Partners in Excellence

MARCH 31, 2024

Preface : I’ve been introduced to Daniel Schmidt by my friend Don Mulhern. While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. That is why I love sales!!

Engineering 114

Engineering Quota Industry Sales Process 114

Understanding the Sales Force

JUNE 12, 2023

Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. This fairly wide swath of genres got me wondering about the common thread that causes me to love – really LOVE a song so much that I want to keep playing it – even after 50 years!

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Partners in Excellence

MARCH 21, 2024

The first is her father’s passion for selling and how Mary learned from him, developing a strong passion for selling. But before I let you move onto her story, I need to add to it. I met Mary years ago when she was Director of Programs for an educational not-for-profit in New York City.

Education 73

Education Retail Up-Sell Sales Leadership 73

Partners in Excellence

APRIL 15, 2024

Whenever I get on a Zoom call with him, I’m distracted by the classic drafting table on one wall of his office. And Barry’s commitment to change that, “I approach every interaction and honestly believe it’s an opportunity to contribute to a better world. That’s why I’m interested in Sales!”

Lead Rank 110

Lead Rank Lead Scoring Retail Engineering 110

Partners in Excellence

MARCH 12, 2024

Preface : Kelly Riggs and I got acquainted a number of years ago. One of the things Kelly highlights is the thrill of competing and achieving, “why I love the profession – it provides a way for me to feed my competitive nature. I want to set goals and reach them. I want to set goals and reach them.

Lead Rank 100

Lead Rank Lead Scoring Hiring Engineering 100

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 108

Up-Sell Intent Call-back Positioning 108

The Pipeline

MAY 6, 2020

This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. I love the use of PARE: Pause Assess Reflect Execute.

Construction 377

Construction Energy ACT Up-Sell 377

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I was working for a global consulting and training firm. I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Partners in Excellence

MARCH 22, 2024

We were talking about this series, I said, “I’d really love your views on this, but you aren’t a ‘seller.'” ” Sheevaun quickly corrected me, “Dave everyone sells, every day!” Why Do I love Selling? I don’t live to sell.

Hiring 73

Hiring Quota Up-Sell Engineering 73

The Pipeline

MARCH 2, 2021

Pandering is easy, at one point you need to sell. This brings us to some popular myths order takers hang on to that prevent them from selling. I question any absolute, especially one based on personal bias. I hear people saying they would not use a mode of communication because they wouldn’t like it. Prospect Not Sell.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

Partners in Excellence

MARCH 6, 2024

He’s a great friend and client, leading one of the highest performing sales organizations I’ve encountered. I think thats what makes the sales game so interesting. I had my first sales role selling shoes when I was in University. I had my first sales role selling shoes when I was in University.

Retail 73

Retail Outbound Competition Motivation 73

Partners in Excellence

MARCH 5, 2024

Preface: Somehow, I got to know Craig Jamieson because we were “hanging out in the same places.” But Craig has hung in there, we have conversations and exchange ideas and opinions about the state of selling. Why I Absolutely LOVE Selling! Why I Absolutely LOVE Selling!

Hiring 73

Hiring Retail Cold Calling Commission 73

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers. But of all the stories I’ve read and that I anticipate reading, this is the most impactful.

Hiring 110

Hiring Face-to-face Up-Sell Follow-up 110

The Pipeline

JULY 20, 2021

One of the reasons I like sales is you don’t need an MBA to succeed. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. I’ll follow up by asking “for prospecting and selling?” It is at this point that I need to remind them of the much-loved 80/20 rule.

Research 386

Research Call-back Lead Rank Lead Scoring 386

Partners in Excellence

APRIL 5, 2024

Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. As you will see, Martin has a fascinating and rich career an selling. The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989. ” Thanks for sharing your story Martin!

PeopleSoft 105

PeopleSoft Software Software Course 105

The Pipeline

FEBRUARY 8, 2022

With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. Forget politics, you gotta love Reagan when he said “Trust, but verify.” If we can’t clearly answer, when, what/why, and expected forward step, then what’s the point to the rest? Why You – Why Now.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

Partners in Excellence

MARCH 2, 2024

Why I am Interested in Selling (or Why I Love Being a Salesperson) (or Why I Love Being a Sales Guru) By Eric Anderson My parents were teachers, so I was automatically a learner—a terrific trait for a salesperson. I honestly never envisioned myself as a salesperson.

Apparel 73

Apparel Hiring Sports Up-Sell 73

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Partners in Excellence

MARCH 4, 2024

Preface : Emre Vatansever and I met a couple of years ago on LinkedIn (See it can work). His story is particularly interesting–one I actually see with many other entrepreneurial people. He got into selling, without really intending to do so. I did not even have an ambition to become one.

Coaching 77

Coaching Data Territories Lead Rank 77

Partners in Excellence

APRIL 8, 2024

Shari and I first met at a meeting of “sales thought leaders.” ” Why I’m Interested in Selling — Shari Levitin I grew up with a father, mother, and brother who seized every chance to read and teach themselves something new, playing “quiz time” every Sunday night. I didn’t know sales was a job.

Energy 117

Energy Face-to-face Up-Sell Education 117

Partners in Excellence

MARCH 8, 2024

He’s probably one of the best thinkers on Value Based Selling. It’s an important resource for those who have lost loved ones. I relish the challenge of diving deep into their needs.” From my early years, I found myself drawn to performance and communication. And that’s why I love selling so much.

Energy 73

Energy Engineering Lead Rank Lead Scoring 73

Partners in Excellence

MARCH 4, 2024

Since then, we have constant conversations–and a few debates—about selling. I love Page’s perspective, it comes from deep thinking and deep reading from a variety of topics. Why am I so interested in selling? From my ‘Poppy,’ I first learned about sales.

Hiring 73

Hiring Up-Sell Energy Engineering 73

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m obsessed with selling—all things selling.

Banking 96

Banking Up-Sell Engineering Face-to-face 96

Grant Cardone

NOVEMBER 7, 2022

I believe selling is a critical skill to success in life. As such, I’ve made a living teaching others how to sell and increase their revenue. But can you believe I hated sales in the beginning? The post Why I HATED Sales — And How I Grew to Love It appeared first on Grant Cardone - 10X Your Business and Life.

Revenue 109

Revenue Sales How To 109

Mr. Inside Sales

JANUARY 14, 2023

Simply call your reps in, one by one, and ask them: “If I gave you a pencil and asked you to sell it, how would you go about it?”. So, what is the most effective way to sell a pencil? After letting a rep tell me how good of a closer they are, I pull out a pencil, hand it to them, and tell them to sell it to me.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Partners in Excellence

MARCH 5, 2024

Preface : I’ve actually never met Tobia La Marca , but we “talk” and exchange notes/ideas quite frequently. Tobia engaged me, complementing my book, I accepted his invitation. They were really good questions, I enjoyed our correspondence. I remember being a little skeptical, but agreed to participate.

Fashion 73

Fashion Study ACT Retail 73

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! 4 Reasons Why Salespeople Suck at Consultative Selling. Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

No More Cold Calling

JUNE 25, 2020

Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Your conversation shifts.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Partners in Excellence

MARCH 5, 2024

When you encounter him in social media, you already know how driven he is about the “state of selling,” He is viciously focused on helping drive performance with his clients. I’ve learned a lot from him, and respect what he does. As I read his story it’s the last sentence that sums everything up for me.

Social Media 68

Social Media Coaching Up-Sell Media 68

Bernadette McClelland

DECEMBER 30, 2023

The Power of Taking Time Out: How Personal Interactions Can 10x Your Business One thing I have personally come to realise in this crazy, noisy and fast-paced world we now live in, is that it is so easy to become laser-focused and one-eyed on our business, and it is often at the expense of personal connections and downtime! Now on Amazon!

Face-to-face 195

Face-to-face Hiring Energy Call-back 195

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. If sales pros can’t muster the courage to ask clients for referrals , I doubt anyone outside the sales team is asking with any regularity.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

MARCH 1, 2020

A woman I know from my business group met me for coffee. I agreed to send her a topic outline and pricing. I broke my cardinal rule. I always have a follow-up call scheduled before I send anything, but I didn’t this time. I trusted that she would follow up. I called and left a message.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. I was raised in a perfect family to do that.” I grew up in a family of professionals.

Hiring 73

Hiring Retail Engineering Call-back 73

Partners in Excellence

MARCH 7, 2024

Preface : I first met Keith Bossey about 15 years ago. He read that I was planning to be in Manhattan for meetings and suggested dinner at one of our favorite Steakhouses. We’ve continued our dialogs around the state of selling. One of my first jobs in high school was selling newspaper subscriptions. I read…a lot.

Social Media 68

Social Media Analytics Consumer Research 68

Bernadette McClelland

NOVEMBER 13, 2022

It’s time to let the cat out of the bag or as my husband would say, release the genie out of the bottle… I am like so many of you out there – I want to make an impact and I’m ready for another professional growth spurt. when I say ‘ Go Big or Go Home! Our External Stories.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

The Pipeline

JULY 21, 2020

But Discovery usually involves sellers discovering how to sell their product, not discovering the ins and outs of the prospect’s business. Yet when I ask sellers why they avoid tough questions; they tell me they don’t want to be too forward. So why is it not evidenced in their questions? Another Sales Paradox.

Decision Maker 343

Decision Maker Buyer Study Intent 343

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