Zoominfo

JUNE 10, 2024

That’s precisely the problem we set out to solve with ZoomInfo Copilot. To make matters even more challenging, data from Gartner indicates that 85% of deals are won by the seller that was first to engage. That increasingly narrow opportunity gap is where deals are won or lost. At best, this is a serious disadvantage.

Opportunity 100

Opportunity Buyer Closing Intent Signal 100

Steven Rosen

MARCH 2, 2020

They know what they need to do to be successful and they focus their time, their energy, and their mindset on what’s critical. Do you know what your three critical success factors (CSF) are? Now have a look at your calendar: What percentage of your time do you have allocated to your 3 CSF today, this week and this month?

Energy 294

Energy Course Positioning Coaching 294

Janek Performance Group

JUNE 10, 2024

It’s a situation that necessitates dealing with more moving parts and a diverse set of tactics to be able to close a deal. It’s a situation that necessitates dealing with more moving parts and a diverse set of tactics to be able to close a deal. If you’re not, prepare to deal with silos.

Decision Maker 62

Decision Maker Face-to-face Influencer Motivation 62

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If I pose this question to sellers, the responses I get are usually about what their products do. At best, they obliquely address a real business problem. Do they start making errors?

Customer 112

Customer Face-to-face Enterprise Enterprise 112

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” It affords a great deal of freedom along with direct accountability. Preface : Don Mulhern is a great friend and colleague. Sales IS business.

Face-to-face 122

Face-to-face Sports Territories Forecasting 122

Partners in Excellence

FEBRUARY 17, 2024

At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.” Customers mis-diagnose their problems. But it gets more complicated.

Cancellation 77

Cancellation Face-to-face Inbound Opportunity 77

Partners in Excellence

APRIL 24, 2024

They are buying to solve a problem or address an opportunity. Too often, we don’t know or understand what they are trying to do and why it’s important. Too often, we don’t know or understand what they are trying to do and why it’s important. Some years ago, a client asked me to do a project.

Discount 77

Discount Proposal Objections Positioning 77

Alice Heiman

DECEMBER 28, 2022

The senior partner initiated discussions with clients that demonstrate the firm’s expertise and ability to solve a particular problem. For Daveed it meant taking the lead with the customer to define the problem and the framework to solve it. And in many cases, we deal with big problems and we can’t afford to fail.

Lead Rank 132

Lead Rank LinkedIn Exercises Groups 132

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) Yet there are so many challenges and barriers.

Top of Funnel 116

Top of Funnel Face-to-face Data Buying Cycle 116

Force Management

DECEMBER 14, 2023

It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do. If your partner's message is misaligned with your message you'll miss opportunities to move good deals forward. How do we do it differently from the competition?

Channels 137

Channels Revenue How To Case Study 137

SalesFuel

MAY 6, 2024

However, workers with hands-on positions such as professional carpenters do not yet need to worry about disintermediation of their work. One of the most valuable assets of any company is its human capital. This is defined as “the skills, knowledge and qualifications of a… workforce.” Clients are already encountering these changes.

Competition 111

Competition Face-to-face Hiring Decision Maker 111

PandaDoc

MAY 28, 2024

Modern consumers spend more time doing their own research and less time listening to sales pitches. Consultative selling requires empathy, active listening, and problem-solving. Speaking of sales documents, check out our free sales proposal template before negotiating your next deal. Why is consultative selling important?

Consultative Selling 52

Consultative Selling Top of Funnel Sales Qualified Lead Lead Rank 52

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? And when we do, we are overwhelmed with information and data about what we might do. Or the number of change projects than end in doing nothing.

Customer 121

Customer Face-to-face Buying Cycle Loyalty 121

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” Let’s do a thought experiment with this as an example.

Top of Funnel 112

Top of Funnel Funnel Sales Qualified Lead Leads 112

Hubspot Sales

DECEMBER 4, 2023

Some deals hit walls — that‘s just an unfortunate fact of sales life. So to help you best approach this dilemma when the time comes, I’ve put together a list of four key tips I've learned over my career for closing a deal that has lost steam. 4 Tips for Closing a Deal That's Stalling 1. Let's take a look.

Hubspot 87

Hubspot Closing Hiring Cold Calling 87

Partners in Excellence

FEBRUARY 2, 2024

“All sorts of “”Experts” offer miracle cures and prompts to “give us the answers, doing all the work for us.” Before I dive into this discussion, I do recognize we are in the very early stages of learning how to exploit these tools for greatest value. Or are we misusing them, tragically?

Engineering 117

Engineering Ideal Customer Profile Lead Rank Airlines 117

Hubspot Sales

MARCH 4, 2024

When you do this, you'll get folks who will put in the extra effort and go the extra mile. Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. Let’s dive in.

Lead Rank 110

Lead Rank Construction Hubspot Lead Scoring 110

Partners in Excellence

JULY 31, 2020

I was doing a series of deal reviews–not unlike most of the deal reviews I do. I kept asking, “Who owns the business problem? A few questioned, “Why should we do that, the IT people are our customers?” Often, sales people challenge, me, “Why do we have to talk to those people?

Customer 145

Customer Cancellation Buyer Groups 145

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We may know the “problem” they solve. But does this mean we really understand our customers’ problems? Our customers are thinking about the following…… What causes these problems to occur? When the problems do occur, who does it impact?

Customer 106

Customer Data Follow-up Relationals 106

Partners in Excellence

JUNE 10, 2024

I’ve written about Buyer FOMU incessantly, helping buyers make sense of what they face, developing their confidence they are doing the right thing is critical for their success, and, ultimately, ours. When we think of our roles as sellers, we are dealing in worlds of achieving very high, sometimes unrealistic goals.

Face-to-face 77

Face-to-face Up-Sell Positioning ACT 77

Partners in Excellence

APRIL 24, 2023

And then there are the consequences of not doing so. ” And this thinking drives frenzies of activities with the view that the more people sellers talk to, the more we can pitch, the more deals we can close. Listening to sales executives, the focus is, constantly, making your numbers. The reality is, one is dependent on the other.

Quota 109

Quota Ideal Customer Profile Face-to-face Commission 109

Partners in Excellence

MARCH 14, 2024

How do we survive (though some real leaders are asking themselves how we thrive.) And too many have never seen this, they have no experience with which to deal with this. Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening. We’ve emerged better than before.

Face-to-face 121

Face-to-face Lead Rank Lead Scoring Churn 121

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. ” Or “What do you mean?” Where am I failing, where can I do better, what am I doing wrong?”

Analysis 123

Analysis Conversion Training Examples 123

BuzzBoard

JUNE 6, 2024

But, despite your best efforts, you’re still struggling to close deals. By adopting this methodology, you’ll be able to differentiate yourself from the competition, build trust with your prospects, and ultimately close more deals. You’re not just selling a product or service – you’re solving a problem.

Face-to-face 52

Face-to-face Small Business Small Business Sales Methodology 52

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? Role of a sales engineer Chris: What does a sales engineer even do, Rebby? But we’re doing it from a slightly different lens. It’s our position in the deal cycle to be the credible, trusted advisor. They are credible.

Engineering 52

Engineering Industry Education Face-to-face 52

Pipeliner

MAY 27, 2024

He advocates viewing sales not as a pushy pursuit but as a service-oriented vocation focused on problem-solving. Josh emphasized the importance of nurturing customer relationships over simply closing deals. Finding Harmony in Sales Josh’s story is about adaptability and finding your true talents.

Face-to-face 52

Face-to-face Channels System Social Selling 52

Partners in Excellence

APRIL 5, 2024

But I wanted to do an interim analysis of the stories. With ChatGPT’s help, I identified and prioritized the top 10 most dominant themes: Passion for Problem-Solving : Many storytellers express a deep-seated passion for solving complex problems — both for themselves and for their clients.

Analysis 122

Analysis Motivation Education Influencer 122

Partners in Excellence

MAY 29, 2024

While we never intended to do oceanic cruising, but the shoreline was beyond sight, and one of the challenges was knowing where we were and if we were going in the right direction. I kept whining to him, “Why do I have to learn all this crap? And countless tools/technologies have taken over more of what we do.

Outsourcing Services 124

Outsourcing Services Sales Leadership Call-back System 124

Partners in Excellence

FEBRUARY 29, 2024

He tried to connect what he learned they were doing with his prospecting efforts. ” He responded, “Well they should care, they are in our ICP, we sell to all sorts of organizations similar to this organization… ” I repeated my question, “How do you know the customer cares?”

Ideal Customer Profile 126

Ideal Customer Profile Face-to-face Trade Show Prospecting 126

Partners in Excellence

MAY 22, 2023

We use discovery to understand the customer’s needs, problems, requirements. Our focus on discovery is making an assessment, “Does the customer have needs and requirements that our products address, do we think we might have a strong possibility of competing and winning. What if we do nothing?

Proposal 121

Proposal Education Resources Customer 121

Partners in Excellence

MARCH 18, 2024

I do reflect on them, they help me pay attention to the important stuff going on. I do reflect on them, they help me pay attention to the important stuff going on. It was all about solving a problem. He enjoyed helping people solve real problems and felt that insurance products did that.

Insurance 73

Insurance Insurance Education Salary 73

Partners in Excellence

JANUARY 6, 2021

We make complex problems more complex than they really are. The problems our customers face are complex. If we are dealing with the same complex issues every day, they become less complex to us. If we are dealing with the same complex issues every day, they become less complex to us. It’s understandable.

Revelation 134

Revelation Face-to-face Enterprise Enterprise 134

Gong.io

JULY 22, 2022

And the best way to do that is by teaching them about a problem that only you can solve. Do that before you even introduce your strength. By getting involved early and showing your buyer how you can solve their unique problem, you’ll be able to box out the competition and win the deal.

Decision Maker 118

Decision Maker Hiring How To Buyer 118

Partners in Excellence

APRIL 17, 2024

Do we provide these and train our people in how to use these in supporting customers? Or do we have a case of the blind leading the blind? I’ve written about collaborative conversations and problem solving–how we help our customers think about and assess the performance of their business.

Lead Rank 119

Lead Rank Analysis Incentives Incentive 119

Gong.io

JANUARY 2, 2023

How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? There’s only so much you can do for a prospect that lacks the interest in or need for your offer. . We’ll explain what sales qualification is and why it’s important.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Partners in Excellence

MAY 23, 2023

What about when I do this? How often do you experience it? But there are real problems with this concept. But there are real problems with this concept. We do the same thing, we undertake diagnosis with an agenda. If they are unaware of these things, they may think they are doing well.

Report 89

Report Opportunity Training Customer 89

Gong.io

DECEMBER 19, 2022

When your team is trying to close deals of a certain size with high-level clients, being a great salesperson may not be enough. They’ll need to become consultants to get some deals across the line. This article will cover how you can implement value selling into your processes and close bigger deals. What is value selling?

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90