Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? We need them to think about what they should be doing, where they should be focusing, how they can increase their impact and results.

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting. Think about these?

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

JULY 13, 2023

Since the earliest days of selling, our vision is to free up sellers time to sell! Certain internal meetings to keep us up to date with strategies, priorities, and what’s happening with the company. Then there’s the research, preparation, follow up. And some of this actually works!

Up-sell 92

Up-sell Sell Legal CRM 92

Search Engine Land

SEPTEMBER 26, 2023

Gathering this information for your SEO roadmap is crucial because, initially, you’ll aim to tackle high-impact, low-effort tasks. Once I understand the scale, I look to estimate the impact. Bottom-up using keyword-level forecasting based on estimated position changes. It isn’t easy to generalize in SEO.

Launch 129

Launch High impact UX Manufacturing 129

Search Engine Land

DECEMBER 28, 2023

Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. New GA4 fractional, cross-channel web conversions feature on April 18. In the UK, publishers sued Google for $4.2

Retail 123

Retail X-functional Launch Non-Profits 123

Sales Pop!

MAY 26, 2023

It would be interesting to explore how companies can implement a successful sales enablement program and what best practices they should follow. This can shorten ramp-up times, increase competency, and reduce turnover. Invest in Onboarding: A well-structured onboarding program is crucial for new hires to get up to speed quickly.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Partners in Excellence

SEPTEMBER 27, 2022

The same basic principles apply to having high impact meetings, whoever we are meeting with. Some of you may be reacting, “Why are we wasting our time on reviewing high impact meetings? And it’s freed us up, to do more work with other clients. Meeting are intended to be purposeful two way conversations.

Meeting 113

Meeting High impact Up-sell Start-ups 113

Partners in Excellence

MAY 5, 2022

Some would reflect on how overly scripted sales conversations are. We are trained to follow the script, not deviating, even if that’s not what the customer cares about. Some would be somewhere in between, suggesting we have to follow the process and never deviate. They show up, they are present and actively engaged.

Sell 68

Sell Drivers/motivators Up-sell Follow-up 68

Sales Pop!

JANUARY 25, 2023

Our decision to buy or not is ultimately up to us. But everything leading up to it can be influenced or conditioned by others around us. In fact, studies from Stackla suggest that 79% of customers said UGC highly impacted their purchasing decisions. Partner with them if you want to boost conversions and improve engagement.

Promote 52

Promote Sales High impact Trust 52

Salesforce

JANUARY 24, 2022

Use Google Analytics to generate free data and performance reports, including: A conversions path report to identify tests. A path report shows you the route your visitors take on your website before they convert, including the path that yields the highest conversion rate. A basic channel report to track conversion.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Salesforce

MARCH 28, 2022

But if they want to successfully attract the next generation and retain the current one, they’ll need to invest in all three across the organization — and define the KPIs to back them up. . Companies can set up Slack channels for employees to get what they need from tech support and their teams. Staying connected.

Follow-up 98

Follow-up Start-ups High impact Meeting 98

Jeff Shore

APRIL 19, 2018

But on top of all those amazing resource, there is one more high-impact method of perfecting your closing technique: Teach Yourself. When my youngest daughter turned 16 I took her up to Tahoe, where we would both attempt snowboarding for the first time. Academy in Dallas, TX in June, and follow my YouTube channel.

Closing 113

Closing Technique High impact Presentation 113

Hubspot

AUGUST 29, 2016

In order to reach these goals, savvy marketing teams want to make videos that drive conversions. Whether you're hoping someone will find your website organically, sign up for a product demo, or even purchase your product -- a well strategized video can help boost your conversion rate. Boosting Your Conversion Rate.

Conversion 52

Conversion Lead generation Represent Click Through Rate 52

Gong.io

SEPTEMBER 26, 2022

We’ll also cover the best practices for your remote team to follow. This is a guide that details best practices for various situations — how to prospect, how to overcome objections, when to follow up, etc. Strong product knowledge allows your reps to have engaging conversations with prospects. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

ConversionXL

AUGUST 5, 2021

The workflow might look something like this: User is directed to a landing page They enter their details to access a lead magnet On the following page, they’re invited to book a consultation. Otherwise, you’ll end up with automations that lack cohesiveness and are prone to error. Building a workflow automation plan.

CRM 143

CRM Contact Consult X-functional 143

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Sales reps who follow traditional sales processes often take 18+ steps just to get a contact into a sequence.

Quota 121

Quota Cold Call CRM Sales 121

Salesforce

FEBRUARY 2, 2022

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. Note that this feature is currently being tested with early adopters, with expected full release to follow.

E-commerce 98

E-commerce Territory Campaign Contact 98

Partners in Excellence

SEPTEMBER 16, 2022

As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. I don’t even care about the quality of your response, just follow the instructions. What will happen, is I will have a number of great conversations with friends and followers. The same issues kept coming up.

Prospecting 52

Prospecting Follow-up Conversion Up-sell 52

Heinz Marketing

MAY 20, 2021

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. With this intel, sales helps keep marketing up-to-date on buyer pain points and needs so they can better execute marketing initiatives. What Does Sales Do For Marketing? Market dynamics.

Campaign 115

Campaign Cold Call Sales Education 115

Martech

MAY 27, 2022

Advertising is deeply impacted by emerging tech platforms and social media trends, making it susceptible to constant disruptions. As marketers, you have to stay on top of your game by keeping up to date with industry trends. This article covers the following key points: What are the best advertising practices?

Campaign 101

Campaign Gaming Follow-up User Experience 101

Sales Hacker

JUNE 19, 2019

You can also program the chatbot to follow smart workflows so they can interact with your prospects in different scenarios, including your offline business hours. It then hands off the conversations to their human counterparts. With triggered messages, you can run high-impact campaigns such as: Event sign-ups.

Campaign 94

Campaign Cross-sell Sales Up-sell 94

ConversionXL

OCTOBER 23, 2015

That’s where qualitative conversion research comes into play. Despite optimizing your lead gen form, which you suspect is the problem, you’re not seeing a major increase in conversions. You decide to set up a quick, one question exit survey for visitors. Conversion research, qualitative or quantitative, is vital.

UX 122

UX Objectives and Key Results Conversion High impact 122

PandaDoc

DECEMBER 19, 2022

Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data. Set up a game plan for interacting with gatekeepers and decision-makers.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

ConversionXL

SEPTEMBER 17, 2020

A while back when I signed up for Loop11 , I noticed this: ( Image source ). Granted, the mistake was after I had already signed up, and it was really a minor error. also found spelling errors decreased their conversions. Once fixed, conversions jumped by 80 percent. Why is it important to be detail oriented?

Promote 124

Promote Trust Drivers/motivators Contract 124

Gong.io

OCTOBER 18, 2021

Sales pitch example: Drift — a conversational sales and marketing platform — nails “The Problem” in a series of 3 direct, to-the-point slides: . Doing so helps to neutralize your buyer’s logical brain and fire up their emotional brain. . The slide is a backdrop for a conversation. Email isn’t real-time. Email gets abused.

Pitch 71

Pitch Objectives and Key Results Sales Presentation 71

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

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? And in the next coaching meeting, they start by following up to see whether the right numbers are moving in the right direction. .

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Hubspot

SEPTEMBER 17, 2020

Examples like adamenfroy.com , ryrob.com and GrowthMarketingPro come to mind, where the majority of their content follows this format. A few years ago, at least one person in the group would pipe up and say, “ Sapiens. Now, here’s the data that backs this up on a broader spectrum. You’re not in the conversation.

Click Through Rate 101

Click Through Rate Real Estate Launch Follow-up 101

Hubspot

SEPTEMBER 29, 2010

Do you just want their email address or do you want them to sign up for a free trial? Are you looking for quantity of leads or leads that end up buying? talks about Primary Conversion Goals. She says that most sites have multiple conversion goals. So what is your primary conversion goal for your home page?

Conversion 53

Conversion A/B testing High impact Follow-up 53

Highspot

SEPTEMBER 6, 2023

The Psychology of Value Selling Understanding the prospect’s mindset can transform a sales conversation. Building high-impact sales training programs further enhance your sales reps’ ability to effectively communicate this value proposition, refine negotiation skills, and adapt to evolving market trends.

Sell 59

Sell Profit margin Price Non-Profits 59

Gong.io

OCTOBER 19, 2022

That relationship can be turned into a formula in the following way: Sales productivity = sales effectiveness (output) / sales efficiency (input). We’d get the following: Sales productivity = number of meetings booked (the output) / the number of cold calls made (the input). Time spent selling. Average lead response time.

Product 62

Product Cold Call Sales Meeting 62

Sales Hacker

NOVEMBER 18, 2020

” Well, you could, but you’re likely to hear a *click* soon after as they hang up. Research allows you to create a treasure map to those high-impact answers you’re looking for. It gives you an idea of where you want the conversation to go and how you might be able to get there. Research, Research, Research.

Process 119

Process Customers Prospecting Up-sell 119

Salesforce

JANUARY 5, 2022

By 2029, the Millennial and Gen Z generations will make up 72% of the world’s workforce. Many organizations have chosen to align with the UN’s Sustainable Development Goals , which cover a wide breadth of ESG-related impact areas. They’re demanding that we step up and take action. read the report.

Government 98

Government Trust Technology Technology 98

Salesforce

JULY 28, 2022

Walk them through a standard billing conversation and empower them to answer key questions like, “Where can I see my bill and how can I pay it?” Speed up rep success. Centralize all of your sales conversations, update records on the fly, and help your team prioritize the biggest deals with the #1 CRM and messaging platform.

Cross-sell 98

Cross-sell GTM Quota Contract 98

ConversionXL

MAY 19, 2020

I’m sick of writing about it, and I think we all know by now that users rarely follow a linear path through a funnel in the first place. We’ll use a four-stage funnel model with the following steps: Awareness , which focuses on visibility, education, and inspiration to draw new prospects into further engagement with your company.

Education 129

Education Follow-up Prospecting Service 129

Sales Hacker

DECEMBER 20, 2018

Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. Suppose two competing teams are equally efficient and split up their time the same way. This is an example of high efficiency and high-effectiveness. Qualifying. Needs Assessment. Negotiations.

Product 96

Product Tradeshows CRM Appointment 96

ConversionXL

APRIL 22, 2015

While testing is a critical part of conversion optimization to make sure we actually made things better and by how much, it’s also the tip of the iceberg of the full CRO picture. Testing tools are affordable (even free), and increasingly easier to use – so pretty much any idiot can set up and run A/B tests. Edwards Deming.

A/B testing 123

A/B testing Cross-sell Start-ups Follow-up 123