Partners in Excellence

MAY 1, 2024

” And we are totally bewildered by things we see happening in sales. ” Andy made a comment, “Sales is becoming so performative… ” We started diving into what that means, I won’t discuss it much in this post, Andy’s writing a fantastic book that goes deeply into this.

Revelation 120

Revelation Lead Gen Scale Face-to-face 120

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. We looked at the prior quarter forecast–they had committed to make $1 Billion for the quarter–and they made their number (high fives all around). At the end of the quarter, we found about 50% of the deals they forecast actually came in.

Forecasting 134

Forecasting Revelation Incentives Incentive 134

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. We looked at the prior quarter forecast–they had committed to make $1 Billion for the quarter–and they made their number (high fives all around). At the end of the quarter, we found about 50% of the deals they forecast actually came in.

Forecasting 68

Forecasting Revelation Incentives Incentive 68

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. How Customer Success Drives Predictive Sales and Marketing. 8 Sales Strategies to Win Big.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

Partners in Excellence

DECEMBER 11, 2013

We fill our time with activities—email, tweeting, research, CRM, more meetings–some with customers, more email, forecast and pipeline reviews, deal reviews, presentations, conference calls…… The list goes on. We complain about it, we look harried, we feel time pressured, yet we revel in the busyness.

Revelation 87

Revelation Fashion Conference Forecasting 87

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 need for automation in sales. Those that don’t — won’t.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81