Partners in Excellence

APRIL 14, 2023

Otherwise I I’d be ripping what little hair I have out or smashing my computer display. As I refreshed my screen, I could see the “like” counts skyrocketing on social media channels. Thus one had 250K views, 600+ likes, 80+reshares, 900+ bookmarks—at least at the time I saw it. No telling where it is now!

Ideal Customer Profile 103

Ideal Customer Profile Prospecting Social Media Media 103

Sales and Marketing Management

MARCH 9, 2021

Don’t get us wrong, starting your own business is an incredible thing. It gives you the power to shape your own destiny. It gives you a degree of autonomy over your life that most people only dream of. It gives you a degree of autonomy over your life that most people only dream of. The point is…. What is risk management?

Face-to-face 177

Face-to-face Microsoft Competition Influencer 177

The Pipeline

FEBRUARY 13, 2017

Sales on the other hand is more like hockey or football (North American), while Artistic Merit is admired, execution is key, but the only measure that counts at the end, is the outcome, did we win, or, well really, what else is there? I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Partners in Excellence

JANUARY 5, 2023

Some of you might respond, appropriately, “Well Duugghhh Dave, isn’t that why it’s called discomfort?” ” It’s obvious, we are comfortable with that which is familiar. The more familiar it, is the more comfort we have, the more we tend to stick with doing the familiar. Yet despite all of this.

Call-back 105

Call-back Relationals Customer Examples 105

Partners in Excellence

NOVEMBER 4, 2022

It’s exhausting. I feel like my very first golf lesson–taught by a close friend, rather than a pro; “Do these 25 things this way… and you might hit it 50 yards… ” Yet, despite all this expert guidance, customers want fewer and fewer conversations with sellers. Sales conversations are failing.

Conversion 109

Conversion Scale Segment Sales 109

Zoominfo

NOVEMBER 4, 2020

When it comes to career growth on the SDR team, what we found is that team leaders and managers are prone to helping other SDRs without a direct ask from management,” explains Brian Vital, Vice President of Sales Development, at ZoomInfo. And you’ll see it. Today, we want to dive a bit deeper into what happens next.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Zoominfo

NOVEMBER 30, 2020

While the idea of getting a text from a sales professional may seem a little out of the ordinary. And as it turns out, there are some very real benefits to using text as part of your prospecting strategy. Is there a rulebook for this sort of thing? So that begs the question: is there a rulebook for this sort of thing?

Prospecting 195

Prospecting Face-to-face Cold Calling Benefit 195

The Pipeline

OCTOBER 6, 2016

While I have had some interesting feedback, the question comes up as to why this is, and why these folks would continue to invest in things clearly working against them. These days, they throw technology at it instead. As they add things, they add complexity, complexity as presented Monday, impacts productivity negatively.

Case Study 291

Case Study Fashion Exercises Buyer 291

Go for No!

MAY 20, 2021

It’s why royalty dressed in beautifully colored robes and wore crowns. We also have an array of people at all levels of status; educational, financial, and social (think: social media follower count!). This should be the beginning and end of this post, but I’ve few other things for you to think about so keep reading.

Social Media 110

Social Media Travel Education Up-Sell 110

Zoominfo

APRIL 29, 2022

While the idea of getting a text from a sales professional may seem a little out of the ordinary, the rise of remote and hybrid work means sales reps are turning to text messaging more than ever. And, as it turns out, there are some very real benefits to using text as part of your prospecting strategy.

Prospecting 130

Prospecting Face-to-face Benefit Sales 130

The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. Does it not make sense that you would do the same on a call?

Prospecting 215

Prospecting Skype ROI Face-to-face 215

The Pipeline

OCTOBER 17, 2019

Some may not like to say it, but there is a lot of theater in sales. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale. Every little thing counts and can influence the outcome. By Tibor Shanto. Practice, warm-up, dress rehearsal and all.

Prospecting 96

Prospecting Influencer How To Video 96

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!” Since it seems obvious that managers are doing no coaching, the C players are probably just hiding out with poor performance.

Leads 109

Leads Marketing Qualified Lead Sage Maximizer 109

No More Cold Calling

FEBRUARY 15, 2018

Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. Getting past the gatekeeper shouldn’t be so daunting. The dreaded gatekeeper.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Julie Hanson

JULY 13, 2022

If there’s one thing people are universally afraid o in virtual meetings – leader’s included – it is silence. If there’s one thing people are universally afraid o in virtual meetings – leader’s included – it is silence. It’s a valid fear. And it’s really not their fault. They keep talking.

Meeting 101

Meeting Video Examples How To 101

Partners in Excellence

APRIL 28, 2022

It’s interesting, when we talk of commitments, we talk about commitments we need to get from the customer, but seldom about the commitments we need to make to the customer. All of us, as we develop as sales professionals, learn that we need to seek commitments from the customer. The commitments are, often, small.

Buying Cycle 83

Buying Cycle Meeting B2B Relationals 83

Smooth Sale

APRIL 29, 2024

Photo by Photo-graphe via Pixabay Attract the Right Job Or Clientele: How to Create A Reputable Private Medical Practice When you think of being an impactful business , one of the first things that comes to mind is overtaking the competition. Many challenges exist between the little guy and a massive business.

How To 106

How To Exercises Pharmaceuticals Education 106

Sales and Marketing Management

OCTOBER 15, 2018

Once a viewer is hooked with an initial come on, he/she looks a little closer at what the seller is actually selling. Copywriting artistry counts, too. Author: Lewis Robinson Great marketing involves catching the eyes of consumers. Whether a buy is made or not remains to be seen. People love to bounce around the internet.

Outsourcing Services 232

Outsourcing Services Marketing Consumer Hiring 232

Sales Hacker

NOVEMBER 14, 2022

It’d be great to meet you in person as it’ll be an awesome night to connect with fellow marketers, Company execs, and Company customers in NYC. Can I count you in? It’s been a minute since you last caught up with your account manager Niki. Given the posts on hiring, I was curious if things have changed.

Hiring 85

Hiring Travel Outbound Networking 85

Partners in Excellence

MARCH 4, 2024

Preface: Jack Malcolm is a close friend and someone I count as a mentor. Our relationship didn’t start that way, in fact it was contentious. He suddenly found himself in selling, developing a deep passion for it. But, because I like to eat and have a roof over my head, I went out and gave it a go.

Banking 73

Banking Industry Exact Training 73

Partners in Excellence

MARCH 4, 2024

Preface : Emre Vatansever and I met a couple of years ago on LinkedIn (See it can work). How I Became a Salesperson Without Knowing It I did not start my career as a salesperson. It made me realize that it was not the machine itself. It was what people could achieve with the machine that really counted.

Coaching 77

Coaching Data Territories Lead Rank 77

Janek Performance Group

APRIL 25, 2022

The more you practice it, the more you realize how much there is to learn. Sales Meaning : In sales, it is critical to be as detached as possible from past results and future expectations. Some people might call it a drive to succeed. Some people might call it a drive to succeed. Sales is a lot like golf.

Sports 62

Sports Lead Rank Lead Scoring Course 62

Janek Performance Group

OCTOBER 18, 2021

Of course, the first three quarters count, but in many ways, they are setup for the final fifteen minutes. With time running down, teams with leads may play it safe and engineer long, slow drives that eat clock. For one thing, buyers are willing to deal. It’s a little late for that. Incentivize. Ramp Up Coaching.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Jeffrey Gitomer

SEPTEMBER 20, 2011

So it works for you, your people, your customers, your vendors, and your company-in that order. And make sure they see the big picture and how their part fits into it. People count their money and count on it. To encourage your people, buy everyone a copy of The Little Engine That Could. Who is Jeffrey?

Hiring 294

Hiring Training Social Media Loyalty 294

Bernadette McClelland

MAY 23, 2022

It was the original Success Motivation Institute manual, complete with transcriptions produced by Paul J. “A sensational ad, put out by the producers of an expensive car, follows the words of Elizabeth Barrett Browning’s love poem: ‘How do I Love You… Let Me Count The Ways.” Remember to Include Her.

Workbooks 195

Workbooks Real Estate Energy Call-back 195

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Sales 2.0

OCTOBER 20, 2018

Sometimes it pays to do what is “out”. Many definitions make it all about using social media to sell. In this case “sore thumbs” are a great thing. It’s very hard now not to open something with actual human writing on the envelope. Social selling has become synonymous with technology. One tactical idea is to go “retro”.

Fashion 150

Fashion Social Media Media Social Selling 150

Grant Cardone

DECEMBER 11, 2020

Hey Grant coming at you from 30,000 feet as I fly back from California thinking about how important it is to be the hero and not the b h. I’ve heard people say things like this all my life. If anyone tells you that money doesn’t matter, don’t you believe it. In others words, they’re being a “little b h”. . End of story.

Resources 139

Resources Account How To 139

The Pipeline

MARCH 27, 2014

Almost everyone in sales will tell you that incentives drive behaviour, but beyond that there is often little agreement among the pundits as to what the right incentive plan is. Some see it as a black art, while others, usually sales people, see it as something to manipulate, hence the expression ‘gaming the plan’.

Incentives 306

Incentives Incentive Compensation Engineering 306

KO Advantage Group

JANUARY 7, 2020

I'm actually a marathon runner (yes, running a marathon once counts). I got lazy, then I was pregnant and it was hard to run distances without feeling winded, then when my son was born it was hard to leave more than 30 minutes at a time. So this year I decided to get back into the swing of things. But it's been hard.

Social Media 87

Social Media Call-back Media Prospecting 87

Zoominfo

AUGUST 31, 2020

It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’. It’s ambitious. It also found that companies claiming to use AI receive 15-50% more funding compared to non-AI companies. It appears it’s happening in the B2B data world too.

Data 179

Data B2B Industry Engineering 179

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. That brings us onto….

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

Partners in Excellence

JUNE 13, 2022

While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. We can understand this, in the last two years, it’s been difficult to separate our work and personal lives. They are, literally, intertwined.

Meeting 116

Meeting Call-back Groups Face-to-face 116

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. It’s the best way to ensure your clients get the most out of their purchase and have the best possible experience. Table of Contents What is client onboarding?

Positioning 127

Positioning Customer Churn Face-to-face 127

Zoominfo

DECEMBER 18, 2019

The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. Isn’t it enough to have a snappy name and pithy slogan? The concept is more than just a logo and color scheme, though both of those things still play an important role. (In

Social Media 223

Social Media Scale Consumer Loyalty 223

Score More Sales

FEBRUARY 1, 2013

I thought it could turn into a tough, time consuming project. Shipped off, with little effort. The charity we chose this time around, Seacoast Family Food Pantry made a few hundred dollars and counting. You probably won’t see us donating to a national charity – we do things locally. Let us know what happens.

Follow-up 181

Follow-up Lead Rank Lead Scoring Outbound 181

Partners in Excellence

MAY 20, 2022

Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. Before I go on, let’s backtrack a little bit. Probably one of a couple of things happened. How did you get here?

Sales Management 73

Sales Management Hiring Promotion Coaching 73