Increase Sales

MARCH 26, 2016

Last month I had an epiphany when listening to Ari Galper ask this question about content marketing: If you are providing the answer for free in your postings, why would anyone buy from you? Now another epiphany happened. Those within executive coaching and SMB sales consulting probably have this desire even more.

Epiphany 70

Epiphany Marketing Demographics Facebook 70

Pointclear

DECEMBER 27, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Adaptive Business Services

JANUARY 31, 2024

It was then that I had an epiphany. These signs looked as good as, if not better, than the signs they were buying from the other vendor and we could do them for less money. The result … we secured all of their future business including their sandblasted signs. No company is perfect. To err is human.

Transportation 71

Transportation Epiphany Banking Vendor 71

Jonathan Farrington

JULY 7, 2021

For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that […]. (..)

Epiphany 37

Epiphany Account Objections Strategy 37

Increase Sales

SEPTEMBER 11, 2015

For this generation of the early 21st century, this terrible day will “live in epiphany” as the bombing of Pearl Harbor did for those in the mid 20th century. That day of 9/11 created an “impact memory” for myself and millions of other Americans as well as world citizens.

Epiphany 70

Epiphany Face-to-face Facebook Exact 70

Pointclear

JUNE 2, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. We’ve all had moments where we get great business ideas. You see visions of making your 2013 and 2014 sales number. These are ideas that will change the course of the organization. They’ll undoubtedly yield success. Then reality hits. You don’t have the budget you need.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Pointclear

MAY 23, 2018

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Hubspot Sales

DECEMBER 22, 2017

Epiphanies occur to an open mind. Pick a day before the end of the year, shut off all of your electronics, and go into nature. Unplug from social media, notifications, screens, and Netflix. This helps you connect to your truest self. 7) Lifelong Learning. Constantly strive for knowledge and wisdom. Get a mentor. Get a mentee.

Epiphany 122

Epiphany Face-to-face Exercises Energy 122

Babette Ten Haken

SEPTEMBER 12, 2018

Arriving at that epiphany is professional innovation, in my Playbook. Perhaps it is time to fold up our professional peacock tails. It just could be we have been strutting around to serve our own, rather than our customers’, needs. Something to chew on this week?

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Increase Sales

OCTOBER 2, 2014

After his own personal epiphany, he came to the next and all future customer service training sessions hair washed and combed, uniform pressed and he walked straight with an almost bounce in his step. Previously he had attended all sessions with an unkempt appearance.

Epiphany 130

Epiphany Telecommunications Customer Service Facebook 130

Sales Evangelist

OCTOBER 31, 2014

After selling for fifteen years ago he said to himself that he was “selling like all my competitors,” he had an epiphany that forever changed his life. After selling for fifteen years ago he said to himself that he was “selling like all my competitors,” he had an epiphany that forever changed his life.

Epiphany 40

Epiphany Strategy Sales 40

Tony Hughes

NOVEMBER 4, 2018

But here is the epiphany I had in working with these focus groups and capturing their issues and insights: Customer Relationship Management has been hijacked by software technology. A common theme with delegates in these research groups was that they never ask for funding for CRM because ‘CRM as a dirty word’.

CRM 82

CRM Strategy Customer Epiphany 82

SalesLoft

JUNE 13, 2016

For instance, the CRM salesman used as an example in the book had two major epiphanies. It’s hard to break the habit of cringing and critiquing those moments that spark “I should’ve said this…” or “I should’ve done that…” epiphanies. , Craig Elias and Tibor Shanto encourage reps to, instead, practice regular won-sales analysis.

Ideal Customer Profile 52

Ideal Customer Profile Analysis Epiphany Hiring 52

Increase Sales

JANUARY 10, 2013

The small business owner will have an epiphany. Unfortunately, big ego sales managers and small business owners will always exist. And eventually one of these two things will happen: The small business will stop growing and either be shut down or sold. From my experience it usually is the former and not the later.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

Jonathan Farrington

FEBRUARY 19, 2019

I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […]

Epiphany 28

Epiphany Sales 28

Increase Sales

JULY 27, 2013

Then when things appear to be the bleakest, some of us have an epiphany and realize nakedness is part of the process to reach where we want to be. So what begins to happen is we tell the same old stories to ourselves, to our friends, our families and even complete strangers.

Epiphany 115

Epiphany Face-to-face Small Business Small Business 115

Customer Centric Selling

MAY 14, 2018

During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. In stark contrast a salesperson that came in second on every opportunity would have to live on their base salary and make frequent job changes. By its nature selling is a winner take all proposition.

Epiphany 56

Epiphany Vendor Proposal Salary 56

SugarCRM

OCTOBER 18, 2021

Then came the advent of spam in your Hotmail inbox, which spawned the marketing automation category with companies like Epiphany. Sales software didn’t talk with service software at all. Yet another category!

CRM 49

CRM eGain Siebel Epiphany 49

Zoominfo

AUGUST 20, 2019

Share an epiphany you’ve had in your personal or professional life. Which business leaders do you like following on social media? What are the best blogs in your industry? Again, let the other companies know you’re writing about them – they might link back to your blog!) What causes or issues are important to you and your business?

Epiphany 138

Epiphany Industry Follow-up Case Study 138

Increase Sales

MARCH 22, 2012

When sales management, small business owners to C Suite executives understand change must first come from within they will understand my client’s epiphany: Change is about where I am inside, about me.”. To change from under performing sales teams to high performing sales teams begins from the inside out. Share on Facebook.

Epiphany 129

Epiphany Small Business Small Business Coaching 129

Pipeliner

JANUARY 25, 2019

Epiphany breakthroughs get you to a new level of thinking. With a society and culture that wants to point the finger at someone else, it is very tough to teach accountability. Referring to this as a trap is a language that helps people realize and accept the reality of the situation.

Epiphany 40

Epiphany Lead Rank Analysis Social Selling 40

Babette Ten Haken

AUGUST 22, 2018

First, when many of us experience this professional epiphany, it takes our breath away. Often, realizing the impact of their own self bias on their professional development gives audiences and workshop participants reason for Pause. We grasp how we get in our own way of being who we are meant to be, as Professionals of Worth.

Customer 59

Customer Epiphany Retention SME 59

Babette Ten Haken

NOVEMBER 16, 2017

And that epiphany becomes the key to innovating themselves out of their current, status quo resting state. Thus, when working with you, clients create a framework for continuously creating and leveraging the value of their own professional promises to acquire and retain customers.

Epiphany 80

Epiphany Face-to-face SME Retention 80

Zoominfo

AUGUST 20, 2019

Share an epiphany you’ve had in your personal or professional life. Which business leaders do you like following on social media? What are the best blogs in your industry? Again, let the other companies know you’re writing about them – they might link back to your blog!) What causes or issues are important to you and your business?

Epiphany 100

Epiphany Scale Industry Account Based Marketing 100

Customer Centric Selling

JULY 28, 2014

They had an epiphany! It was this type of conversation that the company''s salespeople learned to have after attending our workshop that allowed them to begin to understand the value the prospect organization could realize from a relatively small investment. As a result, they modified their approach to their market.

Epiphany 61

Epiphany Prospecting Discount Engineering 61

Adaptive Business Services

FEBRUARY 6, 2019

Actually, more of an epiphany. Pays for a lot of dues. Would you rather make cold calls or follow-up on a referral? Even a warm call beats a cold call any day. Let’s finish up this article with a story. 2006 was an interesting year for me. In 2006 I was ready to go back to work but, I had no interest in management.

Networking 48

Networking Cold Calling Epiphany Face-to-face 48

Keith Rosen

MAY 19, 2011

Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. It was more directive and prescriptive advice or telling them what to do than it was coaching.”. Okay, so lets say I have not officially been coaching my team as of yet nor have I rolled out any structured coaching program.

Coaching 117

Coaching Epiphany Sports How To 117

Babette Ten Haken

AUGUST 14, 2017

When that epiphany happens, sales stupidity is no longer a viable, competitive, professional option. If machines are interoperable and collaborative with each other, evaluate what happens when a workforce also adopts the same strategy.

Competition 58

Competition Epiphany Hiring Decision Maker 58

Sales Hacker

OCTOBER 24, 2017

Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena. Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century.

Negotiation 88

Negotiation Epiphany Face-to-face Lead Rank 88

Customer Centric Selling

JUNE 24, 2015

Some scotch was involved and ultimately the epiphany came. Three months into my sales career I took a step back over a weekend and tried to figure out why a small business owner would buy a computer system. so they could improve bottom line results.

Epiphany 40

Epiphany Territories Call-back Small Business 40

Jonathan Farrington

DECEMBER 8, 2014

Maybe all new sales professionals should memorize this statement: “ Selling is the most exciting, the most invigorating and the most rewarding career in the world – if you are selling well” Gradually, as we ascend that sales success ladder, we experience a life-changing epiphany – well those of us that become successful do – (..)

Epiphany 47

Epiphany Decision Maker Pipeline Buying Cycle 47

Keith Rosen

MAY 19, 2011

Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. It was more directive and prescriptive advice or telling them what to do than it was coaching.”. Okay, so lets say I have not officially been coaching my team as of yet nor have I rolled out any structured coaching program.

Coaching 76

Coaching Epiphany Sports How To 76

Keith Rosen

MAY 19, 2011

” Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. It was more directive and prescriptive advice or telling them what to do than it was coaching.” How do I introduce coaching in a way that they would be open to exploring it?

Coaching 76

Coaching Epiphany Sports How To 76

The ROI Guy

JANUARY 25, 2017

During the earliest phases of the buyer’s journey, the buyer has yet to have an "epiphany" and need help understanding their issues, prioritizing challenges and exploring possible solutions, and it is here that sales reps can be vital and make a significant difference in ultimate win rates.

Comparison 49

Comparison Epiphany Lead Rank Lead Scoring 49

A Sales Guy

OCTOBER 26, 2012

I must have learned something along the way, however, as I still remember the day my growth-challenge epiphany occurred. I was struck sometimes by how insightful some of these authors were, and in the haze of boundless self-belief found only in youth, I favored those whose views echoed mine.

Account 113

Account Epiphany Groups Travel 113

Keith Rosen

APRIL 6, 2013

Every time I share this thought with a new group of leaders, I can literally see epiphanies in action on their faces. What I end up with on the whiteboard or flip chart every time is a list of characteristics not competencies. It’s great! BELIEFS PRECEDE ACUMEN.

Face-to-face 130

Face-to-face Epiphany Exercises Coaching 130