Partners in Excellence

APRIL 30, 2024

Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process. It’s the human element. The need each of us has for human to human connection and engagement.

Represent 100

Represent Presentation Up-sell Start-ups 100

Partners in Excellence

NOVEMBER 3, 2023

Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh! Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh! Thanks for the insight, Brent.”

Technology 117

Technology Technology Conversion Clients 117

Search Engine Land

FEBRUARY 5, 2024

The concern is that it’s only a small step between streamlining processes and removing human intervention entirely. Marketing efforts have to keep up with changes in human behavior and appetite. There still needs to be some human input for the AI to generate something worthwhile. No, I don’t believe it will. It is smart.

Engineering 129

Engineering Pitch Growth Strategize 129

Partners in Excellence

AUGUST 28, 2023

Complex B2B change and buying processes are messy—and they are getting messier! For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. A few data points: Increasing numbers of change and buying projects fail! They start/stop.

Presentation 107

Presentation Start-ups B2B Process 107

Partners in Excellence

JANUARY 8, 2024

Somehow, we seem to have lost the idea there is a human being sitting at the other side of our outbound efforts. Somehow, we seem to have lost the idea there is a human being sitting at the other side of our outbound efforts. They are human beings. Personas don’t buy, titles don’t engage in discussions.

Prospecting 115

Prospecting Service Customers 115

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. We are still that human that was at home in the morning and has many different motivational drivers. We are still that human that was at home in the morning and has many different motivational drivers.

Drivers/motivators 107

Drivers/motivators B2B B2C Quota 107

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element. Ryan is the author of the hit new sales book Story Getter.

Sell 93

Sell Up-sell Engineering Conversion 93

Search Engine Land

MAY 8, 2024

This article explores the SEO-UX paradox and how businesses can achieve visibility and user delight through a holistic approach that aligns with search engine algorithms and human needs. ” The peak-end rule refers to the fact that, as humans, we are much more likely to remember the peak (emotionally) of an experience and the end of it.

UX 100

UX Objectives and Key Results User Experience Legal 100

Martech

FEBRUARY 20, 2024

Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions. Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions.

Strategize 124

Strategize B2B B2C Trust 124

Sales Gravy

MARCH 24, 2024

Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships. Think about your own experiences: every time you buy something, that's just the beginning of your journey with that brand.

Growth 81

Growth Customers Strategize Technology 81

Heinz Marketing

OCTOBER 24, 2023

A good kick-off has 3 key objectives: Confirm initial buy-in from stakeholders (I say initial because buy-in needs to be maintained) Set reasonable expectations Activate the next steps This puts a lot of pressure on the kick-off, and for good reason. While that is helpful, humans relate to humans. Make it relatable.

Strategic planning 115

Strategic planning Objectives and Key Results Strategize Presentation 115

Partners in Excellence

AUGUST 30, 2023

Human interaction is remarkably inefficient. It’s the sloppiness, the messiness, the inefficiency of human interaction that makes these interactions so much fun. An human interaction, by design will always be inefficient. It can free us up to spend more time having more human interactions and engagement.

High impact 106

High impact Conversion Trust Technology 106

Partners in Excellence

SEPTEMBER 25, 2023

Too often, the targets of our “efficient outreach” are human beings. And human interaction is not designed for efficiency. But they impact our ability to connect effectively with other human beings. Human interaction is infinitely messy. Deprived or human interaction, we suffer, we experience loneliness.

Technology 127

Technology Technology High impact Meeting 127

Heinz Marketing

DECEMBER 14, 2023

The importance of finding someone on the buying committee who will be the mobilizer… someone who has the willingness to not just buy, but to fight (or advocate) for the solution in the group since B2B sales are consensus driven. We can’t give it all away, but here are some highlights below. It is not just a book.

B2B 124

B2B Sales Presentation Clients 124

Search Engine Land

JANUARY 17, 2024

data processing, content creation, media buying), allowing marketers to focus on more strategic work. However, AI still requires human supervision. For content creation, AI can generate text, images and videos but lacks human creativity and judgment. AI may miss nuances that a human would catch.

Objectives and Key Results 113

Objectives and Key Results Territory Campaign Retail 113

Search Engine Land

JUNE 14, 2024

Video: The secret weapon for brand differentiation and growth Video is a powerful medium because it leverages human-to-human connection. In this YouTube creative and media buying agency, Purple blessed us with the opportunity to iterate their current creative while also applying deep analysis.

B2C 85

B2C Education B2B Consult 85

Search Engine Land

NOVEMBER 20, 2023

million Model : AI writing plus human contribution Estimated AI-written articles : 141,855 (U.S. This is a consequence of Google algorithms assessing their AI-written content as not good and not helpful enough, despite the human contributions to them. Or you simply want to learn more about the state of AI for SEO.

A/B testing 133

A/B testing Click Through Rate Real Estate Niche 133

Martech

JANUARY 29, 2024

It also has marketers asking two age-old philosophical questions, “What does it mean to be human?” Navigating humanity and authenticity concerns of LLMs We are all still human No matter how connected humans are, how sophisticated a business’s targeting is, or how much data there is about us, we are still human.

Closing 96

Closing Technology Technology Technique 96

SaaStr

JUNE 4, 2024

There was a one-on-one relationship between humans and the mailbox, with one rep to one mailbox. For now, closing is still done by humans. However, industries are being built like development platforms where engineers would rather buy from a bot. If we go back before 2018, even to 2015, it was a world where SDRs ran outbound.

Contact 90

Contact B2B Price Prospecting 90

Partners in Excellence

AUGUST 31, 2023

I’ve never been at a place where we struggled to answer the phones or respond to emails with customers wanting to buy our products. And despite the fact that model is broken and failing, we persist in dehumanizing the selling and buying experience. They recognize that every human interaction is, by definition, messy.

Sell 126

Sell Assembly Line Growth Prospecting 126

Search Engine Land

JUNE 29, 2023

These include new price match monitors, AI-generated buying guides, and review summaries, all aimed to “help you shop and save with confidence,” Microsoft said. Here is a video of how Bing’s sidebar shows you the price history over time and also alerts you after the price drops: Buying guides. Price match monitors.

Retail 126

Retail Price Launch Engineering 126

Martech

DECEMBER 27, 2023

However, while GenAI has become a formidable copilot to marketers, make no mistake: humans and AI are better together. Maximizing collaboration between the technology and human teams is the path to performance.“ Maximizing collaboration between the technology and human teams is the path to performance.“

B2B 123

B2B Government Technology Technology 123

Search Engine Land

MARCH 6, 2024

So, how do we create winning ads when two layers of technology promote less human involvement? Danny Gavin, founder and chief strategist at Optidge Internet Marketing Agency in Houston, TX, said: “AI should not be used without consideration in ad creation; while AI is beneficial, human input remains crucial.”

A/B testing 124

A/B testing Campaign Networking Engineering 124

PandaDoc

MAY 13, 2024

Humans aren’t purely rational — psychology influences every decision we make. Because without understanding the psychology behind buying and selling, you’re a mere outsider looking in. Why do people buy? However, the secret sauce has to do with human psychology. People buy to solve problems. Why does it matter?

Closing 52

Closing Legal Real Estate Trust 52

Search Engine Land

MAY 17, 2024

As a parent, I love the idea of buying toys made in America. AI will finally make that happen, which is why every major tech company is shifting its focus to it. The AI wars will make them all pale in comparison because AI is the future to which all of those technologies pointed. Each of them is missing something. Here’s what it told me.

Manufacturing 114

Manufacturing Government Promote Retail 114

Partners in Excellence

OCTOBER 5, 2023

In a world in which AI role in buying/selling becomes increasingly important; in a world where we exploit LLMs to drive our ability to engage customers and for them to engage us, where do trust and trustworthiness fit? It’s the human to human connection. We’ve created a new concept, “Deepfakes.”

Trust 126

Trust Construction Represent Technology 126

Partners in Excellence

MAY 21, 2024

Today, these are still some of the things I love about selling: Learning about new technology, becoming the expert on it, understanding customers and how to compose the perfect combination of solutions to meet their needs, and helping customers make decisions about what to buy and why and how.

Sell 115

Sell Drivers/motivators Technology Technology 115

Partners in Excellence

APRIL 8, 2024

Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges. In spite of everything, customers are still buying, though the economy drives them to focus on mission critical purchases. For much of their buying, this makes sense.

Quota 118

Quota Trust Pitch Up-sell 118

Martech

NOVEMBER 6, 2023

B2B and B2C customers, despite their different needs, are still human decision-makers. Unpleasant buying processes and subpar service deter B2B customers. They may value feeling like they’re entering a partnership rather than buying a product or service. In the crowded B2B space, reaching your target audience is challenging.

B2B 131

B2B Customers B2C Cold Call 131

Martech

MARCH 30, 2023

Nothing compares to real human data, and it is available if you look for it. Revella describes this process using what she calls the “ 5 rings of buying insight ,” which are: Priority initiative insight : Hearing real buyers describe the “trigger moment” when your buyers knew they needed to spend money on a problem.

Conversion 127

Conversion Entertainment Trust Customers 127

SaaStr

MAY 1, 2024

So when a prospect does, that often means they want to buy. And talking to a real human being, especially to a vendor without a brand that is not that well known, often is all it takes. Most SaaS companies steer away from phone support in general, and especially for lower-end and trial prospects/customers.

Conversion 96

Conversion Presentation Prospecting Start-ups 96

Martech

OCTOBER 13, 2023

In this case, honesty means being human, genuine and transparent. It is on brand using your unique voice, keeping a human feel to your messaging. Marketing technology is progressing at such an accelerated pace that it’s hard to keep up and easy to let the tech do the driving. It depends. Are you getting the results you want?

Campaign 133

Campaign Drivers/motivators Clients Technology 133

Partners in Excellence

MAY 25, 2023

There are those that promise to bring us 100s of qualified leads if we connect, then buy. That is connecting with another human being in a very human manner. And the concept of Connection, engaging another human being, is not limited to our social channels. Daily, I get connection requests from all sorts of people.

Trust 98

Trust Product Service Conversion 98

Martech

MAY 9, 2024

A: I think some people thought this technology could completely replace human agents. There is a risk of misunderstanding human semantics. Ivan Ostojic is Chief Business Officer at Infobip, the omnichannel marketing platform focused on communications, conversations, chat and messaging. A: Yes and no. A: A hundred percent.

Appointment 81

Appointment Technology Technology Follow-up 81

Search Engine Land

FEBRUARY 1, 2024

When presented with a choice, humans will respond logically. Humans do not make decisions rationally. We implicitly know this as human beings, but the systems we created to determine whether a behavior or pattern falls within the “expected” range did not. At its core, behavior economics calls that concept out as a lie.

Drivers/motivators 115

Drivers/motivators Electricity Trust Start-ups 115

Partners in Excellence

JANUARY 22, 2024

Then I ask, “What does [Insert the name of a human being] care about?” And we are surprised when customer prefer a rep-free buying experience. We are scripted and measured on our ability to execute those scripts, not our ability to create meaning with customers–and other human beings. They don’t know.

Customers 110

Customers GTM Trust Up-sell 110

Partners in Excellence

JUNE 10, 2024

On reflection, FOMU is a part of our lives, it’s part of being a productive, engaged human being. First, those of you who know me well, know my preferred acronym is FOFU, but FOMU is the Fear Of Messing Up. FOMU, from the customers’ perspectives has been nicely articulated my friends, Matt Dixon and Ted McKenna.

Up-sell 100

Up-sell Start-ups Sell Conversion 100