The Pipeline

JUNE 4, 2019

Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. While I am not working with sales teams, I am buying. I Wanna Believe.

Discount 268

Discount Vendor Quota Buyer 268

Partners in Excellence

OCTOBER 9, 2023

Normally, I would not publish something so introspective, but I think I’m asking for help. I’d really appreciate your feedback and ideas. It’s been something that’s been bothering me for some time, but I haven’t been able to articulate it. I didn’t have an answer.

LinkedIn 115

LinkedIn Groups Conversion Up-Sell 115

The Pipeline

OCTOBER 30, 2018

A few weeks back I wrote about the state of sales from a broader and collective perspective , spoiler alert: we have issues. In another piece a couple of weeks later, I suggested that if half your team is not producing, you should fire that half , today you’ll find a few things you can do to be part of the group that stays and thrives.

Conference 242

Conference Channels Up-Sell Study 242

Partners in Excellence

JUNE 16, 2023

Over the past week or so, I’ve been writing a lot about our commitment to the status quo. I’ve written about how we are trapped in “business as usual.” ” I’ve gotten some questions, “Dave, how do we change, what should we do? And I know this to be true for most of the rest of us.

Face-to-face 105

Face-to-face Conversion Follow-up Up-Sell 105

The Pipeline

SEPTEMBER 18, 2018

The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Fear of Silence. The others are 80% plus the same; the winner has better salespeople or deeper discounts.

Vendor 255

Vendor Discount Insurance Insurance 255

Bernadette McClelland

JUNE 23, 2014

If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried. Imagine if they were able to sell more product.

SME 350

SME Transportation Margin Construction 350

Bernadette McClelland

JUNE 23, 2014

If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried. Imagine if they were able to sell more product.

SME 350

SME Transportation Margin Construction 350

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. 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.

Competition 117

Competition Customer Buying Cycle Vendor 117

Grant Cardone

DECEMBER 7, 2018

But I am telling you to be a maniac. I am not talking about shooting tequila all night long like a maniac. I am talking about doing things that enhance your life, and go about it like a maniac, or a fanatic, or a crazy person would. Most people are taught to find balance rather than be obsessed.

How To 81

How To Energy ACT Banking 81

No More Cold Calling

JANUARY 30, 2014

Why doesn’t your email signature have a phone number? A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. I didn’t even get his full name. ” I have no way of finding him on LinkedIn. If not, why?

Eloqua 240

Eloqua Face-to-face Vendor Channels 240

Rob Jolles

FEBRUARY 23, 2023

Many customers, perhaps like yourself, mumble to themselves, “I said no, and I’m not letting some salesperson change my mind!” When I recently learned a different version of the A, B, C’s I realized that it made a lot more sense to me. What am I missing?” Let me set the stage for you. Do you remember it?

Call-back 52

Call-back Licensing Closing Follow-up 52

Sales and Marketing Management

APRIL 2, 2018

These top-earning sales stars are relentless, unstoppable and obsessive about keeping their pipeline full of qualified opportunities. Can you expand on why it’s time to think of prospecting differently? . Selling is a human to human endeavor. Whining about why sales is so hard. No surprise there.

Prospecting 198

Prospecting Face-to-face Sales Qualified Lead Channels 198

Partners in Excellence

JUNE 8, 2023

Selling has an obsession with efficiency! Yesterday, I was listening to a webinar led by a number of CROs. One CRO outlined something I hear too often, “Now our sales people don’t have to waste 30 minutes a day entering data in CRM, it’s done automatically for us! We want to eliminate any wasted time.

Vendor 68

Vendor CRM Face-to-face Data 68

Janek Performance Group

FEBRUARY 20, 2024

“ Arnold Palmer Sales Meaning: Selling requires confidence and hunger. I never learned anything from a match that I won. “ Gary Player Sales Meaning: Patience is not often associated with selling. But most importantly, sales is about relationships. And a round of golf is the perfect environment.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Sales Hacker

OCTOBER 8, 2020

Why didn’t you act on it? Why didn’t you read it? So we have an inherent imbalance in every selling interaction. Why are you so much more likely to take this advice? Why would you move? I know you are part of a business, and you need to make money, but that obsessive focus on driving revenue is holding you back.

Insurance 97

Insurance Insurance Quota Lead Rank 97

Partners in Excellence

JUNE 16, 2019

I’ve been obsessed with failure recently. More specifically, I’ve been pestering close friends and mentors with the question: “If we know what we should be doing, if we know how to do it, if we know how important it is to our results, why do we consistently fail to do those things?”

Hiring 101

Hiring Territories Exercises Study 101

Showpad

JUNE 24, 2019

Louis and I truly believe this is only the beginning. . Louis and I truly believe this is only the beginning. . When I was asked recently to describe how I felt closing this round, several words came to mind: humbled, excited, and determined. . We are obsessed with our customers and love them!

Hiring 74

Hiring Scale Lead Rank Lead Scoring 74

Hubspot Sales

AUGUST 4, 2020

The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides. I was flattered but surprised that he wanted me to speak on that subject matter. If I can control or influence an outcome, then I will.

Positioning 139

Positioning Hubspot Face-to-face Quota 139

Grant Cardone

JANUARY 11, 2019

Every time you see others achieving greatness, do you ever wonder, Why am I not doing that? So, why them and not you? To get more and more in life, not just financially but in ANY area, it will require you to never sell out and settle for “enough”. I actually need to go out and produce new money.

Conference 115

Conference Closing Up-Sell Follow-up 115

Keith Rosen

NOVEMBER 15, 2014

“Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Hafez, a Persian poet, said it best, “I am happy before I have a reason.”

Energy 133

Energy Decision Maker Quota Report 133

Lessonly

MAY 13, 2021

And, I think I can speak on behalf of my fellow llamas and say that we’re all over-the-moon excited to talk about our newest product add-on, Lessonly Skills. So, why Lessonly Skills? I was obsessed with Star Wars as a kid, particularly the music. One of the things he was selling was his old trumpet.

Scale 49

Scale Face-to-face Sports Coaching 49

Sales Hacker

AUGUST 12, 2020

When I think about the state of personalization in 2020, I immediately think of {{curly bracket}} epic fails! When I think about the state of personalization in 2020, I immediately think of {{curly bracket}} epic fails! I was recently speaking with a CEO who posited, “We are applying AI and ML to the wrong problem!

Scale 107

Scale Ideal Customer Profile LinkedIn Outbound 107

Sales Hacker

SEPTEMBER 20, 2022

It’s a great conversation about how to make the jump from a non-technology career to a technology career and why it’s actually not such a hard transition after all because the ideas and concepts are still the same. Join us for a fantastic conversation about how to make the jump into a technology career from a non-tech career.

How To 54

How To Hiring Engineering Industry 54

Partners in Excellence

APRIL 6, 2017

I find myself in an unusual position. I’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness.

Marketing Qualified Lead 56

Marketing Qualified Lead Engineering Referrals Negotiation 56

Nutshell

JANUARY 14, 2020

Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. SaaS sales is the process of selling software that customers access through an online portal or website and use to solve a business problem. By Cody Slingerland and Ben Goldstein. What Is SaaS Sales?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

SalesLoft

JUNE 3, 2019

I’m your host, Jeremy Donovan from SalesLoft. Today it’s my pleasure to welcome to the show, someone that I’ve been a fan of for years and years. I truly enjoyed her book, The Sales Development Playbook , and probably everything her company, The Bridge Group produces. I can sell to anyone.’.

Conversion 81

Conversion Real Estate Hiring Call-back 81

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. I don't know what happened exactly. But I do have a theory.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Sales Hacker

JUNE 12, 2018

On this episode of the Sales Hacker podcast, we talk with David Priemer , Founder of Cerebral Selling about using empathy in sales backed by science. . The core elements of Cerebral Selling. 4) What is Cerebral Selling? [7:12]. About David Priemer and Cerebral Selling: Baseball Card Stats. What You’ll Learn.

Infor 44

Infor How To Objections Cold Calling 44

Partners in Excellence

MARCH 4, 2024

He’s one of the most thoughtful consultant I’ve met. One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” ” What I value most is Lahat’s way of asking questions and getting me to think differently. Why am I obsessed with sales?

Face-to-face 73

Face-to-face Lead Rank Lead Scoring Decision Maker 73

John Barrows

JANUARY 30, 2019

One of the most common questions we’re asked is “How do I become a better listener?” While I hate hacks and tricks, something Oscar said toward the end of the interview really resonated. Here are the highlights, key takeaways, and some tactical tips to help you sell better. 125-400 Rule. Tactical Tips to Listen Better.

Call-back 133

Call-back Up-Sell Sales Ideal Customer Profile 133

Sales Hacker

NOVEMBER 25, 2019

See why more than half a million businesses use DocuSign with a free trial and discount exclusively for Sales Hacker listeners at go.docusign.com/saleshacker. Dan O’Connell: Dialpad is a business communications platform, and they acquired the business I was running a year and a half ago called TalkIQ. Outreach has your back.

Hiring 72

Hiring Google Call-back Scale 72

Klozers

JUNE 10, 2014

It’s the price, it’s a bad territory, the product isn’t right, our service is poor, I need more support, our website is no good and I never get any leads. Why does someone who interviewed so well, then seem to perform so averagely or worse? . Quite simply great Coaching enables Sales People to sell more.

Lead Rank 49

Lead Rank Lead Scoring Social Media Sales Methodology 49

Sales Hacker

AUGUST 4, 2020

If you missed episode 120, check it out here: From SpecOps to RevOps: What Soldiering Can Teach Us About Selling with Matt Rizzetta. He’s one of the small and medium-sized business owners of the world trying to build a huge business like we all are, and I think it’s a really interesting conversation. We’re on iTunes.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Partners in Excellence

FEBRUARY 3, 2015

I suppose it’s human nature to invest our professional time in the people with whom we have the closest relationships. I’m always amazed at the number of deal reviews I participate in, where the sales person is dealing with one or two people — their friends/buddies, when we know other people have to be involved.

Penetration 48

Penetration Territories Film Networking 48

Chili Piper

MARCH 3, 2016

Now I found more than a dozen solutions. Salesforce is your obsession. I’m pretty sure that if you ask them for a button that Zaps your Seamless Paleo lunch they will do that too. I was lucky I wasn’t testing Sidekick with my regular account but with a test account. Cirrus got you covered. There’s Outreach.

Tools 40

Tools SalesForce Lead Rank Lead Scoring 40

Jonathan Farrington

MAY 2, 2012

In fact, before we even embarked on the exercise, I typed out a note to myself with fifty names on it, to see how accurate my perception was when compared with the final official results – that was an eye-opener, I can tell you. At least fifteen names on my list didn’t make it, and I think I now understand why.

Influencer 34

Influencer Social Media Marketing Lead Rank 34

A Sales Guy

JULY 20, 2013

In spite of Arnold’s inability to keep his dick in his pants and respect the institution of marriage, I did like his commencement speech at University of Southern California a few years ago. What a great, great welcome I’m getting here, so thank you very much. I wonder why? I take whatever I can get.

Course 112

Course Commence Sports Call-back 112