Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions.

ROI 97

ROI Lead Rank Segment Analysis 97

Mindtickle

JUNE 21, 2023

This invaluable resource will equip you with the knowledge and confidence to navigate sales conversations with ease, impress prospects, and elevate your selling game. B2C businesses often employ marketing and advertising strategies to attract and engage with a wide range of consumers to drive sales and build customer loyalty.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

criteria for success

MAY 24, 2022

Provide constructive feedback to the team as they share their stories. A second way to include success stories in your next sales team meeting is to ask team members to share key success stories that are not their own – this ensures that the team is learning all of the important stories that demonstrate your company's value.

Meeting 97

Meeting Training Face-to-face Objections 97

Allego

SEPTEMBER 22, 2022

Winning sales professionals have tactical skills that help them win business. They know how to develop and nurture client relationships, stay up to date on products and the market, add value and differentiate from competitors, and handle objections—to name just a few things. Get More Sales Advice for Financial Services.

Face-to-face 103

Face-to-face Pivotal Licensing Selling Skills 103

Vengreso

JUNE 27, 2022

However, in the era of social selling , 74% of business buyers conduct most of their research independently before making a final decision. In fact, 41% of B2B buyers view 3 to 5 pieces of content online before contacting a sales rep and becoming a quality lead. Sales Management Must Be Experienced.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Gong.io

AUGUST 8, 2022

And they can develop relationships with potential leads, engaging them where they feel most comfortable — on social media. . Whereas prospecting is all about targeted sales pitches, social selling takes a different approach. Cold calling is a tried-and-true part of the sales process that shouldn’t be ignored or downplayed.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Gong.io

JANUARY 1, 2021

Lead the dance. Test out this skill during your next negotiation. The best of the best sales reps bring up the price in the 38-46-minute timeframe. The key is you need some time (at least 38 minutes, on average) to build your value prop… and ideally, some rapport. I’m sure we can knock this out in 7-9 minutes tops.

Negotiation 127

Negotiation Call-back Proposal Decision Maker 127

Gong.io

JANUARY 1, 2021

Lead the dance. Test out this skill during your next negotiation. The best of the best sales reps bring up the price in the 38-46-minute timeframe. The key is you need some time (at least 38 minutes, on average) to build your value prop… and ideally, some rapport. I’m sure we can knock this out in 7-9 minutes tops.

Negotiation 83

Negotiation Call-back Proposal Decision Maker 83

DialSource

JANUARY 16, 2020

Leading with a data-driven mindset will increase efficiency and agility throughout every step in the journey. 2) Process: Define Your Lead to Revenue Process. Consider in-depth customer interviews to help you learn where your current sales process might have gaps or weaknesses. – Salesforce State of Sales Report 2018.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41