believe in your own product pricing,” he explains. Listening to their testimonials can give you even more context into the ROI your clients experience. This will help you when they want to negotiate pricing.

Negotiation 115

Negotiation Buyer B2B Hiring 115

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? Key takeaways Understanding your customers’ fears, desires, and motivations can help you connect with them and build genuine relationships. What is sales psychology?

Study 52

Study Closing Proposal Influencer 52

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customer 109

Customer Face-to-face Enterprise Enterprise 109

Partners in Excellence

JUNE 5, 2023

“Tough times demand tougher selling!” ” That seems to be a mantra many people discuss about selling in a difficult economy. And tougher selling is, sometimes, interpreted of higher activity levels, more outreaches, higher volumes, more and more frequent touches. Some of it focuses on more aggressive messaging.

Discount 94

Discount Government Face-to-face Buyer 94

Partners in Excellence

MAY 10, 2023

One morning I was meeting with him, he had just returned from a trip, calling on customers and meeting with people in the branch offices in Boston. It was from a very important customer and was toughly competed. In the conversation, he had asked them, “What did they buy the system for?”

Customer 94

Customer Proposal System Engineering 94

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Face-to-face 114

Face-to-face Proposal Hiring Quota 114

Partners in Excellence

APRIL 24, 2024

Yeah, some of you will be offended by the crude title of this post. I just couldn’t think of a better description of something that dominates too many selling conversations. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price.

Discount 77

Discount Proposal Objections Positioning 77

Partners in Excellence

MARCH 2, 2024

While his time was probably better spent talking to customers, he took time to have a great conversation. Dave, being obsessed with selling depends upon the story you tell yourself about ‘What is Selling’ If you imagine selling to be Herb Tarlek from WKRP or Vin Diesel as Chris Varick in Boiler Room, you should hate it.

Eloqua 73

Eloqua Sales Talent Up-Sell Promotion 73

Nutshell

MAY 20, 2024

There’s nothing worse than spending hours building a relationship with a lead only to discover months later that they don’t need what you’re selling. That’s not to say that setting up a meeting with your new prospect and firing away with a list of questions about their business is necessarily the answer. Download it today!

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

Partners in Excellence

JANUARY 29, 2024

Imagine you are the CRO, possibly the CEO of a company offering complex B2B solutions. Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. ” Johnny comes on, in his deep voice says, “Thank you Monty!

Face-to-face 86

Face-to-face Sales Cycle Quota Loyalty 86

SBI

NOVEMBER 10, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job. Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Why are accounts not growing?

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” Just look at Hank Barnes’ provocative research on planned versus unplanned buying efforts and buyer regret.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

PeopleSoft 115

PeopleSoft Software Software Course 115

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. Do they provide guidance that makes the buying process easier? Let’s get into it.

Sales 92

Sales Software Software SalesForce 92

Partners in Excellence

JULY 31, 2023

As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Sometimes, though rarely, we think about their buying process.

Customer 93

Customer Maximizer Conversion CRM 93

Hubspot Sales

MARCH 27, 2023

Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. You can also buy virtually anything online, including services. When we think about online selling, we usually think about selling products like clothing or electronics. How to Sell Services Online 1.

How To 124

How To Social Media Intent Hubspot 124

Partners in Excellence

JULY 28, 2023

But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers. There are all sorts of activities, separated by stages, focusing on what we inflict on our customers. Assembling a knowledgeable buying team. We: Qualify them. Closing them.

Sales Process 88

Sales Process Customer Decision Maker Negotiation 88

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 113

Lead Rank Lead Scoring Ideal Customer Profile Customer 113

Smooth Sale

SEPTEMBER 28, 2023

Photo via Adobe Stock Attract the Right Job Or Clientele: Do You Know Why Point-of-Purchase POP Displays Are Effective? You may have seen POP displays before without realizing their importance. This strategic marketing tool, if utilized correctly, can significantly enhance your business’s profitability and customer engagement.

Hiring 106

Hiring Retail Advertising Advertising 106

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. We are, collectively, jumping on the AI bandwagon as the miracle cure for all that’s broken in selling engagement. I, and others, cite data about customers. Is in webcasts?

Customer 81

Customer Prospecting Revelation Trade Show 81

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. There is nothing worse in the world of selling than asking an executive a great question and then not knowing what to do with the answer.

Prospecting 105

Prospecting Consumer Margin Objections 105

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. Who knows what it will be next year! They throw their preference for a Rep Free buying experience into our faces. When we eventually find someone that wants to buy and will talk to us, 60% end in no decision made.

Face-to-face 115

Face-to-face Commission Up-Sell Discount 115