Martech

OCTOBER 29, 2024

This year, Slagen described how his team used AI to pitch Tomorrow’s weather prediction products to a major movie studio. Start with low-risk, high-impact pilots to demonstrate AI’s value and build momentum. Focus on use cases that directly impact revenue, customer experience or efficiency. Leadership did the same.

Drivers/motivators 103

Drivers/motivators Strategize High impact Pitch 103

Partners in Excellence

OCTOBER 17, 2024

In each call with each sales person, they kept focusing on pitching me. But high impact collaborative conversations, regardless our disagreements must be based on respect for the people we are working with. Finally, I had to get a manager involved. He never even brought up the new products. We each experience frustration.

High impact 62

High impact Pitch Conversion Up-sell 62

Martech

MAY 31, 2022

Certain third-party agencies specialize in leveraging data to generate high-impact campaigns. Listen to pitches. Invite shortlisted candidates to present their pitches. You can finally hire the right agency depending on which pitch aligns best with your objectives. Cost-benefit analysis.

Pitch 89

Pitch High impact Campaign Niche 89

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. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

Objectives and Key Results 52

Objectives and Key Results Sales Pitch Objection handling 52

Partners in Excellence

OCTOBER 29, 2021

As sellers, too often our “discovery” process really focuses on giving the opportunity to pitch our products. Afterword: As I was writing this, I noticed a post by Keith Rosen on the same issue–focusing on high impact coaching. Sadly, this form of questioning seems to dominate too many conversations.

Legal 136

Legal High impact Pitch Conversion 136

Partners in Excellence

SEPTEMBER 21, 2023

They are the foundation of high impact conversations with our customers. As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us.

Conversion 87

Conversion Construction High impact Trust 87

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

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

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

Heinz Marketing

SEPTEMBER 24, 2024

It can flag common objections or challenges and offer SDRs real-time suggestions to improve their pitch. What was once a manual, time-intensive process can now be handled by smart technology, freeing SDRs to focus on strategic, high-impact activities.

Objectives and Key Results 89

Objectives and Key Results GTM CRM Follow-up 89

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. ” Key Takeaways Focus on high-impact, high-ROI solutions where there is a clear “why now.” Let’s run the ad!”

Healthcare 64

Healthcare Manufacturing Legal Negotiate 64

Search Engine Land

MAY 2, 2023

This makes the bar for inclusion extremely high. When you pitch for inclusion here, ensure you’re putting your best foot forward: top-selling, ultra-relevant SKUs and aggressive commission structures. They’re simply updated every year, often keeping the same brand list and refreshing the offers and products.

Commission 92

Commission Represent High impact Pitch 92

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. The challenges we will have, with all this newly found time is, How do we help our sellers use that time in the most impactful ways?

Up-sell 101

Up-sell Sell Legal CRM 101

Salesforce

FEBRUARY 12, 2024

What is the impact on them, professionally or personally? If you can uncover that value, you can add it to your pitch. Ask high-impact questions By now, you may have noticed a trend with these principles — consultative sales is about asking powerful questions. I like to call these high-impact questions.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

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. Conclusion.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Search Engine Land

OCTOBER 16, 2023

Create a visual map of the most dangerous roads in America or a research article on DWI statistics, then pitch it to local news media from the cities or towns mentioned in each piece. The predictable, consistent, high-impact links achieved using this methodology are needed for some industries to remain competitive.

Non-Profits 112

Non-Profits Objectives and Key Results Government Networking 112

Cerebral Selling

OCTOBER 5, 2020

When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. Why Hidden Enemies Transcend Regular Pitches. And as I’ve discussed in the past, few types of messages deliver the requisite dose of emotion like polarizing messages do.

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

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. Account-based selling: This method targets specific high-value accounts rather than individual leads. A perfect example is the Sandler sales methodology.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

JANUARY 21, 2022

These are usually unsolicited pitches where the cold caller is focused only on their self interest, not the victim’s interest. Most high impact sellers think of modern cold calls as targeted, researched, purposeful, focused, two way conversations. There is much confusion about the new digital buying journey.

Cold Call 101

Cold Call High impact Prospecting Conversion 101

Hubspot

NOVEMBER 6, 2018

She said there’s no cookie cutter approach to responding to it, but if you view the prompt as a chance to pitch your value proposition to a hiring manager, you can make a strong first impression. Framing “Tell me about yourself” as “Pitch yourself”. There's no ideal answer to ‘Tell me about yourself’,” she says.

Intrinsic 96

Intrinsic Extrinsic Drivers/motivators Pitch 96

Partners in Excellence

OCTOBER 6, 2022

Instead, we look at how we polish up our product pitches. Our sellers are ill prepared to engage customers in high impact conversations. Sellers, don’t take the time to understand these issues, learning how to engage the customers in ways meaningful to them. We even talk about money differently.

Conversion 94

Conversion Customers Construction Drivers/motivators 94

Partners in Excellence

MARCH 28, 2022

Top performers do more of the high impact things, more consistently than everyone else. They make 1000s of dials and when they happen to get connected, they pitch their products. Top performers focus on qualification. Top performers embrace training and learning. Top performers do more of this… Well, of course!

Referrals 90

Referrals High impact Pitch Prospecting 90

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? Sellers go into meetings with customers, we want to qualify them, do discovery, pitch our products, close.

Meeting 126

Meeting High impact Up-sell Start-ups 126

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. Employee recognition is a low-cost, high-impact way to improve company culture and retain top performers. One thing that hinders both management effectiveness and company culture?

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

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 78

Sell High impact Pitch Customers 78

Partners in Excellence

MARCH 9, 2023

They keep doing the same thing, when they engage a customer, they ask 2-3 discovery questions with an agenda, immediately pitching their products. What does the data tell us about the customer, what does it mean, how do we leverage it in having high impact conversations with our customers?

Cross-sell 71

Cross-sell Pipeline Represent Technology 71

Partners in Excellence

APRIL 7, 2021

We shorten our content, we move from “pages,” to paragraphs, to sentences, to phrases, to a couple of “high impact” words. It’s hard enough to do this as sales people engaging trying to engage customers in deeper/high impact conversations. We adjust our communications to this new reality.

Technique 63

Technique High impact Sports Gaming 63

Hubspot

FEBRUARY 8, 2022

From the results, you’ll learn which leads are still interested in further nurturing, and you’ll also learn why certain leads lost interest and left, helping you focus on high-impact strategies that are more likely to drive a sale. Use trigger events to reconnect with lost leads.

CRM 72

CRM Contact High impact Pitch 72

Partners in Excellence

JUNE 26, 2018

All we have to do is position our USP in our web sites, our marketing materials, and our prospecting pitches, and we immediately capture the customers’ attentions. I’m not sure the concept of a USP was ever useful, but it’s not a helpful concept for our customers or for engaging them in high impact discussions.

High impact 76

High impact Pitch Sell Clients 76

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 81

GTM Launch Finance Start-ups 81

Highspot

JUNE 11, 2019

Sellers can find content, view buyer engagement reports, access training, review playbooks, and create new pitches — all within Dynamics 365. Sellers can skim through content thumbnails, pitch content to prospects, and view engagement analytics. Boost Relevance with AI.

Pitch 40

Pitch High impact Contact Account management 40

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. But everything we do is targeted to exactly the opposite. Everything we do is focused on us and our processes.

Assembly Line 71

Assembly Line Territory High impact Technology 71

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. ” And then I think, “Does a sample size of 1 successful cold call mean anything?”

Cold Call 113

Cold Call Prospecting High impact Pitch 113

Sales Hacker

JULY 26, 2021

Perfecting cold calling practices: Sales reps should never pitch or push for a meeting right away. Research weighs in on how to best accomplish this shift: “CSOs can redirect SDRs’ time to high-impact sales engagement tasks by dedicating demand generation or operations resources to streamline the data management process for SDRs.

Quota 127

Quota Cold Call CRM Sales 127

Sales Hacker

NOVEMBER 18, 2020

Research allows you to create a treasure map to those high-impact answers you’re looking for. The key here is to deliver your pitch at the right time, with the right words. The timing of your pitch, and the related questions, will depend on the type of call you’re on. Research, Research, Research. Work on your timing.

Process 125

Process Customers Prospecting Sales 125

Partners in Excellence

NOVEMBER 29, 2017

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. Today, I think a lot of the original distinction has been lost.

Product 50

Product Sell Pitch Up-sell 50

Highspot

OCTOBER 7, 2020

Prove business outcomes: Demonstrate the impact of training and coaching on company performance with 360-degree analytics that validate changes in rep behavior and help managers become more effective coaches. Create high-impact training: Easily create, manage, and optimize training courses, from virtual sales kickoffs to rep onboarding.

Launch 52

Launch Go To Market High impact Pitch 52