Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. Some of the more advanced sellers look at the value created/realized by these solutions. We aren’t helping them succeed.

X-functional 127

X-functional Price Presentation Product 127

Veloxy

APRIL 12, 2023

But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. Some customers may have a basic understanding of solar, while others may not know much at all. Provide references or testimonials from other satisfied customers.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Salesforce

JANUARY 17, 2024

The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. Let’s look at this through the lens of a typical customer.

Drivers/motivators 116

Drivers/motivators Trust Territory Technology 116

Search Engine Land

MAY 14, 2024

AI Overviews are reserved to answer more complex questions where Google feels it can add value beyond the search results, Budaraju told us. If AI Overview doesn’t add value to what Google Search shows by default, Google will not show an AI Overview. You won’t see AI Overviews for all your searches.

Click Through Rate 143

Click Through Rate CTR Launch User Experience 143

Martech

NOVEMBER 6, 2023

But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B and B2C customers, despite their different needs, are still human decision-makers. A great customer experience matters for B2B, just as in B2C. Who are B2B customers?

B2B 131

B2B Customers B2C Cold Call 131

Sales Gravy

JANUARY 23, 2024

It's about understanding the customer's journey, their challenges, and what they truly value. It's about seeing the world from the customer's perspective, feeling what they feel. When customers feel understood, they are more open to listening and engaging.

Sell 91

Sell Up-sell Engineering Conversion 91

Sales Gravy

MARCH 24, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Growth 80

Growth Customers Strategize Technology 80

Partners in Excellence

JANUARY 16, 2024

The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They focus on what the customer will achieve in implementing the results.

Trust 118

Trust Customers Process Product 118

Sales Pop!

MAY 14, 2024

Most simply shortlist a few services that catch their eye and opt for the one that feels right. Interactive UI elements like quizzes, calculators, or customizable searches not only hold attention longer but also provide a personalized touch, making users feel like the service is tailored just for them.

Presentation 52

Presentation Service Product Niche 52

Martech

MAY 17, 2024

United in hesitancy and confusion Boston Consulting Group gives us some numbers that’ll probably make you feel comfortable — 62% of companies are stumbling over a talent and skills gap, 47% can’t figure out where to invest and 42% are scratching their heads over how to deploy AI responsibly. It should never have been this complicated.

B2B 74

B2B Strategize Technology Technology 74

Partners in Excellence

MAY 6, 2024

But it’s changing for the positive, as Cassi states, “I feel very strongly about ethical selling and the way in which we sell, sticking to our core values and treating the customer with respect.” When I was younger, I used to go with him when he visited customers to give them quotes and collect their payments.

Sell 87

Sell Technical Sales Up-sell Technology 87

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. Do you want customers to develop an emotional connection to your brand? “We We want our key customer base repost and share our content daily.” What’s important to them?

Electricity 132

Electricity Represent Niche Campaign 132

Search Engine Land

MAY 17, 2024

Here’s what advertisers told Search Engine Land: Manipulation and deceptive practices Sarah Stemen (Paid Search Specialist and Founder): “Their willingness to rewrite help desk documents, frankly, feels shocking after such revelations.”

Trust 134

Trust Price Consult Clients 134

Partners in Excellence

AUGUST 21, 2023

In selling, I suspect too much of the mindset is, “When the going gets tough, the tough build more pipeline… ” Yet appreciation is integral to our success–both within our organizations, with our partners, and our customers. Organizations, where people feel they are heard and valued.

Trust 99

Trust Pipeline Growth Customers 99

Martech

MAY 13, 2024

As a platform, we should take all the complexity that there is and take it away from our customers. At the moment, I feel like the industry has stalled; there’s not much innovation hapening because everyone is waiting to see what Google does. As a technology company, we should create our own solutions.

Conversion 98

Conversion Follow-up Engineering Technology 98

Search Engine Land

FEBRUARY 20, 2024

This article explores how SEO can strategically influence user activation, retention, and community building to drive long-term growth and customer loyalty. The role of SEO in user activation By definition, user activation is the moment when a user achieves value. Get the daily newsletter search marketers rely on.

Construction 95

Construction Growth Engineering Service 95

Salesforce

JANUARY 2, 2024

Which brings us to today’s big question: How can your business get started on an AI journey, and in a way that reduces costs, increases value for your customers, protects your data, and doesn’t leave your people behind? Advisors help you align on a vision, establish a tailored roadmap, and get faster value.

Government 115

Government Trust Technology Technology 115

Partners in Excellence

APRIL 30, 2024

All credit for this post goes to Scott Gillum and his fantastic post: Why Relying on AI Won’t Improve Customer Experience. 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.

Represent 99

Represent Presentation Up-sell Start-ups 99

Martech

DECEMBER 11, 2023

In the second part of this two-part feature, Jade Bunke discusses triggering the right customer behaviors, the differences between emotions and feelings and how to future-proof your brand strategy. Have you mapped the behaviors you want your customers to take across your marketing channels? What do you want your customers to do?

Represent 115

Represent Territory Campaign Strategize 115

Martech

DECEMBER 4, 2023

there is no reason to feel left out. However, I am here to make the case for better utilization of AI which will improve the value you get from it and I believe will better position marketing to be a growth driver for your organization. They have their own bias, motivations, and feelings and make decisions based on emotions.

Drivers/motivators 117

Drivers/motivators B2B Technology Technology 117

Salesforce

JANUARY 29, 2024

According to our research , email remains the best way to connect with customers. A good email list brings in new prospects, increases engagement with your community, and provides you with valuable customer and performance data to keep refining your efforts. How do you maximize the value of your email list? It sure can.

CTR 124

CTR CRM Promote Campaign 124

Salesforce

AUGUST 28, 2023

On the other hand, some may be wondering why their business’s customer experience is diminishing as they lose sight of value and connection. In our annual State of the Connected Customer report , 81% of customers said they expect faster service as technology advances. Read the report 1.

Customers 97

Customers Trust Technology Technology 97

Martech

OCTOBER 30, 2023

It also offers strategic insights for CMOs to create genuine human connections with their customers in an increasingly data-driven world. From individualized recommendations to messages timed according to your habits and ads that feel custom-made, the progress we’ve made is remarkable. The result?

Objectives and Key Results 115

Objectives and Key Results Strategize Legal A/B testing 115

Search Engine Land

MARCH 6, 2024

Fellow Search Engine Land contributor and paid search expert Menachem Ani posted a poll on X on how the paid search community feels about the change in the past few years, and the overwhelming response is to “embrace the future.” Remember, brand awareness and engagement are crucial steps in the customer journey.

A/B testing 120

A/B testing Campaign Networking Engineering 120

Martech

FEBRUARY 27, 2024

Yet, pursuing “true fulfillment” in marketing feels hollow when we chase fleeting. The current landscape is littered with empty promises and manipulative tactics, now more than ever, leaving audiences drowning in information overload and craving genuine value, transparency and trustworthy brands. Let’s be honest.

Campaign 102

Campaign Clients Trust Drivers/motivators 102

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel. There’s a reason why all of our competitors invest into customer communications.

Niche 134

Niche Intrinsic Campaign B2B 134

Partners in Excellence

MARCH 25, 2024

I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. With Keenan and his team, selling success is all about the customer, not what we sell. I find it extremely gratifying to be able to add value and help people achieve something they couldn’t have on their own.

Sell 118

Sell Up-sell Consult Drivers/motivators 118

Martech

MAY 6, 2024

Personalization is at the forefront; it’s an expectation for customers and has become one of the most powerful tools in the marketer’s arsenal. At the same time, customers are increasingly concerned about the what, why, and how of their data. Recently, marketers have been stuck in a bit of a Catch-22.

Customers 105

Customers Trust Campaign Closing 105

Search Engine Land

MAY 2, 2024

DeadSpin and Money) pump out commercial (sometimes AI-generated) content, all designed to drive affiliate revenue while squeezing out every ounce of brand value that remains. That won’t make HouseFresh feel better – but the reality is Google doesn’t owe you traffic, rankings or a living. Traffic loss.

Niche 130

Niche Follow-up Product Customers 130

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. Consequently, you impact the experience.

Customers 100

Customers B2C UX User Experience 100

Search Engine Land

MAY 10, 2024

Getting this sort of detrimental feedback online can feel like a sucker punch. But get this: Poor online feedback is not the end of the world, regardless of whether it comes from a former employee or a current customer. Addressing concerns Employees (both past and prospective) like to feel acknowledged by a company.

Trust 95

Trust Represent Start-ups Consult 95

Martech

MAY 15, 2024

She is also a valued contributor to MarTech and a speaker at The MarTech Conference. We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. How did this lead you to customer experience? Interview edited for length and clarity.)

Healthcare 89

Healthcare Technology Technology Sports 89

Salesforce

SEPTEMBER 28, 2023

Recognizing your agents’ contributions during National Customer Service Week (celebrated annually the first full week of October) is an opportunity to say thank you and continue to foster a positive, high-performing work environment. Here are six Customer Service Week ideas to show your appreciation all year round.

Service 136

Service Customers Gaming Drivers/motivators 136

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. Will my interactions with them leave me feeling misled, too? Customers want to feel valued, not treated like just another transaction.

Trust 105

Trust Customers Healthcare Service 105

Martech

SEPTEMBER 20, 2022

But they have to remember that they’re marketing to humans, and that customers expect a human touch. There are three main values that customers expect at every touchpoint, according to CEO and founder of B2B marketing consultancy Simple Strat, Ali Schwanke, who spoke at The MarTech Conference. Customers expect empathy.

Customers 128

Customers Trust Consult Follow-up 128

Salesforce

MAY 1, 2024

Your coffee doesn’t seem strong enough to tackle the neverending queue of customer queries and complaints. You feel like you’re at a breaking point, unable to muster the energy for even the most routine interactions. Feeling overwhelmed by daily tasks. Does your tank feel empty? Irritability with colleagues or customers.

Teamwork 59

Teamwork Technique Technology Technology 59

SaaStr

APRIL 19, 2024

Going Multi-Product is Required ”By the time you get to 10,000 customers, you better have a second product that can be bigger than the first,” Jason says. The same is true for eCommerce customers who reach some type of critical mass, and here’s a good example of a mistake founders often make. You never catch up.

Engineering 97

Engineering Price Cross-sell Niche 97