Steven Rosen

MAY 13, 2024

Understanding the Impact of Self-Care Self-care encompasses various practices to maintain and improve one’s overall well-being, including physical, mental, and emotional health. For sales leaders whose roles involve constant problem-solving, decision-making, and interpersonal interactions, the benefits of self-care are substantial.

Exercises 120

Exercises Webinar Metrics Sales Leadership Networking 120

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? They need to understand the problem before they can even think about the solution.

Face-to-face 98

Face-to-face Buying Cycle Outbound B2B 98

SalesFuel

APRIL 23, 2024

If the manager doesn’t address the root cause of the problem, productivity and engagement suffer. Understand Motivations Conflict resolution usually begins with a meeting. Establish your meeting goals, which should be to understand the source of the conflict and explore resolutions. Restore harmony using these three steps.

Hiring 115

Hiring Policies Negotiation Motivation 115

Partners in Excellence

MARCH 6, 2024

We seem to be on diverging paths, and this creates problems for both buyers and sellers. They are focused on solving a problem. So they may not know there may be a better way to do things, or there may be a competitive threat, or that they have a problem and should change. What don’t buyers need from sellers?

Buyer 129

Buyer Incentives Incentive Discount 129

Understanding the Sales Force

NOVEMBER 29, 2022

As usual, the movie got me thinking about salespeople and Understanding the Sales Force. The problem is that he never considers anyone or anything other than himself and his personal success. Last week we watched Spirited, the new Apple TV Plus take on the old Charles Dickens novel, A Christmas Story.

Film 285

Film Marketing Consultative Selling SalesForce 285

Steven Rosen

APRIL 6, 2024

Understanding and acknowledging the other person’s thoughts and feelings can help create a more productive and respectful dialogue. This includes understanding the issue, seeking to understand the other person’s perspective, and formulating a plan of action for change. Empathy is crucial in difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. In the old days of Telecom, it was called the “last mile” problem. The “last mile” problem exists in all sorts of industries. The LLMs will provide ideas, insights.

Distribution 120

Distribution Lead Rank Face-to-face Analysis 120

Partners in Excellence

MARCH 9, 2024

Selling conversations, problem solving conversations are about change. They are about raising problems, concerns, fears, doubts. We should probe to understand what the customer is asking and why they might have a concern or disagreement. We and the customer must take the time to understand, align, and move forward.

Objections 116

Objections Conversion Customer Strategy 116

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 117

Competition Customer Buying Cycle Vendor 117

Partners in Excellence

JANUARY 29, 2024

Why do you think we have this problem? The conversation is either an outright pitch for the product, or it starts with a provocative assumption of a problem, then focuses on the product that solves that problem. They want to talk about their problems. It was a provocative outreach. They want to discuss.

Conversion 81

Conversion Microsoft Face-to-face Google 81

Partners in Excellence

APRIL 2, 2024

Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. The problem is, the “end in mind” for our customers is seldom about buying a solution. More often, it’s around solving a problem, addressing an opportunity, driving a change. As a result, we have a giant dilemma.

Customer 122

Customer Maximizer Closing Objections 122

Partners in Excellence

OCTOBER 23, 2023

It requires us to listen, probe, understand. So often, particularly as leaders and sellers, we are looking for the problem. After all, that’s what we do—solve problems. But the problem is not a person. Or without understanding where they are at, we focus on where we want them to be.

Meeting 120

Meeting Face-to-face Coaching Objections 120

Partners in Excellence

SEPTEMBER 13, 2023

We may know the “problem” they solve. But does this mean we really understand our customers’ problems? Our customers are thinking about the following…… What causes these problems to occur? Our customers are thinking about the following…… What causes these problems to occur?

Customer 106

Customer Data Follow-up Relationals 106

Partners in Excellence

FEBRUARY 17, 2024

At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.” Customers mis-diagnose their problems. So our diagnostic process is very biased.

Cancellation 77

Cancellation Face-to-face Inbound Opportunity 77

Partners in Excellence

MARCH 25, 2024

What are their problems, how do we help them better understand them? Keenan sums it up well! “When you look at selling, good selling, it’s all about helping teaching and solving problems. Solving problems, I’m a problem solver. How do we help them close that gap, achieving their goals.

Up-Sell 118

Up-Sell Sales Leadership Motivation Closing 118

Partners in Excellence

APRIL 8, 2024

Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges. Every quarter there is the inevitable rush to close deals, to hit our numbers. Yet there are so many challenges and barriers. ” But, we shouldn’t be shocked or surprised.

Top of Funnel 117

Top of Funnel Face-to-face Data Buying Cycle 117

Allego

MARCH 12, 2024

Determined to mend the fragmented B2B buying journey, Hannah Ajikawo , the visionary founder of Revenue Funnel , has strong ideas on how sales enablement can help solve the problem. Ajikawo’s insight extends beyond just identifying the problem. She sat down with me recently to discuss them and how we can transform this dynamic.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Partners in Excellence

MARCH 2, 2024

Early in my career I started engineering roles like electronic engineer and applications engineer and realized what motivated me most was help people solving problems that allowed them to continue or improve their business. Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments.

Engineering 113

Engineering Education Face-to-face Intent 113

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. At best, they obliquely address a real business problem. But then, we have to first know what types of organizations have these problems? How does the problem manifest itself?

Customer 113

Customer Face-to-face Enterprise Enterprise 113

Partners in Excellence

FEBRUARY 2, 2024

The tools themselves are evolving quickly, but having gone through a several of these technology disruptions in the past, I recognize we usually find the mediocre to poor uses first, but as we gain experience we improve our understanding and start to leverage the technology to its full potential. We will move beyond this.

Engineering 117

Engineering Ideal Customer Profile Lead Rank Airlines 117

Partners in Excellence

JANUARY 9, 2024

But a reverse problem has been accelerating. We don’t try to understand who they are, what they face, what they stand for, or their dreams. We don’t engage them in the specific problems, situations, challenges, issues they are facing, we don’t understand the fears, concerns, dreams, aspirations they have.

Face-to-face 124

Face-to-face Analysis Intent Coaching 124

Partners in Excellence

FEBRUARY 29, 2024

He researched others, understanding their roles and what their companies did, creating personalized emails. How do you know if he has the problem? Like all of us, he was struggling to get the engagement he wanted. Let’s call him “Stephen.” ” We talked about some of his strategies. How do you know if he cares?

Ideal Customer Profile 127

Ideal Customer Profile Face-to-face Trade Show Prospecting 127

Membrain

MAY 14, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide,"​ & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.

Sales 137

Sales Sales Management 137

Partners in Excellence

MARCH 1, 2024

Then there are those that are thinly disguised as being issues or customer focused, but are really all about them: “Let us tell you how our products solve these problems… [Insert prospecting, pipeline quality, revenue generation, to name a few.]” They’ve done no research to understand what our challenges might be.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Smooth Sale

FEBRUARY 12, 2024

However, no matter how well prepared you are, how much you understand about running a business, or even how long you’ve been doing it, there’s one thing that can cause more problems than anything else – human error. Although time-consuming and sometimes annoying, you must prepare for unexpected circumstances.

How To 168

How To Hiring Policies Lead Rank 168

Partners in Excellence

APRIL 24, 2024

They are buying to solve a problem or address an opportunity. Too often, we don’t know or understand what they are trying to do and why it’s important. The customer has gone through their change/problem solving process, basically made their decision and are looking choosing between alternative products.

Discount 77

Discount Proposal Objections Positioning 77

Partners in Excellence

OCTOBER 26, 2023

The problem with pitches is, as ChatGPT suggests, is we are “throwing” information at the prospect. It communicates our dis-interest in engaging our customer, understanding them, understanding their goals. The word “Pitch” has dominated selling language. It is one way! Pitching is strictly one way!

ACT 121

ACT Advertising Advertising Promotion 121

Marc Wayshak

MARCH 13, 2024

” This approach steers the conversation towards understanding the prospect’s challenges rather than discussing benefits or features. Rather than immediately launching into a sales pitch in response to a problem, the focus shifts to understanding the prospect’s interpretation of the situation. Check it out.

Prospecting 112

Prospecting Face-to-face eBook Motivation 112

Sales Gravy

JANUARY 23, 2024

Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element. It's about understanding the customer's journey, their challenges, and what they truly value. Story Getters understand that curiosity is a gateway to understanding their business needs, challenges, and even apprehensions.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Partners in Excellence

FEBRUARY 12, 2024

It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. Too often, sellers don’t take the time—often they don’t care—because understanding these things takes time. We have closing strategies focused on getting the order. What does this mean?

Customer 121

Customer Discount Negotiation ROI 121

Partners in Excellence

APRIL 17, 2024

If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? I’ve written about collaborative conversations and problem solving–how we help our customers think about and assess the performance of their business.

Lead Rank 120

Lead Rank Analysis Incentives Incentive 120

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. This early intervention focuses on helping customer understand, characterize, and learn about the issues. Consultants help customers recognize problems the customer had never identified.

Customer 106

Customer Opportunity 106

Partners in Excellence

JUNE 20, 2023

It’s understanding the problem, the change management issues, and how to successfully navigate the change management process. It’s understanding the problem, the change management issues, and how to successfully navigate the change management process.

Face-to-face 85

Face-to-face Buying Cycle Enterprise Enterprise 85

Partners in Excellence

APRIL 24, 2023

” The reaction, when I start talking about being helpful and creating value is an understandable, “Dave, you don’t understand, I have to make my quota! When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals.

Quota 110

Quota Ideal Customer Profile Face-to-face Commission 110

Lead411

MAY 9, 2024

How and why this is so: The Method That Focuses on the Client Starting Off on the Right Foot: Presenters should not provide a corporate monologue at customer events; rather, they should focus on finding solutions to problems or meeting customer requirements. The atmosphere in the room is also beginning to dissipate. Does that ring a bell?

Customer 52

Customer Conference Intent Data Consumer 52