Partners in Excellence

JANUARY 16, 2025

It seems the word “Coaching” has become one of those fashionable words, permeating every discussion. Go back 15 or more years, and we barely saw the word coaching. Today, we find coaching applying to about everything we do, both in business and in our personal lives. It provides coaching on how I spend my time.

Coaching 125

Coaching Fashion Analysis Tools 125

Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

Zoominfo

JANUARY 30, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Systematize Your Referral Process: Make referral selling a core part of your sales prospecting strategy, not just something that happens occasionally.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Understanding the Sales Force

MARCH 24, 2025

I asked Bob why he thought negotiations would be required and he told me that his prospect said they didn’t want to spend more than $50,000. Bob’s prospect might have been bluffing, lying, testing, hoping, or making a first offer. You read that right. And 92% of the bottom half of salespeople need to be liked.

Negotiation 282

Negotiation Strategy Proposal Hiring 282

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

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Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

FEBRUARY 1, 2025

In the 4-minute video below, which you must watch to understand the concept, I explain how the indecisiveness of a sales leader prevents them from being able to develop, coach up and grow their sales team. Not being decisive is not the only belief/behavior that would prevent a sales leader from effectively coaching up a salesperson.

Sales Leadership 286

Sales Leadership Buying Cycle Coaching Proposal 286

Steven Rosen

OCTOBER 2, 2020

Awesome Virtual Coaching Creates Master Virtual Sellers. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . The two critical activities are selling and coaching. . You need to coach them ! Virtual Coaching. COVID has impacted everyone. Virtual Selling.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Sales Gravy

JANUARY 16, 2025

In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. The Power of Fundamentals: When performance dips, returning to the basics can help sales teams regain their footing.

Coaching 98

Coaching Sports Pivotal Energy 98

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. 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. What is AI Sales Coaching?

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

Sales 2.0

SEPTEMBER 9, 2024

Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. The economic buyer The users The gatekeepers The coach In the last email I described the first 3 types of people. A coach is someone that is willing to tell you what is going on.

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Coaching Gatekeeper ACT Proposal 195

Anthony Cole Training

FEBRUARY 21, 2025

Finding commonality and relating to a prospect is an important first step. The checklist below can help you, the coach, ensure that your salespeople are ready to build confident and trusting relationships. An effective sales pitch should begin with the early "bonding and rapport" part of selling. Dont confuse this with being liked.

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Coaching Relationals Research Buyer 193

Sales Gravy

JANUARY 7, 2025

If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call Outbound Bob because hes been to our Outbound Conference so many times!) Short-Burst Sprints Im a fan of high-intensity prospecting sprints.

Prospecting 98

Prospecting Face-to-face Outbound Segment 98

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

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Software Software Tools Hubspot 211

Anthony Cole Training

DECEMBER 13, 2024

Tis the season for prospecting, right? Actually, 'tis the season for every sales leader and company to wonder: Are my people reaching out to enough prospects and customers so that we can begin the year strong?

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Prospecting Decision Maker Sales Company 212

Hubspot Sales

SEPTEMBER 17, 2024

However, the big question remains: Is AI truly th e future of sales coaching? In this article, I’ll define AI sales coaching, talk through its benefits and challenges, and share some examples of AI sales coaching in-action. Table of Contents: What is AI Sales Coaching? But don’t just take my word for it. I bet you didn’t.

Sales Coaching 59

Sales Coaching Benefit Coaching Face-to-face 59

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

The Pipeline

NOVEMBER 14, 2020

Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. Save your spot for this timely program and set yourself up for prospecting and sales success 2021 and beyond.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

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Prospecting Ideal Customer Profile Handbook Decision Maker 62

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

Partners in Excellence

JANUARY 13, 2025

Recently, I was coaching a seller on a critical call he was about to make. ” It turned out the problem the prospect CRO had was not focused on AI. The seller I was coaching and I agreed, it would be best to focus on this issue, later showing how the way his company had implemented AI would support addressing the issue.

Face-to-face 126

Face-to-face Maximizer Coaching Lead Rank 126

Understanding the Sales Force

FEBRUARY 14, 2025

When salespeople aren’t hitting quotas, companies need to hire more salespeople, which increases the cost of recruiting, salaries and benefits, not to mention the costs associated with hiring additional sales managers that won’t coach up their salespeople. Responsibility is 1 of the 21 Sales Core Competencies that OMG measures.

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Data Hiring Compensation Quota 220

Partners in Excellence

AUGUST 14, 2024

We know the gap, and our coaching focuses on, “You have to make the number, go do more!” But too often, our coaching, if we are doing any, misses this. If there are top of funnel/prospecting problem, how do we change our engagement strategies to drive higher levels of response and engagement? They and we fail!

Coaching 134

Coaching Top of Funnel Funnel Pipeline 134

Sales 2.0

MARCH 12, 2020

This includes your prospects. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Your prospecting numbers may drop too.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Partners in Excellence

NOVEMBER 2, 2023

Too often, I hear the lament, “I don’t have the time to coach!” The universal response to anemic pipelines is, “They need to do more prospecting!” For some reason, most managers think 15-20% win rates are acceptable, their people just need to do more prospecting! And they have less time to coach.

Coaching 147

Coaching Lead Rank Pipeline Data 147

Partners in Excellence

SEPTEMBER 4, 2024

The term “coaching” has become a catch all word for all sorts of performance improvement practices. When one enters a conversation about “coaching,” it’s often confusing, we may be talking about apples and oranges–both are important, but they are very different.

Coaching 118

Coaching Sports Groups Education 118

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

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Outbound Top of Funnel Prospecting Sales Qualified Lead 52

Partners in Excellence

DECEMBER 15, 2023

We know that coaching is one of the highest leverage methods of maximizing their performance. We know we should schedule reviews with our people, integrating coaching into those reviews. As much as we know the importance of this, as much as we may want to coach our people in these meetings, reality smacks us in the face.

Coaching 145

Coaching Face-to-face Maximizer Territories 145

Anthony Cole Training

JANUARY 10, 2025

Our team of sales experts at Anthony Cole Training Group have compiled 25 sales tips to help your salespeople prospect smarter, plan effectively, and sell with confidence. As Sales Leader, it is your role to bring resources to your team to help them become even better.

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Groups Sales Resources Training 251

The Center for Sales Strategy

OCTOBER 2, 2024

Successful leaders coach. Sellers who don’t receive coaching and feedback get off track, pursuing the wrong leads, prioritizing the wrong activities, and focusing on the wrong goals. Not all leaders are natural coaches, but all leaders can learn how to coach.

Coaching 121

Coaching Sales Leadership Account Sales 121

Highspot

JANUARY 30, 2025

Skill coaching is at the heart of this transformation, offering a structured, measurable way to ensure sales reps are equipped with the exact skills they need to succeed. What is Skill-Based Coaching? Skill Coaching focuses on developing specific competencies, or skills, that are essential for success in a go-to-market role.

Coaching 52

Coaching Negotiation Sales Coaching Objections 52

Janek Performance Group

DECEMBER 24, 2024

Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success. What do you want reps to take away from the training?

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Training Hiring How To Retention 118

Understanding the Sales Force

DECEMBER 21, 2023

I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. You are in your head instead of focused on what your prospect is saying. Your mind is wandering.

Prospecting 173

Prospecting How To Call-back Objections 173

The Pipeline

MAY 14, 2019

Let’s look at prospecting. When someone has a lull in their pipeline, managers will tell them to prospect more. We have shown over and over, that if you change the focus of coach to something different, deal size, for example. certainly more than repeating the “prospect more” mantra. Less prospecting.

Sage 313

Sage Quota Coaching Proposal 313