Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. You're welcome.

Prospecting 105

Prospecting Cancellation How To Revelation 105

Partners in Excellence

NOVEMBER 25, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer. PLG is great for sales. Learning about the customer, their markets, their industry is so distracting!

Revelation 122

Revelation Hiring Lead Rank Lead Scoring 122

Partners in Excellence

DECEMBER 1, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer. PLG is great for sales. Learning about the customer, their markets, their industry is so distracting!

Revelation 118

Revelation Hiring Incentives Incentive 118

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. The customer abandons the project and doesn’t change. If we are making our numbers, in spite of this high failure rate on the part of customers trying to buy, couldn’t we actually be achieving far more than what we have achieved?

Forecasting 131

Forecasting Revelation Incentives Incentive 131

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. The customer abandons the project and doesn’t change. If we are making our numbers, in spite of this high failure rate on the part of customers trying to buy, couldn’t we actually be achieving far more than what we have achieved? We’ve met our goals!

Forecasting 68

Forecasting Revelation Incentives Incentive 68

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Did I take the customer’s word at face value?   For a moment, let’s put ourselves in the position of the customer. Click here to learn more about Win-Loss Analysis.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

AUGUST 7, 2015

All sales professionals revel in doing deals. The corollary, is if your sales people aren’t doing deals, then they aren’t doing their jobs.). Our job is no longer to get things done through our customers, but to get things done through our people.

Revelation 48

Revelation Maximizer Consumer Account 48