Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” Let’s look at what this means: Our top performers are already very busy. Their performance will decline.

Leads 108

Leads Marketing Qualified Lead Sage Maximizer 108

Partners in Excellence

MARCH 20, 2024

I test across different roles, markets, different issues. We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. We should know who the top performing organizations in our ICP are, what separates them from the others.

Ideal Customer Profile 123

Ideal Customer Profile Revelation Decision Maker Face-to-face 123

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We’ve got to have high quality funnels. The failure rates on any of those are extraordinarily high! I contribute my fair share to the clutter.)

Top of Funnel 112

Top of Funnel Funnel Pipeline Exercises 112

SalesFuel

MARCH 26, 2024

How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. They achieve this goal by maintaining a high win rate on their proposals. The Rain Group found that top performers generally stay more focused than other sellers (73%).

Training 116

Training Hiring How To Proposal 116

Hubspot Sales

MARCH 18, 2024

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. Positioning Time Over Money Regardless of the price of your product, whether it’s $1 or $1000, focusing on “time” over price can boost sales and customer satisfaction.

Discount 109

Discount ROI Comparison Loyalty 109

Steven Rosen

FEBRUARY 7, 2024

Acknowledging team members’ efforts also significantly impacts morale and performance. Introduction In the high-pressure world of sales, where expectations are constantly looming, the role of sales leadership in developing a strong sales culture cannot be overstated.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Zoominfo

MAY 1, 2023

It’s crucial that you also measure key performance indicators (KPIs) that align with sales. Traditional Advertising KPIs Traditional advertising metrics are good leading indicators of campaign performance. A campaign could generate a low CTR if you’re targeting too broad an audience, even with a high amount of impressions.

Advertising 130

Advertising Advertising B2B Top of Funnel 130

Partners in Excellence

NOVEMBER 14, 2022

Lead times became very long, the ability to satisfy our customers’ needs were challenged. Reducing spending, reducing investments, reducing/eliminating many projects and change initiatives, reducing headcount. We are expected to get more done, with fewer resources and less support; all while our customers are reducing spending.

Outsourcing Services 131

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 131

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” There is also a frequency bias toward high performers–largely because those are easier discussions. And they have less time to coach. I talk to them about it.

Coaching 110

Coaching Lead Rank Pipeline Data 110

Allego

DECEMBER 6, 2023

Sales teams are often unaware that certain content exists, so they spend time making their own, leading to inaccurate product information or messaging. Companies spend nearly 9% of their revenue on marketing , yet Forrester reports that 65% of marketing material goes unused. This translates to wasted time and money.

Motivation 71

Motivation Marketing Collateral Case Study 71

Partners in Excellence

SEPTEMBER 21, 2023

Time management is a huge issue for all of us, but particularly important for sellers. A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Or sales planning at 14% of seller time.

Territories 81

Territories Examples Negotiation Meeting 81

Partners in Excellence

SEPTEMBER 28, 2023

When I started to write this post, I typed, “Is it a good use of their time?” We are constantly making choices based on time. But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals.

Meeting 117

Meeting Study Groups Customer 117

Zoominfo

AUGUST 3, 2022

It’s official: We’ve moved past “unprecedented times” and the “new normal” and have entered the “ Everything-is-Weird Economy ”. Over the past couple of years, it has seemingly been one extreme after another — record-high unemployment followed by record job growth followed by record voluntary job changes.

Top of Funnel 130

Top of Funnel Marketing Advertising Advertising 130

Sales Hacker

JULY 26, 2021

These tools allow users to send a link to someone else, and the person on the retrieving end can choose the time that works best from a selection of different time slots. Outbound prospecting shouldn’t be any different. Time spent on executing processes and less time spent prioritizing outreach.

Quota 121

Quota How To Outbound Cold Calling 121

Zoominfo

MARCH 15, 2022

It’s your job to make sure you’re spending that money wisely. Pro tip: Don’t forget to accommodate different time zones. For example, you can test different parts of the funnel. Maybe the cost per MQL is high, but the cost per opportunity is low, or vice versa. You can also test landing pages.

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

Smooth Sale

FEBRUARY 12, 2024

Although time-consuming and sometimes annoying, you must prepare for unexpected circumstances. You can, most of the time, accomplish what you need via research, experience, and speaking to your team and customers. Each month, assign different people to research a specific question. CatCat : Build your future one skill at a time.

How To 168

How To Hiring Policies Lead Rank 168

Zoominfo

MARCH 31, 2023

And here’s the hard truth: Even businesses with high-quality data can still lose ground if that critical information is stuck in silos. Today’s business leaders are increasingly turning to platforms that use timely intelligence signals and scalable, automated workflows to free data from its silos. Luckily, things are changing fast.

Data 130

Data Government Decision Maker Lead Rank 130

Partners in Excellence

AUGUST 10, 2023

We (including me) spend a lot of time talking about the importance of coaching/developing our people. Unfortunately, high impact coaching is rarely done. One of the reasons, front line managers are probably so bad at this, is they probably don’t get a whole lot of high impact coaching themselves.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

Crunchbase

MAY 17, 2023

In a world where growing at all costs is no longer accepted, pressure on sales teams to make the most of every interaction is at an all-time high. Companies and sellers no longer have an abundance of opportunities to sell into — every interaction with a potential prospect makes the difference between success and failure.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Partners in Excellence

JULY 14, 2023

Long time readers know I tend to be obsessed with Win Rates. We see this in report after report showing win rates in the high teens–generally 15-20%. We see this in report after report showing win rates in the high teens–generally 15-20%. Don’t waste time on deals that are not likely to be yours!

Ideal Customer Profile 86

Ideal Customer Profile Pipeline Margin Construction 86

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. It gives a summary of how healthy your sales pipeline is over time. Win rate paints a picture of how well the sales team is performing. For example, a win rate of 5% likely means your team is spending time on poor prospects.

Lead Rank 52

Lead Rank Examples Ideal Customer Profile Lead Scoring 52

Partners in Excellence

FEBRUARY 27, 2024

There were a few times in my selling career, I’d have to do deep research to begin to understand trends, challenges and issues facing my customers. A few times, I’d go to the New York Public Library on 5th and 42nd. Another time, I drove an hour outside NYC to spend an afternoon with one of our research scientists.

Face-to-face 125

Face-to-face Journal Research Tools 125

Hubspot Sales

SEPTEMBER 29, 2023

This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. This software helps you track your team’s performance with HubSpot’s conversation AI that automatically captures voice data in your CRM.

Sales Coaching 94

Sales Coaching Software Software Coaching 94

Allego

MAY 17, 2023

Second, sales leaders do not have enough time to help their reps develop their skills and give them the customized coaching and guidance they need. Second, sales leaders do not have enough time to help their reps develop their skills and give them the customized coaching and guidance they need.

Positioning 113

Positioning Hiring Strategy Scale 113

SalesFuel

APRIL 9, 2024

Now it's time to change your mindset to optimize team performance. Training will be important as the skill set you need as a manager will differ from what you relied on in your staff role. 3 Ways Your Leadership Mindset Can Optimize Team Performance As a manager, you have metrics to reach. Congratulations.

Hiring 52

Hiring Guidelines Conference Negotiation 52

Sales Hacker

SEPTEMBER 29, 2023

Based on an annual Gartner report on CMO spend for 2023, 71% said that they lack the budget to fully execute their strategies in 2023, predicting that it will remain as restrictive in 2024. The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. Thanks for reading The GTM Newsletter!

Top of Funnel 102

Top of Funnel Marketing Ideal Customer Profile Channels 102

Partners in Excellence

MAY 16, 2022

The occasion is piled high with difficulty, and we must rise with the occasion. High performers, and great leaders are never satisfied. ” In tough times, doing better is often a matter of survival. High performers are different. What If You Thought Of Things Differently?"

Construction 86

Construction Call-back ACT Campaigns 86

Partners in Excellence

JANUARY 29, 2023

Please take the time to read it, it’s more important than this post. We demand the highest levels of performance, focus, work from these people. WFH was a strategy to deal with Covid, has now been adopted as a method to increase the time available for work. Our people have become replaceable widgets as well.

Loyalty 131

Loyalty Segment Report Research 131

Partners in Excellence

NOVEMBER 28, 2022

For those that make a decision, we know there is a high level of decision regret, particularly with those who have rep-free buying experiences (Thanks to Hank Barnes’ research). ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Just reflect for a moment.

Buyer 100

Buyer Face-to-face Proposal Up-Sell 100

Janek Performance Group

NOVEMBER 10, 2021

Do you know the difference between an amateur and a professional? There are no secrets or shortcuts to becoming a high-performing sales professional. And, as a manager of salespeople, to create high-performing sales teams you need to establish clear sales competencies. But that’s one of the main problems.

Sports 118

Sports Training Groups Sales 118

Highspot

JANUARY 19, 2024

While each company’s winning revenue strategy may differ, success is predictable only when sales, operations, and enablement teams synchronize efforts on two critical levers: performance and time. The majority of your team should spend the majority of their time selling with proven tactics that surpass quotas.

Sales Enablement 64

Sales Enablement Revenue Quota Sports 64

Partners in Excellence

JUNE 22, 2023

At the same time, when you actually talk to people, the utilization of these tools is very low. ” As the number and spending on these tools has expanded, sales results, by virtually every measure continue to plummet. The highest performers are using these tools very well, productively, and effectively.

Tools 83

Tools Vendor Construction Up-Sell 83

Partners in Excellence

NOVEMBER 3, 2022

Managers, if they coach, coach for day to day, quarter to quarter performance. ” We spend months onboarding them, we spend months coaching them up their learning and experience curve, then just as they start hitting their stride, they are off to a new job. “How can we create opportunities for our great performers?

Retention 112

Retention Engineering Coaching Face-to-face 112

Bigtincan

SEPTEMBER 15, 2021

It’s not the will to win, but the will to prepare to win that makes the difference.” – Bear Bryant, Legendary head coach, University of Alabama. . However, knowing your product well and getting it to surgery on time is the very minimum expected of you. Be Prepared but Adaptable. The key to success? Planning. . Changing power dynamics.

Hiring 105

Hiring Territories Networking Microsoft 105

Smooth Sale

MAY 1, 2024

However, when we think of cutting costs, we often limit our spending instead of stretching the money we pay. For example, one person might purchase a more expensive pair of boots, knowing they’ll likely last at least three times as long as the cheaper option, which may be half-price.

Lead Rank 101

Lead Rank Lead Scoring Hiring Licensing 101

Partners in Excellence

APRIL 8, 2022

It turned out, after each race, the teams had terabytes of data they wanted to analyze to improve how they performed in the next race. Our product provided them the capability to get performance insights they never could have gotten before. So at a high level there is not a huge amount of “product” differentiation.

Face-to-face 114

Face-to-face Competition Course Study 114