Partners in Excellence

MAY 1, 2024

” And we are totally bewildered by things we see happening in sales. ” Andy made a comment, “Sales is becoming so performative… ” We started diving into what that means, I won’t discuss it much in this post, Andy’s writing a fantastic book that goes deeply into this.

Revelation 128

Revelation Lead Gen Scale Face-to-face 128

Alice Heiman

MARCH 12, 2024

A recent conversation between Alice Heiman and Scott Gillum on the Sales Talk for CEOs podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can’t afford to ignore. Gillum points out, “ They want training…they want to know how to do it right.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Pipeliner

APRIL 8, 2024

Chatting with John Golden from Sales POP! Online Sales Magazine and Pipeline CRM, alongside John Nieuwenburg , a seasoned business coach since 2004, I ventured into the world of small businesses. Like part-time roles, and the necessity of preparing backups for critical positions through cross-training.

Small Business 52

Small Business Small Business Opportunity Hiring 52

No More Cold Calling

DECEMBER 30, 2021

They not only help me build my pipeline, but I love working with them. I hope you will also give yourself a bit of a break in the New Year, and also give yourself a career edge by nurturing your most valuable sales relationships: your existing clients. How can smart, experienced sales reps let their customer relationships wither?

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Partners in Excellence

JANUARY 25, 2024

The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. We train our people in our products and their superiority. We train our people in competitive differentiation and objection handling. ” We revel in this strategy. And PLG???

Competition 132

Competition Customer Buying Cycle Vendor 132

The Pipeline

MARCH 19, 2015

Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. Coming out of the training most will apply what they learned quit literally, almost religiously. Sales Skills Tibor Shanto' Tibor Shanto.

Cold Calling 120

Cold Calling Revelation Face-to-face Call-back 120

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. Expand Your Pipeline. Buyers have changed.

Company 212

Company Revelation Face-to-face Webinar Metrics 212