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

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 103

Cross-sell Pipeline High impact Meeting 103

Hubspot

FEBRUARY 25, 2014

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. When you meet prospective customers, tell them about your blog. Observability: Products that are highly visible sell themselves.

High impact 76

High impact Sports Follow-up Strategize 76

Partners in Excellence

OCTOBER 17, 2024

They kept selling me on those products, while not addressing the issues we were having with products we were currently using. He never even brought up the new products. At one point I snapped, I was pissed off, and said, “This is so F**ked Up! We got it addressed and we concluded the meeting.

High impact 62

High impact Pitch Conversion Up-sell 62

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. 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 138

High impact Technology Technology Up-sell 138

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. Learn more What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

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 52

Objectives and Key Results Sales Pitch Objection handling 52

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

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 135

Process Sales B2B Quota 135

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 200

Quota Pipeline Drivers/motivators Negotiate 200

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

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 65

Pipeline Presentation Networking Up-sell 65

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 64

B2B High impact Networking Follow-up 64

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Ups and downs. Insert Salesloft Rhythm.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

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 127

Quota Cold Call CRM Sales 127

Gong.io

OCTOBER 19, 2022

Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. They become more effective if they book more meetings with the same number of cold calls. . Put another way; they’d have a calls-to-meetings conversion rate of 1%. Time spent selling.

Product 62

Product Cold Call Sales Meeting 62

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

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

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 125

Process Customers Prospecting Sales 125

SaaStr

OCTOBER 11, 2024

For startups like EvenUp and Abridge, there isn’t a one-size-fits-all model that meets industry needs. Customers want structured outputs, repeatability, trust, and high confidence, so for now it’s up to you to find the right model for your specific use case. Build for defensibility.

Healthcare 64

Healthcare Manufacturing Legal Negotiate 64

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Sales productivity is defined as the rate at which salespeople meet their revenue targets. Calls made.

Product 52

Product High impact Quota CRM 52

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 113

Campaign Cold Call Sales Education 113

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 92

Contract Up-sell Prospecting High impact 92

Highspot

SEPTEMBER 6, 2023

Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Future of Value Selling What Is Value Selling?

Sell 59

Sell Profit margin Price Non-Profits 59

Hubspot

JUNE 15, 2023

A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell. To save time on manual tasks to focus on selling. are the second most used tool, and 69% say AI/automation tools help them spend more time selling. Don’t let AI take over your strategy.

B2B 81

B2B Sales Prospecting High impact 81

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. Job still does interviews for everyone, director and up, but not for the ICs and managers of ICs, for the most part.

GTM 81

GTM Launch Finance Start-ups 81

Gong.io

NOVEMBER 16, 2022

It’s all about revenue impact. But here’s some data to back it up. Studies have shown when the focus shifts to “coaching the middle,” companies see an increase in sales of up to 19% ( HBR ). . It’s all about working with existing resources to meet/beat revenue goals. The “why” here is pretty straightforward. (I

Finance 71

Finance Quota High impact Drivers/motivators 71

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 97

Cold Call High impact Prospecting Conversion 97

SaaStr

DECEMBER 16, 2019

The CXO Summit is structured to provide high-impact and measurable value by connecting top CEOs of B2B companies from $20M – $2B in ARR with the top CIOs, CDOs, CTOs, and CXOs driving innovation in the Cloud. You will hear from and meet with CIOs and CTOs of Adobe, Zendesk, Nutanix, Intuit, and 100s more. .

High impact 52

High impact B2B Meeting Up-sell 52

Partners in Excellence

MARCH 17, 2022

We set goals for daily dials, conversations, emails, meetings. After all, there are only 24 hours in a day, and if we can’t meet our volume goals, we have to find ways of doing more in that period of time. How do we increase the number of high impact conversations for every 100 dials? But more on this later.

Conversion 77

Conversion Meeting High impact Closing 77

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

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 82

Territory Up-sell Quota High impact 82

Partners in Excellence

SEPTEMBER 16, 2022

How, in general terms, should the companies who might have something to sell you and your team go about researching your current needs? So the people that should most care about getting a meeting with anyone in our company will never see it, even though it will be widely circulated in LinkedIn and I’m adding to this with the blog post.”

Prospecting 54

Prospecting Follow-up Up-sell Conversion 54

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technique Technology Technology 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technique Technology Technology 52

Salesforce

MAY 31, 2023

Regardless of industry or what you’re selling, delighting your customers is key to your success — where trust, personalization, and seamless interactions intersect. But pleasing your customers isn’t just about meeting their needs — you need to be one step ahead. But making customers happy is often easier said than done.

Government 98

Government Customers Trust Service 98