Steven Rosen

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. Most of your customers will shut down in less than four weeks. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. So, what are sales eagles doing?

Consumer 374

Consumer Analysis Territories Account 374

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. They can be instrumental in accelerating revenue generation and fostering customer relationships. 76% percent of BDRs report to sales over marketing. 76% percent of BDRs report to sales over marketing.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Partners in Excellence

MARCH 25, 2024

It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles. How are sellers contributing to the longer buying and sales cycles?

Customer 100

Customer Buying Cycle Buyer Sales Cycle 100

Partners in Excellence

FEBRUARY 12, 2024

We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. It’s not just about how they navigate their buying process. Like customers they want to be seen and heard.

Customer 111

Customer Discount Negotiation ROI 111

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Partners in Excellence

MARCH 5, 2024

Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. At the same time, they are viciously focused on doing the work.

Sports 107

Sports Territories Maximizer Industry 107

Partners in Excellence

JANUARY 30, 2024

100% of the prospecting messages I see are product focused. Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. How does it impact us?

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We’ve got to be customer focused.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Partners in Excellence

MARCH 6, 2024

Likewise, they don’t need our “glamour list,” all the great logos and customers. They are focused on solving a problem. What do our customers need? Often, our customers don’t know what they don’t know. They don’t need a lot of education about our products.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Competition 107

Competition Customer Buying Cycle Vendor 107

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

BuzzBoard

MARCH 28, 2024

An Overview of the Marketing Agency Sales Process The sales process in a digital marketing agency is a multi-step journey that requires a thorough understanding, strategy, and execution. This initial step requires extensive market research to understand potential customer needs and challenges.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. But are they asking us the right questions?

Customer 119

Customer Revelation Buying Cycle Lead Rank 119

Partners in Excellence

MARCH 21, 2024

Preface : Jose Andrade is a thoughtful sales leader with one of the most varied backgrounds I’ve seen. He sums it up, “Although I enjoy developing successful sellers, I am still most satisfied when I see that what we sell to customers meets or exceeds their expectations.”

Hiring 73

Hiring Engineering Promotion Quota 73

Alice Heiman

APRIL 2, 2024

On “Sales Talk for CEOs,” Alice Heiman was joined by Mark Fershteyn of Recapped, whose journey from sales struggles to CEO offers a roadmap for innovation in sales strategies. His focus on the customer journey always in the forefront. He realized he was too focused on the art of sales and not the science.

Scale 62

Scale Strategy Hiring Pivotal 62

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. Let’s get into the pain points first.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Alice Heiman

APRIL 23, 2024

In a recent captivating episode of “Sales Talk for CEOs,” Clate Mask, CEO and co-founder of Keap, shared his journey from law school to leading a company that’s at the forefront of small business automation software. For CEOs looking to streamline their operations and enhance customer engagement, Clate’s insights are golden.

Scale 62

Scale Small Business Small Business Sports 62

Allego

APRIL 18, 2024

Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” To help you, I dug deeper to see how sales teams can use AI.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. To answer even your first question:” Are you interested in Sales?”

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. 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. Find out here.

Positioning 127

Positioning Customer Churn Face-to-face 127

Autoklose

APRIL 8, 2024

Closing sales is a joint effort that takes time, particularly in the B2B industry. And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Table of Contents What Is a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Channels 137

Channels Revenue How To Case Study 137

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. So many factors go into a successful won deal.

Top of Funnel 62

Top of Funnel How To Lead Rank Sales Qualified Lead 62

Partners in Excellence

MARCH 25, 2024

I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. With Keenan and his team, selling success is all about the customer, not what we sell.

Up-Sell 107

Up-Sell Sales Leadership Motivation Closing 107

Pipeliner

JANUARY 2, 2024

Are you tired of complex sales processes that overwhelm both you and your potential customers? In this captivating podcast episode, we explore the art of selling with simplicity alongside sales veterans John Golden of Sales POP! Salespeople can step in and provide clarity, acting as trusted advisors.

Sales Process 98

Sales Process Video CRM Pipeline 98

Partners in Excellence

MARCH 2, 2024

I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Adaptability: Sales skills are transferable and can be valuable in various aspects of life, including relationships and career advancement.

Oracle 98

Oracle Negotiation Up-Sell Lead Rank 98

Partners in Excellence

JULY 28, 2023

When I sit down with sales organizations, we inevitably spend a lot of time talking about the Sales Process. But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers. We: Qualify them. Discover their needs.

Sales Process 79

Sales Process Customer Decision Maker Negotiation 79

Partners in Excellence

APRIL 11, 2024

Why I Love Sales Sales was never a career option I aspired to. I learned how to get prospective customers to ask me how soon they could get my product/service. I focused on getting up to speed as soon as humanly possible—and got really good at it. (I I detail my process in Agile Selling ). I loved the challenge.

Face-to-face 105

Face-to-face Sales Methodology Compensation Segment 105

Hubspot Sales

SEPTEMBER 6, 2023

But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is growing at lightning speed. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better."

Hiring 104

Hiring Hubspot Forecasting Up-Sell 104

Partners in Excellence

MARCH 14, 2024

Focusing their strategies and sharpening execution are the top priorities of most of the executives we work with. Focusing their strategies and sharpening execution are the top priorities of most of the executives we work with. Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Emissary

SEPTEMBER 27, 2021

But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block. These days, customer success motions benefit from better, and more plentiful, data, from more sophisticated customer success platforms and from past lessons learned. And they were difficult to pull off.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Sellers, however, tend to view their success point as the sale.

Strategy 107

Strategy Customer Discount Decision Maker 107

Alice Heiman

FEBRUARY 13, 2024

The company had previously relied heavily on leads from Gartner and engagements with legacy customers. Strategic Sales Team Restructuring Harris didn’t stop at marketing transformations. Imagine taking over the CEO role of a company just as COVID hit. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc.,

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Targets Demand Generation 75

Crunchbase

APRIL 12, 2024

Far from its fictional representations, though, it actually has practical, useful and beneficial day-to-day applications in sales. Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more. What is AI in sales?

Lead Rank 64

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. What is the typical sales process for consulting firms?

Pipeline 71

Pipeline Sales Qualified Lead How To CRM 71