Partners in Excellence

MAY 7, 2019

“Well, they are trying to buy a software platform, we are a strong contender,” replied the eager sales person. “Well, they are trying to buy a software platform, we are a strong contender,” replied the eager sales person. It was one of those big opportunities. “What are they trying to do,” I asked.

Customers 79

Customers Pitch Closing Process 79

SaaStr

JUNE 8, 2022

Any way you slice it, there’s an absence of humanity in the way brands communicate with customers. When you work in B2B marketing, you don’t often get a great reason to show off your work to your friends and family. Can you imagine? Honey, check out this new webinar on support workflows! We had 800 attendees.” Good luck!

Campaign 100

Campaign B2B B2C Click Through Rate 100

Adaptive Business Services

APRIL 7, 2021

Keep in mind that B2B orders tend to be bulk buys — and the bigger the purchase, the greater the commitment. Keep in mind that B2B orders tend to be bulk buys — and the bigger the purchase, the greater the commitment. It’s a battle between two contrasting proverbs: too many cooks spoil the broth, but many hands make light work.

Sell 71

Sell Gambling Trust B2B 71

Search Engine Land

SEPTEMBER 12, 2023

Years ago, when working with retailers selling products from many different brands, you typically make a separate Shopping campaign for each brand. Even the most traditional PPC manager can’t deny it anymore: Performance Max can do amazing things. Of course, that requires you to approach it with a different mindset than Search and Shopping.

Campaign 139

Campaign Retail Lead generation Pharmaceutical 139

Sales Hacker

MARCH 18, 2020

Informed and actionable business decisions now happen easily, thanks to artificial intelligence (AI) and machine learning (ML). B2B salespeople can, at a single click, determine the customer’s buying behavioral patterns and personalize content and ads to align with their browsing history, industry trends, and interest. And it works.

SQL 97

SQL Technology Technology Sales 97

Partners in Excellence

OCTOBER 1, 2018

But, as one looks at the data, one can’t help being struck by the huge wastes built into selling. But, as one looks at the data, one can’t help being struck by the huge wastes built into selling. ” But why do we let this happen in sales (and my guess in marketing.)? 94% is a very high level!

Sales 81

Sales Quota Manufacturing Gaming 81

The Bridge Group

APRIL 4, 2019

The names have varied—whale hunting, selling to big companies, target account sales, and so on—but the desire has always been the same: Get strategic on big accounts. I thought I’d share what I’ve seen change over that time both in our client work and in our experience as a consulting firm selling to named accounts.

Launch 50

Launch Strategize Territory Meeting 50

Search Engine Land

NOVEMBER 17, 2023

Everyone who wants to make a living online seems to feel trapped between two terrible options: Spam and force your way into getting people to pay attention and buy from you. When The Verge published “The people who ruined the internet” on Nov. 1, it caused a shockwave across the search engine optimization ( SEO ) world.

Engineering 125

Engineering Niche Promote Up-sell 125

The Lost Book of Sales

JANUARY 9, 2021

Learn to sell. High-level thoughts I'm not sure where I ran into Naval's content for the first time - it must have been a couple of years ago. Since then one of my friends introduced me to his tweets. As I skimmed through, they made a strong impression, but nonetheless I forgot about it shortly. Happy reading! Play iterated games.

Real Estate 98

Real Estate Gaming Construction Start-ups 98

Sales Hacker

MAY 21, 2020

In it, Founder and CEO of social centered selling, Barbara Giamanco, shows us that there are no shortcuts in selling. I am Barb Giamanco, CEO with Social Centered Selling. Much as we might want them, shortcuts in selling just don’t exist. Sadly, Barbara passed on from our community on May 20, 2020. Hi everybody.

Sell 121

Sell Pitch Up-sell Meeting 121

Salesforce

JULY 20, 2021

But first, a bit of background… To better understand what’s poised to happen this holiday shopping season, let’s look at findings from Salesforce’s second-quarter Shopping Index. A key factor impacting buying behavior online and in person is inflation, which has accelerated rapidly in recent months. Are you ready?

Retail 98

Retail Manufacturing Price Entertainment 98

Partners in Excellence

JULY 26, 2013

While the entire post is great, one sentence struck me, “You have to be disruptive to the point of discomfort……” That sentence probably makes many of you uncomfortable, it runs counter to what so many opinions we may have about selling. The absence of discomfort is the kiss of death to all sales people.

Trust 91

Trust Sell Prospecting Customers 91

ConversionXL

FEBRUARY 15, 2018

Selling high-end goods, services or experiences isn’t the same thing as selling the low and mid-tier alternatives. These are all things companies tend to overlook, and I’m still amazed that some brands try to sell pieces of clothing worth thousands with only one image on the product page. Don’t skip the basics.

Objectives and Key Results 125

Objectives and Key Results Price Promote Up-sell 125

Understanding the Sales Force

JULY 14, 2014

Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005. Understanding the Sales Force by Dave Kurlan.

Process 97

Process Objectives and Key Results Sales Up-sell 97

ConversionXL

MAY 19, 2020

Purchase , in which the decision to buy is made. Post-Purchase , where buyers confirm whether they made the right decision to buy from you. Post-Purchase , where buyers confirm whether they made the right decision to buy from you. Whatever the case may be, the process covered in this article will help you identify new ideas.

Education 129

Education Follow-up Prospecting Service 129

Partners in Excellence

APRIL 24, 2015

Yes, like the clueless performer, as the customer shifts in their buying process, they shift–but through skilled adaptation, not clueless reactions. ” It’s the absence of this that causes everyone else to cluelessly react. Both seem to be “rolling with the punches.” The clueless performer simply reacts.

Process 90

Process Customers Service Sell 90

ConversionXL

MARCH 19, 2020

The study focused on what happened during the recession that affected performance after the recession. The study focused on what happened during the recession that affected performance after the recession. “Rare is the business that has a formal disaster plan, let alone one that covers a global Black Swan event.”

Growth 121

Growth Non-Profits Price Promote 121

Pointclear

NOVEMBER 27, 2017

Add in another rep who took maternity leave and then resigned after a leave of absence, and his company was hurting. Four months into the situation, the leave of absence for the third rep turned permanent, turning a smallish problem into a hellish problem for the sales manager and the company. The Situation. But it didn’t end there. _.

Territory 49

Territory Appointment Quota Sales 49

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Partners in Excellence

MAY 28, 2014

I wrote the Not So New Principles of Sales , where I identified the second not so new principle as: “Selling is about exchanges in value between people. The concept of value is tossed around a lot in any conversation about selling, but everyone has a different context or meaning for value.

Cross-sell 94

Cross-sell Sales Construction Referrals 94

Partners in Excellence

OCTOBER 25, 2014

I think, if their approach is so bad, do I want to buy their services to have them teach me terrible approaches? It just so happens that we’ve been working on some really exciting content with our friends at [One of their partners] that we think would be right up your alley. .]” An in some sense, it may not be fair.

Prospecting 94

Prospecting Cold Call CRM Follow-up 94

The Lost Book of Sales

JULY 12, 2021

While I agree with some of them, what happened in my case was that it captured and brought together so many scattered intuitions and disparate observations, aligning them nicely into a coherent set of frameworks that can be used for effective decision making and execution. What's happening? Table of Contents. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

ConversionXL

APRIL 23, 2019

Intuitive navigation doesn’t happen by chance. What kind of content should you have on your site? How should you structure the menu? What should be the first-level menu items? One or two menus? What should the menu links be called? This post gives you answers. While common sense is a useful tool, and a lot of sites are simple (e.g.

UX 114

UX Objectives and Key Results User Experience Represent 114

Sales Hacker

JULY 31, 2020

Sellers are three times more likely to struggle with mental health symptoms than the average American. 2 in 5 sellers struggled with mental health in 2019, and these numbers were from last year. What do you think that means for sellers now that the national average is 33% ? So strap in, because it’s about to get real, folks. My Story.

Quota 106

Quota Promote Presentation Start-ups 106

Sales Hacker

AUGUST 16, 2018

When a high-stress job meets low emotional intelligence (EI), doomsday happens. Selling causes so much burnout that the annual turnover rate among salespeople in the U.S. Personal success and high performance simply do not happen without high emotional quotient (EQ). Sales is tough, but even that is an understatement.

Sales 74

Sales Drivers/motivators Cold Call Construction 74

SalesHandy

JUNE 5, 2020

Lead nurturing makes up for the core of the account-based selling process by engaging leads with targeted content. Lead nurturing makes up for the core of the account-based selling process by engaging leads with targeted content. Lead nurturing plays an essential role in high converting sales processes. Table of content.

Growth 80

Growth Objectives and Key Results Follow-up CRM 80

Lead Fuze

JANUARY 1, 2022

Interviewers often ask this as one of the best sales interview questions to see how well you can sell yourself, not just because they want to get to know your personality. Top 26 Sales Interview Questions and Answers. You can also use the answers included here to show your interviewer what kind of a professional they are hiring.

Sales 52

Sales Drivers/motivators Commission Follow-up 52

Sales Hacker

APRIL 28, 2020

A primer on social selling [19:53]. A primer on social selling [19:53]. This week on the Sales Hacker podcast, we speak with Lori Richardson , founder of Score More Sales. Loris is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers.

Up-sell 71

Up-sell Sales Consult Start-ups 71

Jeff Shore

SEPTEMBER 12, 2018

That doesn’t mean that selling is easy but the principle of one person talking to another person and having the solution to meet a need, remains the same. If you're trying to be effective in sales, it's still about what happens in that moment when one person talks to another person. BuyersMind #Sales Tweet This. 27:38] The Sales House.

Sales 65

Sales Up-sell Technology Technology 65

Hubspot

JULY 15, 2014

She wanted to buy patterned jeans, didn’t she? Customers like to see what they’re buying. Picture this. You''re the owner of AtoZJeans.com. She quickly clicks on the email and goes to your website. What made Patty leave? What went wrong? So, going back to the original question: What''s going wrong? Let’s see.

Customers 74

Customers Retail Cross-sell Price 74

ConversionXL

OCTOBER 21, 2014

Watching the growth of digital analytics over the last several years has been both exciting and disturbing. It’s been exciting because what was a once niche-activity has evolved into a serious, business-focused enterprise activity. 15% Of CMO’s Don’t Measure Marketing ROI, 27% Rely On Manager Judgements.

Government 113

Government Campaign Referrals Conversion 113

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Can this be true? These are actual results a startup Ringadoc got from their partner program. In today’s environment, if B2B organizations are going to make it, they need to grow. Partnerships can be a big help. higher brand awareness. increased revenue.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

MARCH 19, 2013

Intuitive navigation doesn’t happen by chance. What kind of content should you have on your site? How should you structure the menu? What should be the first-level menu items? One or two menus? What should the menu links be called? This post will give you the answers. 5 pages total), there’s a better way to go about it.

User Experience 128

User Experience Objectives and Key Results UX Technique 128

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Can this be true? These are actual results a startup Ringadoc got from their partner program. In today’s environment, if B2B organizations are going to make it, they need to grow. Partnerships can be a big help. higher brand awareness. increased revenue.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Sales Hacker

MARCH 7, 2018

Below, I’m going to dive right into the top 7 habits a Sales Development Rep (SDR) should develop. But, before that, let’s understand why this is so important. The Sales Development Representative (SDR) is quite the professional paradox. I hope you find it useful, and let us know if you have anything to add in the comments below!

Objectives and Key Results 76

Objectives and Key Results Pipeline Prospecting A/B testing 76

Sales Hacker

JUNE 30, 2020

It’s even more important now to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. What’s the most important habit?

High impact 78

High impact Meeting Drivers/motivators Conversion 78

SaaStr

JULY 12, 2019

248: Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live without. To date they have raised over $108m in funding from some of the best in SaaS including Meritech, Salesforce, Battery, Spark Capital, and Sapphire just to name a few. What do they do?

Cross-sell 54

Cross-sell Start-ups Growth Gaming 54