Partners in Excellence

JUNE 3, 2024

They were variations on the same theme, “I need to get to these people to tell them how we can help them… I need to share our experience in working with customers like them… I need to schedule a demo of what we do……” Repeating myself: Customers don’t care about it until they do!

Cold Call 121

Cold Call Conversion Start-ups Presentation 121

Search Engine Land

MAY 29, 2024

Well, Google has finally commented – we spoke to a Google spokesperson about the data leak. This is not to say Google’s core rankings principles change, they do not, but the specific and individual signals that go into Google rankings do change, Google told us. Google told us. Did Google lie to us.

Represent 137

Represent Trust Engineering Follow-up 137

Partners in Excellence

MAY 29, 2024

It referred to the average tenure of GTM executives being 17 months… The article offered sound advice on how to deal with a career living in 17 month increments. My thought, in reading this was, “Why do we settle for this? Why do we consider this acceptable? Why do we continue to accept this?

GTM 114

GTM Electricity Education Start-ups 114

Partners in Excellence

MAY 31, 2024

We were talking about organizing the GTM functions to maximize performance. These discussions focus on how we structure and organize to drive higher levels of performance. Over the years, we’ve seen the development of different organizational models on the GTM side of organizations. “What do you mean, Dave?”

GTM 104

GTM Inside sales Service Customers 104

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?

Trust 118

Trust Start-ups Meeting Customers 118

Partners in Excellence

MAY 22, 2024

After all, if we are always in agreement, we would never challenge ourselves and others to think differently, to consider something new. But we struggle with disagreement, too often we deal with it poorly. We may seek to avoid it, burying our heads in the sand, never considering a different point of view.

Teamwork 114

Teamwork Construction Growth Conversion 114

Partners in Excellence

MAY 13, 2024

It seems like everything I read about sales productivity is focused on doing more. But it’s interesting how we fill the time we theoretically gain. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time.

Product 117

Product Sales CRM Technology 117

Martech

JUNE 4, 2024

The dwindling attention span in the digital age We intuitively know that social media, in particular scrolling, impacts attention spans. We also know that our consumer habits will soon become our business habits. The question is how much, and how does that impact our efforts as marketers? Why images?

Follow-up 134

Follow-up B2B Campaign Presentation 134

Search Engine Land

MAY 20, 2024

We’re in a disruptive moment, according to Alphabet and Google CEO Sundar Pichai. … As a company, we realize the value of this ecosystem, and it’s symbiotic. So we feel it.” We are engaging with a lot of players, both directly and indirectly, but I remain optimistic about how it’ll actually play out.”

Click Through Rate 128

Click Through Rate Follow-up Technology Technology 128

Partners in Excellence

APRIL 3, 2024

We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work.

Objection handling 118

Objection handling Construction Technique Drivers/motivators 118

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. What do your solutions do?” “I’m sorry,” I said, “I meant, what problems do your solutions solve? . “But they seem to be getting it done now, why do they need to change?

Start-ups 117

Start-ups Up-sell Conversion Product 117

Partners in Excellence

MAY 16, 2024

It’s focuses on exploiting any list we get, including “Dear occupant or current resident… ” And the act of cold calling is all about pitching a product, not understanding a customer. But the only people we target are people in the dead center of our ICP. How likely is the problem to be an issue for them?

Cold Call 119

Cold Call Technique High impact Pitch 119

Partners in Excellence

MAY 21, 2024

We, including me, have always focused much of our product development and GTM strategies around the concept of “Product-Market Fit.” The challenge with the concept of Product-Market fit is that it biases the way we look at things. What if we started thinking of “problems?”

GTM 116

GTM Presentation Growth Product 116

Search Engine Land

JUNE 4, 2024

We went into our analysis of the documents trying to gain insights around a few key questions: Do links still matter? How does Google define link spam? We don’t know how these are weighted, which are used in production and which could exist for experimental purposes. What’s this? The takeaway?

Trust 131

Trust Start-ups Pitch Closing 131

Partners in Excellence

MAY 14, 2024

We were talking about organizational design, performance, and a number of issues. We were talking about this in the context of organizational performance. We were talking about this in the context of organizational performance. ” “What do you mean,” she asked. But what about the spaces in between?

GTM 111

GTM Represent Education Presentation 111

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Cross-sell 114

Cross-sell Pipeline Meeting Presentation 114

Search Engine Land

JUNE 12, 2024

Here are some highlights of his keynote talk, which included a look back at what the search marketing industry has been through, how the new wave of AI change is nothing new and his bet on the fact that search isn’t going away anytime soon. We have to evolve away from a performance only view, or what I like to call the searchy view.

Commission 90

Commission Engineering Negotiate Pitch 90

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. Workloads seem to sky rocket as do demands on our time. But…… To often, I think much of the challenge we face is self inflicted. We tend to make things more complex or more difficult than they need be. Define and viciously focus on your ICP.

CRM 128

CRM Technology Technology Pipeline 128

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? We see win rates plummeting. Why is this happening?

Quota 121

Quota CRM Growth Meeting 121

Partners in Excellence

MAY 1, 2024

” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 116

Technology Technology CRM Pipeline 116

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Quota 118

Quota Trust Pitch Up-sell 118

Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact.

Price 121

Price X-functional Presentation Represent 121

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important. We may not prepare well, winging it. It was a little thing.

CRM 126

CRM Presentation Meeting Closing 126

Search Engine Land

MAY 13, 2024

Whenever a new change happens, I first try to understand what the search engines are doing and why they’re trying to accomplish it. SEO is real marketing now With every algorithm and change, we move further away from the old days of tricking the search engines and closer to having to do real marketing. They come with risks.

Engineering 141

Engineering Legal Start-ups Trust 141

Martech

JUNE 4, 2024

Canberk Beker is the head of growth at HockeyStack, a platform that helps marketers better understand how their marketing tactics contribute to growth. We spoke to Beker about how he assembled the report, what he found and what’s next for HockeyStack. We’re talking about what some people refer to as the “new demand gen.”

SQL 102

SQL Lead generation Education Pipeline 102

Martech

JUNE 12, 2024

Before understanding what value these products might deliver for marketing or the CX organization in general, it’s worth taking a closer look at what they are and how they work. We sat down with Pega CTO Don Schuerman to better understand solutions that are actually easily misunderstood. We are not talking about TikTok or Temu.

A/B testing 86

A/B testing Finance Retail Start-ups 86

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products.

Presentation 126

Presentation Closing Product Customers 126

Partners in Excellence

MAY 27, 2024

He couldn’t share much of the actual experience, but he shared how deeply it impacted him. I never knew how wrong he thought that war to be, but he was committed to serve. He felt it his mission to do everything possible to have them survive. Yet we live in a world dominated by our differences.

Service 104

Service Up-sell Meeting Sell 104

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. He tried to connect what he learned they were doing with his prospecting efforts. How do you know if he has the problem? How do you know if he cares? Let’s call him “Stephen.”

Pitch 128

Pitch Prospecting Start-ups Conversion 128

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” ” There’s something, despite how mediocre the responses are, that are provoking popularity. We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. And eventually, the shine wears off, we go back to what we always did.

Gaming 125

Gaming Engineering Presentation Start-ups 125

Martech

MAY 28, 2024

We talked to Michael Loban, InfoTrust’s chief growth officer, about why they haven’t and about what to focus on as the clock ticks down. Dig deeper: How to archive your Universal Analytics historical data So what you want to do is pull whatever data you have access to right now and put it in BigQuery. Q: What’s next? A: Correct.

Profit margin 102

Profit margin CRM Growth Process 102

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” ” We cannot focus exclusively on Top of Funnel. Let’s do a thought experiment with this as an example.

Pipeline 114

Pipeline Prospecting Closing Process 114

Search Engine Land

MAY 16, 2024

Yes, in the same week that OpenAI basically created Samantha, the AI virtual assistant from the movie “ Her ,” Google’s tagline became “Let Google do the Googling for you.” We knew this was coming. I don’t know for a fact that people are searching less on Google. I just know it’s true.

Gambling 131

Gambling Launch Follow-up Engineering 131

Partners in Excellence

APRIL 18, 2024

For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. Sure we don’t want to waste time an resources on things way outside our ICP. Why would marketing or sales do anything other than this? Win rates are based on qualified deals only.

SQL 119

SQL Quota Presentation Prospecting 119

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Assuring we help the customers solve their problems. …… But what about the reciprocal, what value do our customers create for us? Usually, we think of that in terms of the revenue the opportunity will generate for us.

Customers 131

Customers Referrals Clients Strategize 131

Search Engine Land

MAY 9, 2024

In this article, you’ll learn about information gain and how to use it to your advantage. And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). As you can see, we have three different meanings for the same term. The new buzzword in SEO is information gain. Google Patent.

Engineering 108

Engineering Angle UX Trust 108

Partners in Excellence

APRIL 2, 2024

.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. We orient all our activities to getting that order.

Customers 123

Customers Closing Presentation Product 123