Partners in Excellence

JUNE 11, 2020

“I skate to where the puck is going to be…” It’s a quote attributed to Wayne Gretsky about what differentiated his style of play from other hockey players. Too many organizations are focusing on where the puck was… looking for things to get back to normal.

Face-to-face 84

Face-to-face ACT Opportunity Strategy 84

Partners in Excellence

FEBRUARY 24, 2022

There’s the famous Wayne Gretzky quote, “I skate to where the puck is going to be, not where it has been.” ” If you read the current literature and blog posts on the future of selling, everything is about it being virtual, or in the least, hybrid. These are the secrets to virtual/hybrid selling.

Travel 68

Travel Face-to-face Channels Buyer 68

SBI Growth

FEBRUARY 26, 2013

Both are cases where the VP of Sales was blindsided by an evolving customer landscape. As the VP of Sales, you’re pulled in 15 directions. You’re providing accurate forecasts to the CEO. You’re coaching and mentoring Sales Directors and Managers. You’re implementing new processes and practices to improve performance. Leads stayed the same.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

The Pipeline

JANUARY 22, 2019

I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag. The problem for most sellers is as soon as a prospect reacts with anything other than “Where do I sign?”. By Tibor Shanto.

Objections 267

Objections Prospecting SME Cold Calling 267

Partners in Excellence

AUGUST 12, 2021

They are investing their time where they get the most value–and increasingly, it’s not with sales people. Paraphrasing Wayne Gretsky, we are designing our sales engagement processes for where the “puck was,” not where it’s going to be. We get more done with the same resources.

Fashion 126

Fashion Call-back Channels Up-Sell 126

Sell Integrity

JULY 16, 2021

This is where your map out the steps required to reach those desired outcomes. Develop Strengths: Beliefs and strengths go hand in hand. If it isn’t, review the steps to see where adjustments can be made. Effective team leadership requires a blend of people focus and goal focus. If the goal is achieved, set a new one.

Coaching 106

Coaching Motivation System Objections 106

Sales and Marketing Management

OCTOBER 4, 2018

This gives you an idea of the competitors, the pain points that your customers go through, and how their needs are being fulfilled. This gives you an idea of the competitors, the pain points that your customers go through, and how their needs are being fulfilled. Understand Customer Behavior. Chart Out Upstream Strategy.

Marketing 214

Marketing How To Segment Trade Show 214