Partners in Excellence

DECEMBER 9, 2019

We can’t choose to be transactional, product, solutions, or consultative focused—at least if we want to be successful in successfully engaging our customers. It’s our customers and their approaches to opportunity/porlbme solving and the associated buying processes that determine our most impactful sales engagement model.

Ideal Customer Profile 48

Ideal Customer Profile Solutions Selling Case Study Consultative Selling 48

Hubspot Sales

JUNE 22, 2018

Set Yourself Up for Sales Prospecting Success. You can’t wing success in sales, especially when it comes to prospecting. TB : In a study of 35+ technology companies , for every 1,000 accounts prospected, the average SDR sourced 33 opportunities. Plan to contact a lot of prospects. Use every communication channel.

Buyer 110

Buyer Prospecting Top of Funnel Ideal Customer Profile 110

The ROI Guy

MARCH 1, 2016

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? Sitting in on typical sales presentations and you can see that most are product pitches or pseudo-solution selling, asking a few questions and then jumping into canned “death by PowerPoint” presentations.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Sales Models and Fundamentals. The Transparency Sale. The Challenger Sale. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Tony Hughes

MARCH 13, 2018

Be an expert and start to radiate out insights, solutions and your personality from your blog, Facebook, Twitter, Google+, an Infographic Pinterest board (design the infographics yourself), get quoted in the media via deft press releases, speak at conferences and become omnipresent everywhere a customer in your industry would go on LinkedIn.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63