Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal.
Sales 2.0
FEBRUARY 27, 2020
In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need. You need a coach.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales 2.0
AUGUST 11, 2018
In my last post I shone a light on the fact that to prospect you need to have a good prospect list. In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. You need a coach.
Sales 2.0
JULY 7, 2014
tools like Sweetspot or Insideview or Owler. When you’re job hunting career coaches tell you to set up “informational interviews”. You need a coach. This is in fact the exact definition of a “coach” as created by Miller Heiman in their book Strategic Selling. Closing Prospecting Sales 2.0
SBI
APRIL 27, 2021
Perhaps you simply want to understand who needs coaching or what knowledge or skills gaps exist. What we took note of, was the extent to which these solutions helped organizations scale their learning, coaching, and development activities. Or you may wish to help the middle performers move into the top performer bracket.
No More Cold Calling
JANUARY 3, 2013
Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. Are marketers out there prospecting for new, individual business opportunities? It requires learning new skills.
SBI
JUNE 2, 2020
Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. When the Green Bay Packers showed up for spring training after having lost the NFL Championship to the Philadelphia Eagles in 1961, their coach, Vince Lombardi did not say, “Gentlemen, we need to take our game to the next level.”
Expert insights. Personalized for you.
370 
Let's personalize your content