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 115

Growth B2B Launch Follow-up 115

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 123

High impact Service Growth Conversion 123

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 119

Drivers/motivators Closing Customers Sales 119

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 118

Clients Meeting Conversion Customers 118

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 118

Manufacturing Technique Pitch Up-sell 118

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 121

B2B Strategize Technology Technology 121

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 122

Quota Growth Sell Process 122

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 114

Objectives and Key Results Pipeline Finance Quota 114

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 113

Quota Commission Pipeline Pitch 113

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 128

Sell Assembly Line Growth Prospecting 128

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 132

Education Trust Sell Product 132

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 136

User Experience Growth Conversion Engineering 136

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 126

Commission Quota Negotiate Pitch 126

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 121

High impact Meeting Customers Closing 121

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 131

Pipeline Drivers/motivators Technology Technology 131

Partners in Excellence

MAY 15, 2024

In selling, is high performance “hitting our numbers?” ” Is it max’ing our comp plans? Is it about our personal success? Many organizations, will claim to be hitting their goals–and they may be, but they are underperforming their potential. These drive everything the customer does.

GTM 122

GTM Quota Technology Technology 122

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 130

Sell Up-sell Start-ups Customers 130

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 120

Manufacturing Represent Clients Education 120

Search Engine Land

MAY 14, 2024

A new era of customized AI models is emerging. Known as custom GPTs (generative pre-trained transformers), these tools enable SEO professionals to harness the capabilities of language models like ChatGPT and tailor them to their unique processes and philosophies. With the sunsetting of ChatGPT’s plugins, custom GPTs took center stage.

Customers 126

Customers Niche Strategize Represent 126

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 112

Customers Sales Presentation Start-ups 112

Martech

MAY 15, 2024

Define the goals of your marketing and what success looks like Is your primary focus on increasing leads, growing brand awareness or creating customer loyalty? I find it best to set quarterly goals around two or three KPIs that impact revenue and account for adoption. Here are a few ways to find your “just right.”

Contract 106

Contract Objectives and Key Results Technology Technology 106

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 68

Teamwork Construction Growth Conversion 68

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. Sharethrough is the first adtech partner to make GMP+ available to media buyers and publishers through its programmatic platform.

Transportation 116

Transportation Finance Strategize Promote 116

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 125

Sell Assembly Line Territory Sports 125

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 96

Customers Manufacturing CRM Contact 96

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 145

Objectives and Key Results Quota Represent Education 145

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 137

Follow-up Prospecting Conversion Technology 137

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 132

Customers High impact Consult Process 132

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They’ve gone through all the tough work of identifying they need to change. And all we want to talk about—or are capable of talking about—are our products and solutions. Alternatively, they actually reach out, asking to talk.

Manufacturing 77

Manufacturing GTM Represent CRM 77

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

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 106

Sell Trust Growth Technology 106

Search Engine Land

MARCH 13, 2024

Be clear on who the content is for and what motivates them Knowing your customer goes back to the basics of marketing, but often when we get into a rhythm of delivering website content for SEO, it can be forgotten. Emotionally, where we care about how our decisions impact others, we’re looking to be liked, to have a sense of community.

Drivers/motivators 128

Drivers/motivators B2B B2C Quota 128

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 120

Customers Up-sell Follow-up Sell 120

Search Engine Land

APRIL 15, 2024

Understanding brand mentions From publications to social channels, right through to search platforms, conversations about brands are happening across an increasing number of touchpoints. Digital PR remains a fantastic way to achieve coverage within these online publications. Previously, the elusive “follow” link was the goal.

Manufacturing 135

Manufacturing Real Estate Strategize Territory 135

Sales Gravy

FEBRUARY 25, 2024

It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked. This mantra has guided her through the highs and lows, enabling her to lead KaTom with resilience and foresight. Her ability to navigate through grief and lead the company forward is a powerful narrative of leadership in the face of adversity.

Growth 95

Growth Strategize Technology Technology 95

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 108

Assembly Line Trust Up-sell Start-ups 108

Martech

JANUARY 25, 2024

So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. I think of three words — that’s it, just three — that will frame my priorities or personal goals for the coming year. In my company, we spent 2023 looking for AI tools we could use to help us in our business.

Government 137

Government Strategize Start-ups Technique 137