Partners in Excellence

MARCH 1, 2020

We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Recently, I wrote, “ Making It Safe To Fail, Hogwash! ” It was a rant about the social psycho-babble around failure.

Revelation 106

Revelation Ideal Customer Profile Coaching Account 106

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. It’s the end of the quarter, we’ve hit our numbers. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more?

Forecasting 143

Forecasting Revelation Incentives Incentive 143

Partners in Excellence

MARCH 8, 2024

It was a life-changing experience regarding business – but not regarding sales. The only course I saw on sales (this was back 1974-76) was about strategic selling and sales management; nothing about the personal psychology of selling, which I later came to see as critical.

Revelation 103

Revelation Government Course Referrals 103

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” I’m constantly amazed as I look at performance of organizations. ” If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing much better.

Opportunity 149

Opportunity Scale Revelation Quota 149

Partners in Excellence

OCTOBER 31, 2013

From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 114

Pipeline Top of Funnel Revelation Sales Cycle 114

Igniting Sales Transformation

DECEMBER 1, 2019

The surprising thing is that this is NOT a new revelation. It must be the right interaction that happens at the right time and in the right way. Buyer expectations keep rising. How does your SKO prepare salespeople for this ongoing reality?

Meeting 130

Meeting Decision Maker Revelation ACT 130

Anthony Iannarino

JULY 9, 2020

You help them see something that they couldn’t previously, or you show it to them in a higher resolution, reveling something helpful to their future. Learn how to sell without a sales manager. You need to make sales. This eBook will help you Seize Your Sales Destiny, with or without a manager.

Prospecting 112

Prospecting Strategy Face-to-face eBook 112

Pipeliner

FEBRUARY 23, 2019

Build a practice sales culture and you will build consistent sales results. This isn’t a new revelation. So why aren’t more sales organizations and salespeople achieving mastery? Sales managers, take a close look at your weekly/monthly sales meetings. How effective are they in improving sales skills?

Revelation 71

Revelation Lead Rank Energy Influencer 71

Partners in Excellence

DECEMBER 10, 2018

Year after year, the percent of sales people making plan continues to decline. The average tenure in a sales job, whether it’s sales management or individual contributors continues to plummet. Depending on the survey, tenure of sales managers, is anywhere between 18-22 months.

Revelation 90

Revelation Face-to-face Channels Segment 90

Partners in Excellence

APRIL 6, 2015

We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. You and your colleagues, often, revel in stories about the “one that didn’t get away,” for some time. The problem is, heroic sales efforts aren’t scalable! No related posts.

Revelation 48

Revelation Margin Maximizer Competition 48

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. I have to confess, I’m a bit of an Adrenalin junkie. Talking to me about a critical deal where we must do something now, energizes me. Show me a bad pipeline that we have to “fix” quickly, I roll up my sleeves and dive in.

Revelation 74

Revelation Hiring Maximizer Strategy 74

Partners in Excellence

OCTOBER 10, 2022

” We see people (even experts) posing questions like, “How do we reduce our dependency on field sales–or sellers of all types?” ” Others revel in the fact that customers want to minimize seller engagement, preferring digital buying. 2018 Sales Management Critical Issues, Part 1.

Revelation 62

Revelation Face-to-face Retention Field Sales 62

Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. Assuming we’ve designed the comp plan correctly, having each of our people achieve full OTE payout means they have achieved their goals–and that’s our goal.

Revelation 71

Revelation Commission Quota Incentive 71

Sales Hacker

OCTOBER 14, 2020

That was extraordinary — a revelation for him and a confirmation for us. He has spent his lifetime building and running large direct-sales organizations and co-founded a $1B nationwide insurance company in the United States. He is an expert in attitude and its role in human performance and sales management.

Face-to-face 128

Face-to-face Lead Scoring Lead Rank Hiring 128

Partners in Excellence

DECEMBER 19, 2022

It was a fascinating conversation about sales management and the role of managers in developing their people. Recently, Martyn Lewis and I were invited to participate in a session with Barry Erickson ‘s students at the Michael Foster School of Business at the University of Washington.

Revelation 62

Revelation Up-Sell Education Conversion 62

Partners in Excellence

NOVEMBER 13, 2019

I was reveling in the success a client was having, but she knows it’s at moments like this that I get overconfident. For those of you that have Sales Manager Survival Guide, my favorite chapter is the last chapter. It’s about our legacy as managers, it’s really Kookie’s story.).

Revelation 84

Revelation Hiring Call-back Coaching 84

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. It’s the end of the quarter, we’ve hit our numbers. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more?

Forecasting 71

Forecasting Revelation Incentives Incentive 71

Gong.io

SEPTEMBER 19, 2018

This book is particularly well-designed for sales leaders, managers, and even founder/CEOs — really anyone who owns the responsibility of building a sales organization. It’s more of a sales management book (and one of the best ones out there, in my opinion). Conversations That Win the Complex Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. He commented that when people place bets, they generally bet on the outcome they want.

Sports 52

Sports Sage Revelation Face-to-face 52

Klozers

JUNE 5, 2014

. Sales Professionals getting involved in Customer Service , Operations, Finance  in fact they get involved with everything except closing deals. Lastly, sales people who refuse to follow any sales process. This applies to Sales People, Sales Managers, VPs of Sales and Business Owners.

Revelation 48

Revelation Survey Social Media Guarantee 48

Partners in Excellence

AUGUST 7, 2015

All sales professionals revel in doing deals. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs. There’s an adrenaline rush working on a complex deal and making it happen. Related Posts: Whose Job Are You Doing?

Revelation 48

Revelation Maximizer Consumer Account 48

Partners in Excellence

JANUARY 23, 2015

CEO’s, sales executives, sales managers should demand the highest levels of performance–but must set that example themselves. Then there’s that commission thing… Brian, and many like him are opposed to commission, but still revel in bonus programs.

Commission 48

Commission Hiring Revelation Compensation 48

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Klozers

JUNE 5, 2014

. 4 out of 10 Sales people struggle to sell value versus price. The most startling revelation however comes from the statistic that just under 2 out of 3 sales Compensation/Commission plans did not motivate people not to discount. Given all the information above it would be naive to think this would not be the case.

Company 46

Company Revelation Survey Discount 46

Anthony Iannarino

MARCH 16, 2020

You improve your chances win your dream client by continuing the sales conversation when you—and the conversations you engage in—are essential and useful to your dream clients. Learn how to sell without a sales manager. You need to make sales. This eBook will help you Seize Your Sales Destiny, with or without a manager.

B2B 108

B2B eBook Conversion Segment 108

Nutshell

OCTOBER 21, 2019

If you remember, Jerry had this revelation in the movie. I interviewed Dave Brock , who works a ton with sales leaders and sales managers. BRIAN CARROLL: Anyone who’s done something for a while has these moments that put you on a new path. And I had what I would call my “Jerry Maguire” moment.

Demand Generation Agencies 90

Demand Generation Agencies Marketing Top of Funnel Demand Generation 90

Partners in Excellence

JUNE 6, 2018

Often, this falls to Sales Ops, Sales Ennoblement and Sales Management. Ironically, the author claims to be a Sales Ops expert, but doesn’t discuss any of these issues and what Sales Ops can do to simplify the business. The problem is, some of this is necessary, but much of it distracts from TAFS.

Up-Sell 54

Up-Sell Revelation CRM Buying Cycle 54

Gong.io

JUNE 19, 2018

Get your sales manager on a call. Or your product manager. It gave us one of the most shocking revelations yet: Successful and unsuccessful closing calls look the same. The best discovery calls happen when there’s only one member from the seller’s side and one prospect involved. Or your product marketer. How do we know?

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

OnePageCRM

MAY 15, 2019

I found that sales managers are the most positive people in the world. They are the buzzing centre of businesses and, as one customer put it, “ You’ll love a sales person until the day you fire them. ”. This trip was a revelation. One Sales Manager said to me, “ You’ve no idea how much your CRM makes for us! ”

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

I found that sales managers are the most positive people in the world. They are the buzzing centre of businesses and, as one customer put it, “ You’ll love a sales person until the day you fire them. ”. This trip was a revelation. One Sales Manager said to me, “ You’ve no idea how much your CRM makes for us! ”

Customer 36

Customer Revelation CRM Lead Rank 36

Vengreso

DECEMBER 19, 2018

Don’t forget to check out the three (3) top sales management books at the end! This New York Times Bestseller tackles a psychological approach to sales. Pink shares insightful revelations about how to achieve success and breakthroughs with others. If you’re like me, you love listening to a podcast. 7 Drive by Daniel Pink.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Sales Hacker

OCTOBER 13, 2020

And basically, the first time you write a song on an acoustic guitar, which is where I write my songs, you hear it’s sort of like a revelation. You know what always strikes me is that I used to be a musician. It’s like you hear it in your head and it’s beautiful.

Data 112

Data Revenue Hiring How To 112

Allego

MARCH 9, 2023

The company’s founders, Yuchun Lee and Mark Magnacca, soon realized, however, that sales organizations need more. In addition to sales coaching , they need onboarding, learning, and sales content. They need a comprehensive sales enablement platform. That space is what we call sales enablement.

Sales Enablement 62

Sales Enablement Industry Marketing Call-back 62

Gong.io

JUNE 19, 2018

Get your sales manager on a call. Or your product manager. It gave us one of the most shocking revelations yet: Successful and unsuccessful closing calls look the same. The best discovery calls happen when there’s only one member from the seller’s side and one prospect involved. Or your product marketer. How do we know?

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Vengreso

JANUARY 13, 2023

Don’t forget to check out the six (6) top sales management books at the end! DigitalSelling #socialSelling Click To Tweet Buy the Book Here #9 Drive by Daniel Pink This New York Times Bestseller tackles a psychological approach to sales. If you’re like me, you love listening to a podcast.

Paid Content 73

Paid Content Conversion Top of Funnel Hiring 73