Partners in Excellence

APRIL 14, 2022

I’ve always sought to understand my prospects’ and my customers’ business better than they do. I’ve come to realize there’s a lot of arrogance in that thought. The idea that I create value by showing them this knowledge actually creates no value. Possibly it alienates them.

Customer 56

Customer Face-to-face Trends Opportunity 56

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell. We have a fascination with exploring the latest, greatest tricks we can leverage.

Customer 92

Customer Buyer Channels Face-to-face 92

Partners in Excellence

APRIL 6, 2022

I see lots of conversations about “interrupting our customers.” As a result, the discussion should be more focused on, “How do we create value in every interaction with our customers? Basically, the thinking is, “We will respond to the customer outreach.”

Ideal Customer Profile 77

Ideal Customer Profile Social Media Cold Calling Inbound 77

Partners in Excellence

JUNE 24, 2019

We all know to acquire a new customer, we need to incite them to change, to get them to think differently about their business. The customer has already decided to change, they’ve scoped their problem, determined their needs, and are on a path to solve the problem. They are our customers. But now we’ve landed them.

Customer 78

Customer Competition Account Strategy 78

Partners in Excellence

JANUARY 25, 2022

A question came up, “Dave you talk about how we differentiate ourselves through creating value with the customer, helping them make sense of what they are trying to achieve, helping them have great confidence in their decision. I was doing a Q&A after a keynote at a SKO. But a large part of our business is RFP’s.

Government 77

Government Buying Cycle Construction Up-Sell 77

Hubspot Sales

MAY 24, 2021

So to help you out, we've compiled a list of tips and tricks to get the most out of your direct communication with prospects and customers. If you don't, your core value proposition will come off as generic, making the dialogue around it impersonal and underwhelming. That's why your value proposition has to be relevant and personal.

Conversion 135

Conversion Scale Lead Rank Lead Scoring 135

Partners in Excellence

MARCH 10, 2023

“Is there a more cost effective way to reach customers than through a direct sales organization? Early in my career, I suspect I displayed much of the ignorance and, possibly, arrogance we see today. It concerned a group of early stage CEOs looking for “new approaches to selling.” What has worked? What has failed?

Scale 62

Scale Hiring Retail Distribution 62

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. Customers need our help! What questions should they be asking?

Customer 96

Customer Negotiation Analysis Objections 96

Hubspot Sales

MAY 18, 2021

Communicate Value. Communicating value is the art of quantifying the high-level value proposition for each prospective customer, drilling down from the generic promise, and tying it to the buyer’s unique challenges and priorities. for communicating value, putting them ahead of the rest of the reps’ 5.6

Lead Rank 118

Lead Rank Lead Scoring Hiring Data 118

Partners in Excellence

OCTOBER 5, 2022

While that sounds arrogant, it illustrates the key point we miss about RFPs and managing them. ” “The way lots of our customers buy is through RFPs, so we hunt for RFPs, responding to them. We are minimizing our ability to create value with the customer, differentiating ourselves, and positioning our offerings.

Construction 52

Construction Influencer Buyer Conference 52

MTD Sales Training

NOVEMBER 24, 2016

We all know that partnering with a client’s business helps you to establish long-terms relationships, often provides improved profit opportunities and adds value at every touchpoint you have with the buyer’s company. Within reason, the more you disclose, the more your customer will disclose. That communicates value.

Decision Maker 120

Decision Maker Negotiation Groups System 120

Partners in Excellence

MAY 19, 2019

Basically, James describes a conversation with a sales person who feels it’s OK to manipulate and pressure a customer because that sales person knows how happy the customer will be with the solution. Most of you would, hopefully, find this premise not only arrogant, but preposterous. ” It’s a must read.

Lead Rank 83

Lead Rank Lead Scoring Motivation Relationals 83

Partners in Excellence

OCTOBER 15, 2021

So onsite gyms, nurseries, cleaners, restaurants, meditation rooms become enticements not to create balance, but to reduce the disruption of work. So onsite gyms, nurseries, cleaners, restaurants, meditation rooms become enticements not to create balance, but to reduce the disruption of work.

Fashion 73

Fashion Study Government Churn 73

Pipeliner

MARCH 13, 2022

But there is a much more broad reason that sales must once again find its true meaning: sales is vital for creating a middle class, which serves to stabilize the economy. But there is a much more broad reason that sales must once again find its true meaning: sales is vital for creating a middle class, which serves to stabilize the economy.

Pipeline 93

Pipeline Networking ACT Positioning 93

Increase Sales

JULY 9, 2016

In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. 66% (2/3) of executive buyers said salespeople cannot articulate value according to Gartner. Some may call this statement, a value proposition.

Lead Rank 78

Lead Rank Lead Scoring Decision Maker LinkedIn 78

Pipeliner

MARCH 5, 2022

In my last article in this series, we took up the example of a firefighter and the fact that a firefighter is almost always a positive example of their profession. In the same way, a firefighter has a positive reputation in society. A salesperson, on the other hand, usually does not. One bad sale and the word will spread very quickly.

Positioning 91

Positioning Hiring Scale Film 91

Hubspot Sales

OCTOBER 30, 2017

With a customized headline, you’ll instantly distinguish yourself, give prospects and recruiters a reason to view your profile, and start building the case for your product. Customize it to your audience. Include your value prop. 2) Add Your Value Prop. But letting LinkedIn choose your headline for you is a mistake.

LinkedIn 142

LinkedIn Examples Ideal Customer Profile Retail 142

Smooth Sale

JANUARY 27, 2023

Some of the adjectives include: Rude Arrogant Arm-twisting Lack ethics Time costs money when it comes to effective sales. Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Realize How to Ensure More Sales? There is much strength in developing your unique identity. Also, not in the forecast was giving up!

Hiring 78

Hiring How To Networking Lead Rank 78

Partners in Excellence

JANUARY 25, 2021

It’s in the discovery process that we actually figure out what it takes to win–earn the customer’s business. Instead, arrogantly, we leave it to the customer to figure out whether what we do helps them with what they want to do. ” In reality, it is more about the customer’s discovery.

Analysis 74

Analysis Opportunity Customer Relationals 74

Increase Sales

OCTOBER 25, 2013

In small business, everyone makes mistakes from missing meetings to having delays in shipments to even having rude customer service. The customer could care less about these events! The customer wanted its promised material because they had men and women on the job site being paid good wages waiting for the material.

Small Business 138

Small Business Small Business Sales Leadership Call-back 138

SalesLoft

MARCH 19, 2019

We communicated with passion, rather than arrogance. It is a place where we focused on the customer journey and not just the transaction. Being a great listener and solving customer problems rather than simply pushing a product sounds basic, but it is so important. Build exceptional sales teams. Leadership.

How To 91

How To Hiring Hubspot SalesForce 91

Partners in Excellence

AUGUST 7, 2013

I get disturbed by much of the hyperbole around Insight Selling and Teaching Our Customers. We are supposed to know more than our customers. I think in many cases that’s true and an important part of value creation. We should know more than our customers on certain types of problems—the one’s we solve.

Customer 95

Customer Face-to-face Fashion Segment 95

Partners in Excellence

SEPTEMBER 6, 2018

Inevitably our focus is on buying and selling, but we are still not aligned with the customer and their journey. Yet the customer is on a different journey. Too often, our focus is not on the customer journey–just the part of the journey we are interested in–the buying part. I can already picture half the readers.

Cancellation 83

Cancellation Face-to-face Up-Sell Customer 83

Pipeliner

APRIL 3, 2019

They are generally vague and aspirational without proven substance and don’t add any value to the salesperson’s kitbag. ONLY is bold — some might say arrogant. Salespeople live in a world full of competitive claims that lack creativity, imagination, and truth. The usual clap trap. I call it “the only one” — ONLY.

Competition 72

Competition Face-to-face Construction Follow-up 72

Partners in Excellence

JUNE 5, 2019

For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Collectively, we see the experiences of 100’s and 1000’s of customers facing similar issues, challenges, and problems. This post is the eighth post in my series on Sensemaking.

Customer 67

Customer Face-to-face Consultative Selling Up-Sell 67

Hubspot Sales

MAY 1, 2018

Have you ever engaged with a salesperson who got impatient or upset with you when you didn’t immediately see the “value” of their product or service? They rarely think of the goals of the customer or how the product helps them in a bigger sense -- the ultimate job to be done -- which is what the customer is really buying.

Inbound 82

Inbound Prospecting Hubspot Buyer 82

No More Cold Calling

MARCH 3, 2016

When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. Get in their corner, and find a way to create value.”. She’s been there … as a customer of incentive compensation and a lover of performance management.

Referrals 120

Referrals Scale Cold Calling Call-back 120

Partners in Excellence

SEPTEMBER 19, 2016

We can hide our heads in the sand, we can deal with it when it happens, we can look for trouble, we can create trouble. We can hide our heads in the sand, we can deal with it when it happens, we can look for trouble, we can create trouble. Perhaps related to complacency is arrogance.

Guarantee 48

Guarantee Relationals Intent Positioning 48

Partners in Excellence

MAY 10, 2017

Tied with our success, there is sometimes arrogance. Complacency can become an outcome of arrogance. Complacency can become an outcome of arrogance. We simply aren’t paying attention–we don’t see the signals, we don’t recognize the changes in our customers, markets, competition.

Course 49

Course Competition Relationals Positioning 49

The Pipeline

DECEMBER 23, 2011

The customers love Vixen. Pounding the pavement, meeting with sales leads to customers comprises most of his or her time. Pounding the pavement, meeting with sales leads to customers comprises most of his or her time. Cupid is the salesperson everyone loves from both internal and external customers. Free Resources.

Pipeline 217

Pipeline Hiring Cold Calling Top of Funnel 217

Partners in Excellence

NOVEMBER 7, 2013

We want to make we are prepared, we want to be sure we achieve our goals, we want to move the customer through their buying process, we want to make sure we create value in each call. We want to make sure our customer is prepared for the sales call. So it’s critical that our customers are prepared, as well as us!

Customer 93

Customer Meeting Maximizer Sales 93

Sales Hacker

JANUARY 17, 2020

If you’re looking for how to improve a sales pitch, you probably see the same few tips repeated ad nauseum. Meanwhile, the most effective way to make your pitch better is something you’d probably never guess. That’s what we’re going to talk about today. Maybe the better question is how many times have you cringed at one today ? So, what’s a vibe?

Positioning 67

Positioning Coaching Tools Study 67

Partners in Excellence

APRIL 3, 2012

Yesterday, I wrote about Value Creation. He said his customers really value his approach in value creation. I think the problem is that we have to “earn the right to Challenge or create Value.” Absent that, it’s arrogance or insensitivity–even though you may be right.

Construction 87

Construction Intent LinkedIn Prospecting 87

Partners in Excellence

DECEMBER 27, 2012

I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” But the principle, the belief, the attitude it created within me is where the real power of this statement lies. I may not have really understood or addressed what the customer was trying to achieve.

Territories 91

Territories Customer Account Face-to-face 91

SalesLoft

MAY 8, 2019

Confidence isn’t arrogance. It’s a belief in your offering and the value it can add to your buyer’s organization. When you find yourself doing that, do something to inspire growth – find a conference, have a drink with your mentor, or sit down with a customer to talk about what they’re seeing in the market. Persistence.

Energy 94

Energy Face-to-face Buyer Account 94

Altify

AUGUST 27, 2018

In a previous post I have written about the value of an Executive Sponsor Program. An executive swooping in to help close a deal, save a customer, or just thank them for their business is not an Executive Sponsor Program. A trusted relationship cannot be created if the primary focus is just to close a deal.

Hiring 40

Hiring Lead Rank Face-to-face Ideal Customer Profile 40

Altify

AUGUST 27, 2018

In a previous post I have written about the value of an Executive Sponsor Program. An executive swooping in to help close a deal, save a customer, or just thank them for their business is not an Executive Sponsor Program. A trusted relationship cannot be created if the primary focus is just to close a deal.

Hiring 40

Hiring Lead Rank Face-to-face Ideal Customer Profile 40