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 155

Legal High impact Pitch Conversion 155

Partners in Excellence

MAY 16, 2024

It’s focuses on exploiting any list we get, including “Dear occupant or current resident… ” And the act of cold calling is all about pitching a product, not understanding a customer. Cold calling, at least as I learned about cold calling, will always be a cornerstone of high impact customer engagement.

Cold Call 143

Cold Call Technique High impact Pitch 143

Partners in Excellence

JULY 26, 2024

Our sales calls and meetings should focus on creating high impact two way, collaborative conversations. Too often, they look more like the latter. Too often, we focus on ourselves, our goals, and what we need to tell our customers. Afterword: If you want my “cheat sheet” on collaborative conversations, just ping me.

Conversion 139

Conversion Meeting High impact Pitch 139

Partners in Excellence

NOVEMBER 29, 2017

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?”

Product 59

Product Sell Pitch Up-sell 59

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 103

Pitch High impact Campaign Niche 103

Partners in Excellence

NOVEMBER 21, 2024

It was clear that what he did had a very high impact on his customers. We use words around what our products do. While they should care about productivity, cost savings, and so forth, the way they think about it in the work they do may not be in those terms. Too often, sellers fall into the same behaviors.

Customers 48

Customers CRM High impact Pitch 48

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. Sales leaders want high-value insights into their operations, but they hate having to configure and run reports. Why Hidden Enemies Transcend Regular Pitches.

Drivers/motivators 130

Drivers/motivators Entertainment Manufacturing High impact 130

Partners in Excellence

SEPTEMBER 3, 2013

We can always respond to anything the customer does, we listen for the right words from the customer, triggering a product pitch. They want to invest their time with people who are prepared, who are ready to engage in high impact conversations about their businesses. Customers don’t want a knee jerk reaction.

High impact 113

High impact Pitch Customers Conversion 113

Salesforce

JUNE 7, 2023

But what happens to the essential information after the pitch? A microsite is usually a one-page, standalone site that focuses on content for a specific purpose, such as an event, product launch, or engagement strategy. Rather than using all information from your pitch deck, choose what is most relevant.

Strategize 52

Strategize Pitch Launch Contract 52

Gong.io

SEPTEMBER 26, 2022

The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying. Sales reps are more productive. 67% of employees who worked at home during the pandemic were more productive, while 24% said their productivity was the same. Demonstrating product features. Image Source ).

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. Planned product launches or marketing campaigns. Gathering this information for your SEO roadmap is crucial because, initially, you’ll aim to tackle high-impact, low-effort tasks. Create FAQ for top 20 revenue-driving products.

Launch 123

Launch High impact UX Manufacturing 123

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. They want to talk about their latest greatest products, the promotion they have going on. They want to talk about themselves, their products and their companies. Proudly, you tell your manager you are prospecting like crazy.

Prospecting 107

Prospecting Pitch Appointment Campaign 107

Partners in Excellence

JULY 13, 2023

Then tools to help me be more efficient and productive, like CRM and other things. And over the last 20 years we’ve seen endless technologies aimed at freeing up our time, making us more efficient and productive. Once we’ve actually freed up that time, do we really know how to use that to productively?

Up-sell 118

Up-sell Sell Legal CRM 118

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. This is also one of the best times to work at HubSpot -- I was at INBOUND in September and was impressed with all your new product launches.

Intrinsic 101

Intrinsic Extrinsic Drivers/motivators Pitch 101

Partners in Excellence

OCTOBER 6, 2022

We can nod our heads in acknowledgment, but then we respond in our language… We speak the language of our products, our companies, and how great we are. We know our products might be able to solve their problems, but the language we express this is the language of features, functions, feeds, and speeds. We changed the language.

Conversion 122

Conversion Customers Construction Drivers/motivators 122

Sales Hacker

NOVEMBER 18, 2020

Research allows you to create a treasure map to those high-impact answers you’re looking for. Know your Product — But Don’t Be an Expert. Have a couple of lunches (or virtual lunches these days) with someone in product development or customer success. Research, Research, Research. It may sound like a paradox!

Process 133

Process Customers Prospecting Sales 133

Partners in Excellence

SEPTEMBER 27, 2022

They tell us we don’t understand them and their problems, we don’t even understand our products. 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?

Meeting 133

Meeting High impact Up-sell Start-ups 133

Sales Hacker

AUGUST 21, 2019

” Sales reps can significantly increase their close rates by avoiding the sales phrases that tend to kill a deal — and simply replacing them with “high-impact” vocabulary … or listening instead of talk. But don’t confuse “I” statements with talking about yourself and your product! That makes your pitch personal.

Contract 107

Contract Up-sell Prospecting High impact 107

Partners in Excellence

FEBRUARY 26, 2020

Is it trying to engage someone who may have a need for your products and services, but may not be aware of them? ” 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.

Cold Call 125

Cold Call Prospecting High impact Pitch 125

Partners in Excellence

MAY 30, 2014

We may be driving our cars, seeking to be productive by making phone calls on the way. Clearly, these weren’t naturally flowing, high impact conversations because the sales person wasn’t 100% present. It happens in so many, often unconscious, ways. I, also, had a call from a colleague.

Presentation 101

Presentation High impact Pitch Conversion 101

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 112

Referrals High impact Pitch Prospecting 112

PandaDoc

DECEMBER 19, 2022

Prospecting is the process of finding leads that are a good fit for your product or service offering. At a high level, all prospecting methods can be divided into two buckets: inbound and outbound. Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

JULY 7, 2015

For example, why would we continue to make hundreds of calls to anyone we can reach, pitching our products with abysmal results? Cause/Effect—Action/Reaction—Input/Output. It’s a simple concept, perhaps so simple, we tend to ignore it. At least if our goal is something other than creating abysmal results?

Sales 103

Sales Pipeline High impact Pitch 103

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Search Engine Land

MAY 2, 2023

We relay those to our top media partners and make suggestions for relevant product placements (and proactive commission structures). They’re simply updated every year, often keeping the same brand list and refreshing the offers and products. This makes the bar for inclusion extremely high.

Commission 92

Commission Represent High impact Pitch 92

Sales Hacker

JULY 26, 2021

Low morale, low productivity, and high turnover. Perfecting cold calling practices: Sales reps should never pitch or push for a meeting right away. Having duplicate, incorrect, or incomplete data in the CRM and sales engagement platforms. Time spent on executing processes and less time spent prioritizing outreach.

Quota 131

Quota Cold Call CRM Sales 131

Sales Hacker

JUNE 19, 2019

They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. With triggered messages, you can run high-impact campaigns such as: Event sign-ups. Product upsells and cross-sells. But here’s the thing…. Discounts and giveaways. Demo sign-ups.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

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

SaaStr

JUNE 27, 2024

In 2020, they still didn’t have a finished product until May, when they onboarded their first customer. 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.

GTM 104

GTM Launch Finance Start-ups 104

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. They wish to avoid risk and will not respond to an aggressive sales pitch. What are the four types of buyers.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Sales Hacker

JULY 23, 2018

After all, it’s one thing to convince prospects that you’re selling a great product; it’s another thing to get them to pull the trigger and choose your product over dozens of competing purchases. Newly appointed executives need to make a big impact in the first few months of their tenure. Like yours.

Sales 83

Sales Government Pitch Prospecting 83

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Don''t ask questions just to figure out if you think they''ll be likely to buy your product. The best salespeople know their products and services can help a willing customer reach their goals.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Partners in Excellence

JULY 3, 2017

Social selling, many marketing, many inbound advocates leverage the stereotype of cold calls: A random, untargeted, unresearched, poorly prepared telephone call (or even a cold email), focused on pitching products. Finally, high performing sales people, making high impact cold calls, never rely strictly on cold calls.

Cold Call 75

Cold Call High impact Pitch Conversion 75

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.

Assembly Line 75

Assembly Line Territory High impact Technology 75

ConversionXL

JUNE 21, 2015

Don’t do generic pitches, make specific offers on specific blog posts – offer content upgrades (e.g. If you have low transaction count, test high impact things (big changes) – if the uplift is high, you’ll need less sample size. Marketing is almost equivalent to product management.

A/B testing 105

A/B testing Campaign Start-ups Conversion 105

Sales Hacker

APRIL 17, 2019

Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again. Productivity and goal apps. RELATED: The 40 Best Slack Integrations and Apps for Sales & Marketing Productivity. To win at sales, you need the right tools. Travel apps.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Highspot

SEPTEMBER 6, 2023

Instead of just showcasing what a product can do, it zeroes in on the real-world advantages a product offers customers. 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.

Sell 59

Sell Profit margin Price Non-Profits 59