Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact.

Price 113

Price X-functional Presentation Represent 113

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 106

Cross-sell Pipeline Meeting Presentation 106

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 123

Education Trust Sell Product 123

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? It mainly wants to compete with your dog to be your best friend without all the licking. At the time, we all decried it as a land grab from Google.

User Experience 115

User Experience Niche Service Closing 115

Martech

APRIL 16, 2024

Are we delivering content in seconds? It can sound like marketers need to live in the world of the Oscar contender Everything Everywhere All at Once. What matters is that you reach your customers when they need to be reached, with the right experience. What do marketers mean when they say “real-time”? Milliseconds?

E-commerce 111

E-commerce Hospitality Customers Strategize 111

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. The rise of cloud-based software.

B2B 133

B2B Manufacturing Technology Technology 133

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 110

Customers Objectives and Key Results Growth Objection handling 110

Martech

MARCH 28, 2024

To some extent, we all are. Most notably, the introduction of ChatGPT put AI in the hands of just about anyone who wanted to use it. There are now countless AI-powered tools available for marketers to help boost productivity, automate manual tasks, analyze data and more. Is your marketing team tired of hearing about AI?

CRM 129

CRM Technology Technology Campaign 129

Partners in Excellence

MAY 1, 2024

.” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. But every once in a while we get on a call to discuss “What’s happening in selling?

Technology 108

Technology Technology CRM Pipeline 108

Partners in Excellence

APRIL 2, 2024

.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. We orient all our activities to getting that order.

Customers 115

Customers Closing Presentation Product 115

Salesforce

MARCH 19, 2024

The company was poised for rapid growth, but it couldn’t train customer service representatives (CSRs) quickly enough to keep up with its expansion. Algo adopted a large language model (LLM) to help onboard new CSRs faster. For it to thrive, it needs the proper context and reams of factual data — and not generic information.

Trust 122

Trust Represent Start-ups Technology 122

Martech

APRIL 18, 2024

Looking at those pieces today, two insights struck me: The basic approach and strategy of selecting technology tools to help us with marketing tasks hasn’t changed much (the good news). What does your business need to do with AI? Which marketing tasks could benefit from the help of AI tools? Available resources.

Strategize 137

Strategize Education Price Service 137

Search Engine Land

MARCH 22, 2024

This creates an opportunity for local businesses to stand out by producing authentic, helpful information that resonates with their audience and builds trust. Engaging on forums can be a great way to help people get to know your brand, but tread lightly. Continuously updating outdated pages.

Real Estate 115

Real Estate Trust Healthcare Click Through Rate 115

Search Engine Land

MAY 3, 2024

Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. We are now seeing an influx of localized service area pages showing on the SERPs instead of generic, non-location-specific pages and homepages. Many people worry about duplicate content when creating many service area pages.

Service 101

Service Trust Clients Cross-sell 101

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. Consider these ways customers often react at different touchpoints when AI is involved. This might not seem like a big issue.

Trust 121

Trust Customers Healthcare Service 121

Martech

FEBRUARY 5, 2024

They’re useful, and we use the return data in our email program, customer profiles and product development B. We don’t get much helpful info from them and readers generally ignore them. How could we do a better job with these familiar emails? Why am I asking?

Profit margin 130

Profit margin Contact Campaign Service 130

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. To provide you with a framework to influence thoughts and behaviors in the future, here’s a step-by-step framework to help you build a modern brand strategy.

Electricity 140

Electricity Represent Niche Campaign 140

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. Carlos nets it out, “Selling is helping.” I do believe that in many ways I am in a rare position. At least Carlos Hidalgo sells. But selling goes far beyond the titles.

Sell 112

Sell Tradeshows Pitch Up-sell 112

Search Engine Land

APRIL 16, 2024

Are we delivering content in seconds? It can sound like marketers need to live in the world of the Oscar contender Everything Everywhere All at Once. What matters is that you reach your customers when they need to be reached, with the right experience. What do marketers mean when they say “real-time”? Milliseconds?

E-commerce 84

E-commerce Hospitality Strategize Follow-up 84

Partners in Excellence

DECEMBER 14, 2023

Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. Imagining a world where companies are wholly self sufficient, not needing to buy anything to operate. One might argue, we don’t need sellers to buy. Hmmm, what am I missing?

Sell 115

Sell Retail Promote Up-sell 115

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. In work, we constantly look for shortcuts. Technology has become our savior.

Pipeline 123

Pipeline Drivers/motivators Technology Technology 123

Martech

MAY 9, 2024

When we spoke, he was driving to an airport in Croatia, but he was still able to address the “trough of disillusionment” that might be just around the corner for some — not all — uses of generative AI. We had this issue with translation of our own website. Interview edited for length and clarity.) A: Yes and no.

Appointment 62

Appointment Technology Technology Follow-up 62

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. Like all of us, he was struggling to get the engagement he wanted. ” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. He tried to connect what he learned they were doing with his prospecting efforts.

Pitch 120

Pitch Prospecting Start-ups Conversion 120

Search Engine Land

APRIL 30, 2024

You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” The problem is that going ultra-deep in a psychographic profile doesn’t actually help you craft a 30-character headline for fleet management software. Ready to refine your approach?

CTR 101

CTR Real Estate Legal Clients 101

Search Engine Land

MAY 8, 2024

This article explores the SEO-UX paradox and how businesses can achieve visibility and user delight through a holistic approach that aligns with search engine algorithms and human needs. ” The peak-end rule refers to the fact that, as humans, we are much more likely to remember the peak (emotionally) of an experience and the end of it.

UX 89

UX Objectives and Key Results User Experience Legal 89

SaaStr

APRIL 20, 2024

"We all need more hackers on our team. We lost too much of that. People that want to do the work because they enjoy the work." We went pretty deep on: The real role of AI in marketing today Does everyone just want to be a strategist now? Will AI let ICs do more, with fewer managers?

Drivers/motivators 110

Drivers/motivators Growth Product Technology 110

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. We’re almost there. Most of that group believes that a sales process is helpful.

Process 133

Process Pipeline Sales Gaming 133

Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. For decades, we’ve seen data and research contrasting these approaches. It’s not surprising.

Customers 108

Customers Pitch Meeting Sell 108

Martech

APRIL 19, 2024

But big-ticket purchases in B2C and B2B will help marketers see ROI with a small number of wins, which pushes some marketers toward quality. Even with new channels and new tactics entering the fray on a regular basis, the debate around how to do lead gen rages on, including on social media channels. Meta saw 16.6%

B2C 121

B2C Lead generation B2B Campaign 121

SaaStr

APRIL 3, 2024

Before diving into all things AI, Jason asked Jennifer, “How do you keep going long in this industry when so many CEOs have left?” How do you go long in SaaS? Start with your motives and why you want to be a CEO. But the real value is surfacing deep context that helps humans to do incredible things at a much faster rate.

Healthcare 102

Healthcare Trust Drivers/motivators Start-ups 102

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. Don’t get me wrong, these tools are very powerful and helpful. There are hacks piled on top of other hacks–I suppose helping us become even more efficient. There, I said it, I got it off my chest.

Healthcare 111

Healthcare Drivers/motivators Engineering Presentation 111

Search Engine Land

MARCH 13, 2024

The naming conventions B2B and B2C have forced us to think that each need a completely different approach, but often they don’t. When we turn up to work, we aren’t able to put ourselves into robot corporate mode. We are still that human that was at home in the morning and has many different motivational drivers.

Drivers/motivators 105

Drivers/motivators B2B B2C Quota 105

Partners in Excellence

MARCH 14, 2024

We see a lot of uncertainty. We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) How do we survive (though some real leaders are asking themselves how we thrive.) Time to face reality.

Objectives and Key Results 114

Objectives and Key Results Clients Drivers/motivators Start-ups 114

Martech

OCTOBER 9, 2023

In the second part, we’ll see how the LLM responded. Persuasion is at the heart of so much of what we do as marketers, no matter which channel we’re working in. This is not a license to try to manipulate your customers into doing what you want them to do. This is a must.

A/B testing 137

A/B testing Retail Campaign Price 137

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. Economic or industry trends: Do you have the right awareness? Still, it is good to do your research.

Strategize 140

Strategize Launch Start-ups Engineering 140

Search Engine Land

DECEMBER 18, 2023

This article will help you cut through the noise and focus on the four key pillars of SEO that will help you improve visibility in 2024 and beyond. The four pillars of SEO The four key areas of SEO that site owners need to consider are: Technical SEO : How well your content can be crawled and indexed.

UX 137

UX Click Through Rate Engineering Service 137

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. If you do business outside the U.S.,

Strategize 114

Strategize B2B Legal Launch 114