Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. What are qualifying questions… ?

Ideal Customer Profile 117

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

Igniting Sales Transformation

DECEMBER 1, 2019

That includes new product announcements, product feature training, product demos, reviews of marketing materials, or execs who feel their title justifies air time with the sales force when it doesn’t. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. Lack of training?

Meeting 130

Meeting Decision Maker Revelation ACT 130

No More Cold Calling

DECEMBER 30, 2021

That’s what a client asked me a couple years ago, and I was baffled by his revelation. If virtual sales training was ever needed, this was the time. In the meantime, here’s what you might have missed from No More Cold Calling this quarter: I Was Neglecting My Customer Relationships. It even became a verb.)

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Increase Sales

JUNE 8, 2012

Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers. Sales Training Coaching Tip: When you reference something you have read such as a LinkedIN profile, please take the time to read it. Pretty simple. Not very complex and not anything really new.

Decision Maker 169

Decision Maker Ideal Customer Profile Revelation Coaching 169

Corporate Visions

JUNE 19, 2019

This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. Challenger is one of several sales training models inspired by Geoffrey Moore’s original idea of Provocation-based Selling, as popularized by his HBR article, In a Downturn, Provoke Your Customers.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85

Hubspot Sales

OCTOBER 18, 2017

First, share a presentation with decision makers and outline the "why" and "how" behind adjusting your processes or product line. Second, mentor and train your reps to focus on the best parts of your product. It was a revelation that, “ We can be doing even better. ”. This wasn’t a knock on the team before me.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

Klozers

JUNE 5, 2014

. The report provides a long list of areas where sales people failed to ask and understand fundamentals such as Project Goals, Decision Makers and Decision Criteria. F urthermore only 1 out of 10 were proficient at understanding the customers buying process.

Company 46

Company Revelation Survey Report 46