Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. We have very rich conversational intelligence tools.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

ClickFunnels

JULY 21, 2021

Obviously, an elevator pitch is effective if it achieves the salesperson’s desired result: conversion. High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. How do you justify that price to prospects? Why is that the price?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Hubspot

FEBRUARY 25, 2014

But no one brain can be a conversion optimizer, designer, and content expert at once. Enter content marketing -- a tool for building relationships with an organization’s stakeholders and prospective customers. When you meet prospective customers, tell them about your blog. Ask prospective customers what they want.

High impact 78

High impact Sports Follow-up Strategize 78

Sales Hacker

NOVEMBER 15, 2024

Reps can get hundreds of “at-bats” before going live with prospects. Reflection exercises: After every call, have reps summarize the conversation and identify key takeaways without relying solely on AI-generated notes. PCF is about focusing on 1 or 2 high-impact channels. Three frameworks to consider. Product-led SEO.

GTM 112

GTM Cold Call Strategic partnership Follow-up 112

Search Engine Land

JULY 29, 2024

Learn how to: Streamline your workflow: Reduce manual tasks and focus on high-impact activities. Generate more leads: Convert website visitors into qualified prospects. Improve sales productivity: Align marketing and sales for maximum impact.

High impact 76

High impact Launch Prospecting Product 76

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. For example, some years ago, someone was prospecting me. Conversations are, by definition, two way.

High impact 146

High impact Pitch Conversion Prospecting 146

Sales Pop!

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. It’s better to have a few pieces of high-impact content or targeted training sessions than a lot of ineffective ones.

Objectives and Key Results 224

Objectives and Key Results Cross-sell Sales Strategize 224

Partners in Excellence

FEBRUARY 2, 2022

First, while I believe there is huge potential with conversational intelligence, I have to confess a lot of cynicism in how it is sold and used today. Sometimes, I tend to think conversational intelligence is an oxymoron. But I had a brain fart in thinking about conversational intelligence. How the hell are you doing?

Conversion 71

Conversion High impact Gaming Meeting 71

Partners in Excellence

SEPTEMBER 21, 2023

Collaborative conversations are at the core of about everything we achieve in business. They are the core of great coaching conversations. They are the foundation of high impact conversations with our customers. What do we have to do to conduct high impact, collaborative conversations?

Conversion 87

Conversion Construction High impact Trust 87

Hubspot

NOVEMBER 25, 2019

Ecommerce conversion rate is the ultimate top-line metric for online store owners looking to understand if the changes they're making to their site are positively or negatively impacting the number of visitors who eventually become customers. Featured Resource: Ecommerce Conversion Rate Tracker.

Conversion 100

Conversion Angle Agriculture User Experience 100

Partners in Excellence

JULY 25, 2024

We have tools and technology that “equip” us for conversations with our customers. The problem is, these are the starting points to a conversation. And if they work, as we would hope they work, can we carry on the conversation? These conversations precede any conversation about how we might help them.

Conversion 77

Conversion High impact Technology Technology 77

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 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

APRIL 19, 2022

I could hold my own in any conversation, at any level within my banking customers. This helped establish my credibility with my customers, I could more quickly identify issues important to them, getting into high impact conversations with them. We could have conversations about what to do, how to solve them.

Customers 142

Customers High impact Prospecting Conversion 142

Cerebral Selling

OCTOBER 7, 2024

It’s not surprising that in a recent Salesforce State of Sales Report when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list. A great example of this came from an entrepreneur who prospected into me in my last VP Sales role.

Pitch 181

Pitch Sports Up-sell Prospecting 181

Partners in Excellence

AUGUST 26, 2024

” We contrasted what we see in too many demand gen and prospecting programs, with what we have seen that drives higher quality customer engagement. But, unless the customer is very late in their buying process, we typically fail in those conversations. First it was who we chose to have those conversations with.

High impact 139

High impact Growth Trust Prospecting 139

Partners in Excellence

JANUARY 11, 2022

We learn through repeated prospecting calls, through finding great deals, developing and executing winning deal strategies. We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. But our ICPs can’t be everyone.

Cross-sell 149

Cross-sell Quota High impact Prospecting 149

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Partners in Excellence

APRIL 14, 2017

However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. They engage people in conversations. As sales people we want to engage our customers in high impact two way conversations. Related Posts: Messaging Or Engaging, Where Is The Conversation?

Conversion 66

Conversion High impact Technique Education 66

Partners in Excellence

AUGUST 14, 2024

Whether it’s performance dashboards, looking at performance to date, or conversational intelligence tools that help us understand what happened. High impact coaching means understanding the current performance–not just the numbers but what is driving the numbers: If there are pipeline problems, what’s causing them?

Cross-sell 135

Cross-sell Pipeline High impact Meeting 135

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 116

Cold Call High impact Prospecting Conversion 116

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 66

Prospecting Pipeline Contact High impact 66

Hubspot

JULY 31, 2013

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. They all reflect a common theme: at the end of the day, Sales should be about helping prospects.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Heinz Marketing

JULY 9, 2021

How do you cut through the noise and get through to your prospects? Fuel lower funnel conversions: purchases, App downloads, video views, and more. Set campaign objective; Awareness, Traffic, App Installs or Conversions. Features/functionality: Solutions for high impact awareness, consideration, and conversions.

B2B 138

B2B A/B testing Campaign Lead generation 138

Partners in Excellence

SEPTEMBER 28, 2023

Rather than measuring activity or meetings, what if we started looking at high impact interactions? And doing this would improve our own time utilization, because it is more likely to result in a high impact conversation with the customer/prospect.

High impact 146

High impact Meeting Customers Closing 146

Partners in Excellence

JULY 27, 2022

Everything I read, every conversation I have with sellers; the same issue arises. We would do this not just for our prospecting calls, but for every meeting through the customer decision. Focus on getting high impact meetings that produce results for the customer and you. I’ve finally come up with the solution.

Meeting 132

Meeting Customers Price Up-sell 132

Partners in Excellence

NOVEMBER 30, 2017

In a sales world that seems to be dominated by ever increasing volume, it’s ironic to realize one of the greatest sales hacks is actually to have fewer but more impactful conversations. As we drilled into the data, we found the fundamental reasons were they weren’t designing and executing high impact sales calls.

Conversion 54

Conversion Sales Meeting High impact 54

Martech

JANUARY 14, 2025

Whether spotting recent visitors (for Breeze Intelligence add-on users) or gauging top prospects, these notifications help sales teams prioritize leads effectively and strike while the interest is high. With these insights, you can identify what drives conversions and refine your marketing strategies.

Objectives and Key Results 62

Objectives and Key Results CRM Campaign Pipeline 62

Partners in Excellence

JULY 12, 2022

I don’t know how to talk to those prospects, but Marc does. So it doesn’t take that much time, but equips me to be much more impactful in each conversation. We choose not to do the work to have high impact calls, but we think we make up for it by doing more.

High impact 158

High impact Technology Technology Up-sell 158

Partners in Excellence

SEPTEMBER 16, 2022

I was, once again, whining about how poorly people prospect. As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. To be honest, I’m not worried about being overwhelmed with responses and people prospecting, trying to sell me something. If you want, you can read it here.

Prospecting 54

Prospecting Follow-up Up-sell Conversion 54

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Steps involved in a Slack conversation: Step 1: Open Slack. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. Take Slack, for instance.

Quota 131

Quota Cold Call CRM Sales 131

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. As a salesperson, you can forge a connection with prospects if you rely on 3 types of persuasive words and phrases: Words that show empathy. That must be tough.”.

Contract 107

Contract Up-sell Prospecting High impact 107

Partners in Excellence

SEPTEMBER 25, 2023

We have SDRs/BDRs focused on prospecting. Much may be unrelated to the conversation or what we are trying to accomplish together. Technology may help us in having high impact interactions with others. In addition to technology, we revise and redesign our processes to make us more efficient. Yet we fail, we are afraid.

Technology 149

Technology Technology Meeting High impact 149

Partners in Excellence

SEPTEMBER 17, 2020

” My number is 6, Marc’s is 8, Todd’s is 8, Jerry’s is 10… Each of us has a different metric based on our quotas and understanding how many prospecting conversations we need to find and qualify the right number of opportunities. .”

Pipeline 121

Pipeline Quota Meeting High impact 121

Partners in Excellence

FEBRUARY 26, 2020

Prospecting/Cold Calling, Eroding Every New Channel: Let’s go back into history to think about where the “cold call” might have started, and how it may have devolved. But when you think about much of this door to door prospecting, it really wasn’t random or unprepared. ” I apologize for betraying my bias.

Cold Call 128

Cold Call Prospecting High impact Pitch 128

Martech

JUNE 28, 2022

This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations. Sales has limited access to prospects and customers. Personalized workshops for prospective buying teams at your target accounts.

B2B 113

B2B GTM Cross-sell Cold Call 113

Partners in Excellence

MAY 30, 2014

We may be sitting in our offices, doing emails or something else while we are making prospecting or other calls. 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.

Presentation 103

Presentation High impact Pitch Conversion 103