Partners in Excellence

SEPTEMBER 21, 2021

Coaching is one of the most important things in driving high impact performance improvement with our people. Now let’s shift gears a little, let’s think about our customers and their development. And the majority of it is high quality information. Customers need help. Where does this break down?

Customers 56

Customers High impact Territory Pitch 56

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. ” And more recently, with new customer research and AI tools, the gap has become even greater.

High impact 118

High impact Pitch Conversion Prospecting 118

Partners in Excellence

OCTOBER 6, 2022

We were talking about the inability for sellers to connect and communicate, in meaningful ways, with customers. Customers speak the language of their business. There are things critical to them, their industries, markets, and customers. And the customer, like us, may nod their heads, acknowledging the words we have said.

Conversion 83

Conversion Customers Drivers/motivators Construction 83

Salesforce

OCTOBER 11, 2022

Utilities can use this change to build trusted relationships and collaborate with customers on decarbonization efforts. No longer just a one-way relationship, the new utility-customer partnership helps us work together toward a more resilient grid and makes utilities more valuable than ever. Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Hubspot

FEBRUARY 25, 2014

We follow the paths of marketers who have tackled the same customer acquisition challenges before us. Here are three critical marketing distribution channels that you can tap into today: 1) Your Existing Customers. But what about your existing customers? When you meet prospective customers, tell them about your blog.

High impact 74

High impact Sports Strategize Follow-up 74

Salesforce

MARCH 3, 2022

His company, BioDapt , makes high-performance lower limb prosthetic components that enable amputees to participate in high impact sports like snocross, motocross, and snowboarding. And now they’re using Salesforce’s Customer 360 to dial up the wow. It’s all very customized and unique for each application.”.

Angle 98

Angle Customers Sports Gaming 98

Search Engine Land

MARCH 7, 2024

Marketers are leaving money on the table by focusing only on optimizing campaigns, not customer experiences. A campaign that leads to a customized/optimized landing page can dramatically impact overall campaign economics and customer engagement.

Drivers/motivators 91

Drivers/motivators High impact Campaign Engineering 91

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

High impact 114

High impact Service Growth Conversion 114

Cerebral Selling

AUGUST 30, 2022

When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! You ask your customer to finish this sentence: “I could [INSERT GOAL] in [INSERT TIME HORIZON] if __.”. deliver better customer service”.

High impact 234

High impact Up-sell Networking Sell 234

SaaStr

DECEMBER 18, 2023

High-Impact Proven Use Cases with AI IBM has three high-impact, proven use cases for AI. Talent Customer Service App modernization Talent None of us can build a successful company without thinking about talent. If you’re not doing it today, your competitor definitely will be.

Gaming 102

Gaming Technology Technology High impact 102

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers. Stuff happens, both with our customers and within our own organizations.

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

SEPTEMBER 28, 2023

As sellers, and as leaders, we are asking our customers and our people to invest their time in us. Rather than measuring activity or meetings, what if we started looking at high impact interactions? We did this years ago in our own engagement strategies by rethinking our customer meetings.

High impact 113

High impact Meeting Customers Closing 113

Partners in Excellence

MARCH 2, 2024

I enjoyed it even more if I could go onsite, to experience, assess then solve the problems at first hand in close collaboration with my customers. This behavior caught the attention of a regional director early in my career and he encouraged me to pursue my career in sales.

Sell 107

Sell Education Territory Engineering 107

Martech

JUNE 1, 2022

In this context, it is critical to develop strategies to keep your audience engaged and further develop your customer base. High-impact audience development strategies. Think of audience development as a timeline that involves attracting customers to your brand and keeping them loyal to your business over time.

High impact 107

High impact Campaign Niche Repeat business 107

Partners in Excellence

SEPTEMBER 21, 2023

They are the foundation of high impact conversations with our customers. As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us.

Conversion 81

Conversion Construction High impact Trust 81

Search Engine Land

JANUARY 18, 2024

Google’s Search Generative Experience (SGE) is having an “extreme” impact on healthcare queries and a high impact on ecommerce, B2B tech, insurance and education. “Marketers will have less of a say in the customer journey.

Healthcare 132

Healthcare Finance Entertainment Education 132

Martech

NOVEMBER 16, 2023

It analyzes created content and offers improvements to boost SEO performance, integrates high-impact keywords, checks web content for tone, engagement readability, and more, helping marketers maintain a consistent brand voice across all content experiences. Get MarTech! In your inbox. Business email address Subscribe Processing.

Engineering 100

Engineering User Experience High impact Technology 100

Martech

OCTOBER 19, 2023

These overlay technologies support an omnichannel marketing approach to improve the customer shopping experience and create shoppable opportunities within new or existing content. Invoca’s Signal AI Studio helps businesses create custom AI models that automatically unlock breakthrough insights from phone conversations.

B2C 106

B2C Launch High impact Market share 106

Partners in Excellence

SEPTEMBER 19, 2023

High impact content in the right channels. But the messages are always about the customer, their challenges, opportunities, and their concerns. But the messages are always about the customer, their challenges, opportunities, and their concerns. Customers still have needs to change, grow, and improve.

Pipeline 102

Pipeline Tradeshows High impact Technique 102

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. And, too often, it’s a directive engagement, “Go do these things… ” High impact coaching is a collaborative conversation, a learning conversation. It’s not a specific activity, though we tend to treat coaching as this.

High impact 62

High impact Pipeline Conversion Meeting 62

Partners in Excellence

JULY 12, 2022

They try to understand the customer–the enterprise, the individual, the specific situation. We need more calls, because we are ineffective at engaging our customers. We choose not to do the work to have high impact calls, but we think we make up for it by doing more.

High impact 129

High impact Technology Technology Up-sell 129

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways.

Territory 62

Territory High impact Pipeline Strategize 62

Partners in Excellence

OCTOBER 12, 2012

I’m probably overstating this, but it conjures up the image of that single impactful presentation where the customer immediately says, “Yes,” and pulls out an order form. Likewise, sales people need to help their customers achieve specific outcomes in their businesses. Teachers are increasingly metric oriented.

Customers 92

Customers Pitch Objectives and Key Results Education 92

Partners in Excellence

APRIL 1, 2021

Why would we use our least experienced people to create the first impression with many of our customers–particularly senior decision makers? How could they possibly have a high impact conversation with senior people? They are expected to be the first contact for prospects/customers.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

SEPTEMBER 25, 2023

Role specialization helps us more efficiently manage our relationships with customers. AEs manage qualified deals, Customer Service manages the relationships after we have closed a deal. Ant there are all sorts of other experts that may bring certain knowledge or capabilities to help in our work with customers.

Technology 120

Technology Technology High impact Meeting 120

Partners in Excellence

DECEMBER 15, 2023

” Customer: “No we don’t… ” Seller: “But others like you have these issues and have gotten a lot of value… Can you see how you might value this?” ” Customer: “No… ” Seller: “Would it be helpful if we could give you a discount?”

Construction 113

Construction Pipeline Gaming Conversion 113

Partners in Excellence

NOVEMBER 3, 2017

The digitization of business is not just about the application of technology to business, it’s really about deploying capabilities, solutions, engaging employees, customers, suppliers and communities in ways that have only been imagined in science fiction. Selling is, and always has been, about creating value with our customers.

Customers 48

Customers Transportation Healthcare Sales 48

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

OCTOBER 29, 2021

We ask questions that are intended to strengthen our positioning in the customers’ minds. Customers recognize the manipulation, they know they aren’t learning anything in the conversation. Where we may be supporting a change our customers or our people seek, we may find we have to shift our own views or thinking.

Legal 122

Legal High impact Pitch Conversion 122

Martech

SEPTEMBER 29, 2023

The AI arms race in marketing technology Martech vendors across all platforms, including data analytics, customer relationship management (CRM) systems, email marketing platforms, social media advertising and more, are racing to incorporate AI features into their products. How can marketers balance innovation and privacy?

Technology 119

Technology Technology Government Legal 119

Search Engine Land

OCTOBER 25, 2022

The Today tab lets you reach people with high-impact creative on the front page of the App Store. The ad creative for the Today tab placements are based on a custom product page you set up in App Store Connect, and must be approved for advertising before your ad can run. The Today tab. Search tab. Why we care.

High impact 91

High impact Engineering Start-ups Product 91

ClickFunnels

JULY 21, 2021

High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. Risk Reversal: Remove the risk involved for the customer/client and place that risk on your own shoulders. What benefit(s) do clients/customers get by using those features?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Sales Hacker

FEBRUARY 8, 2019

The remote sales force and customer service team is officially here. Sales and customer service teams are not immune to these larger trends. Benefits of Remote Sales and Customer Service Teams. The breakout growth of remote sales and customer service roles is happening for a multitude of reasons. Coordination.

Service 64

Service Product Customers Territory 64

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 99

B2B GTM Cross-sell High impact 99

Martech

DECEMBER 26, 2023

Organizations must develop best practices across customer facing functions, data and analytics teams, and legal to avoid damage to their brands and organizations. This includes decisions like how to segment and target customers and customer loyalty decisions.

Legal 104

Legal Presentation Technology Technology 104

Partners in Excellence

OCTOBER 19, 2022

Meaningful, high impact conversations with the right prospects and customers are what drives engagement and our ability to achieve our goals. I want to measure the number of high impact business conversations you have had with prospects or people we have never spoken to. Now those are important! Whatever it takes.

Territory 48

Territory High impact CRM Pipeline 48

Partners in Excellence

JANUARY 11, 2022

We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. Much of it drives prospect and customer disengagement. We know to be effective, we must target customers in our ICP. But our ICPs can’t be everyone.

Cross-sell 125

Cross-sell Quota High impact Prospecting 125