Membrain

SEPTEMBER 20, 2020

There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?

Hotels 140

Hotels Sales 140

Anthony Iannarino

SEPTEMBER 20, 2020

I recently bought a relatively expensive Garmin watch —one nice enough that I can wear it when exercising but keep it on for a business meeting. It helps me better capture, monitor, and track several health-related metrics. It also sends the data to my doctor and my trainer, to help me be more proactive about my health. The most important metric for me right now is sleep, the number one influence on my overall health and attitude.

Exercises 120

Exercises Energy Relationals Influencer 120

Partners in Excellence

SEPTEMBER 20, 2020

I was having a conversation with a very good sales person. We were speaking about a very competitive, difficult deal. The conversation started with “value.” I asked questions about what the customer was trying to do, the results they expected, and the business impact. The sales person answered some of my questions about what the customer was trying to do—-but the conversation started getting diverted.

Competition 91

Competition Discount Up-Sell Proposal 91

Anthony Iannarino

SEPTEMBER 20, 2020

Sometimes, the habits driving success are visible, especially success in areas where others routinely struggle. But it’s easy to miss the underlying cause: successful people demand more of themselves than anyone else would require of them. They don’t need anyone to ask them, remind them, nudge them, coax them, or beg and plead with them to do the things they need to do.

Demand Generation Targets 94

Demand Generation Targets Demand Generation Exercises Negotiation 94

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Keith Rosen

SEPTEMBER 20, 2020

Great read! Thank you. I’m on my 4th round of your book “Coaching Salespeople Into Champions”. I revisited it this time because of some of the challenges my Managers and myself have been facing with Covid And keeping our “family” motivated. Finding balance with conversations that are much more personal then ever has been difficult. At times I worry if I am crossing the line.

Face-to-face 48

Face-to-face Motivation Coaching Conversion 48