Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. This resulted in a 23% increase in quota attainmentproof that when managers use AI sales coaching, their teams sell better.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. Just dump in the data, the customer didn’t have to clean it up much, we could do that. Having said this, the discussion always brings up ideas I hadn’t considered in the article.

Manufacturing 124

Manufacturing Engineering Technology Technology 124

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. Offer to follow up with a link to the resource that you’ve put together. Reference specific posts that you’ve written.

High impact 78

High impact Sports Follow-up Strategize 78

Partners in Excellence

SEPTEMBER 17, 2012

A sales person’s job is to sell–nothing surprising. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . With their B2B sales people, we found time available for selling had slipped just below 20%.

Sell 118

Sell Sales Up-sell High impact 118

Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. Benefits of Sales Enablement Sales enablement refers to the strategies, practices, technologies, and tools that empower sales teams to sell more efficiently and effectively. What is Sales Enablement?

Objectives and Key Results 224

Objectives and Key Results Cross-sell Sales Strategize 224

Cerebral Selling

OCTOBER 7, 2024

Maybe your friend happened to be walking by your neighborhood bakery and picked up that special treat they know you love. Listen As I discuss in, Sell The Way You Buy , listening is arguably THE most important factor when it comes to success in modern selling. Even if the gesture was small.

Pitch 181

Pitch Sports Up-sell Prospecting 181

Partners in Excellence

MARCH 9, 2020

We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so. Relationships were fundamental to sales and selling in distant times.

Sell 94

Sell Assembly Line High impact Up-sell 94

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

SaaStr

MARCH 28, 2025

Sell only direct and you’ll often fall way behind your competitors that do both. Treat this like a sales pipelinetrack leads, co-selling efforts, and revenue generated from these partnership. Distribution Partners : These partners help you sell, such as resellers or channel partners. Make It Personal Show up.

Drivers/motivators 59

Drivers/motivators High impact Trust CRM 59

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 158

High impact Technology Technology Up-sell 158

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 147

Process Sales B2B Quota 147

Engage Selling

JUNE 26, 2013

Sales Coaching Pipeline Management sales quota The Sales Leader two face coaching system'

High impact 48

High impact Pipeline Quota Up-sell 48

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. But here’s the problem: A good candidate for sales management is hard to find.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

SaaStr

JUNE 4, 2021

How did you end up in that world? We had a strict no jerk policy and yet we ended up a couple of years down the road with developers that hated operations, operations that hated developers, finger pointing, all of the things that you can imagine. So we ended up right in the center of it. It’s a very niche environment.

Product 124

Product Customers Sell Engineering 124

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.

Sell 71

Sell High impact Presentation Conversion 71

Partners in Excellence

MAY 5, 2022

Readers might be a little surprised about the concept of Improv In Selling. But high performing sales people, are masters of high impact improv in connecting effectively with their customers. We were catching up and he started talking about his passion for music. Great selling is a lot like great improv.

Sell 71

Sell Drivers/motivators Up-sell Follow-up 71

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. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end. David actually shares more about this in his simple formula for high-impact sales coaching.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

JULY 27, 2022

I’ve finally come up with the solution. I’m offering this up freely. ” Some of you might be thinking, “Well we can bury that in the pricing, after all the cost of selling is part of our pricing, so this is an additional cost of selling.” Our win rates will skyrocket.

Meeting 132

Meeting Customers Price Up-sell 132

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

AUGUST 30, 2023

It can free us up to spend more time having more human interactions and engagement. But it has consistently failed to make those interactions more efficient, in fact, in many senses, it has contributed to our inability to have high high impact, yet inefficient human interactions. People buy from people.

High impact 141

High impact Conversion Trust Up-sell 141

Martech

OCTOBER 11, 2024

But now, edge computing is kicking things up a few notches, enabling personalized, real-time interactions faster, more efficiently and more securely. When you handle data locally, you cut down on those frustrating delays and ease up on bandwidth use. Edge computing might sound like bougie sales jargon.

Objectives and Key Results 68

Objectives and Key Results Retail Healthcare User Experience 68

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

JULY 26, 2024

Let’s step out of our selling roles for a moment and talk about conversations. In reflecting on those conversations, what are the characteristics of the most impactful conversations and meetings? We scheduled a follow-up to checkpoint progress. Think about the conversations you have within your own organizations.

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 61

Product Sell Pitch Up-sell 61

Partners in Excellence

SEPTEMBER 12, 2014

So if we are going to make high impact sales calls, we have to prepare. The very best sales people have a written plan, perhaps they’ve agreed to an agenda with the customer up front. Remember, the interview is the opportunity for you to sell the product that’s most important to you—You!

High impact 125

High impact Up-sell Presentation Sell 125

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 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

FEBRUARY 3, 2014

A client called me up stating, “I need to hire a rainmaker.” Selling, particularly complex B2B sales, is hard work, there are no short cuts, and one call closes are probably more due to luck than skill. High performing sales people do the work. Related Posts: Do You Really Want To Sell?

Territory 120

Territory Construction B2B High impact 120

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. That we stop our mindless, unconscious execution of selling tasks. The same basic principles apply to having high impact meetings, whoever we are meeting with. What is the follow up/when?

Meeting 133

Meeting High impact Up-sell Start-ups 133

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

SaaStr

MAY 17, 2021

It’s NEXT WEEK and we’ll close registration in just a few days so sign up here NOW!! SaaStr Enterprise is a flagship SaaStr digital event on May 26 + 27 where the top executives and leaders driving innovation in the Cloud share their playbooks on scaling your business to market and sell to the enterprise.

Networking 106

Networking High impact B2B Follow-up 106

Partners in Excellence

AUGUST 26, 2024

He understands how to have high impact collaborative conversations with each. First, it is only customer focused, there is never any mention of what we sell. In fact that doesn’t come up until much later in the conversations. He understands all aspects of developing and growing professional services organizations.

High impact 139

High impact Growth Trust Prospecting 139

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 133

Process Customers Prospecting Sales 133

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. Give them control.

B2B 115

B2B GTM Cross-sell Cold Call 115

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. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! They also know which words work against them… and which moments call for no words at all.

Contract 107

Contract Up-sell Prospecting High impact 107

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

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? Even non selling activities at 15% can be very important uses of time. The post Freeing Up Our Time, Or Using Our Time More Effectively?

Territory 87

Territory High impact Negotiate Meeting 87

Heinz Marketing

SEPTEMBER 6, 2021

This week’s show is called “ Selling into the Public Sector: Strategies & Tactics that Wor k “ My guest is Adriel Sanchez , CMO at Newsela. And if you like what you see here, you can check out past episodes, either on LinkedIn or all of our past episodes, back to the very beginning, up on salespipelineradio.com.

Pipeline 117

Pipeline Sales Up-sell Government 117