Partners in Excellence

APRIL 9, 2024

Workloads seem to sky rocket as do demands on our time. Distractions whether device based, app based or self inflicted consume our time. We make our work harder than it should be, then as a result find our calendars overwhelmed. We make our work harder than it should be, then as a result find our calendars overwhelmed.

CRM 128

CRM Technology Technology Pipeline 128

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? The core issue is our customers are struggling.

Customers 123

Customers Quota Up-sell Conversion 123

Partners in Excellence

MAY 17, 2024

As individual contributors, we are conditioned to think about what we owe our managers and leaders. Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. What do we “owe” our people? We owe them our trust.

Trust 118

Trust Start-ups Meeting Customers 118

Partners in Excellence

JANUARY 19, 2024

Each morning, our inboxes and feeds are filled. Our attentions are drawn to those, we go through them, dealing with each one. Something has happened in our social feeds, we have to jump into the conversation, if only to click a like. Our phones and other devices vibrate, an alert comes up, our attention is diverted.

Clients 116

Clients Meeting Conversion Customers 116

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?” ” If we achieve our growth/revenue goals, we think we are doing well. That would double our revenue and attainment at virtually zero incremental cost of selling! Yet they fail!

Quota 120

Quota Growth Sell Process 120

Partners in Excellence

FEBRUARY 16, 2024

Average deal value declining, sales cycles extending, percent of people achieving goal at 40% and declining, tenures plummeting. Or how do we get 80% of our people achieving their goals, rather than 40%? Some would argue, “Dave, we are scaling, we are growing YoY, we are hitting/exceeding our goals!

Manufacturing 116

Manufacturing Technique Pitch Up-sell 116

Partners in Excellence

OCTOBER 11, 2023

91% of organizations failed to hit goal, yet only 31% of them felt the quotas were unrealistic. And only 1% of RevOps and 12% of Finance leaders believe comp plans are aligned with overall company goals. In the end it focused on hitting revenue goals, and balanced performance. But we didn’t abandon our other initiatives.

Objectives and Key Results 112

Objectives and Key Results Pipeline Finance Quota 112

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. It is impossible for us to grow our business.

High impact 121

High impact Service Growth Conversion 121

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Our jobs are at stake, even our companies are threatened. And the belief is that we can make our goals without being helpful to our customers.

Quota 111

Quota Commission Pipeline Pitch 111

Partners in Excellence

APRIL 22, 2024

But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? losing sight of our purpose or what our actions mean–to ourselves and others. Our acts of attentiveness shape everything and everyone around us.

Drivers/motivators 117

Drivers/motivators Closing Customers Sales 117

Partners in Excellence

AUGUST 31, 2023

Some react, “Dave, we’ve got to focus on hitting the numbers, achieving our growth goals! ” Too many view customers and prospects as objects we have to overcome or as the objects that stand in the way of our ability to achieve our goals. .”

Sell 126

Sell Assembly Line Growth Prospecting 126

Martech

FEBRUARY 14, 2024

When customer experience works, customers receive a consistent and seamless interaction with a business from touchpoint to touchpoint. TD Bank sees it as key to connecting with customers, colleagues and communities they serve. An often overlooked feature of CX is sound. This is TD’s first sonic identity,” said Strawn.

Customers 109

Customers Angle Strategize Trust 109

Partners in Excellence

MARCH 6, 2024

They don’t need a lot of education about our products. We always seem to lead with our products and focus our conversations on those. They can learn so much from our websites, the content, papers, and other materials available to them digitally. They already know that–again from our websites.

Education 131

Education Trust Sell Product 131

Search Engine Land

APRIL 8, 2024

But here’s the thing: to make content work for your bottom line, you’ve got to align your strategies with your revenue goals. To calculate ROI, you must first set clear goals for your content. What do you want it to achieve? Your content marketing goals should align with your overall business objectives.

Objectives and Key Results 122

Objectives and Key Results Promote Campaign Drivers/motivators 122

Partners in Excellence

SEPTEMBER 28, 2023

But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals. Is this something that will help me move forward in achieving my goals? So we constantly make choices about how we spend our time.

High impact 119

High impact Meeting Customers Closing 119

Search Engine Land

OCTOBER 20, 2023

The real purpose and benefit of SEO isn’t just increasing pageviews or optimizing keywords – it’s about aligning with the true north of business goals and helping to achieve them through search. The outcomes are the effects of those outputs as they relate to a business goal, such as increasing new customers.

User Experience 129

User Experience Growth Conversion Engineering 129

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. I continue to imagine, “Wouldn’t it be great if I could achieve my desired level of fitness, without having to go to the gym for an hour every day! Technology has become our savior.

Pipeline 130

Pipeline Drivers/motivators Technology Technology 130

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. They are focused on our success. Salesmanship” is more about helping the customer than our own self focus.

Commission 124

Commission Quota Negotiate Pitch 124

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. Imagine engaging the customer much earlier.

Sell 128

Sell Up-sell Start-ups Customers 128

Partners in Excellence

MAY 22, 2024

We may seek to avoid it, burying our heads in the sand, never considering a different point of view. Alternatively, we acquiesce, though we still disagree and are not aligned in what we are trying to achieve. Too often, we treat disagreement as if we are being attacked, seeking to defend ourselves and our positions.

Teamwork 114

Teamwork Construction Growth Conversion 114

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. But each requires different approaches with our customers. But each requires different approaches with our customers. This article will focus on Missed-Diagnosis, or inciting customers to change.

Manufacturing 118

Manufacturing Represent Clients Education 118

SaaStr

JUNE 7, 2024

Today, Steve Won, 1Password’s CPO, walks us through the key three principles for building a successful multi-product roadmap. First Principle: Create a Virtuous Feedback Loop It’s easy to think of product as an ivory tower, telling our teams what should be built, how it should be sold and how it should be packaged.

Product 88

Product GTM Drivers/motivators Launch 88

Partners in Excellence

MARCH 25, 2024

We focus on the things important to us, presenting our solutions and getting the buyer to choose us. They must identify their goal, what they want to achieve. They must identify their goal, what they want to achieve. We have great experience in working with customers going through the buying processes.

Customers 110

Customers Sales Presentation Start-ups 110

Partners in Excellence

JULY 31, 2023

Most of the time, as sellers, we focus on our self interests. As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success.

Customers 94

Customers Manufacturing CRM Contact 94

Partners in Excellence

APRIL 18, 2022

In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.

Objectives and Key Results 143

Objectives and Key Results Quota Represent Education 143

Partners in Excellence

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. You plan, you execute and you are accountable for producing results against tangible goals. I’m highly competitive, with myself as well as against customers’ alternatives to me. Sales IS business.

Sell 124

Sell Assembly Line Territory Sports 124

Partners in Excellence

MAY 22, 2022

What if we applied the principles of high impact, value creating selling to our work with our own people? What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people.

Customers 130

Customers High impact Consult Process 130

Martech

MAY 13, 2024

We reached $40 million in recurring revenue but lacked a forum for collaboration and idea-sharing with our several thousand customers. Customer surveys informed us that our buyers and users were hungry for this type of relational rather than transactional forum.

Growth 99

Growth B2B Launch Follow-up 99

Search Engine Land

MAY 20, 2024

The Value Proposition Canvas is a tool designed to help businesses create value for their customers. However, I have found the framework incredibly useful for content ideation, with customer fit and value at the heart of the process (as it should be). Strategies are the long-term ideas and goals.

Non-Profits 117

Non-Profits Drivers/motivators Finance Service 117

Partners in Excellence

MARCH 28, 2023

How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. When we lose sight of them, we struggle, our performance suffers. The four principles are: Focusing on the right customer. Selling is about creating value with the customer.

Sell 104

Sell Trust Growth Technology 104

Partners in Excellence

SEPTEMBER 12, 2022

” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. We focus on our effectiveness, efficiency, and productivity in generating revenue. It’s no wonder why we each struggle!

Customers 118

Customers Up-sell Follow-up Sell 118

Partners in Excellence

DECEMBER 26, 2023

The goal of each of these is increasing our efficiency. Since there were a small number of people in the word processing group, with about 75 sales people competing for their attention, we could only got through that cycle once every few weeks, seldom sending more than 30 letters a shot. But we are massively efficient!

Follow-up 136

Follow-up Prospecting Conversion Technology 136

Martech

MAY 17, 2024

But here’s where reality rudely interrupts our dream: It’s not easy, and much of the advice you read is ungrounded. Start with clear business goals and initial solution areas to achieve those goals. First, determine that AI-driven strategies effectively address your business challenges and goals.

B2B 114

B2B Strategize Technology Technology 114

Search Engine Land

MAY 30, 2024

This begs the question, “How should we use AI for our SEO content production?” I’ve encountered a wealth of useless content produced without a real end goal and no connection to a brand’s larger marketing objectives. But more content isn’t always the answer if there’s no goal tied to that content. Unfortunately, neither is true.

Product 107

Product User Experience Clients Technology 107

Partners in Excellence

MAY 24, 2024

Preface: Jim Barnet and I met through LinkedIn. But we leverage our LI relationship to share ideas, explore issues we each see happening in the markets. Certainly, it’s collaborative conversations with our customers. But we also rely on others, our managers, our teammates, others in the organization, partners.

Sell 73

Sell Retail Up-sell Technology 73

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about your customers? ” “Dave we’ve phoned several times…” And, in all of them, I get the feeling they are just going through the motions. Or I ask something, innocently, of sellers, “How is your customer measured? What are their goals/dreams?”

Assembly Line 106

Assembly Line Trust Up-sell Start-ups 106

Heinz Marketing

NOVEMBER 8, 2023

By Carly Bauer , Marketing Coordinator at Heinz Marketing At Heinz Marketing, we regularly talk about sales and marketing alignment– A strategic and collaborative approach in which a company’s sales and marketing teams work closely together to achieve common goals, increase efficiency, and improve overall business performanc e.

Meeting 116

Meeting Campaign Lead generation Strategize 116