Partners in Excellence

AUGUST 23, 2023

Strategic thinking with most sales leaders seems to be focused on, “How are we going to finish the month?” As a result, we spend too much time playing catch up, unprepared to address the challenges and opportunities for the coming 1-3 years. But it is equally unreasonable for us to be so intensely tactically focused.

Face-to-face 106

Face-to-face Opportunity Follow-up Competition 106

Steven Rosen

AUGUST 12, 2021

My answer is that you don’t necessarily need coaching, but you probably know that there’s always room for improvement; we all have blind spots that need to be looked at. Understanding yourself and the effects you have on other people may give you opportunities for growth and development. Plain and Simple.

Coaching 374

Coaching Guarantee Travel ROI 374

The Pipeline

AUGUST 14, 2018

I know many of you are shaking your heads saying “duh, we know that Tibor.” So then why are so many out there losing deals and opportunities by following their organizations’ sales process? So then why are so many out there losing deals and opportunities by following their organizations’ sales process? Slaves To The Clock.

Face-to-face 188

Face-to-face Lead Rank Lead Scoring Call-back 188

Sales and Marketing Management

AUGUST 5, 2020

We feel the same about sales negotiation advice. Here are five of the most common bad pieces of sales negotiation advice we hear: 1. Here are five of the most common bad pieces of sales negotiation advice we hear: 1. When sellers take emotion out of negotiation, they miss a huge opportunity to connect with and influence buyers.

Negotiation 218

Negotiation Maximizer Salary Face-to-face 218

Steven Rosen

JANUARY 4, 2018

Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with. Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with. It is also great to have a sounding board.

Hiring 291

Hiring Strategy Networking Coaching 291

Sales Gravy

JANUARY 4, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. The content quality is excellent.

Pipeline 101

Pipeline Opportunity Forecasting ACT 101

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.” Stated differently, “If all we have is a hammer, everything begins to look like nails.”

Cancellation 77

Cancellation Face-to-face Inbound Opportunity 77

Partners in Excellence

APRIL 12, 2023

We have a fascination with exploring the latest, greatest tricks we can leverage. 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. Yet we continue to inflict a seller on them.

Customer 96

Customer Buyer Channels Face-to-face 96

Partners in Excellence

APRIL 19, 2022

Together, we could identify problem areas to go more deeply into. We could have conversations about what to do, how to solve them. We could assess the risks, change management issues, and the critical success factors. We could assess the risks, change management issues, and the critical success factors.

Customer 106

Customer Banking Fashion Study 106

Partners in Excellence

JULY 6, 2023

This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does. We continue to focus on pitching products, when we know we have to focus on the customer business problems.

Microsoft 94

Microsoft Face-to-face Quota Sales 94

The Pipeline

JANUARY 22, 2019

Just the anticipation of being rejected crushes egos and opportunities to boot; sellers become so paralyzed by the thought of the objection, they fail to deal with it properly when it comes, and it always comes. What if every time they responded you see it as a question, an opportunity to educate? By Tibor Shanto.

Objections 267

Objections Prospecting SME Cold Calling 267

The Pipeline

MAY 30, 2016

One of the most common comments Sales VP’s make in speaking about their team is that they fail to ask for the order, or go in for “the close” Now I can hear some of you saying “close, no no no, we don’t do that in sales today”. A condition I call “Sales Blind”. The Forever Seller. Relationship R-Us.

Lead Rank 120

Lead Rank Vendor Groups Sales 120

Partners in Excellence

APRIL 14, 2023

We can’t begin to predict the future of selling until we begin to answer the question, “What’s The Future Of Buying?” We have to be looking at: How buying is changing? Where will they go to begin to recognize opportunities to change, improve, and grow? Where will they continue to struggles?

Negotiation 96

Negotiation Buyer Competition Tools 96

Partners in Excellence

MAY 4, 2022

” But we make insights more complicated than they need be. We tend to think that insights are game changing things we can tell customers. While these are useful if we have that information, insights can be much simpler. It may be something that’s obvious to an outsider, but they have been blind to.

Industry 120

Industry Conversion Customer ACT 120

Partners in Excellence

JUNE 26, 2022

Long time followers know I’m fond of saying, “It’s our God-given right to 100% share of account and share of customers–we just have to figure out how to do this.” ” There is a huge opportunity for us to get a bigger piece of the pie in competing for business.

Competition 106

Competition Discount Vendor Up-Sell 106

Partners in Excellence

APRIL 28, 2022

Spoiler alert, we really seek to be both interested and interesting, and we hope our prospects/customers are both interested and interesting. However, to maximize the opportunity for this to occur, there is important sequencing of this process. As sellers, we do everything we can to be interesting.

Construction 113

Construction Maximizer Call-back Enterprise 113

Sales and Marketing Management

MARCH 23, 2020

As my sales force grew to over 250 salespeople, we applied each habit to our interactions with clients. As my sales force grew to over 250 salespeople, we applied each habit to our interactions with clients. Instead of blindly reacting, we pause and act out of our values and priorities. No sales, no company. It is your compass.

Real Estate 320

Real Estate Webinar Metrics Intent Face-to-face 320

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan You may remember the book and later the movie, The Blind Side. The football term refers to the offensive tackle that protects the quarterback''s blind (non-throwing) side from defensive linemen who are rushing in hopes of sacking the quarterback. What''s happening to me?]. Your turn. (c)

Decision Maker 196

Decision Maker Proposal Vendor ACT 196

Openview

JANUARY 24, 2019

You could be uncovering a blind spot or two away to take your career to the next height…” Assegid Habtewold , The 9 Cardinal Building Blocks: For Continued Success in Leadership. Blind spots, we all have them and they have the potential to be damaging. For sales leaders, these blind spots create unwelcome consequences.

Lead Rank 94

Lead Rank Lead Scoring Face-to-face Conversion 94

Partners in Excellence

NOVEMBER 3, 2023

But on reflection, I realized that his observation is an indication of how “we”–all of us, have lost our way. I think that it’s an indication of how badly “we” have gone off target. ” If you aren’t watching it, you should. Thanks for the insight, Brent.” Why would they care?

Study 119

Study Exercises Groups Objections 119

Partners in Excellence

SEPTEMBER 17, 2020

We have long known that we have a diversity/inclusion problem in our country. We have long known that we have a diversity/inclusion problem in our country. We tend to like people like us, we tend to hire people with whom we have “chemistry.” What if we looked at the data?

Hiring 128

Hiring Government Face-to-face Survey 128

Partners in Excellence

OCTOBER 13, 2020

We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. ” But, the pandemic, has created a tremendous opportunity—individually and organizationally. ” Or we are just blind–clueless.

Scale 114

Scale B2C Face-to-face Retail 114

The Pipeline

JULY 30, 2019

By Tibor Shanto. I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Some will have iterations based on the role of someone in the decision process. Others may reflect the size of the target company or a couple of other demographics.

Buyer 277

Buyer Collateral Harvest Demographics 277

Adaptive Business Services

MAY 6, 2020

We can also look at this in the context of the types of opportunities that we can uncover and these will directly correspond to targeting (or lack thereof) …. As a result, this will always be the least successful method of reaching a valid opportunity. Referrals – The holy grail of opportunities. Make sense?

Referrals 87

Referrals Sales Qualified Lead Decision Maker Construction 87

Partners in Excellence

AUGUST 13, 2020

Through that, we succeed. “ We should be unapologetic about our drive to help our customers succeed, improve, grow, and achieve their dreams. We can and should be relentless in helping them identify opportunities to better achieve their goals and to increase their success. But on refection, I responded: ” ??

Customer 97

Customer ACT LinkedIn Opportunity 97

Partners in Excellence

AUGUST 19, 2020

Not long ago, I read an exchange about how we should talk to our customers about out competitors. Some felt we should take a “leadership” position offering our views and insights to the customer. We have no business talking about our competitors products and business. What questions should they be asking and why?

Competition 111

Competition Positioning Report Relationals 111

Smooth Sale

MAY 13, 2024

To ensure your air conditioning system is working correctly, we recommend you speak to an HVAC expert as soon as possible. Nobody likes to work in a hot office. The downside is it’s tiring, reduces productivity, and is stressful for your employees. The downside is it’s tiring, reduces productivity, and is stressful for your employees.

How To 106

How To System Hiring Networking 106

Pipeliner

SEPTEMBER 17, 2023

As we cruise towards the end of Q3 in our 2023 selling year, many of us are staring at a Dec. But we came up short on all of them. But now with the selling sand running low in the 2023 hourglass, shifting your focus to a large pursuit brings huge opportunity costs. Smart opportunity decision-making is huge.

Motivation 69

Motivation Insurance Insurance Commission 69

Partners in Excellence

APRIL 13, 2023

Quickly my dreams moved to winning the biggest deals, chasing very tough opportunities figuring out how to win them. Our competitors were well established each producing revenues minimally 10 times what we produced. We blew that away and became the dominant vendor in that market. In the country?

Quota 62

Quota Sales Qualified Lead Up-Sell Vendor 62

Zoominfo

OCTOBER 27, 2022

Diverse Sales Teams Outperform Their Competitors As sales leaders, we care about our teams hitting their quotas. According to Forrester Consulting, sales teams with leading Diversity, Equity, and Inclusion (DEI) practices boast an average lead-to-opportunity conversion rate of 54% — twice the rate of teams lagging in DEI.

Hiring 130

Hiring Lead Rank Lead Scoring Survey 130

MTD Sales Training

AUGUST 6, 2019

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. If the back-up isn’t there, we may as well say goodbye immediately to this customer being loyal to us.

Customer 185

Customer Competition Up-Sell Follow-up 185

Janek Performance Group

JANUARY 31, 2023

The right approach toward influence, especially in the digital world, provides sales professionals with a significant opportunity to make an impact. Dale Carnegie says, “Why talk about what we want? The rest of us are just like you: we are interested in what we want.” This CEO viewed me as a distraction.

Influencer 62

Influencer How To Decision Maker Incentives 62

Pipeliner

JANUARY 18, 2023

We all laugh about selling’s time-worn axiom of “What have you done for lately?”, But blindly shifting your gaze to large pursuits brings huge opportunity costs. And they dictate that you make sensible decisions about which opportunities to pursue. At the “Big X”, we referred to deals as breakfast, lunch or dinner.

Insurance 52

Insurance Insurance Maximizer Sports 52

Partners in Excellence

FEBRUARY 10, 2021

And it forces us to rethink how we engage these customers in selling. The problem with the terms Buyers/Sellers is we focus on certain roles or people of our and our customer’s organizations. But if we look at the other 83% of our time and start thinking of buying and selling, we identify many more opportunities to engage them.

Buyer 129

Buyer Channels Vendor Strategy 129

Partners in Excellence

JULY 14, 2023

We see this in report after report showing win rates in the high teens–generally 15-20%. We see this in report after report showing win rates in the high teens–generally 15-20%. When we look at pipelines, there are a few key factors in our pipelines: Quality/integrity, volume, velocity. Perhaps I’m lazy.

Ideal Customer Profile 90

Ideal Customer Profile Pipeline Margin Construction 90

Partners in Excellence

AUGUST 2, 2022

We are, in the very least, facing huge uncertainty. The global economy–are we headed to a recession, how will inflation be impacted, what does this mean to our ability to grow, what does this mean in terms of actions we might take to curtail spending, hiring? We still face supply chain challenges and uncertainties.

Ideal Customer Profile 74

Ideal Customer Profile Face-to-face Hiring Opportunity 74

Partners in Excellence

JULY 2, 2019

None of us like to admit failure, we tend to want to celebrate our successes. We have a mindset that says, “Do more of what causes you to succeed!” Focusing on why we succeed limits us to understanding a small subset of the opportunity. It also blinds us to the need to change. Things always change!

Revelation 98

Revelation Relationals Opportunity Positioning 98