Partners in Excellence

DECEMBER 9, 2021

I was coaching an outstanding sales manager. She coaches each person, having a very disciplined approach in leveraging data and how they worked. They invest the time in coaching (at least trying to) coach their people. But what we miss is how we communicate and engage the person in these coaching discussions.

Outsourcing Services 96

Outsourcing Services Revelation Coaching Channels 96

Partners in Excellence

JANUARY 19, 2022

We flood social channels with prospecting messages. We know we have to reach customers through multiple channels. Technology and automation enables us to provide ever increasing volumes of messages across all these channels. That fuels our investment in digital channels. We send endless texts.

Revelation 78

Revelation Customer Channels Discount 78

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” How should we be coaching them? But beyond this, we are seeing organizations re imagining their digital engagement strategies, or leveraging deep expertise on social, event, conference and other channels.

Opportunity 109

Opportunity Scale Revelation Quota 109

Partners in Excellence

FEBRUARY 7, 2013

Great organizations are leveraging social channels, complementing the content, responding to the continued customer need for information and education — the way they prefer to be informed and educated. Marketing becomes the primary channel to the customer for much of their buying process.

Top of Funnel 96

Top of Funnel Marketing Lead Rank Sales Qualified Lead 96

Partners in Excellence

JUNE 6, 2018

When they are buying, they leverage multiple channels for educating themselves on products/solutions. Too often, we find sales people unconsciously reveling in the distraction from being with customers—being with customers is tough work! It’s something that demands constant attention and coaching from managers.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Sales Hacker

NOVEMBER 21, 2019

Allowing automation to take over is the key to uncovering revelations like these in the future. At my company, we’ve coached our sales reps based on this research, and we have seen an uptick in close rates as a result. Coaching salespeople might be one of the broadest and most transformational applications of AI for sales.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Gong.io

SEPTEMBER 19, 2018

In The Fearless Mind , Craig Manning’s astonishing look at the ways you can train your mind to overcome insecurity and anxiety, unlock confidence, and channel your inner greatness. Imagine the History Channel rewired for salesman consumption. Scared selling is ineffective selling. Getting Past ‘No’. Power Prospecting.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111