Partners in Excellence

DECEMBER 9, 2021

I was coaching an outstanding sales manager. ” “Just the facts… ” Some years ago, the VP of Sales Ops on my team sat down to meet with me. Afterword: The VP of Sales Ops was Betsy. Betsy’s revelation was one of the most important pieces of feedback I’ve received in my career.

Outsourcing Services 115

Outsourcing Services Revelation Coaching Channels 115

Partners in Excellence

MARCH 8, 2024

Not fertile ground for sales folk. 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

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.” Fear Of Failure The Courage To Be A Great Sales Leader. Recently, I wrote, “ Making It Safe To Fail, Hogwash! Related Posts: Making It Safe To Fail?

Revelation 106

Revelation Ideal Customer Profile Coaching Account 106

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

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

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.

Face-to-face 128

Face-to-face Lead Rank Lead Scoring Hiring 128

Partners in Excellence

OCTOBER 31, 2013

Pipeline reviews and reporting are constant sources of contention between management and sales people. Most often the value of this activity is portrayed as the inverted triangle in this diagram. Managers are getting all the value! 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

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?” This would probably require a greater investment in both marketing and sales. I’m constantly amazed as I look at performance of organizations. Too often, however, we could/should be doing much better.

Opportunity 149

Opportunity Scale Revelation Quota 149

Anthony Iannarino

JULY 9, 2020

Some believe that because they need to make sales, everyone is a prospect. 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. You need help now.

Prospecting 112

Prospecting Strategy Face-to-face eBook 112

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 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

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

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. Related Posts: In Praise Of Boring Sales Organizations What Is The Most Important Problem To Solve Now? Solving Today's Problems Doesn't Get You To Tomorrow Sales Heroics Are Actually Sales Failures!

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

Anthony Iannarino

MARCH 16, 2020

For a very long time, salespeople have been taught to start sales presentations with their company’s story as a way to gain credibility with their prospective 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

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. We expect to, we should be pleased to, pay the full OTE out with every sales person.

Revelation 71

Revelation Commission Quota Incentives 71

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. Equipping your reps to execute.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

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. Making Sales Wagers. Sales success shouldn’t be based on an emotional wager for a desired outcome.

Sports 52

Sports Sage Revelation Face-to-face 52

Partners in Excellence

DECEMBER 19, 2022

It’s students in many of the business and sales programs in our Universities. It was a fascinating conversation about sales management and the role of managers in developing their people. The Sales Education Foundation has created a tremendous scholarship program in memory of Barbara Giamanco.

Revelation 62

Revelation Up-Sell Education Conversion 62

Nutshell

OCTOBER 21, 2019

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. That’s why I see empathy as a superpower in marketing and sales. If you remember, Jerry had this revelation in the movie. NUTSHELL: You’ve worked in B2B marketing for almost 25 years now.

Demand Generation Agencies 90

Demand Generation Agencies Marketing Top of Funnel Demand Generation Targets 90

Partners in Excellence

NOVEMBER 13, 2019

I found myself looking for mentors in different places–definitely outside sales and selling, often outside of business. I was a new sales person, cocky and thought no one could teach me anything. She, at the time, was one of the top 10 sales people in IBM–though I never fully realized that. I met Kookie at IBM.

Revelation 84

Revelation Hiring Call-back Coaching 84

Klozers

JUNE 5, 2014

Hitting Sales Targets should be one of the top goals for any Professional Sales person, yet survey after survey every year shows the majority of sales teams in every industry dont hit sales targets. In Sales more than any other job, it is easy to not only to appear to be busy, but actually be busy.

Revelation 48

Revelation Survey Social Media Guarantee 48

Partners in Excellence

JANUARY 23, 2015

Sales people, we have a PR problem, … it’s Real,…… and we probably deserve it, … and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person. My initial reaction was, “This guy is clueless about professional sales.”

Commission 48

Commission Hiring Revelation Compensation 48

Vengreso

DECEMBER 19, 2018

Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019. Which are the Sales books that will help you create more conversations and close more sales in 2019? So here comes the list that I promised you of the best Sales books for 2019.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

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

Klozers

JUNE 5, 2014

Sales Targets continue to elude many companies, but more importantly the reasons why people do not hit sales targets has finally been uncovered. If you are not already aware, every year Jim Dickie and his colleagues at www.CSOinsights.com produce a fascinating report into the state of the sales industry.

Company 46

Company Revelation Survey Discount 46

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. 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.

Revelation 48

Revelation Maximizer Consumer Account 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

Partners in Excellence

JUNE 6, 2018

The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” He went on discuss the selling distractions, arguing, “why would a sales person choose to spend their time on admin processes and things like updating CRM?”

Up-Sell 54

Up-Sell Revelation CRM Buying Cycle 54

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. With that software, tablets became the hot new sales coaching device.

Sales Enablement 62

Sales Enablement Industry Marketing Call-back 62

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound inbound, and even follow-up sales campaigns faster. We’re on iTunes.

Data 112

Data Revenue Hiring How To 112

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

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. Equipping your reps to execute.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 73

Paid Content Conversion Top of Funnel Hiring 73