Partners in Excellence

APRIL 11, 2024

Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in our communities, and in society. She and I are concerned with the increased polarization we see in our communities and society.

Sell 116

Sell Manufacturing Up-sell Launch 116

Salesforce

JANUARY 2, 2024

A better question might have been, “Can we even afford to find out?” But, with better access and more choices, AI implementation has become less an abstract vision for the future, and more akin to a New Year’s resolution — you know you should do it, if only you could get started. Meet your team Where will AI add value?

Government 115

Government Trust Technology Technology 115

Martech

FEBRUARY 8, 2024

Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? “We just signed up for this Eloqua thing. We need you to set it up, and figure out how we use it.” We were one of Eloqua’s first customers and that’s where my adventure with marketing automation began.

B2B 116

B2B Technology Technology Pipeline 116

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. Let’s get into the pain points first. It wasn’t practical or feasible for their sales process.

Inside sales 86

Inside sales Sales Campaign Technology 86

SaaStr

MAY 8, 2024

What metrics should we expect in this environment? Sales is much harder than in 2021. Therefore, sales and marketing practices made no sense in 2020. How Does That Impact Sales and Marketing? Let’s look back at what we used to do. In 2021, many sales folks were marginally efficient. We can’t do that anymore.

Quota 83

Quota GTM Price Finance 83

Sales Gravy

OCTOBER 13, 2023

Silence Isn't Awkward— It's A Powerful Tool In this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes.

Sales 86

Sales Technique Prospecting Meeting 86

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 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Martech

MAY 17, 2024

It’s going to transform B2B sales and marketing, right? For professionals who recognize AI’s significant positive impact on sales performance, 45% still report feeling overwhelmed by the non-stop nonsense of AI tools and applications around them. Ah, there it is again — the genAI buzz. You’ve been on LinkedIn.

B2B 63

B2B Strategize Technology Technology 63

The 5% Institute

SEPTEMBER 12, 2022

In sales, positioning yourself as a trusted sales professional can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted sales professional; and how do you position yourself in this way to your potential clients?

Trust 138

Trust Clients Sales Presentation 138

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. We can’t give it all away, but here are some highlights below. Known as having the “biggest crystal ball in B2B sales,”.

B2B 124

B2B Sales Presentation Clients 124

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management.

B2B 120

B2B Cross-sell Pharmaceutical Account management 120

SaaStr

MAY 16, 2024

Remote vs. In-Person: Which is Better? Today, the majority of revenue professionals likely work multiple side hustles. So, how did they compete for engineers who were getting offers from Facebook and Google? They used the competitive advantage of recruiting out of the Midwest, where they knew the markets and the people better.

B2B 79

B2B Angle X-functional Trust 79

Martech

DECEMBER 27, 2023

Even if you go this way, mind that it’s important to keep a human touch in your marketing and sales communications while optimizing your processes. Make sure your message looks professional, and your mailbox won’t be blocked by email service providers (ESPs). We’d like to know how it’s been for you.

Follow-up 128

Follow-up Contact Trust CRM 128

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. I grew up in a family of professionals. Sales is a combination of the two disciplines.

Sell 73

Sell Retail Cold Call Commission 73

Martech

MARCH 27, 2024

Increased sales and revenue: By concentrating efforts on high-value accounts, ABM can lead to higher conversion rates and increased revenue. The personalized approach tends to resonate more with decision-makers, facilitating the sales process. This alignment can lead to improved communication and a more streamlined sales process.

B2B 108

B2B Objectives and Key Results Strategize CRM 108

SaaStr

MAY 12, 2023

So SaaS Capital put out its latest report on SaaS retention and NRR after having surveyed over 1,500 SaaS companies and professionals. We tend to intuitively think annual contracts help combat churn, but they really don’t — they just defer it. NRR Gets Better as You Cross $10m ARR. You can download it here.

Contract 124

Contract Closing Customers Sales 124

Search Engine Land

MARCH 27, 2024

Increased sales and revenue: By concentrating efforts on high-value accounts, ABM can lead to higher conversion rates and increased revenue. The personalized approach tends to resonate more with decision-makers, facilitating the sales process. This alignment can lead to improved communication and a more streamlined sales process.

B2B 106

B2B Objectives and Key Results Strategize CRM 106

Martech

MAY 6, 2024

I am the first generative AI chatbot for marketing technology professionals. After that, how to improve prompts to get even better answers from me. Please list each lead type, how to score them, and what actions should be taken for marketers and sales to approach these leads. I am trained with MarTech content.

Cross-sell 104

Cross-sell Customers Referrals Lead generation 104

The Lost Book of Sales

JANUARY 31, 2024

In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to begin. What can the seller do?

Sports 105

Sports Drivers/motivators Clients Contract 105

Search Engine Land

JANUARY 23, 2024

Google is concerned there may be confusion around the roles of its sales and support departments. The employees making those calls are members of the sales team, not support, according to a Google spokesperson. The employees making those calls are members of the sales team, not support, according to a Google spokesperson.

Commission 120

Commission Construction Represent Contact 120

Martech

FEBRUARY 26, 2024

I am the first generative AI chatbot for marketing technology professionals. After that, how you can improve prompts to get even better answers from me. If your product is priced too high compared to competitors or if customers perceive it as overpriced, it may impact sales and profitability. What could be wrong?

Price 96

Price Strategic planning Referrals Sales 96

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Sell 74

Sell Gaming Clients Sales 74

SalesProInsider

OCTOBER 13, 2022

You’ve probably never heard the term professional loneliness , but many of us have experienced it–and felt it. I define professional loneliness as not having someone “at the ready” at work. Or maybe there is no one who “gets you” and what you are trying to do with your business. But I did it.

Consult 126

Consult Networking Start-ups Promote 126

Hubspot

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Consult 77

Consult Sales Up-sell Presentation 77

Martech

FEBRUARY 8, 2024

With enhancements across LinkedIn strategy tools, lead routing and complex team management, these updates are designed to elevate your marketing, sales and service efforts. Better invoicing flexibility with manual payment recording. Please take our short survey so we can tell you the state of martech salaries and careers.

Commission 93

Commission Territory Legal Meeting 93

Search Engine Land

APRIL 17, 2024

The recent shift from “conversions” to “key events” in (GA4) represents a significant change that digital marketers, especially SEO professionals, need to understand and act on. But most executives are focused on business objectives like “raise brand awareness,” “generate leads” or “drive online sales.”

Conversion 124

Conversion Gaming Objectives and Key Results Referrals 124

Search Engine Land

DECEMBER 13, 2023

Here, we can see a spike around August and September, followed by a dropoff. My problem is that my boss complains that traffic has declined for years and we can’t figure out why.” To zoom out even further, we need to use Google Trends. So what do we do about it? Don’t panic, take a breath. But the pandemic is over.

CTR 124

CTR Niche B2B Service 124

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. 3 words for 2024 Before I signed off on 2023, I shared my views on trends and takeaways from 2023 and how we could use what we learned to inform our 2024 planning. We didn’t give up.

Government 131

Government Strategize Start-ups Technique 131

The 5% Institute

MARCH 17, 2022

In this article, we’ll share five non pushy sales techniques we encourage you to use regularly, so you can close sales more effectively, and in a consultative manner. The reason we’ve called these non pushy sales techniques, is because they can give you excellent results without breaking rapport. Personal impact.

Technique 143

Technique Closing Sales Presentation 143

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. Get inspired today What is email segmentation? Getting it right means more conversions and ultimately, a more satisfied customer base. Personalize, personalize, personalize. That’s where email segmentation comes in.

Objectives and Key Results 114

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

The 5% Institute

AUGUST 10, 2021

Our mission at The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created our video based sales training course. Find out below if our video based sales training course may be the right fit for you or your business. Our Mission.

Real Estate 145

Real Estate Sales Clients Up-sell 145

Hubspot

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of.

Consult 70

Consult Drivers/motivators B2C Education 70

The 5% Institute

OCTOBER 21, 2022

Pitching sales is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering sales pitches can mean the difference between closing the sale – and breaking rapport and starting all over again. Pitching Sales – Presenting The Right Way. Ask for the sale.

Pitch 136

Pitch Presentation Sales Clients 136

Salesforce

MAY 23, 2023

For the third year in a row, I had tanked at my sales job at Salesforce. This was 2016, the year I almost quit sales. I decided to get help instead. I reached out to mentors, hired a coach, and took a rigorous sales training course. My sales had never been better. I thought I had to fix my sales.

Quota 98

Quota Negotiate Commission Sales 98

Search Engine Land

JANUARY 26, 2024

Let’s tackle best practices for onboarding new clients and offboarding those who leave that will improve the client experience, get to work quickly, and enable future referrals. The churn rate for professional services is 27%, per a Customer Gauge report. We often request to talk to the sales and customer support teams.

Clients 95

Clients Referrals Trust Pitch 95

Salesforce

NOVEMBER 2, 2023

Brands of all sizes are using AI and automation to streamline tedious processes, personalize emails, and form better relationships with their customers. It sets the tone and expectations for your relationship, so it’s important to get right. increase in sales productivity and a 12.2% Sometimes these are automated, sometimes not.

Campaign 122

Campaign Customer Relationship Management Contact Relationship Management 122

Partners in Excellence

JULY 12, 2022

It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself. The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Every professional athlete prepares for the event.

High impact 135

High impact Technology Technology Up-sell 135