Sales Pop!

MAY 26, 2023

It includes training, coaching, content creation, and technology solutions that are tailored to the needs of the sales team. 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.

Objectives and Key Results 224

Objectives and Key Results Cross-sell Sales Strategize 224

Partners in Excellence

JULY 12, 2022

Technology can give us summaries about the company and their situation. ” Some that say, “We can outsource it or leverage technology to give us a report!” As an example, within my own company, I have made it my objective to have deep understanding of technology, industrial product, and professional service sectors.

High impact 158

High impact Technology Technology Up-sell 158

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 142

Customers High impact Prospecting Conversion 142

Partners in Excellence

SEPTEMBER 25, 2023

For decades, technology continues to offer ways to improve our efficiency (and every once in a while, our effectiveness–but that’s a separate post). In addition to technology, we revise and redesign our processes to make us more efficient. We have SDRs/BDRs focused on prospecting. There’s a problem, however.

Technology 149

Technology Technology Meeting High impact 149

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 135

Cross-sell Pipeline High impact Meeting 135

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). We have the tools and technologies that enable us to refine our targeting. Narrowing it to our ICP (assuming people recognize that ICP doesn’t stand for Incredibly Crappy Prospecting).

Pipeline 141

Pipeline Tradeshows High impact Technique 141

Heinz Marketing

JULY 9, 2021

In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. How do you cut through the noise and get through to your prospects? Features/functionality: Solutions for high impact awareness, consideration, and conversions.

B2B 138

B2B A/B testing Campaign Lead generation 138

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

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. It’s because teams who invest in sales coaching and development technology significantly outperform their peers, seeing a 57% higher success rate.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Eighty percent of the prospecting sales force is under 25 years old. Other examples of technology that make it easier than ever to connect include calendar and scheduling platforms. Outbound prospecting shouldn’t be any different.

Quota 131

Quota Cold Call CRM Sales 131

Martech

JUNE 28, 2022

Sales has limited access to prospects and customers. Marketers are often using legacy marketing automation-centric practices developed during the first wave of marketing technology and lead generation. Personalized workshops for prospective buying teams at your target accounts. We know the facts. Give them control.

B2B 113

B2B GTM Cross-sell Cold Call 113

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 66

Prospecting Pipeline Contact High impact 66

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 110

Product Tradeshows Appointment CRM 110

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 128

Cold Call Prospecting High impact Pitch 128

Partners in Excellence

FEBRUARY 2, 2024

The tools themselves are evolving quickly, but having gone through a several of these technology disruptions in the past, I recognize we usually find the mediocre to poor uses first, but as we gain experience we improve our understanding and start to leverage the technology to its full potential. We had a remarkable technology.

Manufacturing 139

Manufacturing Engineering Technology Technology 139

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

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. Doing or not doing each of these things has a ripple through impact on each of the other areas. But 33% of our time conducting very high impact calls (sales/prospecting) can make us very productive.

Territory 87

Territory High impact Negotiate Meeting 87

Partners in Excellence

APRIL 7, 2019

It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. We want, in these first calls, to engage the prospect in a credible, high impact conversation. We had a very complex technology solution.

Manufacturing 95

Manufacturing Pipeline Prospecting High impact 95

Hubspot

AUGUST 18, 2020

Given the ever-expanding place this kind of technology has in sales, it's becoming commonplace and sensible for any business to consider where these platforms can fit into their sales efforts. Virtually any business stands to gain something from incorporating this kind of technology into its sales process.

Process 98

Process Sales Prospecting Technology 98

Partners in Excellence

FEBRUARY 3, 2022

Writers, commenters are universally agreed on some fundamental principles, whether it’s effective prospecting, being customer focused, messaging, deal strategies, value creation. They talk about what drives high performance, they talk about strong leadership, coaching, purposed, culture, values.

Promote 102

Promote High impact Technology Technology 102

Partners in Excellence

OCTOBER 24, 2018

Mindless email is, well crafted emails are high impact (more later). By contrast, yesterday I sat with a very high performing sales team. We were talking about prospecting. On top of this, he has a set of technology tools to help him automate, refine, and improve his outreach. We can be smart or we can be stupid.

Technology 94

Technology Technology High impact Campaign 94

Partners in Excellence

MARCH 28, 2022

As a result, one reads: Top performers use social selling Top performers use these technologies (insert your favorite sales tech). Top performers are prospecting more effectively or making more calls. Top performers do more of the high impact things, more consistently than everyone else. Top performers sell with insight.

Referrals 113

Referrals High impact Pitch Prospecting 113

Partners in Excellence

SEPTEMBER 11, 2018

Hank features terrible prospecting emails, calls, LinkedIn messages and critiques them–always with a bit of humor. We know we must focus on our ideal customers, that we are more effective when we focus our efforts on our sweet spot, venturing outside it wastes our time and resources as well as the prospect’s.

High impact 86

High impact Prospecting Trust Presentation 86

Search Engine Land

SEPTEMBER 5, 2023

Our study focused on websites in the technology industry, with traffic mainly from informational keywords. Results of our SGE impact model for 23 websites You must be curious to see what our model shows in terms of traffic drops (or growth!) There are 1,242 high-impact keywords we identified across all 23 websites.

CTR 142

CTR Technique Strategize Niche 142

Partners in Excellence

APRIL 9, 2020

Look at your technology stack for sales and marketing. Divert that money into spending that has a higher impact. But, the tools and technologies they are using are have so much more capability. We have tools that enable us to sharpen our ability to connect with our prospects and customers in highly impactful ways.

Contract 101

Contract High impact Technology Technology 101

Martech

APRIL 25, 2022

“You may put a lot of effort into creating a personalized landing page experience for your ABM prospect, but do they even get to the landing page?” “Are the other touchpoints working well enough to get a prospect to the landing page?” It’s a digital channel that serves high-impact ads.

B2B 109

B2B B2C Campaign High impact 109

Partners in Excellence

JULY 13, 2023

Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. And over the last 20 years we’ve seen endless technologies aimed at freeing up our time, making us more efficient and productive. Now I have to spend that time with customers!”

Up-sell 118

Up-sell Sell Legal CRM 118

Martech

DECEMBER 9, 2022

While those of us in the marketing technology space were better suited to work remotely full-time than many other professions, we certainly had challenges. . That’s why it is wise for organizations to account for such disruptions in their marketing technology strategies. However, “ high-impact, low-probability ” events happen.

Angle 113

Angle Cross-sell Commission Government 113

Partners in Excellence

JULY 25, 2024

We have tools and technology that “equip” us for conversations with our customers. ” To have high impact conversations, we have to have the business/financial savvy to be able to drill down into the issues. And the problem is, our tools and AI technologies can’t help us much on these.

Conversion 77

Conversion High impact Technology Technology 77

Salesforce

JANUARY 24, 2022

Ensure that sales reps can effectively engage prospects with the right content at the right time. Evolve prospecting from a solo act to a collaboration with marketers who have the expertise and reach to find more qualified prospects in half the time. Create high-impact marketing campaigns on a limited budget.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Sales Hacker

OCTOBER 30, 2018

Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft. Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Gong.io

JULY 31, 2019

Impact: How is this presenting itself as a problem to the business? Quantify impact: What would happen if we solved [business challenge]? Qualification: When evaluating a technology partner, what’s most important to you? The key to masterful discovery is leveraging high-impact sales questions. Seller : Next year?

Contract 128

Contract Sales Trust Closing 128

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Keeping prospects engaged. Are your prospects facing new problems?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Sales Hacker

SEPTEMBER 30, 2020

I spoke to Nick and several of our other partners to find the answer to some simple, yet highly impactful, questions: Why are they still hiring? We were at a growth point, and we made a conscious decision to continue believing in our growth prospects,” Karen says. “We Keep your employment branding high.

Strategize 125

Strategize Sales Growth High impact 125

Partners in Excellence

JANUARY 8, 2020

Simplifying our business processes, leveraging tools, technologies, are just simply stopping doing things enable us to recover a lot of time for selling. We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers. Let me give an example.

Sell 71

Sell High impact Presentation Conversion 71

Partners in Excellence

FEBRUARY 28, 2018

Constantly prospect. Plan and execute high impact calls. If you like doing deals, but can’t stand to prospect, pretty soon your pipeline will be empty and you will have no deals to move forward. I read dozens of articles outlining the single thing sales people or managers need to do to drive sales success.

Referrals 62

Referrals High impact Sales Prospecting 62

Hubspot

NOVEMBER 25, 2019

I've found that social media is one area where this technology can be implemented in many marketing strategies. So let’s say your department produced a huge, data-driven report and you want to create a few high-impact social shares from it. Throughout my career, I've learned a great deal of where marketing and AI can intersect.

Price 101

Price High impact Follow-up Technology 101