Partners in Excellence

NOVEMBER 29, 2023

Most of the time, the customer might respond with, “Tell me more… ” Or possibly, “why are they seeing that as an issue?” For example, some years ago, someone was prospecting me. I was interested in learning more, but he disappointed me by not being able to respond to my interest.

High impact 125

High impact Pitch Conversion Prospecting 125

Martech

JUNE 14, 2024

Take the case of genAI as an assistant, helping users find their way around their dashboards, their messaging apps, their datasets, summarizing documents and chats and answering questions posed in natural language. I just tabbed over to Google Gemini and asked it to write the next sentence in the article. Everybody’s got one.”

Gaming 98

Gaming SQL Government CRM 98

Partners in Excellence

MARCH 6, 2024

One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money. I asked every person that answered the door.

Sell 121

Sell Non-Profits Cold Call Clients 121

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. They talked about the features and functions, they talked about the user interface and ease of use, they compared their solutions to competition, they even offered to give me a demo. What do your solutions do?”

Start-ups 117

Start-ups Up-sell Conversion Product 117

Iannarino

JULY 18, 2021

There is nothing wrong with using technology to manage transactions, but removing human beings does not just reduce costs—it cheapens every interaction. The nature of my relationship with this company is purely transactional, though I am a little disappointed every time Mr. Bezos fails to send me a “Have a Pleasant Winter Solstice” card.

Cold Call 311

Cold Call Electricity Clients Drivers/motivators 311

ClickFunnels

DECEMBER 18, 2022

We all test things like button color, headlines, and font size, and then we give credence to whatever A/B test results we see… but results are only valuable if there’s a significant sample size. They don’t just change the headline, they change all of the copy, the images, and maybe even the traffic source. cold traffic). Grab a pen. .

A/B testing 246

A/B testing Angle Conversion Cross-sell 246

Search Engine Land

FEBRUARY 19, 2024

If you’d asked me a year ago about voice search, I would have thought of my Alexa Echo or Google Home device. Now I just think about speaking out loud to whatever device is near me. My friends with kids tell me their kids use voice for most things. And this can inform what a site needs to answer. billion units.

Entertainment 127

Entertainment Technology Technology Gaming 127

Sales Pop!

JUNE 5, 2024

Connecting personally to build unique relationships is a lesson that continues to guide me in my business journey. A colleague introduced me to postings that may be helpful for my audience. Uncertainty hit as I was already posting a fair amount, but one more idea came to me to give it a try.

Cold Call 78

Cold Call Referrals Growth Gaming 78

Partners in Excellence

MAY 6, 2024

Too often, we ask it do things for us, “Generate a prospecting letter…, Tell me how to handle an objection… , Write a response for me…” Responding to our requests, it does exactly what we ask it to do. It provides us the answers we ask for. Everyday, we see horrible applications of GenAI tools.

Prospecting 73

Prospecting 73

Partners in Excellence

APRIL 1, 2024

Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series. They brought me on, I was given a list and told to start calling! From 2018 onwards, I’ve built 3 companies supporting the sales org. Sales is service.

Sell 103

Sell Finance Quota Sales Experience 103

Partners in Excellence

NOVEMBER 30, 2023

Of course, this individual has never looked at my LinkedIn profile, which might be a place to start learning about me. As far as I can tell, she has never looked at our website, which would also give her more insight in “learning about your company.” The only focus is on them and telling me about their offerings.

Construction 110

Construction Conversion Clients Meeting 110

Martech

JUNE 10, 2024

Here’s something somebody asked me! After that, how to improve prompts to get even better answers from me. Answer: There could be several potential reasons why a B2B IT services company is experiencing high engagement rates but failing to generate inquiries, meetings, free consultations, or free assessments.

A/B testing 86

A/B testing Consult Campaign B2B 86

SaaStr

MAY 14, 2024

When you combine traditional ML activities like anomaly detection with newer things, like LLMs, you get this interactive interface where you can say, “Hey, can you summarize for me the anomalies we’ve had in the last hour or minute?” Did You Say Hype Cycle? GenAI does change everything. However, that doesn’t protect us from the hype cycle.

UX 89

UX Intrinsic Product Conversion 89

Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. It was so easy to talk about how amazing Mark was when he was standing right there…but now all the words feel like shadows to the bright light he represented to me and so many who knew and loved him.

X-functional 122

X-functional Sports Represent Start-ups 122

Partners in Excellence

JUNE 9, 2023

“Why can’t I just give you the answer? It’s going to take me such a long time to write all this out… ” I, also, suspected showing my google query (which is actually how I got the answers in later years) would be unsatisfactory. .” At the time, I remember always being annoyed.

Presentation 68

Presentation Process Customers Go To Market 68

Hubspot

JANUARY 15, 2024

Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you. Many moons ago, I was pitching a huge deal to Sony Pictures.

Prospecting 82

Prospecting Follow-up Pitch Clients 82

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? And the answers ChatGPT gives us are the same it gives everyone else.

Objection handling 118

Objection handling Construction Technique Drivers/motivators 118

Partners in Excellence

MAY 6, 2024

When I was younger, I used to go with him when he visited customers to give them quotes and collect their payments. When I was younger, I used to go with him when he visited customers to give them quotes and collect their payments. Those foundations gave me enough selling experience to pivot into tech.

Sell 88

Sell Technical Sales Up-sell Technology 88

Martech

JUNE 11, 2024

Once we’ve had a piece of software, we just plug it in and let it run. Descriptive analysis : Summarizes historical data to identify trends and patterns, answering “What happened?” ” Diagnostic analysis : Explores the underlying reasons behind observed trends, answering “Why did it happen?

Government 81

Government Start-ups CRM Campaign 81

Martech

APRIL 22, 2024

Here’s something somebody asked me! After that, how to improve prompts to get even better answers from me. Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. I am trained with MarTech content.

Lead generation 100

Lead generation Click Through Rate Contact Follow-up 100

Search Engine Land

APRIL 16, 2024

We wrote about this exact same thing just over a year ago in How The Verge gamed Google with its ‘best printer 2023’ article. We wrote about this exact same thing just over a year ago in How The Verge gamed Google with its ‘best printer 2023’ article. Sound familiar? Why we care. The article. SEO best practices? Google Gemini.

Gaming 113

Gaming Engineering Technology Technology 113

Understanding the Sales Force

JANUARY 27, 2024

We are only two weeks away from the 2024 Super Bowl and it got me thinking. You probably have the same stories showing up in your news feed as me. You probably have the same stories showing up in your news feed as me. Example One: Dave asks a question, the prospects don’t answer it, and oh, it’s a turnover!

Sports 73

Sports Cross-sell Gaming Sales 73

Search Engine Land

JUNE 4, 2024

Lots of insights and opinions have already been shared about last week’s leak of Google’s Content API Warehouse documentation, including the fantastic write-ups from: Rand Fishkin Mike King (on the iPullRank site and here on Search Engine Land ) Andrew Ansley But what can link builders and digital PRs learn from the documents?

Trust 132

Trust Start-ups Pitch Closing 132

SaaStr

DECEMBER 25, 2023

So a little while ago someone that had worked with me many years ago reached out. I Just Really Don’t Want to Work That Hard.” I sort of dismissed it until I talked with another exec I’d worked with just a little long ago, but really barely knew at all. And it just doesn’t work that way anymore. Ok folks. I hear you.

Customers 92

Customers 92

Partners in Excellence

FEBRUARY 28, 2024

” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. ” At the same time, I challenged Christian and others to answer the same question.

Customers 114

Customers Contract Consult Electrical Engineering 114

Heinz Marketing

DECEMBER 14, 2023

He dropped some not-yet and little-known details just for us. We can’t give it all away, but here are some highlights below. Why it’s not just what you are good at , but what you are uniquely good at. Known as having the “biggest crystal ball in B2B sales,”. Why we must be buyer-focused vs. selling-focused.

B2B 124

B2B Sales Presentation Clients 124

Partners in Excellence

MARCH 4, 2024

In an unfortunate masterpiece of poor timing, I entered the industry just before Congress passed a whole new set of laws deregulating the financial industry, which soon forced clueless hotshots like myself to go out into the real world and try to bring in customers. So, tell me why I should bank with you.” One day this all changed.

Sell 73

Sell Appointment Finance Pitch 73

Partners in Excellence

APRIL 16, 2024

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 Gyms, just like most of the pundits and experts would go out of business if people could just meet their commitments. I contribute my fair share to the clutter.)

Cross-sell 114

Cross-sell Pipeline Meeting Presentation 114

Salesforce

MARCH 19, 2024

When you’re a Serviceblazer, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. Is this community for me, too?” The answer is yes! You understand the pivotal role technology plays in shaping the future of customer service. Table of contents What is a Serviceblazer?

Networking 135

Networking Negotiate Service Contact 135

Search Engine Land

SEPTEMBER 6, 2023

Here’s something somebody asked me! After that, how you can improve prompts to get even better answers from me. Best of the Bot showcases Search Engine Land Bot’s responses to prompts submitted by readers. The language model is based on content from Search Engine Land layered on top of ChatGPT.

Contact 133

Contact Engineering User Experience Trust 133

Search Engine Land

SEPTEMBER 14, 2023

If we’re breaking them down, we want to try to avoid introducing unrelated topics, even accidentally and it can go astray in your answers.” ” Be defined : “Avoid technical terms that might be known to us, but maybe ChatGBT just isn’t as savvy on understanding the context behind the term or the jargon. .”

Follow-up 140

Follow-up Start-ups Presentation Process 140

Martech

APRIL 15, 2024

Here’s something somebody asked me! After that, how to improve prompts to get even better answers from me. Answer: To send a push message with a deep link, you will need to follow these steps: 1. Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. I am trained with MarTech content.

Territory 81

Territory Referrals User Experience Conversion 81

Martech

AUGUST 22, 2023

Give me a problem, and the first thing I’ll tell you is how we’re going to solve it. In my conversations with marketers, they bring me lists of things they want to do, but when I ask them why they need them, they have one standard answer: “The boss wants it done. Remember the COVID times?

Strategize 93

Strategize Start-ups Follow-up Campaign 93

Partners in Excellence

AUGUST 17, 2020

Too often, we go to our managers looking for answers. Great managers tend not to give answers. They don’t provide the answers, in truth they may not know the answers. It’s so easy to all into the trap of giving answers, even if our intention is to help our people learn, develop, and grow.

Growth 106

Growth Product Sales 106

Partners in Excellence

APRIL 5, 2024

It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts. So it remains stimulating and exciting after many years. ” Thanks for sharing your story Martin! .”

Sell 117

Sell Territory Consult Contract 117

Martech

JUNE 4, 2024

Thanks for having me. If you spend any amount of time among the B2B marketers on LinkedIn, you’re familiar with the arguments for and against lead generation and demand generation. Lead generation is a well-entrenched growth strategy, especially among the marketers at large enterprise organizations. Their growth was built on a lead gen model.

SQL 103

SQL Lead generation Education Pipeline 103

Partners in Excellence

FEBRUARY 2, 2023

I learned the structure of mathematics, and how to use mathematics and arithmetic formulas to get answers. I understood how those answers were derived, the reasoning logic underlying those numbers. The HP-35 made it totally unnecessary for me to understand how to add/subtract, multiply/divide. The HP-35 just gave me the answers.

Presentation 62

Presentation Closing Sell Process 62