Partners in Excellence

JULY 26, 2024

Let’s step out of our selling roles for a moment and talk about conversations. In reflecting on those conversations, what are the characteristics of the most impactful conversations and meetings? Think, also, of the meetings that were a massive waste of time. What are the characteristics of those meetings?

Conversion 139

Conversion Meeting High impact Pitch 139

ClickFunnels

JULY 21, 2021

How do you sell someone something in 90 seconds or less? 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. You can’t sell a solution that you don’t fully understand… even if you understand the person’s problem very well.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. But here’s the problem: A good candidate for sales management is hard to find.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

AUGUST 14, 2024

For those exceeding their goals, we “High Five,” and say “Way to go!” ” For those not meeting their goals, “You gotta do more! How might we increase average deal values, reduce buying/selling cycles, more effectively engage our customers? You’re behind on your numbers!”

Cross-sell 135

Cross-sell Pipeline High impact Meeting 135

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. ” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations. . And we are still failing.

Process 147

Process Sales B2B Quota 147

Cerebral Selling

JANUARY 14, 2023

And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. It helps you manage up the chain.

Quota 203

Quota Pipeline Drivers/motivators Negotiate 203

Partners in Excellence

SEPTEMBER 30, 2014

Then after a call I pause to take some notes, set the follow ups, and next steps. Things like doing email, spending time with managers reviewing what we are doing, maybe every once in a while a meeting. So a lot of things impact the amount of time we actually have available to have sales conversations.

Conversion 115

Conversion Appointment High impact Sales 115

Partners in Excellence

FEBRUARY 3, 2014

A client called me up stating, “I need to hire a rainmaker.” Usually, what’s described as someone of incredible authority and power of persuasion, that comes in at the end of a sales cycle, and in one meeting, seals the deal, then goes off to the next deal working his or her magic.

Territory 123

Territory Construction B2B High impact 123

Partners in Excellence

SEPTEMBER 17, 2012

A sales person’s job is to sell–nothing surprising. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . With their B2B sales people, we found time available for selling had slipped just below 20%.

Sell 122

Sell Sales Up-sell High impact 122

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? And there are a number of other activities that are critical to enabling those meetings. I was actually surprised by the Gartner data.

Territory 87

Territory High impact Negotiate Meeting 87

Women Sales Pros

JANUARY 24, 2019

It’s sales kick off season again and you want a high impact, memorable event. We didn’t even mention the fact that your sellers may sell different products and services. Before you curl up under the auditorium chair, I have some simple suggestions. Good luck and good selling! Easy, peasy – right?

Entertainment 107

Entertainment Inside sales Strategize Consult 107

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 128

Process Customers Prospecting Up-sell 128

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Low morale, low productivity, and high turnover.

Quota 129

Quota Cold Call CRM Sales 129

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

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. I appreciate how hard it is for you to meet that goal.”. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! I’m sorry you are going through this.

Contract 95

Contract Up-sell Prospecting High impact 95

Gong.io

JULY 31, 2019

That’s true in face-to-face meetings and on discovery calls. So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you). They key is to ask them questions that meet them where they stand. . Here’s the key to leveling-up your discovery skills.

Contract 128

Contract Sales Trust Closing 128

Partners in Excellence

APRIL 8, 2021

People who, for various reasons, are not meeting performance expectations. One of the biggest errors I’ve seen is hiring a sales person from a huge/big name company and putting them in a start-up/small business role. Make sure you take your training and get out and sell!” Selling is not selling is not selling.

Territory 109

Territory Up-sell Quota High impact 109

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 111

Campaign Cold Call Sales Education 111

Partners in Excellence

JANUARY 21, 2022

She Facetimes, Zooms, Instagram’s, emails, and does old fashioned things like meeting people for lunch or even the occasional phone call. 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.” And she also leverages social channels.

Cold Call 116

Cold Call High impact Prospecting Conversion 116

SaaStr

JUNE 16, 2020

Our first two digital mega-events have collectively brought over 25,000 attendees together; from Bridging the Gap to New New in Venture , we have committed ourselves to delivering high-impact and measurable value to our community. . Sign Up for Sessions (it’s free and open to everyone). Curated, invite-only networking .

B2B 71

B2B High impact Networking Follow-up 71

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. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 100

Campaign Cross-sell Sales Up-sell 100

Partners in Excellence

OCTOBER 1, 2016

The Filter Bubble : I’ve written about this in the past, but wanted to bring it up again. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. I’ll share how they’re working for me in the coming weeks.

Inside sales 89

Inside sales Construction Presentation Meeting 89

Partners in Excellence

APRIL 7, 2019

We want, in these first calls, to engage the prospect in a credible, high impact conversation. The model we have is a high volume/high velocity model. This SDRs are expected to have 1000’s of dials a day, hopefully for a few dozen conversations, that generate some number of meetings for AEs.

Manufacturing 101

Manufacturing Pipeline High impact Prospecting 101

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line.

Sales 99

Sales Quota Commission Drivers/motivators 99

Salesforce

OCTOBER 11, 2022

Then they can sell the excess energy they produce back to the utility. DERs help a utility meet its net zero decarbonization goals and create a more resilient power grid. Here’s how you can use technology to deliver new programs faster and cheaper and keep up with customer expectations. . Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Sales Hacker

APRIL 17, 2019

CRMs and meeting schedulers. Work in Slack happens in channels, so all the right people can be included, all relevant information kept in one place, and new team members are able to get up to speed easily. Don’t walk into a meeting without looking at the person’s LinkedIn profile first. Let’s dig in, shall we?

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. ” But in doing this, we realize that w can do this because we have freed up time the time we need to do more. As a result, we reduced the average number of meetings to close by over 50%. We re-engineered our process, leveraging design thinking.

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Partners in Excellence

DECEMBER 4, 2015

They have to make sure they are developing meaningful relevant, impactful content—role-wise, contextually, situationally, and timely high impact content. We have to care, we have to want to have an impact, we have to be driven to produce results and driven by effectiveness. This is not tough stuff!

Cross-sell 100

Cross-sell Technique Education High impact 100

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. time, money, effort).

Product 98

Product Tradeshows Appointment CRM 98

Salesforce

FEBRUARY 21, 2024

A sales performance review is a one-to-one meeting where sales managers and reps discuss sales performance, productivity, goals, and career development. Sales quota attainment Review each rep’s performance in meeting or surpassing their sales quotas to gauge their deal-closing effectiveness and revenue contribution.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

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

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. These are the six steps to tackle at the beginning of the new year to set yourself up for success. Once you know what you’re aiming for, determine what you’ll need to do to meet your goals. Meet with your manager to create accountability.

Pipeline 69

Pipeline Presentation Networking Up-sell 69

ConversionXL

APRIL 22, 2015

Testing tools are affordable (even free), and increasingly easier to use – so pretty much any idiot can set up and run A/B tests. Those two add up to indicate execution velocity. Add average sample size and impact per successful experiment, and you get an idea of total business impact. Doesn’t work like that.

A/B testing 123

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

Sales Hacker

OCTOBER 30, 2018

Follow up with her updates on Twitter at @bridgegroupinc. Joanne Black is one of the leading authorities in referral selling. As a member of the National Speakers Association, she regularly speaks at sales and incentive meetings, sales conferences, and association meetings.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

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. With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Heinz Marketing

MARCH 29, 2021

We can figure out what the category of that is or what Gardner enforcer we’ll call that down the line, but you have a lot of the rituals, as we’ve been talking about, of how you used to manage a sales team, hold them accountable, create culture, get people to ramp and on board and ultimately meet objectives.

Pipeline 125

Pipeline Sales Gaming Up-sell 125

SaaStr

JUNE 4, 2021

How did you end up in that world? We had a strict no jerk policy and yet we ended up a couple of years down the road with developers that hated operations, operations that hated developers, finger pointing, all of the things that you can imagine. So we ended up right in the center of it. It’s a very niche environment.

Product 128

Product Customers Sell Engineering 128