Partners in Excellence

JANUARY 25, 2024

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. Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems.

Competition 117

Competition Customer Buying Cycle Vendor 117

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: What is the problem, precisely?

Face-to-face 98

Face-to-face Buying Cycle Outbound B2B 98

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. What I like most about the sales profession is that it is similar to managing your own little business.

Face-to-face 122

Face-to-face Sports Territories Forecasting 122

Smooth Sale

FEBRUARY 12, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Reduce Human Error In Your Business When you run a business, you must plan for everything ahead. You can, most of the time, accomplish what you need via research, experience, and speaking to your team and customers.

How To 168

How To Hiring Policies Lead Rank 168

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. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do.

Customer 113

Customer Face-to-face Enterprise Enterprise 113

Partners in Excellence

DECEMBER 21, 2023

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? We are, often, so busy we may not recognize threats or opportunities to change, improve grow. And when we do, we are overwhelmed with information and data about what we might do.

Customer 122

Customer Face-to-face Buying Cycle Loyalty 122

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? What Are Customer Pain Points, And Why Are They Important? Types of Customer Pain Points.

B2B 277

B2B Intent Signal Customer How To 277

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point. The LLMs will provide ideas, insights.

Distribution 120

Distribution Lead Rank Face-to-face Analysis 120

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customer 130

Customer Face-to-face Margin Revenue 130

Zoominfo

JUNE 28, 2021

Whether it’s a business deal or a personal connection, they are a driving force to solidify a foundation of trust. Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. What is conversational marketing? The problem with the current B2B buying process.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Partners in Excellence

MARCH 31, 2024

There are words Daniel uses in his story which are common to my own experience and what so many other participants in this series say, “solving problems……energizing… passion… imagining possibilities… personal growth… fun!” Thanks for you contribution, Daniel!

Engineering 124

Engineering Quota Industry Sales Process 124

Partners in Excellence

JANUARY 29, 2024

We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better? I’d love to learn more about what causes you to say this? What have you seen that tells you we need to improve?”

Conversion 81

Conversion Microsoft Face-to-face Google 81

Partners in Excellence

APRIL 9, 2024

Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. What if we tried simplifying, for ourselves, our people, our organizations, and our customers? What if we could accomplish more with greater satisfaction, better results, by being more purposeful?

Ideal Customer Profile 126

Ideal Customer Profile Face-to-face CRM Opportunity 126

Smooth Sale

APRIL 5, 2024

Photo by Geralt Attract the Right Job Or Clientele: Why Is Your Business Not Attracting New Customers? Why is your business not attracting new customers? It’s critical to take swift action to identify the problem, and the sooner you can target the solutions to improve circumstances.

Customer 91

Customer Social Media Hiring Licensing 91

Smooth Sale

FEBRUARY 26, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How A Good Team Is Needed for Business Growth A business owner always has goals they need to work towards to ensure reaching the level of success they’ve envisioned. However, the primary element is having a good team within your business.

Outsourcing Services 106

Outsourcing Services Hiring Loyalty Networking 106

Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. His research showed those being customer focused outperformed those being more product focused by more than 2-1.

Customer 115

Customer Scale Buying Cycle Discount 115

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We may know the “problem” they solve. They might help our customers reduce costs. But does this mean we really understand our customers’ problems? But does this mean we really understand our customers’ problems? What is that impact?

Customer 106

Customer Data Follow-up Relationals 106

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. And most of the strategies seem built around customer retention. The problem with most of our retention strategies is we become the status quo!

Retention 133

Retention Maximizer Account Up-Sell 133

Partners in Excellence

NOVEMBER 7, 2023

” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. These would, through some magic, always align with the customers’ very structured process, Problem Definition, Needs Definition, Evaluate Alternatives, Select/Buy A Solution.

Buyer 130

Buyer Face-to-face B2B Up-Sell 130

Partners in Excellence

FEBRUARY 12, 2024

Somehow, our customers are lost in the process. What does this mean? It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. It’s not just about the business case, ROI and other financial issues. They don’t feel heard.

Customer 121

Customer Discount Negotiation ROI 121

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. It is impossible for us to grow our business.

Lead Rank 120

Lead Rank Analysis Incentives Incentive 120

Partners in Excellence

MARCH 15, 2024

The key opportunity we sellers face is our customers posing a question to themselves, “Should we do things differently?” Sometimes, there are things that provoke the customer to pose that question of themselves. Performance problems, missed goals, competitive challenges, new opportunities.

Face-to-face 109

Face-to-face Competition Opportunity Customer 109

Partners in Excellence

MAY 6, 2024

Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. My dad ran his own company when I was growing up, and he did a lot of selling to support his business. What’s your experience been as you’ve grown in your career?

Software 87

Software Software Pivotal Up-Sell 87

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. What is Selling Bad Breath? It is all about them and has little to do with the customer.

Ideal Customer Profile 73

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

Partners in Excellence

MARCH 14, 2024

Businesses, industries and markets are being restructured, profoundly. Here’s what I wrote in the “old days.” Almost every business faces tough new realities. Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening.

Face-to-face 121

Face-to-face Lead Rank Lead Scoring Churn 121

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. By this time, all the hard work has been done.

Customer 106

Customer Opportunity 106

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. “What’s the basis for that judgement, Dave?

Face-to-face 127

Face-to-face Revelation Tools CRM 127

Force Management

DECEMBER 14, 2023

You have to accept that your partner controls the time frame, message to the customer, and, ultimately, your forecast. You have to accept that your partner controls the time frame, message to the customer, and, ultimately, your forecast. What you can control is the tools you provide to help that partner sell your solution.

Channels 137

Channels Revenue How To Case Study 137

Membrain

FEBRUARY 26, 2023

It got me to thinking about, “What is salesmanship?” Salesmanship” is more about helping the customer than our own self focus. Redefining salesmanship What if we defined salesmanship in terms that are more meaningful to the people/organizations we are selling to? I read a fascinating article by Kelly Fairchild.

Commission 125

Commission Face-to-face Quota Negotiation 125

Partners in Excellence

MARCH 26, 2024

During the Q&A, a salesperson asked me, “What are your favorite books on sales? What should we be reading?” But as I reflected on the question, I asked, “What books are your customers reading? But as I reflected on the question, I asked, “What books are your customers reading?

Journal 125

Journal Banking Influencer Strategy 125

Partners in Excellence

MARCH 25, 2024

And if we could, what would it mean? They have to identify the issues around the problem or opportunity. They have to identify the issues around the problem or opportunity. They must identify their goal, what they want to achieve. They don’t know what they are doing. Or we have other excuses.

Customer 109

Customer Buying Cycle Buyer Sales Cycle 109

Partners in Excellence

JANUARY 9, 2024

It’s increasingly difficult to discern what’s real and what’s fake. But a reverse problem has been accelerating. It’s increasingly difficult to discern what’s real and what’s fake. But a reverse problem has been accelerating. These are uniquely human attributes.

Face-to-face 124

Face-to-face Analysis Intent Coaching 124

Partners in Excellence

MARCH 5, 2024

They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. They recognize their effectiveness is based on their ability to connect, with impact, with their customers. We don’t understand the customer business and what drives them.

Sports 117

Sports Territories Maximizer Industry 117

Pipeliner

AUGUST 2, 2023

If you own a small business, you’ve probably dealt with an unhappy customer or two. Pouring your soul into your customers only to receive negative feedback can be discouraging and frustrating. But with some preparation and knowledge, you can improve your chances of turning a disgruntled customer into a loyal one.

Insurance 97

Insurance Insurance Customer Survey 97

Janek Performance Group

APRIL 30, 2024

One powerful psychological phenomenon business can leverage is the Pygmalion Effect. Originating in Greek mythology, today, it’s popular in education, social science, and business. But it is also critical to the customer’s experience. However, it is also essential in business, particularly sales.

Motivation 62

Motivation Customer Lead Rank Loyalty 62

Partners in Excellence

JUNE 2, 2023

While we didn’t call it that, one of the biggest challenges the AI company I co founded in 2002 was helping our customers understand prompt engineering. While our software provided our customers massive insight on things they could have never seen before, they struggled with how to apply that insight and make use of it.

Engineering 106

Engineering Face-to-face Hiring Licensing 106