Partners in Excellence

OCTOBER 1, 2024

It helps us research our customers, prepare emails, actually do the outreach, plan calls, manage many of our responses, update CRM, understand our numbers, alert us to new opportunities, …… It seems each day, we see parts of our jobs that AI can do better than us, freeing up our time, making us more productive.

Up-Sell 139

Up-Sell Face-to-face Account Groups 139

Understanding the Sales Force

APRIL 14, 2025

I hadnt heard that song in at least a decade and as I listened to the words, I was reminded that Shania is not impressed with: Rocket Scientists Brad Pitt Guys Who Kiss Their Expensive Shiny Cars Elvis Most women would probably be impressed with that group of men but Shania is much more discerning. The average score from the 2.5

Hiring 173

Hiring Quota Guarantee Industry 173

No More Cold Calling

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Steve thought he was a social selling pro, but his first message after connecting with me on LinkedIn proved that he wasnt. What is referral selling? Effective social selling is trust-based selling.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Hubspot Sales

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. The largest age group (38%) of B2B buyers is 35-44. That process has changed dramatically. My suggestion?

Hubspot 116

Hubspot B2B Buyer Data 116

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Some firms sell products designed only for small businesses but many companies have products or services that can work for bigger companies but they have fallen into the habit of selling to smaller companies. Much buying is “paused.” A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Understanding the Sales Force

FEBRUARY 2, 2023

Is it really because they don't enjoy selling? Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 My plan was to mine OMG's data to see what might support the claim that 84% don't enjoy selling and to conduct a Google search to find the source of that claim.

Data 312

Data Google Up-Sell Groups 312

Understanding the Sales Force

NOVEMBER 15, 2024

Jack’s eyes lit up. As I pivot to selling, please watch this two-minute video before continuing the article. If they swung with their eyes open, and made any contact at all with the ball – even a foul tip – I would purchase them a video game of their choosing. He was all in! Incentives work.

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. The best customer experience companies teach their employees to educate customers rather than sell to them. Build employee engagement.

Company 423

Company Customer Insurance Insurance 423

Sales 2.0

NOVEMBER 6, 2024

Here are some recent real numbers from the front lines of selling that sales expert KD Dorsey just shared. If you look around a room of people at an event, you will see people in groups, but you will also see some people on their own, often gazing intently at their phone or coffee cup. These people need your help.

Conference 195

Conference Cold Calling Referrals Social Media 195

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. If referrals are so great (and every sales pro seemed to know that they are), then why wasn’t referral selling a priority for any sales organization? I was a member of a leads group at the San Francisco Chamber of Commerce. I knew the people in my group well. The year was 1996.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Understanding the Sales Force

AUGUST 3, 2022

I do my own weeding and that "hobby" takes up a lot of my free time. The key similarity is that both groups of salespeople have a limited number of prospects, as defined by geography or need, and therefore must continue calling on those prospects until they are sold. But what if they aren't selling consumables? But then what?

Churn 296

Churn Account Territories Consumer 296

Sales 2.0

MAY 1, 2020

We will start selling at some reasonable rate again, soonish. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. If you don’t make this a habit you may just keep snapping up the small fry that come to you more easily. Don’t panic. Big fish have big wallets.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Steven Rosen

APRIL 6, 2020

There is no playbook we can refer too, most of us are making it up as we go along. This group shared over 80 tips/ideas (47 in this post) on what they are doing to navigate through this crisis. Some of the tips may be repetitive but I wanted to capture all the great ideas and gems that the group shared. Soft skill training.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Smooth Sale

OCTOBER 2, 2024

Photo by Coffebeanworks via Pixabay Attract the Right Job or Clientele: Generational Attention: The Impact of Offline Ads Across Age Groups Although our world is becoming more digitized, offline advertising remains a powerful method for reaching diverse age groups. Among those 18-21 years old, direct mail sees a 12.4%

Groups 109

Groups Direct Mail Advertising Advertising 109

Understanding the Sales Force

JUNE 25, 2020

You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing. Things aren't always what they appear to be.

Data 296

Data Groups Objections Video 296

No More Cold Calling

DECEMBER 28, 2017

She lights up a room when she walks in. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. I never thought I could sell, because I wasn’t that kind of person. The point is, don’t forget the introverts on your account based selling teams. She thrives on the interaction.

Referrals 330

Referrals Negotiation Conference Sales Qualified Lead 330

Sales and Marketing Management

NOVEMBER 8, 2018

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. It could also give you ideas for cross-selling and up-selling later. Comfort (and trust) begin with rapport.

Pivotal 266

Pivotal Buyer Groups Follow-up 266

Bernadette McClelland

DECEMBER 31, 2018

Pick up the phone. Present to a group. Your peer groups? The foundation of what you believe to be true. About whether you can, or can’t. Plan a kick ass project. Pursue a lifelong passion. Make a difference. Be a great parent. Own your own mountain. Whose system is holding you back? Your parents? Your managers? Or… yours?

Conference 299

Conference Lead Generation Groups System 299

Understanding the Sales Force

MARCH 20, 2024

As I read and learned about the author’s methods for uncovering the truth, or proof, I felt that salespeople could learn a lot about proof of concept, presenting facts, backing up claims, return on investment, and offering credible testimonials. I mined some data from Objective Management Group, which has assessed around 2.5

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. Try these tips for reaching the decision maker: Make referrals a process and a priority: Referral selling must be your #1 business-development outreach.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Understanding the Sales Force

APRIL 2, 2018

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. Their average score for Social Selling is just 3! The top 10% of all salespeople have an average score of 76 for hunting and 23 for Social Selling. Keep in mind that across all 1.7

Social Selling 278

Social Selling Data Social Media Up-Sell 278

Bernadette McClelland

MARCH 17, 2023

Contemplating the qualities for which our Irish friends are world renowned Reflecting on how the Irish culture and qualities showed up in my broader 'Carrucan' family as I grew up and consequently impacted me, and Reminding ourselves of the lessons this community can teach us all. Not the up close, but the personal!

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Zoominfo

DECEMBER 11, 2024

Leveraging our industry-leading contact data and GTM AI, ZoomInfos WebSight Buyer ID examines anonymous visitors and identifies the ones who are high-value contacts within your buying group. Our Senior Job Posting Signal delivers real-time notifications when senior-level positions open up or are filled at key accounts.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Sales and Marketing Management

FEBRUARY 11, 2019

The sales enablement process requires identifying the process, technology, and content that aids sales teams in selling efficiently. At its core, sales enablement is all about knowing your customer — especially considering that promotional content is no longer an effective way to sell.

Education 330

Education Buyer Buyer Persona Social Media 330

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Reaching decision-makers. Coachable or not.

Comparison 313

Comparison Lead Rank Lead Scoring Hiring 313

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Social Selling 108

Social Selling Social Media Media Networking 108

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. In this article, I thought it might help if I share a bit of what they learned about their sales team.

Software 267

Software Software Follow-up Groups 267

Sales and Marketing Management

MARCH 25, 2019

The first group is more lucrative but requires time-consuming consultation. Contact with the second group, on the other hand, should be as automated as possible. Self-service tools and a well-designed online shop help cater for this segment much more efficiently and free up resources for higher-paying customers.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Partners in Excellence

MARCH 31, 2025

To be fair, he didn’t claim it to be all inclusive, but he identified 46 areas in selling/GTM for AI. Automatic call summaries/annotation, even follow up. Then you imagine how this is compounded in a group meetings/conversation. So yes, AI can do the mechanics of capturing, transcribing, summarizing, developing follow ups.

Call-back 123

Call-back Tools Follow-up Conversion 123

MTD Sales Training

APRIL 23, 2019

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Pipeliner

OCTOBER 29, 2024

Follow Up After your initial meeting, check in with them periodically. Practical Tips for Networking Groups Mark shares practical advice on how to stand out in networking groups: Consistency is Key By attending the same groups multiple times, you gradually establish your presence and build rapport with others.

Video 98

Video Lead Rank Lead Scoring Marketing 98

Zoominfo

AUGUST 8, 2024

Common Sales Enablement Activities What makes up the content, guidance, and training that’s so pivotal to providing sales and revenue specialists with the resources they need to engage customers and create conversions? Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales and Marketing Management

FEBRUARY 18, 2019

Consider the following example: You and I both sell sand to the same glass manufacturer. There is absolutely no difference between the product you sell and the product I sell. When I promise Friday delivery, half the time it shows up the following Monday. In addition, we dig the sand from the same pit.

Loyalty 290

Loyalty Airlines Banking Discount 290

Sales Gravy

MARCH 9, 2025

So I spent several weeks nervously working on my keynote speech for this group of winners. Welcome to the Sales Graveyard The sales graveyard is full of former Presidents Club winners who: Came home with a trophy and were fired because they quit selling. Were one hit wonders - winning once and never getting back into the club again.

Hotels 97

Hotels Guarantee Exact Engineering 97

Sales and Marketing Management

DECEMBER 14, 2020

The result isn’t just that they sell more of your product; it also helps them grow their business (if they’re. As technology continues to advance, the products and services salespeople are selling are getting increasingly complex, as are the channels they sell through and buyers they sell to. Training is expected.

Incentives 295

Incentives Incentive Training Channels 295

No More Cold Calling

OCTOBER 1, 2021

Random group texts offering to sell you real estate, cheap prescription drugs, or oceanfront property in Arizona. I don’t blame salespeople for filling up our various inboxes with unsolicited and unwelcome pitches. How do I sell effectively on social media? Far too many sales teams get social selling all wrong.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Janek Performance Group

DECEMBER 24, 2024

However, despite this, it would be a mistake for organizations to think they can just sign their team up for training and watch them succeed. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., In addition, customization targets specific groups of reps.

Training 118

Training Hiring How To Retention 118