Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness.

X-functional 118

X-functional Price Presentation Product 118

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. 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

Cross-sell 104

Cross-sell Pipeline Meeting Presentation 104

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

Customers 120

Customers Up-sell B2B Trust 120

Martech

DECEMBER 8, 2023

The art of capturing the hearts and minds of your customers starts with crafting a brand strategy that evokes emotions and behaviors that benefit your company. Are you ready to create your own masterpiece? We need to generate $12 million in new revenue to become the market leader.” Are you looking to increase certain KPIs? “We

Electricity 133

Electricity Represent Niche Campaign 133

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. So much opportunity is lost, both for sellers and customers, because of diagnostic problems. But each requires different approaches with our customers. This article will focus on Missed-Diagnosis, or inciting customers to change.

Manufacturing 108

Manufacturing Represent Clients Education 108

Martech

FEBRUARY 27, 2024

We learned to wear masks during the pandemic, safeguarding ourselves and each other from a physical threat. 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. Let’s be honest.

Campaign 106

Campaign Clients Trust Drivers/motivators 106

Martech

FEBRUARY 14, 2024

When customer experience works, customers receive a consistent and seamless interaction with a business from touchpoint to touchpoint. TD Bank sees it as key to connecting with customers, colleagues and communities they serve. There may have been jingles in the past but nothing like what we have today.”

Customers 114

Customers Angle Strategize Trust 114

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. Without some sort of change, we never get a purchase order.

High impact 110

High impact Service Growth Conversion 110

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” Our goal here should be to create well-optimized, people-first content. Unfortunately (and ironically), this page is not helpful when creating new content. Creating a well-considered goal is essential. Grab a copy of this first.

Process 122

Process Objectives and Key Results Angle Follow-up 122

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 113

Customers Quota Up-sell Conversion 113

Search Engine Land

MARCH 6, 2024

As we navigate an AI-driven world, we must adapt our strategies to create impactful ads that resonate with their target audience. We just started getting comfortable with machine learning. Now, we’re learning how to create winning ads in an AI world.

A/B testing 122

A/B testing Campaign Networking Engineering 122

Martech

DECEMBER 4, 2023

In fact, we use it across our organization and it is foundational to how we support our clients. However, I am here to make the case for better utilization of AI which will improve the value you get from it and I believe will better position marketing to be a growth driver for your organization.

Drivers/motivators 122

Drivers/motivators B2B Technology Technology 122

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. Why are we doing this data program? Tracking the number of data sources with customer names may be an excellent first metric. Are your customer experience scores rising?

Government 141

Government Campaign Strategize Customers 141

Search Engine Land

FEBRUARY 20, 2024

This article explores how SEO can strategically influence user activation, retention, and community building to drive long-term growth and customer loyalty. The role of SEO in user activation By definition, user activation is the moment when a user achieves value. However, the role of SEO can extend far beyond just acquisition.

Construction 103

Construction Growth Engineering Service 103

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 96

Customers Drivers/motivators Construction Legal 96

Martech

MARCH 19, 2024

“Customer expectations will continue to grow year-over-year. How do we as marketers meet those expectations and set our brands apart?” “I personally believe it’s all about infusing AI, from planning all the way through analytics, which will also enable a unique customer experience.” .

Customers 99

Customers Campaign Repeat business Referrals 99

Martech

MARCH 13, 2024

Surveys and focus groups are the go-to methods for gathering customer insights to drive marketing strategy. Today, AI-powered tools like data mining and sentiment analysis offer a powerful way to augment and improve customer research. As a result, the survey findings often mismatch with actual customer behavior and preferences.

Drivers/motivators 112

Drivers/motivators Customers Technique Engineering 112

Search Engine Land

MARCH 4, 2024

If we’re not already, we will be facing a reckoning in the world of search marketing. Over the last several decades, our industry has grown and flourished on an overabundance of data. This reckoning that’s upon us is directly because of the excess data availability level that we have been accustomed to.

A/B testing 127

A/B testing Click Through Rate Campaign Trust 127

Partners in Excellence

APRIL 3, 2024

We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work.

Objection handling 108

Objection handling Construction Technique Drivers/motivators 108

Salesforce

DECEMBER 7, 2023

But how can we be confident that we are using AI to the best of our ability and pursuing AI excellence? First, recognize enduring principles, such as prioritizing customer success and ensuring a personalized user experience. It’s also important to maintain customer trust while delivering AI capabilities.

Objectives and Key Results 119

Objectives and Key Results Government User Experience Trust 119

Search Engine Land

NOVEMBER 15, 2023

Sadly, marketing success is often measured by quantity rather than the effectiveness of content in building awareness, generating leads, and converting customers. Rather, we have a free-for-all approach that produces content without direct value to the audience. This article was co-authored by Rebecca Steurer. And you need to.”

Niche 115

Niche Clients Engineering Quota 115

Heinz Marketing

MARCH 15, 2024

The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today. Only companies who genuinely grasp their customers’ challenges, goals, and buying journeys can tailor solutions and deliver tangible value.

Growth 111

Growth Customers Objectives and Key Results Teamwork 111

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. At these intersections, we must think of more detailed KPIs tailored to specific business needs. Why did we choose these KPIs?

Product 126

Product Contract Drivers/motivators SQL 126

Salesforce

JANUARY 2, 2024

A better question might have been, “Can we even afford to find out?” Which brings us to today’s big question: How can your business get started on an AI journey, and in a way that reduces costs, increases value for your customers, protects your data, and doesn’t leave your people behind? Meet your team Where will AI add value?

Government 115

Government Trust Technology Technology 115

Partners in Excellence

MARCH 5, 2024

They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. They recognize their effectiveness is based on their ability to connect, with impact, with their customers. We focus too much on shortcuts, hacks. We seem to do everything possible not to do the work.

Territory 108

Territory Sports Technique Represent 108

Partners in Excellence

MAY 9, 2023

As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation.

Teamwork 94

Teamwork Meeting Customers Process 94

Search Engine Land

FEBRUARY 19, 2024

SEO planning is no doubt important, but planning does not create a strategy. Content plan : Create a content plan to target your main keywords. If mentioned at all, the only hat-tip to strategy is to create something better. Standing out in search is not easy. The search environment is hyper-competitive. What does better mean?

Strategize 117

Strategize Niche Angle UX 117

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B 119

B2B Cross-sell Pharmaceutical Account management 119

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. Rebranding is a major strategic undertaking for any organization. Descriptive names (e.g.,

Strategize 106

Strategize B2B Legal Launch 106

Search Engine Land

APRIL 11, 2024

‘People Also Consider’ badge on a search for our brand.” Are they really about to throw all of us into our competitors’ ad auctions unsolicited and then just toss a ‘People Also Consider’ badge on those ads and call it a day? Why we care. First spotted. Or is this a sign of things to come?”

User Experience 110

User Experience Engineering Service Process 110

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 109

Construction Pipeline Gaming Conversion 109

Partners in Excellence

MARCH 14, 2024

We see a lot of uncertainty. We struggle with the idea, is there light at the end of the tunnel? We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) Since 2001 we’ve been through slowdowns a couple of times.

Objectives and Key Results 112

Objectives and Key Results Clients Drivers/motivators Start-ups 112

Search Engine Land

APRIL 9, 2024

We’ll use the hot tub industry as an example. Awareness campaigns are meant to do exactly what they say: to make customers aware of your brand so that when they finally enter the market, you have a leg up due to brand recognition. But do you understand how to implement this strategy in your accounts? Are hot tubs worth it?” “How

A/B testing 115

A/B testing Campaign Click Through Rate Promote 115

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. Alternatively, “we reduce costs by Y%.”

X-functional 96

X-functional Pitch Price Customers 96

Salesforce

APRIL 9, 2024

Yes, that’s how long companies have struggled to make sense of and extract value from what’s now called big data — datasets so large they can only be analyzed via computer. This relevant, trusted data is automatically sent to an AI model, giving it the context it needs to create high-quality outputs. How did we get here?

SQL 110

SQL Retail Service Represent 110

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 108

Customers Objectives and Key Results Growth Objection handling 108

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. We spoke with marketers from Cox Automotive and Sobeys about charting their own paths forward and how they’re finding ways to connect with customers in this complex landscape.

Government 115

Government Campaign Follow-up Conversion 115