Partners in Excellence

SEPTEMBER 27, 2023

I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. It’s not just in our business lives, but permeates all parts of our lives. It’s not just in our business lives, but permeates all parts of our lives.

Growth 137

Growth Gaming Technology Technology 137

Search Engine Land

APRIL 11, 2024

. ‘People Also Consider’ badge on a search for our brand.” ” “What else is there for people to also consider on a search for my brand? ” “Is this what they have been doing by matching all branded terms to keywords? ” What Google is saying. Why we care.

User Experience 109

User Experience Engineering Service Process 109

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? What will they tell their friends or colleagues about their experience — will they even mention it? Do you think customers will talk about how they were “wowed” by their AI experience?

Customers 114

Customers Hospitality Technology Technology 114

Martech

APRIL 11, 2024

In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. And now, the explosion of artificial intelligence in marketing. Higher-ups want us to do more with less (efficiency).

B2B 119

B2B Manufacturing Technology Technology 119

Search Engine Land

MAY 17, 2024

Here’s what advertisers told Search Engine Land: Manipulation and deceptive practices Sarah Stemen (Paid Search Specialist and Founder): “Their willingness to rewrite help desk documents, frankly, feels shocking after such revelations.” Spoiler alert: it’s not good.

Trust 142

Trust Price Consult Clients 142

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. What is Selling Bad Breath? It is all about them and has little to do with the customer.

Sell 73

Sell Pitch Quota Up-sell 73

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 129

Customers High impact Consult Process 129

Martech

FEBRUARY 27, 2024

Now it’s time to shed a different kind of mask: the one we wear over our emotions. It exposes our anxieties and unveils our passions, desires and the connections we crave. Finding out what truly matters It is essential to acknowledge the lingering anxieties from the pandemic; they’re reminders of what matters.

Campaign 101

Campaign Clients Trust Drivers/motivators 101

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’ve done their homework, they are now in the final phases, they are considering alternative solutions.

Sell 126

Sell Up-sell Start-ups Customers 126

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Our goal here should be to create well-optimized, people-first content.

Process 121

Process Objectives and Key Results Angle Follow-up 121

Search Engine Land

SEPTEMBER 21, 2023

Wix is used by about 2.5% There is nothing Wix customers need to do, this is now on by default. We’re excited to release the integration with IndexNow as part of our collaboration with Microsoft Bing ,” said Einat Hoobian-Seybold, Product Lead at Wix. What is IndexNow. Why we care. How it works.

Engineering 108

Engineering Promote Customers Process 108

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Sales Education Finance 52

Martech

JUNE 13, 2024

What’s on your email rap sheet? No discussion of email lawbreaking is complete without throwing a few jailhouse confessions into the mix to illustrate my point that all of us have committed some marketing infraction, either because we didn’t know any better, we were desperate or someone (like a boss) made us do it.

Campaign 85

Campaign Retail Click Through Rate Commission 85

Search Engine Land

MAY 13, 2024

We rarely stop to think about the lightning speed of modern information access. Try picturing a time when answers lived only in libraries – it seems archaic now. Through this exercise, you’ll understand: Why search engines started using entities : What problems did they solve? How can this augment your search results?

Engineering 117

Engineering Construction Start-ups Process 117

Martech

MARCH 28, 2024

Is your marketing team tired of hearing about AI? Marketing teams now find themselves surrounded by AI. Most notably, the introduction of ChatGPT put AI in the hands of just about anyone who wanted to use it. Improved efficiency How many of the things that you do daily can be done faster with a little help from AI?

CRM 120

CRM Technology Technology Campaign 120

Martech

APRIL 18, 2024

The second-annual Green Media Summit at New York’s Javits Center last week showed the promise of greener pastures for marketers and customers concerned about harmful business practices overheating the planet. Why we care. Our operations are fairly lean,” said Matthew Cullinen, HSBC Bank’s VP of global sustainability.

Transportation 98

Transportation Finance Strategize Promote 98

Martech

DECEMBER 18, 2023

If marketing is to be responsible for customer data, then marketing must insist that it is responsible for this wherever it exists in the company. But be careful what you ask for. Why are we doing this data program? Talk about it often and ensure leaders know your process to achieve this. And if not now, when?”

Government 139

Government Campaign Strategize Customers 139

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others? Conversations shut down, there is no engagement.

Construction 117

Construction Pipeline Gaming Conversion 117

Search Engine Land

JUNE 7, 2024

If you’re chasing trends right now to try and spike your traffic – and by that, I mean choosing the tactic of the week, like using generative AI or large language models (LLMs) without investigating their viability or whether they match your strategy and business – it will probably come back to bite you. We care about “thinking differently.”

Intrinsic 103

Intrinsic X-functional Angle Niche 103

Martech

DECEMBER 13, 2023

For everybody else, you’re kicking back, polishing up your year-end reports and wondering what the big deal is. From these conversations, I discovered some true approaches to innovation and a humble approach to what they were doing. Instead, you must focus on the specifics of what you need. You’re the lucky ones.

A/B testing 116

A/B testing Strategize Retail Clients 116

Martech

OCTOBER 13, 2023

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. We now have machine learning and AI driving much of our marketing platforms. We can now automate most of our marketing efforts. We still need to use our brains. It depends.

Campaign 132

Campaign Drivers/motivators Clients Technology 132

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). Typically, this relates to products or services.

Non-Profits 115

Non-Profits Drivers/motivators Finance Service 115

Salesforce

MARCH 7, 2024

We all know it’s the key to great email marketing , but it’s one thing to know it and another to do it. But what exactly is segmentation in practice, and how do you make sure you’re doing it correctly? What you’ll learn What is email segmentation? What you’ll learn What is email segmentation?

Objectives and Key Results 114

Objectives and Key Results Customer Relationship Management SQL A/B testing 114

Martech

JANUARY 8, 2024

Years ago, I was working with an ecommerce team that would hire and fire based on what they saw in their Google Analytics dashboard. Now, it seems as though every massive tech company on the internet is restricting the flow of consumer data on their own devices, operating systems and platforms. The reason for this is one word: privacy.

Drivers/motivators 121

Drivers/motivators Trust Government Represent 121

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 115

Sell Commission Up-sell Quota 115

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. Economic or industry trends: Do you have the right awareness? Still, it is good to do your research.

Strategize 140

Strategize Launch Start-ups Engineering 140

Search Engine Land

OCTOBER 26, 2023

What Soulo and Dmytro Gerasymenko, founder and CEO, want is a disclosure that the article was edited by Semrush. Ahrefs seemed to indicate they believe the article (which now has the title of Ahrefs vs Semrush: Which SEO Tool Should You Use in 2023?) Doing business’ as in strategically owning media. Little sympathy for Ahrefs.

CTR 120

CTR Strategize Engineering Customers 120

Salesforce

MARCH 19, 2024

You understand the pivotal role technology plays in shaping the future of customer service. And you love building community with others who know what it’s like to walk in your shoes. Let’s take a few minutes to explore what this community is, why it’s important, and why so many Serviceblazers get so much out of it.

Networking 135

Networking Negotiate Service Contact 135

Martech

SEPTEMBER 20, 2023

As a result, customers were not able to access services for several hours. This is about our public cloud access service,” Shanmugam Chinnasamy, SVP of Salesforce Sales Cloud Engineering, said during a video call with customers. We faced issues in our morning around the attachments section (files, notes, etc.)

Service 107

Service Networking Contact Trust 107

Partners in Excellence

JANUARY 29, 2023

I read an important article by Elizabeth Spiers, Layoffs by Email Show What Employers Really Think of Their Workers. For years, I’ve been writing about the mechanization of selling. Customers have become depersonalized widgets that we move along our selling assembly lines. Yet we display no loyalty to them.

Assembly Line 132

Assembly Line Trust Clients Technology 132

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. And then there are the consequences of not doing so. Our jobs are at stake, even our companies are threatened. ” How do we break out of this?

Quota 109

Quota Commission Pipeline Pitch 109

Partners in Excellence

JUNE 16, 2023

Over the past week or so, I’ve been writing a lot about our commitment to the status quo. How we seem to continue to do the same things, over and over, even when they are failing. I’ve written about how we are trapped in “business as usual.” What if we fail?”

Conversion 104

Conversion Follow-up Prospecting Start-ups 104

Salesforce

JANUARY 17, 2024

The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. Let’s look at this through the lens of a typical customer. Let’s begin.

Drivers/motivators 116

Drivers/motivators Trust Territory Technology 116

Martech

JUNE 6, 2024

When you organize your data around “the customer,” you assume “the customer” has the same meaning for all your use cases. The general purpose of a customer data platform (CDP) is to gather information from different sources and consolidate that data into a single record. You have a single customer record for Joe Smith.

Customers 90

Customers Hospitality Territory Government 90

Partners in Excellence

MAY 15, 2022

As sales people we learn about the importance of developing relationships with our customers. Once, my team was making a $5M purchase of PCs for our sales people. Rather than working with my team, he focused on our personal relationship and our past working relationship.

Customers 119

Customers Trust Drivers/motivators Meeting 119

Partners in Excellence

SEPTEMBER 14, 2023

Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. What about the endless internal meetings we have?

Sell 138

Sell CRM Technique Territory 138

Partners in Excellence

MAY 25, 2024

I’ve always been confused about this thinking, “Why is SaaS based revenue any more predictable than any other revenue model?” But we have this concept of what SaaS is that limits our thinking about how we can build and scale companies. As a result, we see too many software companies failing. predictable.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73