Partners in Excellence

MAY 1, 2024

For my entire career, “we” are addicted to busyness. We seem to measure our worth by how we fill our calendars and that pleasant feeling of exhaustion at 10PM when we have finished a busy day. We revel in our ability to multitask, even though the data shows that multitasking makes us accomplish less.

Meeting 113

Meeting Quota Technology Technology 113

Veloxy

NOVEMBER 30, 2023

Outside sales remain invaluable to companies, even as we move towards hybrid models. In this guide, we’ll explore field sales enablement in-depth. We’ll discuss strategies to make the most of field sales’ impact and why it remains significant in today’s sales landscape.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Martech

JANUARY 12, 2024

As we slide into 2024, B2B marketing leaders face new challenges: deals are harder to close, budgets are shrinking, and expectations are rising. We must rethink what it means to be effective in marketing. But is safety really what we need right now? Is 2024 about doing more of the same?

B2B 125

B2B Construction Strategize Growth 125

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 77

Trust Start-ups Meeting Customers 77

Veloxy

JANUARY 2, 2024

In doing so, you can give your reps more time to sell while helping them reach more qualified leads. So, if your team has been wondering ‘how can we improve sales force productivity’, you’re in the right place. Get Your Free Ebook What Is Sales Productivity?

Product 246

Product Territory Objectives and Key Results Sales 246

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 126

CRM Technology Technology Pipeline 126

Veloxy

FEBRUARY 1, 2024

Having understood the importance of the most important sales metrics, we can now focus on the key ones that your sales team should track. We will examine each of these metrics more closely. But how fast should you aim to respond? But how do you calculate this conversion rate? Easy, isn’t it?

Product 130

Product Quota Objectives and Key Results CRM 130

Martech

MAY 2, 2024

Each role will have an agenda, meaning what it cares about and what motivates it. The point is that your marketing messages should vary based on each member’s particular interests. Decision makers Bottom line results. You still don’t really know who is buying what. Influencers Make my job easier.

B2B 116

B2B Drivers/motivators CRM GTM 116

Search Engine Land

FEBRUARY 19, 2024

What is voice search?” “Hi, The goal of voice search optimization is to make your content more likely to appear in voice search results.” The evolution of voice search When we think about how voice search will be used in the future, it’s not necessarily how I’m using it but looking at how the next generations are using it.

Entertainment 122

Entertainment Technology Technology Gaming 122

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 115

Technology Technology CRM Pipeline 115

Search Engine Land

MARCH 22, 2024

As an active forum user and employee of a company that owns a forum, I can confidently say that forum moderators generally have zero tolerance for self-promotional content or blatantly false information. People want to know what they can expect before they pick up the phone. HVAC companies can provide tips for changing furnace filters.

Real Estate 106

Real Estate Trust Healthcare Click Through Rate 106

Search Engine Land

MAY 14, 2024

They offered one-size-fits-all approaches that often struggled to handle the intricacies of specific niches and complex SEO activities. Better yet, you can build this tool based on your unique approach to SEO and you don’t need to be a programmer to do it. What makes our GPT unique is the expertise we add to it.

Customers 91

Customers Niche Strategize Represent 91

Martech

MAY 9, 2024

They’re not actively considering your product or seeking to make a purchase; instead, they’re feeling the pain of their current situation. The workshop format for defining entry points Creating your entry point map can be an enjoyable team-building activity that yields impactful results.

Presentation 79

Presentation Represent Prospecting Customers 79

Search Engine Land

JANUARY 11, 2024

What other sites say about you carries more weight. But amassing links solely for quantity won’t do much for your brand. Understanding Google’s ‘About this result’ feature We can find out by checking out the sources Google is using with the “ About this result ” feature.

Trust 122

Trust Engineering Represent Follow-up 122

Partners in Excellence

JANUARY 23, 2024

We have reached a “crisis” in time management. It’s finding the time to do these things. It’s finding the time to do these things. Some of the time pressure we all face is a result of the disruption, volatility, change impacting everyone. We live in a quickly changing world.

Objectives and Key Results 110

Objectives and Key Results Technique Presentation Closing 110

Partners in Excellence

JUNE 6, 2023

As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. The result is not the 2000 emails, but what those 2000 emails produced.

Product 91

Product Pipeline Prospecting Process 91

Martech

MARCH 12, 2024

There have been starts and stops along the way, but we are now seeing social media being used strategically. As a result, CMOs are getting questions from the CEO regarding the role and importance of social media in driving business impact. Here’s a list of key things CEOs should know about social media in business marketing.

B2B 78

B2B Strategize Networking Promote 78

Martech

DECEMBER 19, 2023

Then I’ll suggest how marketers should — and should not — respond to Google’s move or try to re-engage subscribers. But we need to look at the broader picture. Your Google account will remain active because of those other logins. But take a moment to check your post-send email activity reports more closely than usual.

Government 107

Government Angle Follow-up Meeting 107

Partners in Excellence

SEPTEMBER 14, 2023

Constantly doing email and social outreach, is unrealistic and unreasonable. We want to look at how effectively people are using that time, but for the moment, let me look at the time sellers spend outside this. There are a lot of powerful tools that help sellers improve their productivity in these non-selling activities.

Sell 139

Sell CRM Technique Territory 139

Martech

DECEMBER 11, 2023

Sales executives and marketers are caught in a Catch-22 that says we need more marketing activity because we have more sales resources — we have more sales resources, so we need more marketing. How did we get here? Many factors have led to the place we now find ourselves in B2B.

Quota 114

Quota Sales Pipeline B2B 114

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?

Construction 118

Construction Pipeline Gaming Conversion 118

Search Engine Land

NOVEMBER 9, 2023

Every day, we hear marketers talk about the ROI of SEO. In this article, I’ll explain why we must stop thinking like that. So, if we throw a term around, we need to understand precisely what it means. Profit = Costs / Total costs And this is where we run into difficulties. And here lies the issue.

Click Through Rate 115

Click Through Rate Clients Finance Start-ups 115

Sales Hacker

APRIL 4, 2024

And one of the best ways to do this? But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs. We’ll do this, in part, by ensuring you don’t make the ten biggest SKO mistakes we often see. With a sales kickoff (SKO). Sure, inspiration is a must.

Intrinsic 90

Intrinsic Objectives and Key Results Drivers/motivators Presentation 90

Search Engine Land

MAY 3, 2024

The following analysis is what I’ve seen and my interpretations. Even just understanding what happened in terms of the HCU and integration (or lack thereof) into the core is a whole basket of confusion for various reasons. To be clear: none of this is definitive. Not really. you’re not wrong – I’ll get to it.)

Construction 120

Construction Follow-up Start-ups Presentation 120

Martech

APRIL 29, 2024

Scott Brinker already addressed this one on LinkedIn , and he didn’t need to use many words to do so. If at first you don’t succeed, spend more money Further reading of the survey results suggest marketers in leadership positions didn’t learn much from the free-spending days. in five years. That’s not, by itself, an issue.

Technology 85

Technology Technology B2B Process 85

Search Engine Land

APRIL 22, 2024

What were the reactions to Google’s proposed tools or snippets of code? Retire : Once Google has learned what they can, there’s no reason to rely on us to feed them structured information. Deploying meta keywords was a way for a webpage to tell a search engine the terms for which the page should be findable.

Engineering 103

Engineering Start-ups Follow-up Up-sell 103

Search Engine Land

DECEMBER 8, 2023

Bidding on branded and competitor keywords in PPC can help protect your brand and steal competitors’ traffic, but should you do it? What types of brand and competitor keywords are there? Third-party brands that you do not sell but directly compete with the brands that you do. Third-party brands that you sell.

Objectives and Key Results 106

Objectives and Key Results Click Through Rate Launch Conversion 106

Search Engine Land

FEBRUARY 6, 2024

What’s most interesting is how these models can understand a website, content or individual’s reputation around a specific area of expertise. To see proof of this, ask ChatGPT Plus who someone is and what they specialize in. Thus, reputation with Google results from focusing on your reputation with the target audience.

Represent 108

Represent Engineering Niche Service 108

Partners in Excellence

AUGUST 3, 2020

We are used to setting quotas and measuring our progress against those quotas. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?” Second, are we measuring the right things? Is revenue/orders the only thing we should be measuring?

Pipeline 154

Pipeline Quota Sales Negotiate 154

Martech

SEPTEMBER 28, 2023

You can spend a lot of money trying to increase the results of your marketing communications. It won’t cost you a dime — and the results can be instantaneous. What exactly is behavioral science? More specifically, it’s the study of why they do what they do. What humans do instead is conserve mental energy.

Finance 124

Finance B2C Lead generation Up-sell 124

Partners in Excellence

SEPTEMBER 21, 2023

And there are a number of other activities that are critical to enabling those meetings. Even non selling activities at 15% can be very important uses of time. We need people to think about their territories, their customers, their opportunities, their goals. even though we may have more time to spend in those areas.

Territory 81

Territory High impact Negotiate Meeting 81

Martech

FEBRUARY 12, 2024

To build a sustainable business, companies should evolve their strategy by leveraging user data to refine positioning and extend their brand identity across channels. The ability to drive traffic and capture data enables brands to analyze what aspects of their strategy work and, more importantly, which do not.

Relationship building 102

Relationship building Repeat business Campaign Strategize 102

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. We also need to care about AI. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. Who you do it for.

Engineering 109

Engineering Networking Clients Construction 109

Search Engine Land

APRIL 4, 2024

Where do you even start? Before we set out in search of any issues, let’s make sure that this isn’t just a tracking bug. Here’s an easy example of what that might look like for my company, using GSC’s Query filter functionality and RegEx: Are you seeing relatively flat non-brand traffic changes, but a big brand swing?

Referrals 116

Referrals CTR Territory Sports 116

Search Engine Land

SEPTEMBER 12, 2023

Here’s a closer look at how AI will impact the daily activities of PPC account managers. We expect significant changes in how PPC managers work over the next few years. Despite what some people may say, automation will not eliminate jobs in PPC. There will be plenty to do! This trend will only continue.

Account management 136

Account management Gaming A/B testing Campaign 136

Partners in Excellence

JANUARY 23, 2023

The good news/bad news, is that we have so many selling and marketing tools providing us endless amounts of data–particularly around activity. We can count the number of emails, opens, click throughs. We count the number of dials, voicemails, conversations. How much and what research they are doing.

Product 68

Product Pipeline Conversion Meeting 68

Search Engine Land

FEBRUARY 9, 2024

The debate around whether TikTok should be considered a search engine continues to divide the SEO community. So, while we argue semantics within the SEO community, brands that are not considering TikTok as part of their search strategy risk losing visibility and engagement opportunities. And, please, don’t take my word for it.

Engineering 120

Engineering Meeting Presentation User Experience 120