Partners in Excellence

SEPTEMBER 30, 2014

He talked about the 354 conversations with C-Level executives he had in one week. I don’t know what the typical work week is, but let’s look at this data across 3 possible workweeks: For a 40 hour workweek, to have 354 conversations, that’s 6.8 minutes per “conversation.”

Conversion 106

Conversion Appointment High impact Sales 106

Hubspot

FEBRUARY 25, 2014

But no one brain can be a conversion optimizer, designer, and content expert at once. The Content Marketing Institute and MarketingProfs estimate that 58% of B2B marketers plan to increase their content marketing budget over the next 12 months, which is up from 54% from the previous year. And most importantly, it’s tough.

High impact 78

High impact Sports Follow-up Strategize 78

Partners in Excellence

OCTOBER 6, 2022

We aren’t engaging them in conversations about what they care about and how they communicate with others in their organizations–the language of their business, and how they speak/work with each other. Instead, we look at how we polish up our product pitches. The same applies in our conversations with customers.

Conversion 121

Conversion Customers Construction Drivers/motivators 121

ClickFunnels

JULY 21, 2021

How do you sell someone something in 90 seconds or less? 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. Call to Action.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. Benefits of Sales Enablement Sales enablement refers to the strategies, practices, technologies, and tools that empower sales teams to sell more efficiently and effectively. What is Sales Enablement?

Objectives and Key Results 224

Objectives and Key Results Cross-sell Sales Strategize 224

Hubspot

NOVEMBER 25, 2019

But when you're making changes all over your site, how can you know that, overall, those changes are adding up to customer and revenue growth? Here, let's explore what ecommerce conversion rates are, why they matter, and how to raise yours. Featured Resource: Ecommerce Conversion Rate Tracker.

Conversion 100

Conversion Angle Agriculture User Experience 100

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.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Cerebral Selling

OCTOBER 7, 2024

Maybe your friend happened to be walking by your neighborhood bakery and picked up that special treat they know you love. Listen As I discuss in, Sell The Way You Buy , listening is arguably THE most important factor when it comes to success in modern selling. Even if the gesture was small. Thought you might find it interesting.”

Pitch 181

Pitch Sports Up-sell Prospecting 181

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. “If it takes so many emails/dials to produce a conversation, to double the conversations, we simply double the emails/dials.” Sales growth has become a “predictable” math equation.

Process 147

Process Sales B2B Quota 147

Partners in Excellence

AUGUST 30, 2023

We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. And each person in a conversation brings these factors into the conversation… As conversations progress, things change. People buy from people. People buy from people they trust.

High impact 140

High impact Conversion Trust Up-sell 140

Hubspot

JUNE 5, 2023

It typically also means you face various stakeholders who need to be willing to take a risk because they will be held accountable for the company’s investment — bringing in fears associated with their livelihood and ensuring you'll have to sell through strong professional and personal emotions. Ask High-Impact Questions.

Service 88

Service Conversion Objectives and Key Results High impact 88

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Even in selling, we see the top performers are those who do the prep work themselves. So it doesn’t take that much time, but equips me to be much more impactful in each conversation.

High impact 158

High impact Technology Technology Up-sell 158

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

AUGUST 26, 2024

But, unless the customer is very late in their buying process, we typically fail in those conversations. And if we cannot contribute anything more to the conversation, they are doing the right thing. On the face, they might look a lot like the second alternative posed above, but we typically start our conversations differently.

High impact 139

High impact Growth Trust Prospecting 139

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 134

Cross-sell Pipeline High impact Meeting 134

Partners in Excellence

JULY 27, 2022

Everything I read, every conversation I have with sellers; the same issue arises. I’ve finally come up with the solution. I’m offering this up freely. That shortens our selling cycle and uses the customer time much more effectively. The Answer To Every Selling Challenge Can't Be, "Do More!"

Meeting 132

Meeting Customers Price Up-sell 132

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. That we stop our mindless, unconscious execution of selling tasks. The same basic principles apply to having high impact meetings, whoever we are meeting with. What is a meeting?

Meeting 133

Meeting High impact Up-sell Start-ups 133

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

Partners in Excellence

JANUARY 21, 2022

A granddaughter is teaching her Tik Tok… I suppose, I have to own up to it, I suspect I might fall into that, “older generation.” I suppose, since “calling” is associated with phone conversations, I was talking loudly to my neighbor. And she also leverages social channels.

Cold Call 116

Cold Call High impact Prospecting Conversion 116

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. 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. “Top

Contract 107

Contract Up-sell Prospecting High impact 107

ConversionXL

APRIL 22, 2015

While testing is a critical part of conversion optimization to make sure we actually made things better and by how much, it’s also the tip of the iceberg of the full CRO picture. Testing tools are affordable (even free), and increasingly easier to use – so pretty much any idiot can set up and run A/B tests.

A/B testing 123

A/B testing Cross-sell Follow-up Start-ups 123

Partners in Excellence

FEBRUARY 3, 2014

A client called me up stating, “I need to hire a rainmaker.” Selling, particularly complex B2B sales, is hard work, there are no short cuts, and one call closes are probably more due to luck than skill. High performing sales people do the work. This is done over a series of conversations, never just one.

Territory 117

Territory Construction B2B High impact 117

Heinz Marketing

MAY 20, 2021

Yet surprisingly, people often use the terms “marketing” and selling” interchangeably, and when it comes to small businesses you will often see both functions performed by the same person or department. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue.

Campaign 129

Campaign Cold Call Sales Education 129

Gong.io

JULY 31, 2019

It sets the tone to conversational. It comes across as interrogative and lowers the perceived value of your conversation. So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you). Here’s the key to leveling-up your discovery skills.

Contract 128

Contract Sales Trust Closing 128

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. It then hands off the conversations to their human counterparts. Product upsells and cross-sells. Demo sign-ups.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

B2B 112

B2B GTM Cross-sell Cold Call 112

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. ” Well, you could, but you’re likely to hear a *click* soon after as they hang up. Research, Research, Research.

Process 132

Process Customers Prospecting Sales 132

ConversionXL

MARCH 13, 2019

If you’re a B2B ecommerce shop that sells… inexpensive products; in small quantities; exclusively to B2B buyers; The best B2 C ecommerce sites are equally good examples for your B2 B ecommerce site. Most have grown up around a technology (the Internet) that empowers them to research new topics more confidently.

B2B 130

B2B B2C Retail X-functional 130

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Even non selling activities at 15% can be very important uses of time. For example, Gartner published an interesting analysis.

Territory 87

Territory High impact Negotiate Meeting 87

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Steps involved in a Slack conversation: Step 1: Open Slack. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. High vs. low-value activities.

Quota 131

Quota Cold Call CRM Sales 131

ConversionXL

NOVEMBER 17, 2015

More traffic means more conversions. More conversions mean more data. If you’re going to test during the holiday season, test elements that will have a significant impact. Do not go for micro-conversions or minor growth, focus on the high impact aspects of your site. Does it match up?

A/B testing 126

A/B testing Retail Promote Non-Profits 126

Partners in Excellence

APRIL 7, 2019

It’s critical to create a great impression from the very first conversation. We want, in these first calls, to engage the prospect in a credible, high impact conversation. If I assume, each SDR has an 8 hour work day, and they don’t eat lunch, take breaks, or pee, they can have 50 conversations at 9.6

Manufacturing 92

Manufacturing Pipeline High impact Prospecting 92

Search Engine Land

JUNE 4, 2024

Search engines continue to evolve, but SEO strategies have failed to keep up. Executed poorly, keyword research focuses on high-volume, low-intent searches instead of purchase-intent searches that are most likely to convert. Conversion-focused SEO campaigns aren’t right for every situation. They might just be relevant.

Campaign 100

Campaign Cross-sell Engineering Conversion 100

Partners in Excellence

SEPTEMBER 10, 2017

But too much of the discussion of the future of selling–particularly complex B2B sales focuses on reducing the interactions with the buyer. And it is these high impact/quality conversations that will have the greatest impact on our abilities to create value with our customers.

High impact 66

High impact Up-sell B2B Conversion 66

Partners in Excellence

JANUARY 8, 2020

Simplifying our business processes, leveraging tools, technologies, are just simply stopping doing things enable us to recover a lot of time for selling. We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers.

Sell 71

Sell High impact Presentation Conversion 71

Salesforce

JANUARY 24, 2022

Website optimization is a priority for every marketer and a key marketing tool for any SMB, but especially for those that sell, advertise, and target online. Use Google Analytics to generate free data and performance reports, including: A conversions path report to identify tests. A basic channel report to track conversion.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98