Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” Simply put perfect prospecting means “doing the work.” Sloppy prospecting is too easy. Why would you waste a moment on prospecting them.

Prospecting 107

Prospecting Pitch Appointment Campaign 107

Partners in Excellence

NOVEMBER 6, 2024

For individual contributors, it may be prospecting, admin tasks, researching our customers, managing our pipelines, dealing with all the minutiae of moving deals forward, and on and on For managers, it may be hiring, coaching, dealing with poor performers, understanding performance data, and on and on. They vary for each of us.

Leadership building 127

Leadership building Technology Technology High impact 127

Hubspot

FEBRUARY 25, 2014

Enter content marketing -- a tool for building relationships with an organization’s stakeholders and prospective customers. When you meet prospective customers, tell them about your blog. Ask prospective customers what they want. This process leans heavily on consistent relationship-building and continued engagement.

High impact 78

High impact Sports Follow-up Strategize 78

Search Engine Land

JULY 29, 2024

Learn how to: Streamline your workflow: Reduce manual tasks and focus on high-impact activities. Generate more leads: Convert website visitors into qualified prospects. Improve sales productivity: Align marketing and sales for maximum impact.

High impact 76

High impact Launch Prospecting Product 76

Partners in Excellence

JANUARY 22, 2025

You can’t simply develop a prompt, “Write me a prospecting email for these personas in these companies, about this issue… ” To get the best result, the best people have very sophisticated prompts they go through, to more deeply understand the issue, to more expertly refine and tune the responses.

Manufacturing 124

Manufacturing Engineering Technology Technology 124

Sales Hacker

NOVEMBER 15, 2024

Reps can get hundreds of “at-bats” before going live with prospects. PCF is about focusing on 1 or 2 high-impact channels. Manual onboarding exercises: Require new hires to take meeting notes, draft follow-ups, or conduct outreach manually before transitioning to automation. Three frameworks to consider. Product-led SEO.

GTM 112

GTM Cold Call Strategic partnership Follow-up 112

ClickFunnels

JULY 21, 2021

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. Prospects want to know details before they purchase — they want to know how you’re going to help them and why it’s going to work. How do you justify that price to prospects?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Sales Pop!

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. It’s better to have a few pieces of high-impact content or targeted training sessions than a lot of ineffective ones.

Objectives and Key Results 224

Objectives and Key Results Cross-sell Sales Strategize 224

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. For example, some years ago, someone was prospecting me. Conversations are, by definition, two way.

High impact 146

High impact Pitch Conversion Prospecting 146

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. This is brilliant! The post What Is Coaching?

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Any sales management training system should include, at minimum, a basic refresher on the fundamentals of good salesmanship: from prospecting to closing deals to setting effective goals for bottom-line growth. Heads up: Your team will only ever be as good as its manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Cerebral Selling

OCTOBER 7, 2024

It’s not surprising that in a recent Salesforce State of Sales Report when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list. A great example of this came from an entrepreneur who prospected into me in my last VP Sales role.

Pitch 181

Pitch Sports Up-sell Prospecting 181

Partners in Excellence

APRIL 19, 2022

This helped establish my credibility with my customers, I could more quickly identify issues important to them, getting into high impact conversations with them. Part of that is that I knew the problems our company solved, and became expert in understanding the impact of those problems on the customer.

Customers 141

Customers High impact Prospecting Conversion 141

Partners in Excellence

JANUARY 11, 2022

We learn through repeated prospecting calls, through finding great deals, developing and executing winning deal strategies. We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. But our ICPs can’t be everyone.

Cross-sell 149

Cross-sell Quota High impact Prospecting 149

Hubspot

JULY 31, 2013

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. They all reflect a common theme: at the end of the day, Sales should be about helping prospects.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

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

SEPTEMBER 19, 2023

And since we need fewer opportunities, we can be much more selective and focused in our prospecting (more on this later). Narrowing it to our ICP (assuming people recognize that ICP doesn’t stand for Incredibly Crappy Prospecting). And we have to explore new ways to engage the right prospects.

Pipeline 141

Pipeline Tradeshows High impact Technique 141

Partners in Excellence

AUGUST 14, 2024

” And then there is a random series of meaningless insights like, “You need more pipeline, You need more top of funnel, You need to get your meetings/demos/calls up, You need to do more prospecting… ” My reaction is, “Weelll, that might work, fingers crossed… ” This isn’t coaching!

Cross-sell 134

Cross-sell Pipeline High impact Meeting 134

Partners in Excellence

AUGUST 26, 2024

” We contrasted what we see in too many demand gen and prospecting programs, with what we have seen that drives higher quality customer engagement. He understands how to have high impact collaborative conversations with each. We have to prospect just like every other seller. But what about the initial outreach?

High impact 139

High impact Growth Trust Prospecting 139

Cerebral Selling

JANUARY 14, 2023

What type and quality of prospecting outreach is the rep doing? David actually shares more about this in his simple formula for high-impact sales coaching. So if a rep has a high level of activity but a small pipeline, chances are their gap lies somewhere in their prospecting, messaging, or value definition motions.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 64

Prospecting Pipeline Contact High impact 64

Partners in Excellence

SEPTEMBER 28, 2023

Rather than measuring activity or meetings, what if we started looking at high impact interactions? And doing this would improve our own time utilization, because it is more likely to result in a high impact conversation with the customer/prospect. We have the tools that help us do this, we just have to use them.

High impact 146

High impact Meeting Customers Closing 146

Partners in Excellence

MAY 16, 2024

But because we are so focused on who we called and why we were calling, we knew we would find a high number of prospects that would be interested in talking about changing. Cold calling, at least as I learned about cold calling, will always be a cornerstone of high impact customer engagement. It is alive and thriving.

Cold Call 143

Cold Call Technique High impact Pitch 143

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. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Martech

JANUARY 14, 2025

Whether spotting recent visitors (for Breeze Intelligence add-on users) or gauging top prospects, these notifications help sales teams prioritize leads effectively and strike while the interest is high. How it helps you This update empowers sales managers and their teams to prospect and build pipelines from anywhere.

Objectives and Key Results 62

Objectives and Key Results CRM Campaign Pipeline 62

Partners in Excellence

JULY 12, 2022

I don’t know how to talk to those prospects, but Marc does. We choose not to do the work to have high impact calls, but we think we make up for it by doing more. Each person in our organization becomes an expert in roughly three major sectors/subsectors.

High impact 158

High impact Technology Technology Up-sell 158

Partners in Excellence

SEPTEMBER 16, 2022

I was, once again, whining about how poorly people prospect. As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. To be honest, I’m not worried about being overwhelmed with responses and people prospecting, trying to sell me something. If you want, you can read it here.

Prospecting 54

Prospecting Follow-up Up-sell Conversion 54

Sales Hacker

SEPTEMBER 19, 2023

I thought that If I could scale whatever we’re doing really well, show me you know me, I bet we could kill it.”

GTM 126

GTM Trust Cold Call High impact 126

Outreach

FEBRUARY 24, 2020

Your sales email subject lines are the first impressions you project to your prospects with every email you send. They're personal - they directly reference the company or the prospect's name. By including a deadline, you give your prospect a sense of urgency. #2: Of course not. They're short, sweet, and straight to the point.

Sales 122

Sales Prospecting Follow-up High impact 122

Partners in Excellence

JULY 27, 2022

We would do this not just for our prospecting calls, but for every meeting through the customer decision. I know some of you are thinking, maybe we should do this with our prospecting, what if we paid each customer $100 to open our emails, or $250 for a conversation. These are possible extensions, but let’s keep it simple.

Meeting 132

Meeting Customers Price Up-sell 132

Martech

JUNE 28, 2022

Sales has limited access to prospects and customers. The teams are pushing out random campaigns in a world where prospects and buyers already know what’s coming when they download a white paper or attend a webinar. Personalized workshops for prospective buying teams at your target accounts. We know the facts.

B2B 113

B2B GTM Cross-sell Cold Call 113

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 116

Cold Call High impact Prospecting Conversion 116

Partners in Excellence

FEBRUARY 26, 2020

Prospecting/Cold Calling, Eroding Every New Channel: Let’s go back into history to think about where the “cold call” might have started, and how it may have devolved. But when you think about much of this door to door prospecting, it really wasn’t random or unprepared. ” I apologize for betraying my bias.

Cold Call 125

Cold Call Prospecting High impact Pitch 125

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. What high-value activities a sales team should focus on.

Quota 131

Quota Cold Call CRM Sales 131

Partners in Excellence

SEPTEMBER 25, 2023

We have SDRs/BDRs focused on prospecting. Technology may help us in having high impact interactions with others. In addition to technology, we revise and redesign our processes to make us more efficient. Role specialization helps us more efficiently manage our relationships with customers. Yet we fail, we are afraid.

Technology 149

Technology Technology Meeting High impact 149

Partners in Excellence

SEPTEMBER 30, 2014

I want to make sure every meeting I go to is a high impact meeting. So I don’t want just any meeting, I want high impact meetings. 2) Collecting/sharing all the information we need to have a high impact meeting? Is the right goal a meeting, or should it be setting the right meetings?

Conversion 108

Conversion Appointment High impact Sales 108