Cerebral Selling

OCTOBER 7, 2024

Do Your Homework Most of us have been subjected to horrible, drive-by pitches that left us ignoring the seller at best, and at worst, developing a decidedly negative impression of their personal and corporate brand. You CANNOT use the event to explicitly pitch your product or service! Thought you might find it interesting.”

Pitch 130

Pitch Sports Up-sell Prospecting 130

Partners in Excellence

OCTOBER 17, 2024

They’d reply, “We’ll get those taken care of, but let’s talk about the upgrades… ” We went through several conversation, they kept talking about the “deal,” while ignoring the issues with the current products. In each call with each sales person, they kept focusing on pitching me.

High impact 62

High impact Pitch Conversion Up-sell 62

Partners in Excellence

NOVEMBER 21, 2024

I had a fascinating conversation today. It was clear that what he did had a very high impact on his customers. As this entrepreneur and I continued our conversation, I asked him, “How would the end users describe the impact of what you are doing for them?”

Customers 48

Customers CRM High impact Pitch 48

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching to improve sales performance and increase win rates. What is AI Sales Coaching?

Objectives and Key Results 52

Objectives and Key Results Sales Pitch Objection handling 52

Heinz Marketing

SEPTEMBER 24, 2024

Benefit : AI-driven tools reduce the manual effort of prospecting by surfacing high-quality leads and giving SDRs the data they need to personalize outreach more effectively. Conversational Emails and Outreach Challenge : SDRs often struggle to send personalized emails at scale to maintain a genuine connection with prospects.

GTM 90

GTM Objectives and Key Results CRM Follow-up 90

Partners in Excellence

OCTOBER 29, 2021

Sadly, this form of questioning seems to dominate too many conversations. As sellers, too often our “discovery” process really focuses on giving the opportunity to pitch our products. Customers recognize the manipulation, they know they aren’t learning anything in the conversation. People recognize it.

Legal 135

Legal High impact Pitch Conversion 135

Gong.io

SEPTEMBER 26, 2022

The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying. They might be browsing their feeds or texting during a sales pitch, which means they may miss crucial details. The lack of visual cues can make it difficult for reps to tailor their pitch accordingly. Training virtual teams.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Navigating these conversations can be tricky.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Partners in Excellence

JULY 13, 2023

So we will have this quandary, which we will have to be prepared to help our sellers address: How do we have high impact meetings that actually are helpful both to customers and sellers. How do we hold those conversations? What will we talk about that produces meaning and really engages customers?

Up-sell 100

Up-sell Sell Legal CRM 100

Search Engine Land

SEPTEMBER 26, 2023

This includes knowing when and how you can pitch for budget. Gathering this information for your SEO roadmap is crucial because, initially, you’ll aim to tackle high-impact, low-effort tasks. Planned product launches or marketing campaigns. Keep in mind that these tasks vary depending on your organization.

Launch 123

Launch High impact UX Manufacturing 123

Partners in Excellence

JANUARY 21, 2022

I suppose, since “calling” is associated with phone conversations, I was talking loudly to my neighbor. Here are some thoughts: Cold calling is the process of engaging someone in a “conversation,” about something that may be new and different for them. I left a comment on the post: ROFL!!!

Cold Call 100

Cold Call High impact Prospecting Conversion 100

SaaStr

OCTOBER 11, 2024

Now, Jasper connects to Salesforce and analyzes all the leads, so when a BDR reaches out to the customer, Jasper provides a script for an ad for that particular business in the pitch. A fundamental artifact is a doctor’s conversation with a patient. All the customer has to say is, “That’s great. Let’s run the ad!”

Healthcare 64

Healthcare Manufacturing Legal Negotiate 64

Partners in Excellence

SEPTEMBER 21, 2021

Coaching is one of the most important things in driving high impact performance improvement with our people. But only if we apply the approaches of high impact coaching. We want to help them think differently about what they do and how they perform. We can do a huge amount in helping make sense of the things they face.

Customers 59

Customers High impact Territory Pitch 59

Partners in Excellence

SEPTEMBER 27, 2022

The same basic principles apply to having high impact meetings, whoever we are meeting with. Some of you may be reacting, “Why are we wasting our time on reviewing high impact meetings? A meeting is any form of engagement/conversation with another person. Conducting more impactful meetings.

Meeting 125

Meeting High impact Up-sell Start-ups 125

PandaDoc

DECEMBER 19, 2022

The inbound route leans on different outreach efforts: content marketing, social media marketing (often using LinkedIn as the most popular professional social media), email-drip campaigns that are usually within the purview of the marketing department, and any sales pitches, as well. Step 3: Develop a personalized pitch.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

MARCH 9, 2023

They have conversational intelligence which talks about their question/listen ratio and all sorts of other things. They keep doing the same thing, when they engage a customer, they ask 2-3 discovery questions with an agenda, immediately pitching their products. But does the availability of that data change their behaviors?

Cross-sell 71

Cross-sell Pipeline Represent Technology 71

Hubspot

FEBRUARY 8, 2022

If you’ve found that you’re losing leads that seem qualified and interested in your business, read on to discover strategies that will help you bring them back and drive a conversion. All of these pose an opportunity to reach out again and make a sales pitch that re-establishes your relationship and helps you further nurture a conversion.

CRM 72

CRM Contact High impact Pitch 72

Highspot

SEPTEMBER 6, 2023

That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. The Psychology of Value Selling Understanding the prospect’s mindset can transform a sales conversation. A perfect example is the Sandler sales methodology.

Sell 59

Sell Profit margin Price Non-Profits 59

Outreach

FEBRUARY 7, 2022

Managers want their reps to deliver the best pitch possible and exceptional customer service, even when they aren’t around to provide guidance. The seller has the information they need to quickly address the objection and move the conversation forward — without a manager’s intervention. Micromanagement. Delegate more.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

Partners in Excellence

APRIL 7, 2021

They prefer going through a lot of things at a very high level.” Where we should be having deeper engagement and conversations, we never dive into the details. We shorten our content, we move from “pages,” to paragraphs, to sentences, to phrases, to a couple of “high impact” words.

Technique 63

Technique High impact Sports Gaming 63

Partners in Excellence

AUGUST 27, 2021

We are driven to “pitch” our solutions. At the same time, we can learn a huge amount around very effective, high impact selling. Too often, we leap to solutions before we–and our “customer” recognize they have a problem, determine their needs, and search for solutions.

Sell 77

Sell High impact Pitch Customers 77

Sales Hacker

AUGUST 21, 2019

What you do and say during sales conversations is the most decisive separator between mega-successful salespeople and average salespeople,” says Gong CEO Amit Bendov. To this end, choose empathetic words like “understand” and “appreciate” into your conversation can build a strong foundation for your sales effort. I’ve been there!”. “I

Contract 92

Contract Up-sell Prospecting High impact 92

Highspot

JUNE 6, 2023

Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention. The scorecard provides a single source of truth for KPI measurements like pipeline growth, win rates, and conversion, helping teams identify potential gaps at every stage.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. Perfecting cold calling practices: Sales reps should never pitch or push for a meeting right away. Taking time to have a genuine conversation and focus on building the relationship provides value to prospects by demonstrating genuine interest. Take Slack, for instance.

Quota 127

Quota Cold Call CRM Sales 127

Partners in Excellence

NOVEMBER 29, 2017

” Here the conversation usually gets a little fuzzy. Their sales people meet with the customer, their focus is on “pitching the solution.” what we offer, and our own goals; not what the customer is trying to achieve, we will never engage the customer in the most impactful manner.

Product 50

Product Sell Pitch High impact 50

SaaStr

JUNE 27, 2024

He prioritizes and optimizes his day by focusing on the things that have the highest impact or are fun, and that never changes. Of course, the things that have a high impact are very different from the early days. When you start your company, you ensure it survives at all costs.

GTM 80

GTM Launch Finance Start-ups 80

Highspot

OCTOBER 7, 2020

SEATTLE, WA — October 7, 2020 — Highspot, the revenue enablement platform that makes every customer conversation count, today announced at Spark 2020, its inaugural global user conference, the launch of the industry’s only natively-built end-to-end revenue enablement platform. Is the strategy driving business results?

Launch 52

Launch Go To Market High impact Pitch 52

Sales Hacker

NOVEMBER 18, 2020

Research allows you to create a treasure map to those high-impact answers you’re looking for. It gives you an idea of where you want the conversation to go and how you might be able to get there. Your conversations with prospects will only have real value when your recommendations are tailored and specific.

Process 125

Process Customers Prospecting Up-sell 125

Partners in Excellence

FEBRUARY 26, 2020

” Before I go further, I’ll provide my definition of cold calling: It is un-targeted, un-prepared, random outreach focused on pitching a product/solution to someone we may or may not know. They consume endless hours of meaningless conversations. Prospecting is critical in every sales function. The Battle Over Cold Calling.

Cold Call 113

Cold Call Prospecting High impact Pitch 113

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. It then hands off the conversations to their human counterparts. With triggered messages, you can run high-impact campaigns such as: Event sign-ups. Starts 174% more conversations than social media.

Campaign 98

Campaign Cross-sell Sales Up-sell 98

Partners in Excellence

AUGUST 1, 2018

But I’m not certain the issue is the volume of questions, but the quality of the questions and the ensuing conversations and shared learning that should result from great discovery calls. Discovery is less about the questions, and more about the conversations the questions evoke. First, we misunderstand the discovery process.

High impact 55

High impact Conversion Pitch Sell 55

Partners in Excellence

MAY 30, 2014

We may not be prepared, so we’re busy thinking about what we say next, not paying attention to the conversation. Yeah, I’m occasionally distracted by doing emails during a conversation. In listening to these, the sales people were prepared–but not really comfortable with having a conversation.

Presentation 90

Presentation High impact Pitch Conversion 90

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. These are the elements of a high impact prospecting approach. Each of us has to have a certain number of “conversations” with new customers in our target markets each week. We have to prospect.

Prospecting 94

Prospecting Pitch Appointment Campaign 94

Partners in Excellence

SEPTEMBER 3, 2013

We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch. They want to invest their time with people who are prepared, who are ready to engage in high impact conversations about their businesses. Customers don’t want a knee jerk reaction.

High impact 93

High impact Pitch Customers Conversion 93

Sales Hacker

JULY 23, 2018

That typically means setting up big, radical initiatives; restructuring teams; and spending their new-found budget on high-impact products. Thus allowing you to restart the conversation with a new executive team. Both of these are perfect opportunities to reach out and strike up a conversation. Like yours.

Sales 62

Sales Government Pitch Prospecting 62

Partners in Excellence

JULY 3, 2017

Social selling, many marketing, many inbound advocates leverage the stereotype of cold calls: A random, untargeted, unresearched, poorly prepared telephone call (or even a cold email), focused on pitching products. I have to make a certain number of cold calls a week–that is actually reach and have conversations with people.

Cold Call 55

Cold Call High impact Pitch Conversion 55

Partners in Excellence

JULY 12, 2017

We face all sorts of challenges in reaching and connecting in those first conversations: Our customers are crazy busy and don’t have the time to talk to us. We focus on our product and how to pitch them, our first conversation ends up being what we are interested in, not what the customer is interested in.

Prospecting 51

Prospecting Pipeline Contact High impact 51