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 105

Outsourcing Services Revelation Coaching Channels 105

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. Some say all of this will displace sales people. Some say all of this will displace sales people.

Revelation 87

Revelation Customer Channels Discount 87

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? This would probably require a greater investment in both marketing and sales. I’m constantly amazed as I look at performance of organizations.

Opportunity 120

Opportunity Scale Revelation Quota 120

Sales Hacker

NOVEMBER 21, 2019

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. In fact, automation is already impacting sales, and its influence will only continue to grow. The need for automation in sales. Those that don’t — won’t.

Ideal Customer Profile 85

Ideal Customer Profile How To Churn Face-to-face 85

Partners in Excellence

JUNE 6, 2018

The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” He went on discuss the selling distractions, arguing, “why would a sales person choose to spend their time on admin processes and things like updating CRM?”

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Partners in Excellence

FEBRUARY 7, 2013

Customers are self educating, they don’t want to see sales people until they have completed the majority of their buying process! We all know this–much to the chagrin of sales. Marketing becomes the primary channel to the customer for much of their buying process. But the customer is really screwing things up.

Top of Funnel 100

Top of Funnel Marketing Lead Rank Sales Qualified Lead 100

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale. This is a sequel to The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111