Hyper-Connected Selling

OCTOBER 8, 2015

I had two opposing thoughts when I first came upon Getting Things Done. Getting Things Done lays out a pretty comprehensive system to increase your personal productivity. He makes the comparison between our ability to keep things in our mind and a computer’s RAM.

Comparison 45

Comparison System Call-back Coaching 45

Partners in Excellence

AUGUST 23, 2015

Perhaps the most difficult thing to recognize in moving from an individual contributor role into a management role is that made you great as a sales person will be your biggest barrier to being an effective manager and leader. Those are the things our people are accountable for. Moving into management requires we shift our perspective.

Account 48

Account Territories Direct Response Coaching 48

The Sales Hunter

FEBRUARY 28, 2015

Projects you want to get done? Do you have goals you want to accomplish? More sales success you want to experience? Of course you do! As salespeople, we have to be diligent about how we break down those goals and projects so that we complete them. This isn’t just about eating the elephant “one […].

Video 100

Video Selling Skills How To Motivation 100

Selling Energy

MAY 4, 2020

Your desk is getting messy. How do you stay on top of it all without getting in over your head? Projects are piling up. Your inbox is overflowing with unanswered messages. Your voicemail is full. Not only that, but you need to do the laundry, do the dishes, plan your next meal and make sure the rest of your home is in order.

Sales 40

Sales 40

Understanding the Sales Force

APRIL 22, 2024

When he was done, the property looked like it came out of a Home & Garden magazine. It took me an entire weekend and when I was done it fit the opening and it was functional. They’re the same things but so, so, different. This is the one thing that sales leadership most frequently fails to complete.

Comparison 203

Comparison Construction Compensation Sales Leadership 203

Understanding the Sales Force

MAY 14, 2024

Most importantly, once the evaluation has been completed and the reasons have been identified things can be fixed pretty quickly and the pipeline begins flowing again and much stronger than before. We can get sales pumped up pretty quickly after that! It was time to replace the pump.

Hiring 193

Hiring Penetration Pipeline Coaching 193

Partners in Excellence

MAY 7, 2024

“Well they get more work done in a shorter period of time… ” replied another. “Well, it’s a lot of administrative work, research, other things that take a lot of their time during the day. “Well they are more efficient and productive, they get more work done,” replied a seller.

Up-Sell 116

Up-Sell Competition Conversion Customer 116

Bernadette McClelland

JANUARY 14, 2024

That evidence is proof you’ve already done it and can do it again. I would suggest, if you are uncertain about something and that uncertainty is impacting a significant life decision, do these four things: Reflect on what is really worrying you. Evaluate where you have done something similar in the past. Let’s talk!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Sales 2.0

MAY 1, 2023

He says, “what if [my account coverage was] based on my personal relationship map or my own experience in terms of the industries, or where I have done deals and I have worked with customers?” How do I prove to my individual seller that this is going to make you better and it’s worth the time getting up to speed and working on this?

Scale 221

Scale Top of Funnel Territories Sales 221

Sales 2.0

MAY 20, 2020

The only thing that has slowed its progress has been implementing some form of social distancing. In this case the transmission can be done without physical contact, telephone, Zoom etc. If we assume your product serves people and helps them prosper in the world then by aiding this transmission, you are doing a good thing.

Cold Calling 501

Cold Calling Referrals Networking Campaigns 501

The Pipeline

OCTOBER 12, 2021

Prospecting is a core element of sales success, so anything done to avoid is counterproductive. If avoidance is the driver, the first thing one must do is develop the habit before refining it. If avoidance is the driver, the first thing one must do is develop the habit before refining it. It’s A Marathon. Start Here.

Prospecting 345

Prospecting Cold Calling Video Exact 345

Understanding the Sales Force

NOVEMBER 17, 2022

My windshield wipers were no longer getting the job done. The wiper blade adventure got me thinking about a few things. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining.

Meeting 295

Meeting Sales Company Sales Enablement 295

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult.

Customer 109

Customer Buying Cycle Buyer Sales Cycle 109

Partners in Excellence

MAY 13, 2024

It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time. We do more of those things. There was a time, sometime when fire was invented, when these productivity tools freed us up to do other things. But what do we do with that time?

Sage 116

Sage Collateral Proposal Maximizer 116

The Center for Sales Strategy

MAY 13, 2024

We've all been there — feeling overwhelmed, scattered, and struggling to get things done. The traditional approach tells us to buckle down, make a to-do list, and manage our time better. But what if the real key to productivity lies not in rigidly scheduling every minute but in learning to manage our minds?

Resources 86

Resources 86

The Pipeline

AUGUST 24, 2021

; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. But done right, it can elevate execution and success in several ways. Curious About Life.

SME 391

SME Margin Video Quota 391

The Pipeline

MARCH 12, 2020

Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. Done wrong, it can lead to long term issues. To-do lists either allow you to point that 40% at things that get you ahead or trap you into repeating bad habits. Think about all the other things you really want.

Call-back 319

Call-back Consumer Meeting Video 319

Steven Rosen

JUNE 3, 2020

Businesses are starting to open, which hopefully is a good thing. Now is the time to get sales on track. 5 Things Sales Managers Can do to Close the Sales Gap. Now that all sales calls are being done remotely, it appears that sales coaching has gone into lockdown as well. … Focus on the good things, however small.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Partners in Excellence

JANUARY 19, 2024

We get texts, we have to deal with it immediately (somehow texts seem to drive immediate response where emails might wait a bit… ) We may get a text about an ad hoc meeting that’s happening, we divert our attention to it. Yet we are busy, our days are packed, and more things that we must respond to pile up.

Channels 115

Channels Course Data Meeting 115

Steven Rosen

JULY 15, 2020

Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. Are things going to get better, or are they going to get worse? Getting your team hyper-focused is critical to success.

Closing 306

Closing Territories Guarantee eBook 306

The Center for Sales Strategy

MAY 13, 2024

We've all been there — feeling overwhelmed, scattered, and struggling to get things done. The traditional approach tells us to buckle down, make a to-do list, and manage our time better. But what if the real key to productivity lies not in rigidly scheduling every minute but in learning to manage our minds?

Resources 69

Resources 69

Partners in Excellence

MARCH 6, 2024

More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. So they may not know there may be a better way to do things, or there may be a competitive threat, or that they have a problem and should change. Much of it conflicts with other information/data they get.

Buyer 129

Buyer Incentives Incentive Discount 129

Partners in Excellence

MAY 17, 2024

Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. ” We assess whether they are doing all the things cited above, perhaps thinking they could do more. We get them the resources they need to do their jobs.

Maximizer 77

Maximizer Call-back Forecasting Report 77

The Pipeline

FEBRUARY 23, 2021

People deal with time as though it was a fickle dance partner, “if I work with it, I can stretch and do things I know it can’t do.” The only thing malleable about time is you. The reality is that you are not going to be able to get 2 30-minutes tasks done in a half-hour. By Tibor Shanto. You Have Permission.

Objections 378

Objections Leads Marketing Qualified Lead How To 378

No More Cold Calling

FEBRUARY 7, 2019

Here’s a snippet: In our pursuit of “getting more things done,” we’ve lost sight of the true meaning of productivity. Productivity isn’t about getting more things done, rather it’s about getting the right things done, while doing less.

Cold Calling 280

Cold Calling Face-to-face Research Relationals 280

The Pipeline

MARCH 16, 2021

There is a reason why professional athletes practice the most likely things to happen versus the anomalies. If you have a base of accounts, you can probably get by for a time, but it eventually catches up. One way to ensure the right fundamentals are in play, is to stop getting in your own way. Getting in vs. Selling.

Prospecting 299

Prospecting Video Influencer Up-Sell 299

The Pipeline

FEBRUARY 8, 2022

With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. Easily done, usually through a plan, one easy for a serious buyer to agree to at each stage. In order not to get a false sense of security from your pipeline, do the following stress test every week. Why You – Why Now.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

The Pipeline

AUGUST 5, 2021

This takes communicating the right things in the right way at the right time. We need to communicate things related to that. Leading to the challenge of success; the more opportunities I generate, the more communication that needs to be done. Not product related, but objective, outcome and impact based. Track Or Act? The Invite.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Partners in Excellence

MARCH 14, 2024

.” Surviving Tough Times, Things We Have Learned (early 2001 version) The past year has created new professional and personal challenges. Get the data, understand it, and face the music. Stopping things is more important than starting new recovery initiatives. Give things a chance. This is impossible.

Face-to-face 121

Face-to-face Lead Rank Lead Scoring Churn 121

Partners in Excellence

MARCH 2, 2024

Several years ago, he published a fascinating book about his learning as a leader, Done Right, How Tomorrow’s Top Leaders Get Things Done. Done right is a gift to the other person. The something is the thing they hope for. In business to business selling, your customer gets paid to buy things.

Eloqua 73

Eloqua Sales Talent Up-Sell Promotion 73

Partners in Excellence

FEBRUARY 14, 2024

She wanted to get some new apps, but was struggling to get them on her phone. I found the apps in the App store, clicked on “Get” and nothing happened. With that as an analogy, I see the same thing with sellers (and too many leaders). world, but things have changed. We get work done differently.

Face-to-face 98

Face-to-face System Tools Up-Sell 98

Partners in Excellence

AUGUST 30, 2023

And each person in a conversation brings these factors into the conversation… As conversations progress, things change. Perhaps, we come to agreement on potential things we might do together and next steps. We also forget, we get distracted, we shift our priorities. It enables us to get more done in less time.

Cancellation 105

Cancellation Conversion Influencer Up-Sell 105

Partners in Excellence

MAY 15, 2024

There are some things, that while they may be important, are not key indicators of consistent high performing organizations. Some of these include: Hot products, hot markets: While these drive short term growth, often in spite of anything done in the GTM efforts, these, alone, don’t drive sustained high performance.

Scale 113

Scale Fashion Face-to-face Social Media 113

Partners in Excellence

APRIL 18, 2024

There seemed to be virtual shrugging, “That’s just the way things are…” In any organization I’ve been involved with, this data would be the equivalent of a 12 alarm fire. One gets the sense it’s par for the course in today’s sales world. Why would marketing or sales do anything other than this?

Lead Rank 117

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 117

Partners in Excellence

OCTOBER 25, 2023

One thing that struck me, is that rather than giving a status report on the account, their people had identified opportunities to grow the relationship. As a result, almost unconsciously, they get more of what the intended to do done. We simply get more done, we make progress, we achieve our goals.

Follow-up 116

Follow-up Journal Account ACT 116

SalesProInsider

JUNE 9, 2022

Want to get things going very quickly. Value people who can get things done. Even if you have 30 minutes scheduled you might find that when you ask them, they’ll say, “Oh if we could get it done in 20 that would be great.”. Focus on getting something done for them. Ready for some tips?

Meeting 133

Meeting Customer Buyer Referrals 133