Partners in Excellence

MAY 13, 2024

It seems like everything I read about sales productivity is focused on doing more. I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. We have tools that improve our productivity in generating emails, making calls, outreach to prospects. But what do we do with that time?

Sage 143

Sage Collateral Proposal Maximizer 143

Increase Sales

APRIL 8, 2017

Have you ever read a article about selling that discussed the first rule of sales? Research your sales prospect. Yet even these are great suggestions, I contend the first rule of sales is to know yourself. How can you leverage your talents or strengths to actually increase sales? This activity can increase sales.

Sage 121

Sage Facebook Motivation Prospecting 121

The Pipeline

MAY 22, 2018

For years people and “sales experts,” have been telling us that sales as a profession, was going to shrink dramatically and salespeople will be replaced by a host of more efficient and cost-effective alternatives such as automation, artificial intelligence, and more. Buyers vs Prospects. Time Reveals All.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

The Pipeline

DECEMBER 10, 2019

In sales, this is further influenced by when you started selling. Digital natives will naturally see things differently than digital immigrants , especially when it comes to sales tools. The 2020 Nostradamus of Sales. Remember all those sages who predicted that the population of professional sellers would decline by 25%.

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Sage Up-Sell Buyer Benefit 168

Hubspot Sales

JANUARY 12, 2021

It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Maybe, they have a tendency to get hot-headed and testy with prospects.

Coaching 141

Coaching Sales Management Sage Policies 141

No More Cold Calling

JANUARY 27, 2015

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Most ask me to buy lists of Salesforce, Oracle, or Sage users. It’s not only stupid; it’s a waste of sales time. And if you’re sending mass emails to your prospects, the decision to delete you is easier than ever.

Sage 120

Sage Oracle Social Media How To 120

MTD Sales Training

FEBRUARY 15, 2018

It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. Now it doesn’t mean writing down your sales figures, although those will be the results of your work. MTD Sales Training. This involves recording what you do to win success.

Sage 154

Sage Call-back Follow-up Proposal 154

The Pipeline

OCTOBER 31, 2016

If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year. If you know the specifics of your sales cycle, average length of cycle, critical points, number of interactions (phone, live, web, e-mails, etc.),

Sage 120

Sage Sales Cycle Referrals Closing 120

Carew International

JUNE 12, 2018

I’m not saying the complexity of professional sales is on par with that of medical doctors, but the concept of progressive skill development absolutely applies. Who doesn’t want their sales team to be more proficient at specific sales challenges like negotiations, selling to the executive level or social selling?

Sage 40

Sage Training Selling Skills Negotiation 40

Hubspot Sales

FEBRUARY 3, 2021

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales.

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Inside Sales Hubspot Outside Sales Scale 136

Anthony Cole Training

MARCH 10, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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Hiring Ideal Customer Profile Sage Sales Qualified Lead 120

Your Sales Management Guru

JULY 21, 2014

Partner Hiring and Training Lessons from Sage Summit. If you’re attending the Sage Summit look to utilize your time to refine these points for your firm. The power of being at the Sage Summit is also the opportunity for ongoing development — both personal and organizational. Don’t make that mistake.

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Hiring Training Sage Vendor 87

The Pipeline

NOVEMBER 14, 2016

As an outsider, I find watching the reaction to the elections in the States on Tuesday interesting from a sales point of view. To be clear, this isn’t one of those hollow “What can sales people learn from the USA elections?” Instead on Monday they’re Sales 2.0, Oh ya, take the order).

Sage 120

Sage Account Based Marketing Fashion Policies 120

Hubspot Sales

AUGUST 2, 2020

The term "sales data analysis" can sound a bit overwhelming — all three words, individually, can be imposing in their own right. Sales" is a difficult line of work to master. Some sales data analyses are difficult, exhausting, and far from effortless — but in this day and age, it doesn't have to be that way. Let's jump in.

Analytics 138

Analytics Tools Scale Hubspot 138

Keith Rosen

JANUARY 7, 2013

Data doesn’t assess skill set, acumen, core competencies, best practices, communication, consistent execution of your sales process and ultimately, how effective and skilled each direct report is when engaging in the activities they need to in order to generate the desired results that would enable them to achieve their goals.

Sage 125

Sage Coaching Twitter Report 125

Pipeliner

APRIL 22, 2020

Stress heightens, and the thought of communicating the sales success triangle fades away quickly. What is the sales success triangle? The salesperson does not solely own sales. And when the extra effort is seen by the prospective client, credibility, and trust build to the extent, a sale is soon underway.

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Sage Commission Loyalty Networking 81

Pipeliner

OCTOBER 15, 2020

One sales training quote commonly used by sales trainers is forever in my mind. You can believe that shivers went up my spine when I heard the slogan while attending my first sales training class. The larger the company and potential sale, the greater the number of people who will participate in making the decision.

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Sage Social Media Follow-up Loyalty 98

Hubspot Sales

JULY 13, 2018

It is the basis of all security and about the only indestructible security.” - Russell Sage. Real estate sales was perfect training for the experience to go into public life because you learn to accept rejection, learn to meet new people, learn to work with people, and find common ground. Harriet Martineau. Anthony Hitt.

Real Estate 138

Real Estate Relationals Motivation Sage 138

Hubspot Sales

DECEMBER 7, 2018

The bold, red provides a pop of color to catch prospects' attention. Adding a tagline or a quote to your business card is another way to personalize it, and keep it interesting for your prospects. It is the basis of all security and about the only indestructible security." - Russell Sage. Keller Williams. Source: RockDesign.

Real Estate 109

Real Estate Sage Referrals Licensing 109

DiscoverOrg Sales

JANUARY 20, 2017

Thirteen years ago, I sat down with a mentor who gave me some very memorable and sage advice. What do Sales and Marketing teams do differently that results in more leads, meetings, opportunities, wins and revenue? Get the full report: 2017 Growth Drivers Report: Unlock the Sales and Marketing Secrets of High Revenue Growth.

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Account Based Marketing Company Cold Calling Outbound 120

Sales Hacker

FEBRUARY 14, 2023

In this guide, I’ll take you through the top 5 strategies for leveraging TikTok for B2B sales — backed by research-based stats and live examples. Why use TikTok for B2B sales? The top 5 TikTok strategies for B2B sales 1. Related: The Power of Social Selling (+ 7 Rules for Storytelling in Sales) Why? TikTok users are 1.7x

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B2B Top of Funnel Ideal Customer Profile Video 98

The ROI Guy

MARCH 23, 2011

In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.

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Sage Lead Rank Remedy Microsoft 67

Partners in Excellence

FEBRUARY 2, 2022

It doesn’t help that some of the “big names” in the field of conversational intelligence give the magic formula for successful sales conversations is to ask 4 questions and swear. This week, following their sage advice, my script on prospecting calls is: “Hi, my name’s Dave, what’s yours?

Conversion 71

Conversion Sage Objections Coaching 71

SalesProInsider

MAY 5, 2022

Imagine this scenario: A prospective clients contacts you and asks if you’ll start investing their money without providing any context into their larger financial situation, their goals, or any other discussion. Yet advisors don’t follow their own sage advice when it comes to lead generation efforts. Would you do it?

Lead Gen 90

Lead Gen Marketing Qualified Lead Leads Sage 90

Smooth Sale

JUNE 4, 2019

Trust is the soul of sales and all else you do. My Sales Story. On corporate sales teams, there are always highly egotistical people. Sales Lesson: Keep the interests of potential partners and clientele as a high priority for everyone to benefit. Sage advice suggests connecting with like-minded people.

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Influencer Sage Conference Social Media 100

SalesLoft

SEPTEMBER 16, 2015

Some of the most common missteps made by sales development reps are so small, they may not even seem like major infractions at the time. But even the most simple oversight in your sales process can cause prospects to fall through the cracks. There are two simple things you can do to make huge improvements in your sales process.

Ideal Customer Profile 52

Ideal Customer Profile Sales Process Sage Video 52

Mindtickle

SEPTEMBER 20, 2018

How Sales Enablement Leaders can Impact Business Outcomes. If the results of sales enablement programs are sometimes difficult to detect in business outcomes, it’s not hard to see why. Sales enablement leaders struggle to push change forward and make it stick. And “executive buy-in” can be hard to define, let alone secure.

Influencer 79

Influencer Sales Enablement Sage Remedy 79

LeadIQ

SEPTEMBER 10, 2018

Carl Jung was a sales baller, we just didn’t know it yet. It makes it easier to fit content into a prospect’s brain’s pattern of logic and reasoning unconsciously. If your prospect being prospected by a Ruler, they should feel like they are the best, and are working with the best. #2: 4: The Sage. You got us!

Social Selling 64

Social Selling Sage Loyalty Advertising 64

Hyper-Connected Selling

NOVEMBER 15, 2016

The more clear you are about that, the more the prospects that want to work with will click with you. That grammatically incorrect but incredibly sage advice came from one of my first sales mentors. When you can identify that, you can powerfully connect with your prospects and clients.

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Sage Real Estate Networking Demographics 72

The ROI Guy

NOVEMBER 6, 2017

Alinean’s Dan Sixsmith recently attended the annual Sales Enablement Society Conference in Dallas, with a wealth of other sales enablement experts and practitioners. These are the top 3 top things he learned, all involving ways to improve your sales conversations for maximum effectiveness: It’s Not Me, It’s You!

Conference 11

Conference Sales Enablement Sage Decision Maker 11

Braveheart Sales

NOVEMBER 12, 2020

Salespeople project their own excitement onto prospects. They think the prospects are as excited about the salesperson’s products and services as they want them to be. Once these amped-up salespeople hear any positive feedback, they believe it means the prospect will buy. Making Sales Wagers. They wanna believe.

Sports 52

Sports Sage Revelation Face-to-face 52

Nutshell

AUGUST 13, 2018

Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them. Got a story of your own?

Chemicals 86

Chemicals Hiring Follow-up Face-to-face 86

EyesOnSales

FEBRUARY 16, 2018

As a sales manager, you have a million plates spinning. Harvard Business Review says the sales industry sees a pretty consistent turnover rate — up to 30 percent of sales employees annually — and it's due, in part, to subpar talent. 1 factor for encouraging a prospect's decision to buy.

Hiring 79

Hiring Training Sage Lead Rank 79

Janek Performance Group

JUNE 30, 2023

Does your sales approach take buyer personas into consideration? You know, that ideal customer profile of your best potential prospect? Deeply knowing “who” you are selling to is critical in developing a successful sales approach. Does last year’s persona prepared by marketing still apply to this prospect?

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Buyer Persona Buyer Ideal Customer Profile Lead Rank 62

Smooth Sale

SEPTEMBER 6, 2018

Credibility and trust determine the viability of the sale. Pushing the sale without doing all of the homework leads to: Researching on one’s own terms in spite of what is said Seeking out competitive vendors for comparison Finding alternative sellers. But the classic sales books provide sage advice. Celebrate Success!

Sage 74

Sage Pharmaceuticals Commission Comparison 74

Pipeliner

MAY 2, 2019

No pain, no sale” is one of our classic quotes. And in selling, while the focus is typically on the prospect’s pain, sales teams feel acute pains as well. First, long sales cycles. With enterprise accounts, seasons pass in sales cycles. “What is enterprise selling itself?”. Often, years go by.

Enterprise 75

Enterprise Enterprise Sage Lead Rank 75

Janek Performance Group

MARCH 30, 2022

In sales, we can learn from a Cinderella story. Here are ways to create your own sales Cinderella story: Team-First Culture. The best basketball teams and sales organizations have positive cultures. In sales, this means a competitive salary that rewards hard work. Their job is prospecting and qualifying leads.

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Lead Rank Lead Scoring Coaching Compensation 62