Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? They don’t need a lot of education about our products. But they don’t need this.

Education 129

Education Trust Sell Product 129

Martech

MAY 2, 2024

When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. This group can comprise anywhere from a handful to over a dozen members, each with their own roles, responsibilities and agendas.

B2B 116

B2B Drivers/motivators CRM GTM 116

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Partners in Excellence

MARCH 31, 2024

Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. ” As Daniel describes, every day, every situation, every customer is different. Figuring out each situation and contributing to customers achieving great business outcomes is what excites most high performing sellers.

Sell 124

Sell Electricity Manufacturing Quota 124

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. ” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. .” Preface : Surprise!!

Sell 119

Sell Tradeshows Pitch Up-sell 119

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. ” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. I know the sales person wants to pitch me. Why should I respond?”

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Force Management

FEBRUARY 28, 2024

Every organization has its top performers, and usually others within the ranks hold the potential to become elite. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey.

Growth 107

Growth Customers Sales 107

Heinz Marketing

NOVEMBER 8, 2023

By Carly Bauer , Marketing Coordinator at Heinz Marketing At Heinz Marketing, we regularly talk about sales and marketing alignment– A strategic and collaborative approach in which a company’s sales and marketing teams work closely together to achieve common goals, increase efficiency, and improve overall business performanc e.

Meeting 112

Meeting Campaign Lead generation Strategize 112

Search Engine Land

APRIL 9, 2024

We’ll use the hot tub industry as an example. I’ll split each section into three parts: Keyword research. Awareness stage Top-of-the-funnel (TOFU) campaigns are focused on consumers in the awareness stage, when they haven’t yet entered the market for your product or identified a problem that needs solving. Ad creation.

A/B testing 108

A/B testing Campaign Click Through Rate Promote 108

Heinz Marketing

MARCH 15, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing B2B purchases are complex, involving multiple decision-makers, each with specific needs. The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today.

Growth 110

Growth Customers Objectives and Key Results Teamwork 110

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 122

Customers Quota Up-sell Conversion 122

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. You also may need to adjust your mission, vision and values, requiring input/buy-in from your leadership team and assistance from human resources. However, the ROI can be enormous.

Strategize 105

Strategize B2B Legal Launch 105

Search Engine Land

MAY 3, 2024

As with the rise of Reddit and other forums , Google is trying to serve users more relevant and relatable content – and in the local space, that means showing users more localized content. Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. How does one combat that?

Service 102

Service Trust Clients Cross-sell 102

Martech

JANUARY 26, 2024

While many other metrics matter, revenue is what enables success. Focusing deeply on the customers you serve. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in. Scott is the VP of sales at a $50 million tech company.

B2B 117

B2B Customers Appointment Objectives and Key Results 117

Martech

MAY 7, 2024

With that sheer growth rate, it is fair to ask yourself and your team: “Do we control our martech, or does our martech control us?” Every year, we publish the Marketing Technology Supergraphic and we hear one question: “Will the Martech market consolidate any time soon? This year, we only removed 263 products from the landscape.

Legal 109

Legal Growth Pitch Technology 109

Search Engine Land

MARCH 4, 2024

If we’re not already, we will be facing a reckoning in the world of search marketing. This reckoning that’s upon us is directly because of the excess data availability level that we have been accustomed to. I’m sure we have all been responsible for diving head-first down a rabbit hole of user profiles at one point or another.

A/B testing 122

A/B testing Click Through Rate Campaign Trust 122

Partners in Excellence

MARCH 10, 2024

I’ve told the story of a variety of others. She’s been in sales for less than a year. It’s her first real sales role. I hope it drives each of you to do the same. I had been invited to discuss a number of issues around the change in customer buying. Chloe’s story is just that.

Sell 120

Sell Up-sell Start-ups Growth 120

Partners in Excellence

MARCH 5, 2024

.” I have several dozen stories so far, releasing a few each day. medical devices, semiconductors, industrial products and others. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. We focus too much on shortcuts, hacks.

Territory 117

Territory Sports Technique Represent 117

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. At these intersections, we must think of more detailed KPIs tailored to specific business needs. Customer lifetime value (LTV).

Product 126

Product Contract Drivers/motivators SQL 126

Partners in Excellence

MARCH 11, 2024

Hacks for structuring and measuring an entire sales organization. There are hacks piled on top of other hacks–I suppose helping us become even more efficient. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. There, I said it, I got it off my chest.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies. The “last mile” represented issues unique to the customer.

Represent 120

Represent Presentation Up-sell Engineering 120

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” And every once in a while, they see a customer with their sales people. We talk about pipelines.

Pipeline 111

Pipeline Meeting Technology Technology 111

Partners in Excellence

JANUARY 19, 2024

We live in worlds of constant interruption. Each morning, our inboxes and feeds are filled. Our attentions are drawn to those, we go through them, dealing with each one. Some one has asked a question, we have to respond with an answer. Someone has raised an issue, we have to address it.

Clients 115

Clients Meeting Conversion Customers 115

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. A little, yes.

Quota 81

Quota Pipeline Follow-up Start-ups 81

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? At the same time?

Go To Market 104

Go To Market Growth GTM Product 104

Martech

FEBRUARY 12, 2024

She couldn’t keep spending money on search words, emails, and sales events that didn’t produce revenue. The content for the new product line needed revamping, and sales were carping about the lack of leads. What kind of team did she need to ensure that AI was managed effectively, efficiently, and ethically?

Lead generation 104

Lead generation A/B testing Government Customer Relationship Management 104

Martech

FEBRUARY 8, 2024

While this approach can generate traffic, it often fails to convert them into leads and sales. Let’s delve into how we turned our agency’s SEO strategy upside down and generated revenue as a result. To convert them, you need to speak their language, address their pain points, and answer their questions.

B2B 114

B2B Gaming Niche Appointment 114

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. They described similar situations with other seller. ” Talk about vanity!

Manufacturing 117

Manufacturing Finance Presentation Technology 117

Salesforce

JANUARY 3, 2024

We’ve all had to put up with pushy salespeople. As a sales professional, you don’t have to coerce or pressure. Instead, you need to be a curious problem solver who uses your emotional intelligence to be of service. That begins with your sales pitch. What you’ll learn: What is a sales pitch?

Pitch 109

Pitch Sales Prospecting Clients 109

Partners in Excellence

APRIL 19, 2023

When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.

Customers 109

Customers Quota Growth Strategize 109

Search Engine Land

NOVEMBER 27, 2023

To find keywords that actually lead to sales, it’s important to explore other sources that combine website traffic with actual conversions. If you sell gardening supplies, find out if your customers are into tools, indoor or outdoor gardening, and whether they prefer growing vegetables, flowers, or succulents.

UX 123

UX Strategize Referrals Conversion 123

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Partners in Excellence

DECEMBER 26, 2023

We never have enough. And regardless what we do, we never will. Whatever time we tend free up, is immediately filled with something else and we become time poor, once again. We have endless tools and technologies, increasingly assisted by AI, enabling us to accomplish more in each hour.

Follow-up 135

Follow-up Prospecting Conversion Technology 135

Martech

DECEMBER 8, 2023

The art of capturing the hearts and minds of your customers starts with crafting a brand strategy that evokes emotions and behaviors that benefit your company. If you’re goal is to capture the largest market share for your product, for example, you need to identify objectives that help establish your company as the industry leader.

Electricity 135

Electricity Represent Niche Campaign 135

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems. But each requires different approaches with our customers.

Manufacturing 117

Manufacturing Represent Clients Education 117

Martech

FEBRUARY 29, 2024

In the last article we looked at who would win and who would lose in the enterprise and vendor community in 2024 with AI on the horizon. In servicing enterprise needs, consultancies typically assemble a dedicated team to serve each client with each member of the team contributing their expertise when and where needed.

Consult 103

Consult Technology Technology Clients 103