Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. Some of the interest is a “shiny object” reaction. We should know the trends, issues, challenges faced by organizations in our ICP.

Ideal Customer Profile 120

Ideal Customer Profile Revelation Decision Maker Face-to-face 120

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. But let’s get real.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. Think about that for a moment.

Competition 112

Competition Customer Buying Cycle Vendor 112

The Pipeline

MARCH 19, 2015

Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. Coming out of the training most will apply what they learned quit literally, almost religiously. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Cold Calling 120

Cold Calling Revelation Face-to-face Call-back 120

Sales Hacker

NOVEMBER 21, 2019

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. In fact, automation is already impacting sales, and its influence will only continue to grow. The good news is that you can begin to plan for those changes now. Let’s find out.

Ideal Customer Profile 85

Ideal Customer Profile How To Churn Face-to-face 85

Vengreso

JANUARY 13, 2023

The Objective Anyone of the books on my 55 Best Sales Books List should help you create more conversations, update your sales strategy for the new year, close more deals and/or help you become more successful. I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Sales Hacker

OCTOBER 14, 2020

We spent the next hour listening to Mark clarify his thinking and identify the challenges his people were facing — in the market, in the company, and in themselves. That was extraordinary — a revelation for him and a confirmation for us. Mark identified what he wanted and the issues he had to face to get it.

Face-to-face 100

Face-to-face Lead Rank Lead Scoring Hiring 100