Pipeliner

APRIL 12, 2024

Andy is a master sales trainer and consultant with over thirty years of experience and has worked with over one hundred organizations. It explored how culture drives sales and business development. These companies must instill entrepreneurial behavior in their sales force. This mindset is vital for sales innovation and success.

Video 52

Video Revelation Case Study Pivotal 52

Partners in Excellence

MAY 1, 2024

Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. ” And we are totally bewildered by things we see happening in sales. ” Somehow our technology stacks are a representation of our sophistication in our sales execution strategies.

Revelation 107

Revelation Lead Gen Scale Face-to-face 107

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 80

Revelation Customer Channels Discount 80

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 109

Competition Customer Buying Cycle Vendor 109

SBI Growth

MAY 13, 2013

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Don’t get me wrong, I revel in an easy solution. One of the biggest problems for sales reps is customer objections. As a sales rep, you have a variety of tools in your bag. Understanding Customer Objections. Seem too good to be true?

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 117

Ideal Customer Profile Revelation Decision Maker Face-to-face 117

Babette Ten Haken

SEPTEMBER 12, 2018

Those accomplishments, honors, certifications, academic degrees in which we revel. Or, the biz card or professional profile on LinkedIn is full of marketing and sales spiel and lingo which appears light-hearted and almost self-deprecating, with pseudo-titles created for what they do. The awards we collect.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

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. We are creating massive sales assembly lines optimizing the order taking process.

Revelation 109

Revelation Margin Discount Retention 109

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

Partners in Excellence

NOVEMBER 11, 2018

As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” ” Too often, the thinking is, “We have to meet the customer where they are at!”

Revelation 89

Revelation Customer Buyer Relationals 89

Partners in Excellence

MARCH 8, 2024

Not fertile ground for sales folk. It was a life-changing experience regarding business – but not regarding sales. The only course I saw on sales (this was back 1974-76) was about strategic selling and sales management; nothing about the personal psychology of selling, which I later came to see as critical.

Revelation 71

Revelation Government Course Buyer 71

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

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. To succeed, you need to trust the data and step into predictive sales. How Customer Success Drives Predictive Sales and Marketing. 8 Sales Strategies to Win Big.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

Pipeliner

APRIL 8, 2024

Chatting with John Golden from Sales POP! Online Sales Magazine and Pipeline CRM, alongside John Nieuwenburg , a seasoned business coach since 2004, I ventured into the world of small businesses. Our dialogue uncovered the real struggles and bright spots for small enterprises today.

Small Business 52

Small Business Small Business Opportunity Hiring 52

Alice Heiman

MARCH 12, 2024

A recent conversation between Alice Heiman and Scott Gillum on the Sales Talk for CEOs podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can’t afford to ignore. Starting at the bottom closing deals as a sales rep. His career follows the pipeline.

Social Media 75

Social Media Media Revenue Top of Funnel 75

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 125

Revelation Channels eBook Referrals 125

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

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 107

Prospecting Cancellation How To Revelation 107

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. But CRM has been a powerful tool that drives sales productivity and performance. We’ve had all sorts of tools providing deep customer insights, research, knowledge. Sales performance continues to plummet.

Face-to-face 120

Face-to-face Revelation Tools CRM 120

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. ” I hope you will also give yourself a bit of a break in the New Year, and also give yourself a career edge by nurturing your most valuable sales relationships: your existing clients.

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

Babette Ten Haken

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? In spite of all your pre-sales assurances.

Revelation 141

Revelation Face-to-face Retention Distribution 141

Partners in Excellence

NOVEMBER 2, 2021

We know customers spend more of their buying journey finding information in digital and other channels. Engagement with sales people represent the smallest part of their time investment. ” So much of our thinking is around automation, digital interactions, and fragmented sales interactions. .”

Revelation 107

Revelation Channels Maximizer Social Selling 107

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 111

Opportunity Scale Revelation Quota 111

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

JUNE 5, 2018

All of us revel in stories of the deal where we took dramatic actions and ultimately won–hopefully not by discounting. But the reality is that sales heroics represent a failure on our parts. Organizations that constantly win, only through sales heroics and last ditch efforts, are failing systemically! No Grin-F#!?ing

Revelation 72

Revelation Discount Sales System 72

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. Sales Automation, Marketing Automation, Financial Systems, Machine Tool, New Building] solution?

Customer 48

Customer Revelation Call-back Promotion 48

Partners in Excellence

OCTOBER 10, 2022

” We see people (even experts) posing questions like, “How do we reduce our dependency on field sales–or sellers of all types?” ” Others revel in the fact that customers want to minimize seller engagement, preferring digital buying. The Great Customer Resignation Is Attrition/Turnover Inevitable?

Revelation 62

Revelation Face-to-face Retention Field Sales 62

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. Fear Of Failure What Sales People Can Learn From High Jumping Committed To "Not Succeeding?"

Revelation 95

Revelation Relationals Opportunity Positioning 95

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

Pipeliner

MAY 21, 2020

The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition. This is particularly true for the sales department, because of its important role in a company’s success.

Data 98

Data Hiring Revelation System 98

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 114

Revelation Hiring Lead Rank Lead Scoring 114

Hubspot Sales

FEBRUARY 11, 2020

One of those potentially confusing metrics is known as sales revenue, and I’ve compiled information to offer you some insight into what it is, how to calculate it, how it relates to other income figures, and why it’s important to understand it. There are two variations of sales revenue: gross and net. Why Is Sales Revenue Important?

Revenue 95

Revenue Revelation Margin How To 95

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

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. Episode 20: Driving Sales Performance | David Bauders. From This Episode.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

Corporate Visions

JUNE 19, 2019

The post What You Need to Know About the Challenger Sales Model by Anton Rius appeared first on Corporate Visions. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. What is the Challenger Sales Model? What The Challenger Sales Model Gets Wrong.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85