Partners in Excellence

JULY 18, 2019

Imagine we’ve solved all the problems of sales execution. Sales people know how to prospect and find the right opportunities. They know how to qualify, they know how to move the customer efficiently through their buying cycles, they know how to create value in the buying process. But there’s a problem.

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Hiring Territories Buying Cycle Sales 76

Partners in Excellence

AUGUST 22, 2019

Also, your average sales cycle will probably decrease, freeing time up for people to look for more qualified opportunities. Think of the time you can free up simply by chasing the right opportunities. These customers may buy, eventually, you will want to nurture them. Look at “time available for selling.”

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Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Pipeliner

MARCH 15, 2018

and sales, the importance of asking the right questions, on reaching executives early in the sales cycle, seeing through the customer’s eyes, and the most important sales challenge of 2018. Additionally, I am honored to be part of this exclusive group of sales thought leaders who are all at the top of their game.”. “I’m

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Territories Quota Forecasting Pipeline 49

Partners in Excellence

MAY 29, 2022

As we start posing these questions, the responses provoke us to follow up with the “What if… , Have you considered… , How might things change if… ? Almost universally, manages say, “Do more—do more prospecting, find more opportunities, fill up your pipeline.” Why Does This Happen?

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Pipeline Analysis Sales Cycle Opportunity 75

SBI

JANUARY 29, 2014

Myth #1: Sales is a Numbers Game. When today’s Sales Managers came of age, we were taught that making more calls is what leads to more sales. It was the smartest way to approach sales at the time and it was so drilled into our heads that we keep preaching it to today’s generation of salespeople. No excuses.

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Lead Rank Lead Scoring Quota Lead Qualification 139

Customer Centric Selling

MARCH 4, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling®. Decades ago, while selling clients their first business computer systems, I learned a valuable lesson: Software is only as good as the data that’s entered. There was a phrase used in our office -- "With bad data, technology just speeds up the mess.".

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Top of Funnel CRM Sales Cycle Software 40

SBI

MAY 28, 2015

Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. Don’t sell features, sell benefits. People buy from people they like. The art and science of selling has gotten progressively more complex. Myth #1: Sales is a Numbers Game. No excuses.

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BANT Sales Qualified Lead Quota Lead Rank 50

Jonathan Farrington

APRIL 29, 2013

There is a saying which has been around for as long as I can remember – and that is a pretty long time – “ People buy people first” What that essentially means of course is before buyers thought about your solution, they needed to be sold on you personally. What effect does this have on “relationship selling?”

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Buying Cycle Territories Up-Sell Buyer 38

Jonathan Farrington

JANUARY 11, 2012

There is a saying which has been around for as long as I can remember – and that is a pretty long time – “ People buy people first” What that essentially means of course, is before buyers thought about your solution, they needed to be sold on you personally. What effect does this have on “relationship selling?”

Buyer 39

Buyer Lead Rank Lead Scoring Buying Cycle 39

SBI

APRIL 28, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Leslie: Business decision makers should be looking for ways to get the most out of the data that is generated from their sales and marketing solutions. Nancy can be reached at 916-596-3035.

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Up-Sell Closing Lead Generation Revenue 54

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. I’ll minimize repeating what I said in those articles, here they are: Pipeline Quality Win Rates Leveraging Deal Size And Sales Cycle In this article, I want to start tying some ideas together, wrapping up this series.

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Pipeline Sales Cycle Forecasting Face-to-face 73

Growbots

APRIL 17, 2018

A Players are selective about vendors they work for and favor start-ups that offer large territories, lucrative commission structures, and potential equity. Here are some common behaviors and habits of B and C Players that ultimately hurt their sales performance. 3 Bad Sales Habits That Hurt Your Performance.

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Decision Maker Chemicals Proposal Vendor 73