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 124

Technology Technology High impact Meeting 124

Partners in Excellence

MARCH 2, 2023

Coaching is not something we do, it’s not a meeting we schedule with the people we are responsible for. High impact coaching permeates every conversation we have. Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. Do you speak coaching?

High impact 62

High impact Pipeline Conversion Meeting 62

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 94

Conversion Agriculture Angle User Experience 94

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 73

High impact Sports Strategize Follow-up 73

Martech

MAY 21, 2024

Hyper-precision targeting is a powerful, high-impact, low-waste approach to audience-first marketing that drives engagement, conversion rates and lifetime value. Additionally, contextual placement, time of day, day of week, and device can all be leveraged to customize the marketing interaction further.

Campaign 100

Campaign Niche Territory Construction 100

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

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 95

Up-sell Sell Legal CRM 95

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

JULY 12, 2022

They try to understand the customer–the enterprise, the individual, the specific situation. They use this research to prepare them for the meeting, or to help them respond, in the moment, to something that may happen during the meeting. We need more calls, because we are ineffective at engaging our customers.

High impact 134

High impact Technology Technology Up-sell 134

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 128

Process Sales B2B Quota 128

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

MAY 11, 2022

Some by choice/preference, some out of meeting a requirement. Early in my career selling IT technologies to banks and investment companies, I spent most of my time at the customer. I’d only go to the “office,” when there was an important meeting. The first place to start is meetings.

Meeting 80

Meeting High impact Conversion Product 80

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

SEPTEMBER 17, 2020

Did we qualify the customer correctly? Did we create value in each interaction, did we understand what the customer was trying to achieve, did we engage the right people on the right things at the right time? If your sales cycle is very short–a few meetings over a few days, that may not be a problem.

Pipeline 98

Pipeline Quota Meeting High impact 98

Martech

DECEMBER 12, 2022

Customer journey orchestration and next best actions. A CMO’s vision for that technology is likely around delivering personalized experiences across the customer life cycle. A critical part of personalization is the ability to respond promptly to customer signals. Dig deeper: Keys to successful marketing experimentation.

A/B testing 103

A/B testing Technology Technology Growth 103

Partners in Excellence

JANUARY 21, 2022

She Facetimes, Zooms, Instagram’s, emails, and does old fashioned things like meeting people for lunch or even the occasional phone call. I suppose, since “calling” is associated with phone conversations, I was talking loudly to my neighbor. And she also leverages social channels. I needed a great laugh, thank you.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

MARCH 17, 2022

Recently, I got sucked into a LinkedIn conversation (Yes, I have to be better at resisting clickbait). But it was a fascinating conversation started by Anthony Iannarino. We set goals for daily dials, conversations, emails, meetings. Look at the conversations in LinkedIn, for example.

Conversion 73

Conversion Meeting High impact Start-ups 73

Heinz Marketing

MAY 20, 2021

In general, marketing takes care of all the activities and resources needed to reach out and persuade target customers, including messaging, advertising, branding, pricing, customer research, social media campaigns, email campaigns and newsletters, PR, event management and other activities. Customer health. Weak Customer Data.

Campaign 126

Campaign Cold Call Sales Education 126

Salesforce

FEBRUARY 2, 2022

An era with stronger customer engagement across email and mobile. Salesforce’s most recent State of Marketing Report shows that only 14% of high performers were completely satisfied with their overall marketing performance and the outcomes of their marketing investments last year. Watch the demo to learn more.

E-commerce 98

E-commerce Territory Campaign Contact 98

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. Once you know what you’re aiming for, determine what you’ll need to do to meet your goals. If you know you close one of every five customers you present to, how many presentations will you need to make? Pat yourself on the back.

Pipeline 61

Pipeline Presentation Networking Quota 61

Hubspot

JUNE 15, 2023

As a whole, AI tools are making the sales process more efficient by taking over routine tasks that might take reps away from the valuable time they can spend doing high-impact tasks, like creating unique value propositions, helping them create a more efficient and value-forward sales process. Lean into personalization.

B2B 77

B2B Sales Prospecting High impact 77

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Take Slack, for instance. Step 3: Type the message.

Quota 121

Quota Cold Call CRM Sales 121

Partners in Excellence

APRIL 7, 2019

It’s critical to create a great impression from the very first conversation. We want, in these first calls, to engage the prospect in a credible, high impact conversation. If I assume, each SDR has an 8 hour work day, and they don’t eat lunch, take breaks, or pee, they can have 50 conversations at 9.6

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Hubspot

FEBRUARY 8, 2022

If you’ve found that you’re losing leads that seem qualified and interested in your business, read on to discover strategies that will help you bring them back and drive a conversion. All of these pose an opportunity to reach out again and make a sales pitch that re-establishes your relationship and helps you further nurture a conversion.

CRM 70

CRM Contact High impact Pitch 70

Gong.io

OCTOBER 19, 2022

Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. They become more effective if they book more meetings with the same number of cold calls. . Put another way; they’d have a calls-to-meetings conversion rate of 1%. of sales staff.

Product 62

Product Cold Call Sales Meeting 62

Outreach

JANUARY 12, 2021

Our underlying motivation was ensuring our customers made it to the other side, stronger. We would be remiss not to celebrate our wins from last year, which can be attributed to our team’s grit and the resilience of our customers and partners. Simply start a virtual meeting via Zoom and the product begins real-time transcription.

CRM 75

CRM Territory Government Launch 75

Partners in Excellence

SEPTEMBER 16, 2022

As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. So the people that should most care about getting a meeting with anyone in our company will never see it, even though it will be widely circulated in LinkedIn and I’m adding to this with the blog post.”

Prospecting 52

Prospecting Follow-up Conversion Up-sell 52

Salesforce

JANUARY 5, 2022

Organizations that focus on employee experience as well as customer experience see exponential growth in employee engagement and realize significant productivity gains. Making it easier for employees to meet their needs and do their jobs remotely means better results for everyone.

Government 98

Government Trust Technology Technology 98

Hubspot

JANUARY 4, 2021

We collaborate across multiple departments in our own companies, while keeping track of competitive players and ensuring we're deeply connected to the needs and goals of our customers. Whether B2B or B2C, customers are looking for brands they can trust to meet their needs and make their lives easier or more delightful.

A/B testing 101

A/B testing Tradeshows Education B2C 101

Highspot

AUGUST 15, 2023

Sales analytics involves leveraging advanced technologies and statistical models to transform raw data into actionable information that drives revenue growth and customer satisfaction. This data can encompass a wide range of information, including sales figures, customer demographics, lead sources, customer interactions, and market trends.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Sales Hacker

SEPTEMBER 30, 2020

In order to drive growth, I’ve got to have conversations, meetings held, and opportunities created.”. I spoke to Nick and several of our other partners to find the answer to some simple, yet highly impactful, questions: Why are they still hiring? You’re doing whatever you can to get sales implemented and make customers happy.

Strategize 97

Strategize Growth Sales High impact 97

Gong.io

JULY 31, 2019

It sets the tone to conversational. That’s true in face-to-face meetings and on discovery calls. It comes across as interrogative and lowers the perceived value of your conversation. They key is to ask them questions that meet them where they stand. . This negatively impacts the outcome. For example: .

Contract 128

Contract Sales Trust Closing 128

PandaDoc

OCTOBER 30, 2023

Overall, contests can give your sales reps that extra push they need to meet their quota. These tend to be most effective when they are short and are at the end of the sales month, quarter, or year, but quarter-length competitions with high prizes certainly have a place in the gamification lineup. Get the ebook 2.

Process 52

Process Objectives and Key Results Gaming Sales 52

Highspot

SEPTEMBER 6, 2023

Instead of just showcasing what a product can do, it zeroes in on the real-world advantages a product offers customers. The Psychology of Value Selling Understanding the prospect’s mindset can transform a sales conversation. Know your customer Dive into their motivations and challenges.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

FEBRUARY 19, 2018

Our customers overwhelmed with just doing their jobs. Getting through all these barriers, engaging customers who may not want to be engaged, who may not be interested or care is a huge challenge. Getting through all these barriers, engaging customers who may not want to be engaged, who may not be interested or care is a huge challenge.

Prospecting 48

Prospecting Sell Appointment Meeting 48

Highspot

SEPTEMBER 28, 2021

The journey from prospect to customer is much like any road trip: long, winding, and filled with surprises. . Faced with a difficult path ahead, it is tempting for organizations to hit the brakes and proceed slowly and cautiously into customer engagements. The key to alignment is to leave your ego at the meeting room door.

Sales 52

Sales Cross-sell Growth Technique 52