Partners in Excellence

APRIL 12, 2023

My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave.

Assembly Line 100

Assembly Line Customers Tradeshows Manufacturing 100

Sales Hacker

FEBRUARY 1, 2022

It’s a model from 20 years ago that people are still running today, despite changes in how buyers are buying and technology and marketing and sales know-how and all the tools that we have and everything like that. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge.

Commission 90

Commission Quota Assembly Line Sales 90

Partners in Excellence

DECEMBER 17, 2018

Many would also cite technologies that, supposedly, diminish the need for sales talent. It will scripting the perfect conversation making sure we limit our discovery questions to 4, and our discovery pitch to 9.1 minutes (some how the concept of a discovery pitch seems odd, how do you do discovery if you are pitching.

Assembly Line 88

Assembly Line Pitch Sales Growth 88

Partners in Excellence

DECEMBER 5, 2019

Already, I’m seeing articles on, “Do these 5 things… The 10 critical success factors… These technologies are critical to customer engagement in 2020…” I’m no different, I’m jumping into the fray with the secrets to sales success in 2020. Second, it’s really tough–boring stuff.

Assembly Line 71

Assembly Line Territory High impact Technology 71

Highspot

OCTOBER 16, 2024

In this article, we’ll explore improving sales performance, the right tools and technologies, and building relationships. However, once your goals, roles, technology, and enablement strategies are in place, you can see significant improvements. Here are 10 practical ways to boost your sales team’s performance: 1.

Closing 52

Closing Objectives and Key Results Quota Sales 52

Martech

FEBRUARY 1, 2022

Moving is always a slog, but I’ve done it so often that I can do it on autopilot: Throw this out, pack that, sell what’s too good to pitch but not needed in the new place. This move makes sense for many reasons: Everyone involved in the technology is already working 80% to 90% of their time on what they were hired to do.

Service 92

Service Assembly Line Cross-sell Follow-up 92

Partners in Excellence

NOVEMBER 27, 2018

Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. Also, these are the easiest applications of AI/ML technologies. The more “predictable” the process is, the more it can/will be managed by technology, bots, and automated agents.

Sell 94

Sell Objection handling Assembly Line Territory 94