Partners in Excellence

JANUARY 19, 2022

We struggle with customer/prospect engagement. We know we have to reach customers through multiple channels. Yet customers aren’t responding. We know those customers struggle with buying. ” Yes, customers buy, but because they have to. It’s the customer digital buying journey.

Revelation 79

Revelation Customer Channels Discount 79

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Competition 108

Competition Customer Buying Cycle Vendor 108

SBI Growth

MAY 13, 2013

Don’t get me wrong, I revel in an easy solution. One of the biggest problems for sales reps is customer objections. For instance, in a recent blog I wrote about improving customer insights with micro questions. Talented sales reps will use this customer insight to expertly handle customer objections.

Objections 306

Objections Customer Revelation Buyer Persona 306

Partners in Excellence

MARCH 20, 2024

I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. We should know how to engage our customers in meaningful ways, whether attracting interest or engaging them through the buying process. I test across different roles, markets, different issues.

Ideal Customer Profile 116

Ideal Customer Profile Revelation Decision Maker Face-to-face 116

Babette Ten Haken

SEPTEMBER 12, 2018

Those accomplishments, honors, certifications, academic degrees in which we revel. However, the label itself can set up performance and customer experience expectations which may be unjustified. To create positive customer experiences with clients and colleagues, move past the biases generated by the professional labels game.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Pipeliner

APRIL 12, 2024

I shared a revelation about being easy to do business with. The customer’s experience with your company is crucial. We mentioned our free webinar on reviving lost customers. Fostering an entrepreneurial spirit, building trust, and customer-centricity are foundational. My conversation with Andy was enlightening.

Video 52

Video Revelation Case Study Pivotal 52

Partners in Excellence

NOVEMBER 11, 2018

” Too often, the thinking is, “We have to meet the customer where they are at!” ” Some marketing and sales enablement people are reveling in the new content challenge, thinking, they have to provide content and related support for every one of these points in the buyer journey.

Revelation 89

Revelation Customer Buyer Relationals 89

Pipeliner

APRIL 8, 2024

The Revelations of a Time Audit John Nieuwenburg introduced the eye-opening practice of a time audit, tracking every 15 minutes of your day for a week. With the rise of more intuitive interactions with technology, adapting to and leveraging AI could be a game-changer for meeting evolving customer expectations.

Small Business 52

Small Business Small Business Opportunity Hiring 52

Partners in Excellence

MARCH 8, 2024

Later revelations included referring a lead to a seller more appropriate for the client, even including a competitor; such selfless actions lead to positive referrals and future sales. Eventually I came to a larger revelation; the problem with “sales” lies at the core, the heart, the primary goal or objective of selling.

Revelation 70

Revelation Government Course Buyer 70

Partners in Excellence

MARCH 8, 2022

While we focus on developing our virtual selling skills; do you have the right camera/lighting, an appropriate background, are you dressed appropriately–at least from the waist up, are you looking at the camera, not the person’s image on screen…… our customers are doing something different. Buyers are struggling more!

Revelation 85

Revelation Face-to-face Social Media Selling Skills 85

Pipeliner

AUGUST 26, 2023

Customer Experience: A Lighthouse of Success Amidst the evolution of strategies and technological shifts, one element remains steadfast—customer experience. Kyle’s perspective resonates—the significance of customer engagement and responsiveness is paramount, transcending industry and size.

Revelation 52

Revelation Commence Pivotal Consumer 52

Partners in Excellence

APRIL 1, 2022

I didn’t bother, looking at the 1000’s of books in that category, I probably could find something, but I’ll keep ordering the books I want, and if I get to collect the $1.40, that’s fine, if not, Amazon can revel in the fact that I’ve let them drop $1.40 But our customers are expressing this displeasure.

Revelation 124

Revelation Channels eBook Referrals 124

Partners in Excellence

JANUARY 27, 2021

Sales people often add to the complexity customers face. They do this because they don’t understand the problem/opportunity the customer faces. They do this trying to be responsive to the customer. They do this to feign intelligence and to match what they think customer expect.

Meeting 144

Meeting Face-to-face Revelation Google 144

Partners in Excellence

JANUARY 31, 2023

We revel in leveraging our technologies for buyer engagement–and, apparently, buyers revel in these as well. In complex B2B buying, we will want to optimize the customer buying experience–and our selling experience by looking thoughtfully at how we design human and automated interventions in the process.

Revelation 62

Revelation Face-to-face Buyer Up-Sell 62

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. We’ve had all sorts of tools providing deep customer insights, research, knowledge. These tools have freed up time, theoretically allowing sellers to spend more time leveraging the information to work with customers.

Face-to-face 119

Face-to-face Revelation Tools CRM 119

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. In some ways, sales leaders revel in this.

Revelation 108

Revelation Margin Discount Retention 108

Alice Heiman

FEBRUARY 13, 2024

One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. The company had previously relied heavily on leads from Gartner and engagements with legacy customers. Strategic Sales Team Restructuring Harris didn’t stop at marketing transformations.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

No More Cold Calling

DECEMBER 30, 2021

I dropped the ball this year, and I confessed to my mistake in my November blog post: “I Was Neglecting My Customer Relationships. ” In the meantime, here’s what you might have missed from No More Cold Calling this quarter: I Was Neglecting My Customer Relationships. Read “ I Was Neglecting My Customer Relationships ”).

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Partners in Excellence

AUGUST 12, 2020

The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. And as a result how we sell, how we engage customers, how we work will change–I think profoundly. As usual, when we talk about the new selling, we tend to talk about what we are doing to our customers.

Face-to-face 159

Face-to-face Revelation Channels Exercises 159

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. This post is a simple walkthrough of the why and the how behind predictive sales and marketing strategies, and why it all starts with your own customer data. More customers .

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

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?” Think of what it would mean to our customers, our own performance, our companies, shareholders, if we started to more effectively address the potential? Too often, however, we could/should be doing much better.

Opportunity 110

Opportunity Scale Revelation Quota 110

Partners in Excellence

NOVEMBER 2, 2021

We know customers spend more of their buying journey finding information in digital and other channels. We respond to the customer drive for a more effective buying journey, by mechanizing the interaction. This is the part of the buying journey that is most important to the customer and where they need the most support.

Revelation 107

Revelation Channels Maximizer Social Selling 107

Partners in Excellence

NOVEMBER 21, 2016

The sales person was asking the customer about their needs. As I listened to the questions, it struck me, the majority of the questions really weren’t about the customer’s needs but really about the product or solution. All the questions were focused on the solution, but few were focused on the customers’ needs.

Customer 48

Customer Revelation Call-back Promotion 48

Alice Heiman

MARCH 12, 2024

It’s about being where your customers are, engaging in meaningful conversations, and showcasing the human side of leadership. This authentic engagement not only humanizes the brand but also builds trust and credibility with customers and prospects alike.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Partners in Excellence

MARCH 30, 2022

It’s the opportunity to figure out, for each and every deal, how to excel, how to connect with the customer, create value, helping them to achieve their goals, and through them achieve their personal goals. What do the people we work with — customers, colleagues, partners—care about?

Hiring 98

Hiring Revelation Compensation Up-Sell 98

Partners in Excellence

JULY 2, 2019

Our, our competitors, and our customer’s worlds are constantly changing. Even if we have 100% market or customer share, that is never sustainable. By ignoring our failures, reveling only on our success, we miss opportunity. By limiting ourselves to what has always worked, we, increasingly limit our ability to succeed.

Revelation 95

Revelation Relationals Opportunity Positioning 95

Partners in Excellence

OCTOBER 10, 2022

” Others revel in the fact that customers want to minimize seller engagement, preferring digital buying. Related, as customers, increasingly prefer rep-free buying experiences, why don’t we look at, “What are the selling interventions that create real value?” How do we leverage less expensive talent?”

Revelation 62

Revelation Face-to-face Retention Field Sales 62

Partners in Excellence

JANUARY 24, 2023

While many are reveling in ChatGPT’s ability to paper the world with endless amounts of drivel, I mean content, I find it not that useful. Since my objectives in customer focused content is to be highly specific and relevant to the issues the customer faces, GPT is, currently, not very useful.

Revelation 68

Revelation Face-to-face Knowledge Base Examples 68

Partners in Excellence

MARCH 1, 2020

We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Are you on boarding them effectively, helping them learn what it takes to succeed with your customers and within your company? Do they understand it?

Revelation 104

Revelation Ideal Customer Profile Coaching Account 104

Partners in Excellence

DECEMBER 1, 2021

I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer. We don’t have to invest in understanding the customers’ businesses and challenges. We have to take the time to understand the customer–both as an organization and as individuals.

Revelation 118

Revelation Hiring Incentives Incentive 118

Bigtincan

DECEMBER 9, 2019

It’s a revelation heard all around the web — embracing a sales enablement strategy can transform an organization.

Revelation 52

Revelation Sales Process Commission Sales Cycle 52

Partners in Excellence

NOVEMBER 25, 2021

I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer. We don’t have to invest in understanding the customers’ businesses and challenges. We have to take the time to understand the customer–both as an organization and as individuals.

Revelation 114

Revelation Hiring Lead Rank Lead Scoring 114

Partners in Excellence

JUNE 18, 2013

OK, maybe misery is too dramatic, but at its core, unless our customers are “miserable” we will never be successful in selling them. We were discussing his sales strategies, value propositions, and how to get customers to buy. we can become pains in the A**, but customers have easy solutions to that.). Selling 101.

Customer 95

Customer Revelation Face-to-face Engineering 95

Allego

FEBRUARY 19, 2021

In episode 20, SPARXiQ Founder and CEO David Bauders shares how sales organizations can adapt to the new normal, the power of analytics to accelerate sales performance, and why you learn the most from your most demanding customers. It’s innovation that helps us make it better to be our customer and harder to be our competitors.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

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 123

Forecasting Revelation Incentives Incentive 123

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? In my experience, these prospects ask for the moon — customized solutions, deep discounts, unlimited revisions — often before establishing any relationship or value provided.” Want more content like this? Subscribe to our newsletter!

Prospecting 98

Prospecting Cancellation How To Revelation 98

Partners in Excellence

MARCH 15, 2023

We read their reviews, reveling over the customer complaints, trying to figure out how to leverage them into our strategies. At the end, what have we proved, more importantly do our mutual customers even care? Customers don’t care about who offers the most features and functions. We study them and their strategies.

Revelation 52

Revelation Comparison Competition Discount 52