Partners in Excellence

AUGUST 3, 2023

Does it bother her that people have so little understanding of it’s true power, instead using it in such bad form because “ChatGPT is what the cool kids do.” Here’s what she said: Dear Maxime @RepliQ, I must admit, your email was a delightful exercise in futility. Leveraging ChatGPT to imitate David Brock?

Prospecting 62

Prospecting Conversion Service Customers 62

Salesforce

JANUARY 8, 2024

You’ve heard the adage about salespeople telling a customer “Of course we can do that!” ” to close a sale. But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” Sales contracts are vital to completing any business transaction.

Contract 110

Contract Process Legal Real Estate 110

Partners in Excellence

APRIL 23, 2019

Having co-founded an early AI based software company, I have seen both the great power and many of the challenges in effectively leveraging these technologies. However, I often despair when I read much of the literature and sale pitches about exploiting AI and ML technologies. ” Most of it is naive.

Pitch 78

Pitch Technology Technology Meeting 78

Martech

DECEMBER 13, 2023

Find content creators who match your culture and can learn to or already love what you do. Find content creators who match your culture and can learn to or already love what you do. Define success and set your goals Don’t just start working with a content creator or agency without understanding what you want to accomplish.

Entertainment 76

Entertainment Campaign Trust B2B 76

Partners in Excellence

APRIL 28, 2021

We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other. We are learning customers prefer no sales engagement at all, preferring digital alternatives to sales people (virtual or otherwise).

Sell 97

Sell Cross-sell Up-sell Technology 97

Martech

FEBRUARY 15, 2023

This is especially important as marketers and people, in general, are beginning to use powerful technologies like artificial intelligence (AI) that require ethical consideration. I recently completed Max Fisher’s book, “The Chaos Machine: The Inside Story of How Social Media Rewired Our Minds and Our World.”

Government 93

Government Technology Technology UX 93

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

CRM 118

CRM Pipeline Sales Strategize 118

Partners in Excellence

JUNE 28, 2020

I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. One might think these “sales people” are focused on the simplest, transactional deals.

Sell 98

Sell Pipeline Meeting Customers 98

Partners in Excellence

MARCH 18, 2020

We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light. Technology doesn’t care whether what we do is ethical or not. Technology is a double edged sword.

Technique 107

Technique Technology Technology Prospecting 107

Partners in Excellence

NOVEMBER 24, 2019

I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” ” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We all talk about the future of AI/ML enabled marketing and sales.

Technology 80

Technology Technology Sales Niche 80

Gong.io

MARCH 12, 2018

Successful sales reps are handling sales objections in six different ways. We pulled 67,149 call recordings from our database of over 1M calls. And we analyzed them with machine learning. The original goal was to identify the “anatomy of a winning sales demo.”. Which we did.*. Five of them are intuitive.

Objection handling 102

Objection handling Quota Sales Technique 102

Partners in Excellence

OCTOBER 15, 2021

We are facing, possibly, the greatest transformation in the nature of work since the industrial revolution–where we moved from primarily agrarian based work to industrial work. Many think this is being driven by technology, AI/ML. We read, increasingly, about the “Great Resignation.”

Assembly Line 73

Assembly Line Manufacturing Government Up-sell 73

The 5% Institute

AUGUST 10, 2023

As companies embrace the flexibility and efficiency that remote work offers, even the traditional realm of sales has undergone a transformation. Remote closing sales, a term that has gained significant traction, refers to the process of finalizing sales deals and transactions without the need for in-person interactions.

Closing 52

Closing Contract Technique Clients 52

Partners in Excellence

APRIL 1, 2019

In our company, we couldn’t achieve what we do without our technology stack. In some ways, it’s an appendage we couldn’t manage to live without. If it were the technology that drove performance, we wouldn’t see the disparity in performance from different companies using the same technology.

CRM 72

CRM Account management Technology Technology 72

Lead Fuze

MAY 26, 2023

Knowing how to select a digital marketing agency is crucial for businesses looking to expand their online presence and boost sales. Furthermore, we’ll discuss the importance of transparency in communication and pricing structures as well as assessing an agency’s credibility through client testimonials and past experiences.

Objectives and Key Results 98

Objectives and Key Results Price Clients Follow-up 98

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. Simple: it’s the only one based on hard data. Our team at Gong.io Very Matrix.

Objection handling 110

Objection handling Technique Price Sales 110

Sales Hacker

APRIL 24, 2018

A data-driven sales approach. While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams.

A/B testing 53

A/B testing CRM Cross-sell Sales 53

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. Simple: it’s the only one based on hard data. Our team at Gong.io Very Matrix.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. Simple: it’s the only one based on hard data. Our team at Gong.io Very Matrix.

Objection handling 48

Objection handling Technique Price Sales 48

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Maybe we expect too much, even up to $10-20M ARR, and expect magic from product marketing.

Growth 95

Growth Cross-sell Lead generation Quota 95

Gong.io

MARCH 15, 2022

Sales forecasting isn’t revolutionary — it’s been around since the dawn of time. Forecasting relies on opinions … subjective percentages tied to “what we think” will happen. Take a single deal: A sales rep who is overly aggressive may have a different looking forecast compared to a rep who is more conservative.

Pipeline 127

Pipeline Sales Finance CRM 127

Search Engine Land

NOVEMBER 17, 2023

So, predictably, the article did what it seemed designed to do: The Verge made many search marketers angry, including me. Why we care Here’s my larger point: the Verge article was correct in pointing out a problem. What happened First, I didn’t actually want to write this piece. It’s going to be a long ride.

Engineering 124

Engineering Niche Promote Up-sell 124

SaaStr

APRIL 24, 2019

Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. In Today’s Episode We Discuss: * How did Alex make his way into the world of SaaS and come to found Scale? What two characteristics of the market should founders really look to examine?

Price 52

Price Start-ups Consult Product 52

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? It’s the question that will help companies stand out as we put 2020 behind us. As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.

Objectives and Key Results 132

Objectives and Key Results Cross-sell Sales Technology 132

The Lost Book of Sales

FEBRUARY 8, 2024

What is the value of flexibility? We'd be splitting our shares in the venture 50-50, where both would need to dole out 1000 bucks towards the initial start-up capital totaling $2000. If we become a success, I stand to greatly benefit from this too, right? But what does it mean exactly?

Construction 52

Construction Finance Strategize Price 52

Martech

APRIL 21, 2022

But if you’re trying to sell music to people, what is the most valuable of two different types of information? No, I want to see what they’re clicking on and that should trigger live personalization.” No, I want to see what they’re clicking on and that should trigger live personalization.”

E-commerce 94

E-commerce Cross-sell Customers Click Through Rate 94

Sales Pop!

SEPTEMBER 9, 2023

In the CRM space, we are in the digital transformation. In the digital transformation, we deal with knowledge as a new resource. The Development Difference This is why we at Pipeliner have focused on assembling the most advanced, complete, productive and efficient development team, and why we program more than any of our competitors.

CRM 69

CRM Pipeline Account management Appointment 69

Salesforce

MAY 2, 2022

Almost six decades later, their style of centering data around human behavior is still exactly what marketers need — and that 80% response rate shows what’s possible when data is used the right way. In the decades since the time of that data processing center, we’ve seen innovations transform the marketing landscape.

Campaign 98

Campaign Technology Technology Drivers/motivators 98

Accent Technologies

NOVEMBER 10, 2018

Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.”. A lot of CRM apprehension stems from misunderstandings. Some reps misunderstand the purpose of CRMs, and others fear that a CRM will be too difficult for them to use.

CRM 55

CRM Commission Price Sales 55

Partners in Excellence

APRIL 10, 2020

Just to be clear, for the purposes of this post, I’m talking about the application of AI/ML tools to analyze sales conversations, providing guidance to improve the quality of those conversations. We are in the early days of using conversational intelligence tools and understanding how to leverage them.

Conversion 104

Conversion Meeting Education Technology 104

SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 114

Customers Contract Price Education 114

Highspot

FEBRUARY 22, 2024

This is where the importance of Sales and Operations Planning (S&OP) becomes evident. This guide will walk sales teams through the details of S&OP. We will cover best practices, S&OP maturity tips, success metrics, common challenges, and misconceptions. What is Sales and Operations Planning?

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52

ConversionXL

APRIL 3, 2019

What a rush—24 speakers over three days at a picturesque resort. If you’re wondering what you missed, here are highlights from each of the sessions at CXL Live this year. If we added Feature X, how likely would you be to buy Y?); If so, what characteristics do we have that made you choose us over them?)

A/B testing 114

A/B testing Objectives and Key Results Referrals Niche 114