Partners in Excellence

NOVEMBER 5, 2021

We are creating massive sales assembly lines optimizing the order taking process. More than 10 years ago, CEB (now Gartner) highlighted data about how customers were not getting sales people involved in their buying process until they were about 53% through that process. In some ways, sales leaders revel in this.

Revelation 106

Revelation Margin Discount Retention 106

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?” One of the most interesting data points is the sharp decline of win rates—particularly around those SaaS companies focused on growth and scaling. Too often, however, we could/should be doing much better.

Opportunity 109

Opportunity Scale Revelation Quota 109

Partners in Excellence

DECEMBER 9, 2021

I was coaching an outstanding sales manager. She coaches each person, having a very disciplined approach in leveraging data and how they worked. Afterword: The VP of Sales Ops was Betsy. Betsy’s revelation was one of the most important pieces of feedback I’ve received in my career.

Outsourcing Services 96

Outsourcing Services Revelation Coaching Channels 96

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. Sales success shouldn’t be based on an emotional wager for a desired outcome. Data source: Objective Management Group, 2020.

Sports 52

Sports Sage Revelation Face-to-face 52

Partners in Excellence

SEPTEMBER 19, 2013

Where else do you have the collected information about everything your customers have done with your company, the relationships of people in your customers to each other, all the data about what you can do to sell them more? For the managers that have made it this far, realize CRM and the related tools are not about you.

System 92

System CRM Revelation Territories 92

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Partners in Excellence

JUNE 6, 2018

The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” ” I thought, “Hmm, that must be me…” I’ve used that data, but so have a lot of others.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52