Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. Yet we revel in the “win,” high fiving each other, looking forward to our commission checks. If they can get it done working with sales people, they will do it.

Customer 114

Customer Prospecting Revelation Trade Show 114

Anthony Iannarino

JULY 9, 2020

You know how important it is that you acquire meetings with your prospective clients. It’s vital that you have a strategy for prospecting that results in you sitting down face-to-face or ear-to-ear or video face to video face (as may be the case). Some believe that because they need to make sales, everyone is a prospect.

Prospecting 112

Prospecting Strategy Face-to-face eBook 112

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. Buyers have changed.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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. It was both challenging and huge fun.

Revelation 157

Revelation Jigsaw Account Lead Rank 157

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. Want more content like this? Subscribe to our newsletter!

Prospecting 111

Prospecting Cancellation How To Revelation 111

Partners in Excellence

JUNE 17, 2019

I know how unfashionable it is to say this, but I hate prospecting. According to many pundits/sales experts, it is the secret to sales success. We are supposed to love and revel in prospecting. I get it, if our pipelines are empty, we have to find new opportunities and we do this through prospecting.

Prospecting 83

Prospecting Revelation Pipeline Social Media 83

The Pipeline

DECEMBER 3, 2015

Everyone knows that the prospect should be doing most of the talking during a sales call. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? Sales person makes eye contact, does not interrupt, nods almost on cue, and takes copious notes to preserve every word the prospects utters.

Revelation 120

Revelation Fashion Buyer Education 120

No More Cold Calling

DECEMBER 30, 2021

I hope you will also give yourself a bit of a break in the New Year, and also give yourself a career edge by nurturing your most valuable sales relationships: your existing clients. That’s what a client asked me a couple years ago, and I was baffled by his revelation. What happened to me is what happens to so many sales teams.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.  Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

APRIL 1, 2022

I didn’t bother, looking at the 1000’s of books in that category, I probably could find something, but I’ll keep ordering the books I want, and if I get to collect the $1.40, that’s fine, if not, Amazon can revel in the fact that I’ve let them drop $1.40 Related Posts: In A Sales Slump?

Revelation 149

Revelation eBook Channels Referrals 149

Partners in Excellence

FEBRUARY 7, 2013

Customers are self educating, they don’t want to see sales people until they have completed the majority of their buying process! We all know this–much to the chagrin of sales. Marketing is providing rich content and relevant information for customers and prospects. But the customer is really screwing things up.

Top of Funnel 125

Top of Funnel Marketing Lead Rank Sales Qualified Lead 125

The Pipeline

MARCH 19, 2015

Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. They see success, revel in it, and take their foot off the gas and their eyes off the ball. Sales Skills Tibor Shanto' Tibor Shanto.

Cold Calling 120

Cold Calling Revelation Face-to-face Call-back 120

SBI

FEBRUARY 21, 2019

SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. game changer. Definition of game changer. :a Lauren Mead, CMO of TimeTrade.

Revelation 100

Revelation Outbound Pipeline Meeting 100

Zoominfo

OCTOBER 19, 2022

All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. At that moment, reveling in victory, I realized the most critical element of sales management: People. It was thrilling.

Revelation 130

Revelation Sports Objections Motivation 130

SBI

MAY 15, 2012

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. My point here, if I still have at least your valued attention, is that your prospects won’t know what to remember most, unless you tell them.

Revelation 117

Revelation How To Decision Maker Twitter 117

Partners in Excellence

JUNE 18, 2013

This morning I was having a conversation with a sales person in a healthcare related company. We were discussing his sales strategies, value propositions, and how to get customers to buy. A lot of my early training in sales taught me to focus on “finding the pain.” It has to provide relief or a way out.

Revelation 124

Revelation Customer Face-to-face Engineering 124

Partners in Excellence

MARCH 8, 2024

He loves responding to the worst possible prospecting emails possible. Not fertile ground for sales folk. It was a life-changing experience regarding business – but not regarding sales. I tried my hand at the bloodless side of the business, writing reports and letters to prospects. we got the job).

Revelation 104

Revelation Government Course Referrals 104

Partners in Excellence

JANUARY 19, 2022

We struggle with customer/prospect engagement. We flood social channels with prospecting messages. Since sales people aren’t as helpful as they could be, they look for information and to learn through other channels. Some say all of this will displace sales people. Some say all of this will displace sales people.

Revelation 102

Revelation Customer Channels Discount 102

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. Reduce the time it takes to respond to a prospect’s interest from hours to seconds. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. At one point or another, you’re going to need the prospect to sign something.

Collateral 115

Collateral Revelation Trends CRM 115

Hubspot Sales

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. One surprising result of the 2024 B2B Buyer survey was the revelation that buyers are predominantly discovering new software tools on social media.

Hubspot 115

Hubspot B2B Buyer Data 115

Partners in Excellence

FEBRUARY 3, 2014

” He went on to describe someone who could turn around the most difficult situations, walk into a prospect and in one or two meetings inspire the customer to whip out a PO. So to be honest, I don’t believe in that concept of rainmakers, at least in complex B2B sales. High performing sales people do the work.

Hiring 121

Hiring Revelation Territories Construction 121

Partners in Excellence

MAY 1, 2024

” And we are totally bewildered by things we see happening in sales. ” Andy made a comment, “Sales is becoming so performative… ” We started diving into what that means, I won’t discuss it much in this post, Andy’s writing a fantastic book that goes deeply into this.

Revelation 133

Revelation Lead Gen Scale Face-to-face 133

Zoominfo

JUNE 18, 2018

It was a revelation. And you have to do it anyway I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “ cold calling is dead,” and people don’t answer their phones anymore. Babies are trainable!

Outbound 130

Outbound Cold Calling Revelation Demand Generation Agencies 130

Partners in Excellence

DECEMBER 10, 2012

It’s insidious–it’s not picking up the phone to make that prospecting call. But there is seldom anything we can do in sales or business that is catastrophic. Shooting From The Lip, Just In Time Sales Call Planning. Someone called an important meeting (thank goodness)! Sure it hurts! We may upset someone.

Revelation 107

Revelation Call-back Competition Study 107

DiscoverOrg Sales

JUNE 15, 2018

It was a revelation. I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “cold calling is dead,” and people don’t answer their phones anymore. Developing outbound sales takes time and training, too.

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

Hubspot Sales

OCTOBER 18, 2017

Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. To position ourselves for a good outcome, I chose to lead the sales team. 1) Improving Sales Conversations.

Lead Rank 108

Lead Rank Lead Scoring Hiring Leads 108

Partners in Excellence

SEPTEMBER 19, 2013

Basically the arguments are sales people versus management. So in this post, I’ll really focus on the sales people, so managers can stop reading here–in fact you probably should. So sales people—–Get over it! They are about helping your sales people be more productive, impactful, and effective.

System 119

System CRM Revelation Territories 119

Corporate Visions

JUNE 19, 2019

The post What You Need to Know About the Challenger Sales Model by Anton Rius appeared first on Corporate Visions. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. What is the Challenger Sales Model? What The Challenger Sales Model Gets Wrong.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85

Pipeliner

FEBRUARY 23, 2019

When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. These sales organizations make sales look easy.

Revelation 71

Revelation Lead Rank Energy Influencer 71

Sales Hacker

OCTOBER 14, 2020

Sales is the somewhat dark art of convincing people to buy stuff. But the problem is that many people, including a lot of salespeople, do see sales that way. And today we want to show you how you and your colleagues can use it to break that old idea of sales and bring new life into our old profession. The answer was plain.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Hiring 111

Partners in Excellence

DECEMBER 10, 2018

It was a group of very bright thinkers/practitioners in sales and marketing. We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?”

Revelation 92

Revelation Face-to-face Channels Segment 92

HeavyHitter Sales

AUGUST 2, 2013

My recent Harvard Business Review article titled “ Research: How Sensory Information Influences Price Decisions” was based upon a fascinating sales linguistics experiment.   The conversations salespeople have with prospective customers are quite complex. MARTIN HARVARD BUSINESS REVIEW SALES ARTICLES'

Revelation 112

Revelation Groups Study Ideal Customer Profile 112

HeavyHitter Sales

AUGUST 25, 2013

The conversations salespeople have with prospective customers involve these visual, auditory, and kinesthetic channels. Recently, a sales linguistics experiment was conducted in order to answer this question. Sales Linguistics is the study of how customers and salespeople use language during the complex decision-making process.

Influencer 92

Influencer Research Revelation Groups 92

Partners in Excellence

JUNE 25, 2024

We revel in incredible growth rates, doing better than we did last year, having aspirations to do better next year than we did this year. Let’s walk through some sales math. We competed in 1000 qualified deals (We’ve got a good team of SDRs, AEs, and Sales Support). We focus on scaling and growth. But she persists.

Scale 77

Scale Top of Funnel Revelation Funnel 77

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale. This is a sequel to The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Prospects talk uninterrupted for 3.5

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Sales Hacker

MAY 9, 2018

More of an art than a science, sales plays a critical role in almost all businesses. Yet, businesses rarely use best practices or proven sales process tips to increase success rates. We undertake this annual exercise not simply to highlight the best sales teams, but to ascertain exactly why they are so successful.

Quota 62

Quota Sales Process Revelation Lead Rank 62