No More Cold Calling

JANUARY 13, 2022

Yet, we’re asked to make predictions all the time. For instance, NBC reports that astrologers predict 2022 will bring “enlightenment, glow-ups, and some serious rebirths and that we should expect for secrets to be revealed, the marginalized to rise up, and chances for a phoenix to rise from the ashes.” That Sounds Nice, But ….

Trends 356

Trends Margin Cold Calling Outbound 356

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? But they don’t need this.

Buyer 120

Buyer Incentives Incentive Discount 120

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Revelation 68

Revelation Lead Gen Scale Face-to-face 68

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Top of Funnel 108

Top of Funnel Face-to-face Data Buying Cycle 108

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? Do we want to provide that help?

Customer 113

Customer Face-to-face Buying Cycle Loyalty 113

Partners in Excellence

OCTOBER 3, 2023

One of the things he discusses in the concept of “Selling Possibility.” ” It’s related to much of what I’ve written about Inciting Customers To Change. They’ve determined there is a problem, an opportunity, a need to change. This would change our whole relationship with the customer.

Buying Cycle 118

Buying Cycle Up-Sell Opportunity Google 118

Partners in Excellence

APRIL 25, 2024

This seems to dominate so much of the conversation I see. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need?

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Allego

MARCH 12, 2024

She sat down with me recently to discuss them and how we can transform this dynamic. She sat down with me recently to discuss them and how we can transform this dynamic. During our conversation, Episode 62 of The Adapter’s Advantage podcast , we delved into the complexities and nuances of the current B2B sales environment.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Partners in Excellence

MARCH 17, 2024

We started sharing ideas about sales performance, particulalry in some of his early leadership and entrepreneurial roles. We continue those conversations to today. A line that stood out, “If you accept sales is about moving people, then it becomes easy to stay positive about selling. Selling is about moving people.

Insurance 77

Insurance Insurance Outbound Inbound 77

Partners in Excellence

MARCH 7, 2024

Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Preface : Surprise!!

Up-Sell 109

Up-Sell Intent Call-back Positioning 109

Partners in Excellence

JANUARY 25, 2024

First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. While we claim to want to help the customer solve their problems, we aren’t.

Competition 108

Competition Customer Buying Cycle Vendor 108

Hubspot Sales

JANUARY 30, 2024

Since we just started a new year, is it time for some goodbyes? In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. Why the change? These more informed buyers don’t want a product pitch, which changes the role of a salesperson.

Trends 93

Trends Social Media Lead Rank Lead Scoring 93

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them.

Face-to-face 108

Face-to-face Opportunity Education Customer 108

Pipeliner

JANUARY 2, 2024

In this captivating podcast episode, we explore the art of selling with simplicity alongside sales veterans John Golden of Sales POP! We delve into the importance of authenticity, the changing role of salespeople, and how to guide customers toward informed decisions.

Sales Process 98

Sales Process Video CRM Pipeline 98

Partners in Excellence

MAY 30, 2023

All entertaining, but designed for very different times and circumstances–yet we keep going back to the same old things. The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We spend millions on tech stacks, but still struggle with CRM compliance.

Face-to-face 105

Face-to-face Proposal Hiring Quota 105

Partners in Excellence

DECEMBER 4, 2023

This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. We were talking, loosely, around the advantages of being customer focused and what that means.

Customer 106

Customer Scale Buying Cycle Discount 106

Anne Miller

MARCH 13, 2024

” Be Memorable Here are some examples of imagery that instantly “tattoo” a company’s position and value on the brain of a listener: A financing company: We are like Sisyphus ; we keep working for clients even when it feels like we’re pushing a boulder up a hill. How do you stand out?

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

Partners in Excellence

AUGUST 30, 2023

We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. We engage others, each with their own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. Perhaps, we come to agreement–for the moment–on some common goals.

Cancellation 98

Cancellation Conversion Influencer Up-Sell 98

Partners in Excellence

MARCH 5, 2024

Preface : I’ve actually never met Tobia La Marca , but we “talk” and exchange notes/ideas quite frequently. Since then, I pay attention to everything he does, he’s a great thinker/practiioner in selling. Since then, I pay attention to everything he does, he’s a great thinker/practiioner in selling.

Fashion 73

Fashion Study ACT Retail 73

Pipeliner

APRIL 5, 2024

The workplace is forever changing, and the staff at some companies is comprised of multiple generations. Wise leaders are inclusive and welcome varying thoughts for sharing, learning, and deeper conversations to benefit everyone involved. Tradition holds much wisdom. When one door closes, another can open.’

Influencer 75

Influencer Consumer Conversion Benefit 75

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. Both parties using AI leads to stronger relationships, more productive conversations, and a shorter sales cycle. We've entered, what I call, "The Age of the AI-powered buyer."

Buyer 106

Buyer Data Survey Sales Cycle 106

Alice Heiman

NOVEMBER 2, 2022

The world of selling has irrevocably changed. Starting digital conversations is the first step to build this trust. In this episode Alice talks with Tim Hughes who explains how to change your sales approach from “interrupting to pitch” to “gaining trust”. We interrupt you to pitch. It’s about digital dominance.

Conversion 118

Conversion Lead Rank Social Media Social Selling 118

Partners in Excellence

JULY 31, 2023

Most of the time, as sellers, we focus on our self interests. As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success.

Customer 84

Customer Maximizer Conversion CRM 84

Vengreso

JUNE 12, 2023

There are many misconceptions about modern selling. These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. First – A Mindset Change Modern selling begins with a change in mindset for sellers, sales teams, sales leaders, and executives.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Shari Levitin

AUGUST 23, 2023

Why did I feel the need to hoard five pairs of scissors, three hammers, and two extra dog collars? Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell. Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell. I think not). The problem?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Janek Performance Group

APRIL 2, 2024

Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. As such, we will return to these when we discuss tracking, measuring, and evaluating your strategy. Today, HubSpot research illustrates the changes that value social selling has brought.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Partners in Excellence

APRIL 24, 2024

I just couldn’t think of a better description of something that dominates too many selling conversations. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. And we go back and forth, back and forth, back and forth.

Discount 77

Discount Proposal Objections Positioning 77

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Pipeliner

FEBRUARY 16, 2024

I recently had the pleasure of having a fascinating conversation with Julie Thomas , President and CEO of Value Selling Associates. We delved into the concept of a revenue engine and its implications for sales organizations. Many organizations struggle with changing their processes and measurements.

Engineering 64

Engineering Face-to-face Lead Rank Lead Scoring 64

Partners in Excellence

JANUARY 24, 2024

We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies. We can ask it to look at certain industries/markets, or types of companies. AI offers tremendous promise to help sellers become much more efficient. The LLMs will provide ideas, insights.

Distribution 111

Distribution Lead Rank Face-to-face Analysis 111

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 85

Microsoft Face-to-face Quota Sales 85

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 82

Sales Management Face-to-face Social Selling Sales Leadership 82

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. ” We talked about some of his strategies. Like all of us, he was struggling to get the engagement he wanted. Let’s call him “Stephen.” “What is he interested in talking about?”

Ideal Customer Profile 118

Ideal Customer Profile Face-to-face Trade Show Prospecting 118

Janek Performance Group

FEBRUARY 27, 2024

For example, web analytics give greater insights into your website visitors, what they seek, and what they need. In addition to improved conversion rates, it can refine campaigns to better understand customer behavior. This helps sales leaders enable their teams to better meet customer needs throughout the sales process.

Sales Leadership 62

Sales Leadership Face-to-face Trends Webinar Metrics 62

Hubspot Sales

MARCH 25, 2024

That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this?

Prospecting 103

Prospecting Cancellation How To Revelation 103

Janek Performance Group

DECEMBER 12, 2023

Embracing change and revisiting approaches could be pivotal. Sales dynamics evolve rapidly, prompting the need for professionals to adapt, refine techniques, and reclaim lost momentum. This article explores how sales professionals can embrace change, refine their methods, and recapture their sales momentum.

Decision Maker 62

Decision Maker Face-to-face Pivotal Call-back 62

Partners in Excellence

AUGUST 20, 2023

In the past couple of weeks, I’ve found myself involved in a number of conversations about “Creating demand… ” Some have focused on marketing’s role in demand creation. Implicitly, the concept of demand generation is to create demand or interest in our products and what we sell. But that fails.

Demand Generation Agencies 86

Demand Generation Agencies Demand Generation Demand Generation Targets Face-to-face 86