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Opportunity Math……

Partners in Excellence

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” Let’s look at some “opportunity” math. 60% of the opportunities we compete for end in no decision made! We never even get exposure to those opportunities! Yet they fail!

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Experiential Selling is What Leads to Buyer “Aha Revelations” – An SSTools Classic

SBI

I think of these as “Aha Revelations.” revelations. revelation as a result of an emotional engagement triggered by firsthand experience and investigation. revelations represent the inspirational flash when the customer “gets it.” revelations are not really associated with logic. revelations?

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??? ‘???’ ?????? ?? ????-??????? ?? ??? ???

Bernadette McClelland

My 'Who' Revelation This aha moment shifted me to began to do a couple of things: Seek out the ‘Who’ – the people who could offer the knowledge, connections, and expertise that I lacked in this new environment and Sort out those who hadn’t been as forthcoming from within the network I believed I had.

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“Why I’m So Interested In Selling,” Charles Green

Partners in Excellence

And to think we would find such an opportunity in, of all places, selling? Then came the day of my first “sales” opportunity. Later revelations included referring a lead to a seller more appropriate for the client, even including a competitor; such selfless actions lead to positive referrals and future sales.

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Do We Really Want Our Sales People To Be Value Creators?

Partners in Excellence

In some ways, sales leaders revel in this. We no longer have to do the heavy lifting in helping customers recognize the need to change, in helping them understand the issues they face and the opportunity to improve. We revel in the predictability of our order taking process, seldom questioning whether we can do better.

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Driving Our Customers/Prospects Away!

Partners in Excellence

Yet we revel in the “win,” high fiving each other, looking forward to our commission checks. Yet too many just ignore this–and these high performers revel in that ignorance because it further differentiates them and sets them apart. This is not a mystery. And I am very confident in our team and our ability to do that.”

Customer 114
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Meeting Complexity With Complexity

Partners in Excellence

They do this because they don’t understand the problem/opportunity the customer faces. Related Posts: Reveling In Complexity Complexity Is Just An Excuse Helping Our Customers Face Uncertainty Managing Complexity The Challenged Customer. Simplifying what we are looking at is the furthest thing from our minds.

Meeting 157