Partners in Excellence

JULY 2, 2013

We’re supposed to bring our customers insight–opportunities they are missing, new ways to run their business, new ways to grow. We charge them to engage their customers in a different way, providing insight. We charge them to engage their customers in a different way, providing insight. No one argues that. .

Case Study 90

Case Study Call-back Collateral Study 90

Partners in Excellence

SEPTEMBER 1, 2022

The problem is, they are trying to solve a problem, but they have limited expertise in solving that problem, so they struggle to answer the question, “what does this mean to me/us? There are so many tools that enable us to get deep insights about each enterprise we go after. What are the risks? What are we missing?

Automotive 102

Automotive Face-to-face Ideal Customer Profile Industry 102

Smooth Sale

MARCH 9, 2022

Note: Our collaborative Blog asks and provides insights on the, ‘Do You Know The Success Secrets For The Healthcare Industry?’’. Although the title, ‘The success secrets for the healthcare industry,’ may sound limited to one industry, the success secrets insights apply to many. For More Insights: Visit Elinor’s Amazon Author Page.

Industry 78

Industry Social Media Hiring Lead Rank 78

Partners in Excellence

JULY 5, 2013

Are “Challenging” and “Insight” synonymous? Or actually, I’ve been thinking, “Does the Challenger sales person have to be the provider/teacher of the insights, or is she the orchestrator and manager of the process? It seems to be, successfully delivering and defending Insight requires scars.

Resources 95

Resources Sales Engineering Maximizer 95

Partners in Excellence

SEPTEMBER 20, 2013

Largely, they have been selling for years, most have been very successful They bear the scars one gets from experience. It would free them up to sell and improve their effectiveness. They don’t know any of the mythology about what selling is supposed to be about. They’ve “been there, done that.”

Call-back 87

Call-back Ideal Customer Profile Sales Process Up-Sell 87

Partners in Excellence

AUGUST 19, 2013

Ask them the silly questions: What does your typical day look like? How does that impact what you do? Related Posts: Does Insight Selling Require “Scars?” Ask the 1o,ooo questions you always wanted to ask a customer but were afraid to? How do you find yourself spending your time?

Ideal Customer Profile 92

Ideal Customer Profile Customer Face-to-face Relationals 92

Partners in Excellence

SEPTEMBER 12, 2016

The reason the CEO was so effective in selling was he came from an experience base that was similar to that of the customers. He didn’t know anything about selling. Some of the most difficult aspects of selling are understanding enough about the business, the function, and the problems of our customers have.

Hiring 48

Hiring Face-to-face Decision Maker Objections 48