Partners in Excellence

APRIL 25, 2018

Instead these posts are about Stupid Sales Management/Marketing/Sales Tricks. Sales and marketing are among the most measured functions around. Too often, we leap to the stupid answer, not to the answers that really turn the dials on performance. We need 30K to get the volume of leads to feed sales.”

Scale 48

Scale Lead Rank Outbound Pipeline 48

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. Sales growth has become a “predictable” math equation. And we are still failing.

Face-to-face 124

Face-to-face B2B Buyer Vendor 124

Partners in Excellence

MAY 5, 2021

Sales (and marketing) is a numbers game! Too many organizations are driven by the numbers and “math” of sales and marketing. They think the way we drive performance is manage to the numbers and math equations. This is a fundamental equation we all use in prospecting. Math works!

Lead Rank 77

Lead Rank Sales Cycle Call-back Sales Qualified Lead 77

Partners in Excellence

MARCH 9, 2022

But I’m getting really sick of the standard answer we hear from too many “experts,” guru’s, sales/marketing managers. They run the math we learned in 3rd-4th grade (remember learning “times” tables). And we now know how to work the numbers backwards.

Forecasting 52

Forecasting Up-Sell Report Competition 52

Partners in Excellence

FEBRUARY 25, 2019

We tend to think of the Laws Of Physics as fundamental truths about how things behave.* We always calculate force using this formula, it is universal. Somehow, we seem to treat many of the numbers we use in sales and marketing as “fundamental and unchangeable truths.”

Lead Rank 80

Lead Rank Licensing Churn Sales Cycle 80

Partners in Excellence

APRIL 7, 2019

” I focus on how we tilt the numbers in our favor, how we get the most out of the time we invest in our activities. I reflected on my prospecting calls over the past couple of days, wondering if I was doing something wrong. We are very focused, calling only on the companies/personas in our ICP.

Conversion 85

Conversion Meeting Ideal Customer Profile Scale 85

Partners in Excellence

NOVEMBER 13, 2018

Why would we want to — or even need to scale authentic communications? Can we even be “authentic” at scale? Can we even be “authentic” at scale? Don’t they become “inauthentic” if we start scaling, automating, and personalizing just enough and not too much?

Scale 79

Scale Conversion Webinar Metrics Face-to-face 79