Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. ” And more recently, with new customer research and AI tools, the gap has become even greater.

High impact 123

High impact Pitch Conversion Prospecting 123

Partners in Excellence

JULY 27, 2022

Everything I read, every conversation I have with sellers; the same issue arises. “How do we get customers to respond, how do we get meetings with customers?” Don’t try to do the “cheap alternative,” pay the customer a flat $1000 for the meeting. I’ve finally come up with the solution.

Meeting 100

Meeting Customers Price High impact 100

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

High impact 120

High impact Service Growth Conversion 120

Partners in Excellence

SEPTEMBER 21, 2021

Coaching is one of the most important things in driving high impact performance improvement with our people. Now let’s shift gears a little, let’s think about our customers and their development. And the majority of it is high quality information. Customers need help. Where does this break down?

Customers 56

Customers High impact Territory Pitch 56

Hubspot

FEBRUARY 25, 2014

But no one brain can be a conversion optimizer, designer, and content expert at once. We follow the paths of marketers who have tackled the same customer acquisition challenges before us. Here are three critical marketing distribution channels that you can tap into today: 1) Your Existing Customers.

High impact 74

High impact Sports Strategize Follow-up 74

Salesforce

OCTOBER 11, 2022

Utilities can use this change to build trusted relationships and collaborate with customers on decarbonization efforts. No longer just a one-way relationship, the new utility-customer partnership helps us work together toward a more resilient grid and makes utilities more valuable than ever. Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Hubspot

NOVEMBER 25, 2019

But when you're making changes all over your site, how can you know that, overall, those changes are adding up to customer and revenue growth? Here, let's explore what ecommerce conversion rates are, why they matter, and how to raise yours. Featured Resource: Ecommerce Conversion Rate Tracker.

Conversion 95

Conversion Agriculture Angle User Experience 95

Martech

NOVEMBER 16, 2023

CallMiner added an in-platform conversational assistance help bot, omnichannel AI-based contact summarization, and more. Mnemonic AI’s Digital Twin of the Customer generates insights into customer behaviors, enabling businesses to tailor experiences and interactions. Get MarTech! In your inbox.

Engineering 116

Engineering User Experience High impact Technology 116

Cerebral Selling

AUGUST 30, 2022

When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! You ask your customer to finish this sentence: “I could [INSERT GOAL] in [INSERT TIME HORIZON] if __.”. deliver better customer service”.

High impact 234

High impact Up-sell Networking Sell 234

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. I have learned to gauge the quality of the conversation, the quality of engagement by the questions the people are asking. ” We see the same thing in “coaching conversations.”

Construction 118

Construction Pipeline Gaming Conversion 118

Partners in Excellence

SEPTEMBER 30, 2014

He talked about the 354 conversations with C-Level executives he had in one week. I don’t know what the typical work week is, but let’s look at this data across 3 possible workweeks: For a 40 hour workweek, to have 354 conversations, that’s 6.8 minutes per “conversation.”

Conversion 91

Conversion Appointment High impact Sales 91

Search Engine Land

MARCH 7, 2024

Marketers are leaving money on the table by focusing only on optimizing campaigns, not customer experiences. A campaign that leads to a customized/optimized landing page can dramatically impact overall campaign economics and customer engagement.

Drivers/motivators 94

Drivers/motivators High impact Campaign Engineering 94

Partners in Excellence

APRIL 14, 2017

However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. They engage people in conversations. Marketing “messages,” as they should. The communications marketing provides is primarily one way, creating awareness, provoking interest, educating customers.

Conversion 50

Conversion High impact Technique Education 50

Partners in Excellence

NOVEMBER 30, 2017

In a sales world that seems to be dominated by ever increasing volume, it’s ironic to realize one of the greatest sales hacks is actually to have fewer but more impactful conversations. As we drilled into the data, we found the fundamental reasons were they weren’t designing and executing high impact sales calls.

Conversion 52

Conversion Sales Meeting High impact 52

Martech

OCTOBER 19, 2023

These overlay technologies support an omnichannel marketing approach to improve the customer shopping experience and create shoppable opportunities within new or existing content. Invoca’s Signal AI Studio helps businesses create custom AI models that automatically unlock breakthrough insights from phone conversations.

B2C 123

B2C Launch High impact Market share 123

Partners in Excellence

SEPTEMBER 28, 2023

As sellers, and as leaders, we are asking our customers and our people to invest their time in us. Rather than measuring activity or meetings, what if we started looking at high impact interactions? We did this years ago in our own engagement strategies by rethinking our customer meetings.

High impact 118

High impact Meeting Customers Closing 118

ClickFunnels

JULY 21, 2021

Obviously, an elevator pitch is effective if it achieves the salesperson’s desired result: conversion. High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. What benefit(s) do clients/customers get by using those features?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. Coaching is a language we speak, every day, every meeting, every conversation. Ideas with which to experiment. Do you speak coaching?

High impact 62

High impact Pipeline Conversion Meeting 62

Search Engine Land

JANUARY 18, 2024

Google’s Search Generative Experience (SGE) is having an “extreme” impact on healthcare queries and a high impact on ecommerce, B2B tech, insurance and education. “Marketers will have less of a say in the customer journey. Dig deeper.

Healthcare 135

Healthcare Finance Entertainment Education 135

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers.

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

AUGUST 30, 2023

We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. And each person in a conversation brings these factors into the conversation… As conversations progress, things change. People buy from people. People buy from people they trust.

High impact 105

High impact Conversion Trust Technology 105

Partners in Excellence

APRIL 1, 2021

Why would we use our least experienced people to create the first impression with many of our customers–particularly senior decision makers? How could they possibly have a high impact conversation with senior people? They are expected to be the first contact for prospects/customers.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

OCTOBER 29, 2021

Sadly, this form of questioning seems to dominate too many conversations. We ask questions that are intended to strengthen our positioning in the customers’ minds. Customers recognize the manipulation, they know they aren’t learning anything in the conversation. In reality it’s manipulation.

Legal 127

Legal High impact Pitch Conversion 127

Partners in Excellence

JANUARY 26, 2021

We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. “If it takes so many emails/dials to produce a conversation, to double the conversations, we simply double the emails/dials.” Customers become widgets in our efficient sales strategy.

Process 129

Process Sales B2B Quota 129

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways.

Territory 62

Territory High impact Pipeline Strategize 62

Partners in Excellence

JANUARY 11, 2022

We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. Much of it drives prospect and customer disengagement. We know to be effective, we must target customers in our ICP. Practice always makes perfect.

Cross-sell 130

Cross-sell Quota High impact Prospecting 130

Partners in Excellence

SEPTEMBER 25, 2023

Role specialization helps us more efficiently manage our relationships with customers. AEs manage qualified deals, Customer Service manages the relationships after we have closed a deal. Ant there are all sorts of other experts that may bring certain knowledge or capabilities to help in our work with customers.

Technology 125

Technology Technology High impact Meeting 125

Partners in Excellence

OCTOBER 19, 2022

According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. ” With the exception of conversations, none of those have been metrics I’ve cared about. Calls and emails generate those conversations.

Territory 48

Territory High impact CRM Pipeline 48

Partners in Excellence

JULY 12, 2022

They try to understand the customer–the enterprise, the individual, the specific situation. We need more calls, because we are ineffective at engaging our customers. So it doesn’t take that much time, but equips me to be much more impactful in each conversation.

High impact 135

High impact Technology Technology Up-sell 135

Martech

SEPTEMBER 29, 2023

The AI arms race in marketing technology Martech vendors across all platforms, including data analytics, customer relationship management (CRM) systems, email marketing platforms, social media advertising and more, are racing to incorporate AI features into their products. How can marketers balance innovation and privacy?

Technology 130

Technology Technology Government Legal 130

Partners in Excellence

JULY 13, 2023

Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. But they infringe on our dream of having sellers working 7×24 with customers. The lists of things that rob sellers from time to work with customers grows.

Up-sell 96

Up-sell Sell Legal CRM 96

Partners in Excellence

OCTOBER 31, 2022

One of our biggest failures in understanding our customers is that we don’t know what the data means, we don’t know the context, we don’t know how to apply it. And most importantly, we don’t know how to engage the customer in conversations about what this data means to the customer.

High impact 62

High impact Up-sell Presentation Growth 62

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 118

B2B GTM Cross-sell High impact 118

Partners in Excellence

JANUARY 21, 2022

I suppose, since “calling” is associated with phone conversations, I was talking loudly to my neighbor. Here are some thoughts: Cold calling is the process of engaging someone in a “conversation,” about something that may be new and different for them. I left a comment on the post: ROFL!!!

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

SEPTEMBER 27, 2022

We just do what we have always done, moving unconsciously through our and our customer’s days. Customers don’t want to see us, they prefer learning through other methods. That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more.

Meeting 117

Meeting High impact Up-sell Start-ups 117

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

JANUARY 8, 2020

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers. All these free up time that we can use for direct customer engagement.

Sell 68

Sell High impact Presentation Conversion 68