Partners in Excellence

AUGUST 25, 2022

Insular: in-su-lar 1. It seems insularity, a form of tribalism, is endemic to human beings. We don’t consciously seek to be insular, life just happens. Insularity in selling (and business), keeps us from being the best we can be. ” My response is to reduce insularity. How does this arise?

Industry 73

Industry Consumer Up-Sell Media 73

MTD Sales Training

OCTOBER 12, 2018

‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’. Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. Prospects are NOT interested in your products.

Research 218

Research Decision Maker Face-to-face Call-back 218

Partners in Excellence

FEBRUARY 11, 2020

Each was taking a very strong position on particular aspects of selling. We must continue to learn and grow, never accepting the status quo, but challenging it, thinking, “Is there a different way that might be better? ” We should protect ourselves from being insular. If you aren’t doing this, you will fail!

Positioning 86

Positioning Competition Relationals Marketing 86

SalesLoft

JANUARY 21, 2020

I was, I was a good student, but always excited about, you know, making money selling, whether it was selling hockey cards at the flea market. Or it was, you know, eventually getting my dream job at the time, which was selling fries and burgers at McDonald’s. The problem with it was I wasn’t a great employee.

Hiring 95

Hiring Up-Sell Government Follow-up 95

Pipeliner

APRIL 4, 2018

Put them in a more challenging environment and you would have to ask if they would still be high performers. Recently I caught up with Bernadette McClelland, CEO of 3 Red Folders. I asked for her opinion on the topic of key attributes of high performing salespeople. They have ranged from senior leaders to new sales trainees.

Lead Rank 81

Lead Rank Follow-up Sales Qualified Lead Discount 81

Sales Hacker

JUNE 22, 2021

Today’s virtual selling environment demands a new kind of approach, one that prioritizes the buyer above all else. If you missed episode 165 check it out here: How to Transition into Tech Sales from a Non-SAAS Background with Lee Berkman. powered by Sounder. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Revenue 59

Revenue Call-back LinkedIn Course 59