Partners in Excellence

APRIL 30, 2024

Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process. It’s the human element. The need each of us has for human to human connection and engagement.

Represent 101

Represent Presentation Up-sell Start-ups 101

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. We are still that human that was at home in the morning and has many different motivational drivers. We are still that human that was at home in the morning and has many different motivational drivers.

Drivers/motivators 122

Drivers/motivators B2B B2C Quota 122

Search Engine Land

FEBRUARY 5, 2024

The concern is that it’s only a small step between streamlining processes and removing human intervention entirely. Marketing efforts have to keep up with changes in human behavior and appetite. There still needs to be some human input for the AI to generate something worthwhile. No, I don’t believe it will. It is smart.

Engineering 132

Engineering Pitch Growth Strategize 132

Partners in Excellence

NOVEMBER 3, 2023

Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh! Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh! Thanks for the insight, Brent.”

Technology 119

Technology Technology Conversion Clients 119

Martech

FEBRUARY 20, 2024

Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions. Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions.

Strategize 133

Strategize B2B B2C Trust 133

Partners in Excellence

AUGUST 28, 2023

Complex B2B change and buying processes are messy—and they are getting messier! For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. A few data points: Increasing numbers of change and buying projects fail! They start/stop.

Presentation 109

Presentation Start-ups B2B Process 109

Partners in Excellence

JANUARY 8, 2024

Somehow, we seem to have lost the idea there is a human being sitting at the other side of our outbound efforts. Somehow, we seem to have lost the idea there is a human being sitting at the other side of our outbound efforts. They are human beings. Personas don’t buy, titles don’t engage in discussions.

Prospecting 117

Prospecting Service Customers 117

Martech

JANUARY 29, 2024

It also has marketers asking two age-old philosophical questions, “What does it mean to be human?” Navigating humanity and authenticity concerns of LLMs We are all still human No matter how connected humans are, how sophisticated a business’s targeting is, or how much data there is about us, we are still human.

Closing 115

Closing Technology Technology Technique 115

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element. Ryan is the author of the hit new sales book Story Getter.

Sell 91

Sell Up-sell Engineering Conversion 91

Sales Gravy

MARCH 24, 2024

Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships. Think about your own experiences: every time you buy something, that's just the beginning of your journey with that brand.

Growth 80

Growth Customers Strategize Technology 80

Martech

MAY 9, 2024

A: I think some people thought this technology could completely replace human agents. There is a risk of misunderstanding human semantics. Ivan Ostojic is Chief Business Officer at Infobip, the omnichannel marketing platform focused on communications, conversations, chat and messaging. A: Yes and no. A: A hundred percent.

Appointment 107

Appointment Technology Technology Follow-up 107

Martech

MAY 20, 2024

1 is characterized by short-termism, data overload and a lack of human connection when reaching customers. Dig deeper: 3 steps to an authentic brand: Identity, intention and implementation Marketers, we stand at a crossroads We need to reclaim the human element of marketing. Ring 1: The audience disconnect Ring No.

Drivers/motivators 111

Drivers/motivators Pitch Trust Manufacturing 111

Heinz Marketing

OCTOBER 24, 2023

A good kick-off has 3 key objectives: Confirm initial buy-in from stakeholders (I say initial because buy-in needs to be maintained) Set reasonable expectations Activate the next steps This puts a lot of pressure on the kick-off, and for good reason. While that is helpful, humans relate to humans. Make it relatable.

Strategic planning 115

Strategic planning Objectives and Key Results Strategize Presentation 115

Heinz Marketing

DECEMBER 14, 2023

The importance of finding someone on the buying committee who will be the mobilizer… someone who has the willingness to not just buy, but to fight (or advocate) for the solution in the group since B2B sales are consensus driven. We can’t give it all away, but here are some highlights below. It is not just a book.

B2B 124

B2B Sales Presentation Clients 124

Partners in Excellence

AUGUST 30, 2023

Human interaction is remarkably inefficient. It’s the sloppiness, the messiness, the inefficiency of human interaction that makes these interactions so much fun. An human interaction, by design will always be inefficient. It can free us up to spend more time having more human interactions and engagement.

High impact 108

High impact Conversion Trust Technology 108

PandaDoc

MAY 13, 2024

Humans aren’t purely rational — psychology influences every decision we make. Because without understanding the psychology behind buying and selling, you’re a mere outsider looking in. Why do people buy? However, the secret sauce has to do with human psychology. People buy to solve problems. Why does it matter?

Closing 52

Closing Legal Real Estate Trust 52

Partners in Excellence

SEPTEMBER 25, 2023

Too often, the targets of our “efficient outreach” are human beings. And human interaction is not designed for efficiency. But they impact our ability to connect effectively with other human beings. Human interaction is infinitely messy. Deprived or human interaction, we suffer, we experience loneliness.

Technology 129

Technology Technology High impact Meeting 129

Search Engine Land

NOVEMBER 20, 2023

million Model : AI writing plus human contribution Estimated AI-written articles : 141,855 (U.S. This is a consequence of Google algorithms assessing their AI-written content as not good and not helpful enough, despite the human contributions to them. Or you simply want to learn more about the state of AI for SEO.

A/B testing 136

A/B testing Click Through Rate Real Estate Niche 136

Martech

DECEMBER 27, 2023

However, while GenAI has become a formidable copilot to marketers, make no mistake: humans and AI are better together. Maximizing collaboration between the technology and human teams is the path to performance.“ Maximizing collaboration between the technology and human teams is the path to performance.“

B2B 131

B2B Government Technology Technology 131

Search Engine Land

MARCH 6, 2024

So, how do we create winning ads when two layers of technology promote less human involvement? Danny Gavin, founder and chief strategist at Optidge Internet Marketing Agency in Houston, TX, said: “AI should not be used without consideration in ad creation; while AI is beneficial, human input remains crucial.”

A/B testing 127

A/B testing Campaign Networking Engineering 127

Search Engine Land

JUNE 29, 2023

These include new price match monitors, AI-generated buying guides, and review summaries, all aimed to “help you shop and save with confidence,” Microsoft said. Here is a video of how Bing’s sidebar shows you the price history over time and also alerts you after the price drops: Buying guides. Price match monitors.

Retail 134

Retail Price Launch Engineering 134

Partners in Excellence

AUGUST 31, 2023

I’ve never been at a place where we struggled to answer the phones or respond to emails with customers wanting to buy our products. And despite the fact that model is broken and failing, we persist in dehumanizing the selling and buying experience. They recognize that every human interaction is, by definition, messy.

Sell 128

Sell Assembly Line Growth Prospecting 128

SaaStr

MAY 1, 2024

So when a prospect does, that often means they want to buy. And talking to a real human being, especially to a vendor without a brand that is not that well known, often is all it takes. Most SaaS companies steer away from phone support in general, and especially for lower-end and trial prospects/customers.

Conversion 97

Conversion Presentation Prospecting Start-ups 97

Partners in Excellence

APRIL 8, 2024

Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges. In spite of everything, customers are still buying, though the economy drives them to focus on mission critical purchases. For much of their buying, this makes sense.

Quota 120

Quota Trust Pitch Up-sell 120

Martech

NOVEMBER 6, 2023

B2B and B2C customers, despite their different needs, are still human decision-makers. Unpleasant buying processes and subpar service deter B2B customers. They may value feeling like they’re entering a partnership rather than buying a product or service. In the crowded B2B space, reaching your target audience is challenging.

B2B 138

B2B Customers B2C Cold Call 138

Partners in Excellence

OCTOBER 5, 2023

In a world in which AI role in buying/selling becomes increasingly important; in a world where we exploit LLMs to drive our ability to engage customers and for them to engage us, where do trust and trustworthiness fit? It’s the human to human connection. We’ve created a new concept, “Deepfakes.”

Trust 128

Trust Construction Represent Technology 128

Martech

MARCH 30, 2023

Nothing compares to real human data, and it is available if you look for it. Revella describes this process using what she calls the “ 5 rings of buying insight ,” which are: Priority initiative insight : Hearing real buyers describe the “trigger moment” when your buyers knew they needed to spend money on a problem.

Conversion 132

Conversion Entertainment Trust Customers 132

Martech

MAY 5, 2023

Before you start hiring prompt engineers, buying the latest AI technology or firing people, take a breath. Marketing is about helping the customer buy. Marketing will never go away because we love to buy things. We love to buy, but we don’t like being sold to. Marketing is never dull. Everything else is optional.

Electricity 127

Electricity Entertainment Government Technology 127

Martech

OCTOBER 13, 2023

In this case, honesty means being human, genuine and transparent. It is on brand using your unique voice, keeping a human feel to your messaging. Marketing technology is progressing at such an accelerated pace that it’s hard to keep up and easy to let the tech do the driving. It depends. Are you getting the results you want?

Campaign 138

Campaign Drivers/motivators Clients Technology 138

Search Engine Land

SEPTEMBER 21, 2023

Have you ever wondered why people click on certain search results or buy things online? This article dives into neuromarketing – the study of how our brains react to marketing signals and how these reactions affect what we buy – and how to use it for SEO. What is neuromarketing? SUBSCRIBE See terms.

Drivers/motivators 129

Drivers/motivators Strategize UX User Experience 129

Search Engine Land

APRIL 30, 2024

My response to this has always been: as long as there are humans in the world and those humans are searching for something, SEO will never be dead. It’s a little chilly out, so wear a light jacket in the morning. You can probably take it off around noon.” Is SEO dead? Or something else entirely? Butler : “What are you in the mood for?”

User Experience 131

User Experience Niche Service Closing 131

Partners in Excellence

MAY 21, 2024

Today, these are still some of the things I love about selling: Learning about new technology, becoming the expert on it, understanding customers and how to compose the perfect combination of solutions to meet their needs, and helping customers make decisions about what to buy and why and how.

Sell 73

Sell Drivers/motivators Technology Technology 73

Martech

MARCH 18, 2024

And among such tools, what could be more powerful than one that tells you who is ready to buy? Intent data has become a big category with various sources, all of which promise visibility and focus that can change everything. Of course, neither of these is in great supply in this environment. It may only shine more light on it.

B2B 119

B2B Lead generation Prospecting Market share 119

Salesforce

OCTOBER 16, 2023

AGI is the point where computers perform any human cognitive task at the same level, or better, than the smartest human, and take action on a broad, multi-disciplinary scale. Generative AI is just scratching the surface in this new era of AI. He gives a fascinating glimpse into the future. It might be closer than you think.

A/B testing 98

A/B testing CRM Negotiate Campaign 98

Partners in Excellence

JANUARY 22, 2024

Then I ask, “What does [Insert the name of a human being] care about?” And we are surprised when customer prefer a rep-free buying experience. We are scripted and measured on our ability to execute those scripts, not our ability to create meaning with customers–and other human beings. They don’t know.

Customers 112

Customers GTM Trust Up-sell 112

Partners in Excellence

MAY 25, 2023

There are those that promise to bring us 100s of qualified leads if we connect, then buy. That is connecting with another human being in a very human manner. And the concept of Connection, engaging another human being, is not limited to our social channels. Daily, I get connection requests from all sorts of people.

Trust 100

Trust Product Service Conversion 100

Partners in Excellence

DECEMBER 21, 2023

Do we really care about our customers and their success, or are we more focused on our success–and getting customers to buy is the inconvenience that impacts our ability to achieve our goals. I often ask people who have just closed a deal, “What did they buy it for?” And, as would be expected, uncertainty increases.

Customers 125

Customers Quota Up-sell Conversion 125