Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. I struggled a moment.

Revelation 150

Revelation Jigsaw Account Lead Rank 150

Partners in Excellence

DECEMBER 9, 2021

I was coaching an outstanding sales manager. Regardless of the channel we use–a F2F or virtual conversation, email, text, if we aren’t communicating in a manner that the person we are trying to reach can “hear,” we won’t achieve the results. Afterword: The VP of Sales Ops was Betsy.

Outsourcing Services 111

Outsourcing Services Revelation Coaching Channels 111

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” But beyond this, we are seeing organizations re imagining their digital engagement strategies, or leveraging deep expertise on social, event, conference and other channels. We are underperforming the potential.

Opportunity 129

Opportunity Scale Revelation Quota 129

Vengreso

NOVEMBER 12, 2024

Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. Don’t miss out on this game-changing revelation! Check out Jon Freeman’s Twitter profile and follow him for valuable insights and updates on sales and sales management.

Objections 68

Objections Opportunity Ideal Customer Profile Face-to-face 68

Partners in Excellence

DECEMBER 10, 2018

The average tenure in a sales job, whether it’s sales management or individual contributors continues to plummet. Depending on the survey, tenure of sales managers, is anywhere between 18-22 months. Sales people change jobs, every 20-22 months. I found myself falling victim to that kind of thinking.

Revelation 82

Revelation Face-to-face Channels Segment 82

Gong.io

SEPTEMBER 19, 2018

This book is particularly well-designed for sales leaders, managers, and even founder/CEOs — really anyone who owns the responsibility of building a sales organization. It’s more of a sales management book (and one of the best ones out there, in my opinion). Conversations That Win the Complex Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Scoring 111

Partners in Excellence

JUNE 6, 2018

They have other things that are more important than spending time with sales people. When they are buying, they leverage multiple channels for educating themselves on products/solutions. They tend to have “salesperson avoidance,” because so many sales people waste their time.

Up-Sell 54

Up-Sell Revelation CRM Buying Cycle 54