Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. Just dump in the data, the customer didn’t have to clean it up much, we could do that. Which recommendation should the customer choose? They were eager to start.

Manufacturing 123

Manufacturing Engineering Technology Technology 123

Partners in Excellence

JANUARY 24, 2025

Our technologies, now further amplified by AI give us enormous amounts of information that we can track. We have endless dashboards, showing what’s happening in every part of the organization, every customer interaction, over whatever time periods one wants. We have a very specific definition of a high impact conversation).

High impact 109

High impact Pipeline Inside sales Quota 109

Partners in Excellence

NOVEMBER 6, 2024

For individual contributors, it may be prospecting, admin tasks, researching our customers, managing our pipelines, dealing with all the minutiae of moving deals forward, and on and on For managers, it may be hiring, coaching, dealing with poor performers, understanding performance data, and on and on. They vary for each of us.

Leadership building 126

Leadership building Technology Technology High impact 126

Martech

SEPTEMBER 29, 2023

Marketers have long used technology and data to target their audiences effectively. With Einstein GPT, customers can generate content that continuously adapts to changing customer information and needs in real-time. AI has now enhanced this capability, but it also raises ethical concerns.

Technology 130

Technology Technology Government Legal 130

Partners in Excellence

NOVEMBER 5, 2024

We can reduce swelling admin time by 20%, we can increase revenue by $100M… ” The numbers can appear big, particularly in context of the investment the customer may have to make in our solutions. In the context of the issues they face, the impact is small. Unless we deeply understand our customers’ business.

Represent 124

Represent Up-sell High impact Gaming 124

Sales Hacker

NOVEMBER 15, 2024

Leaders need to rethink how to balance technology adoption with the need to cultivate the human skills that drive high performance in sales. Pattern recognition: Manually analyzing buyer behavior or segmenting customer needs. PCF is about focusing on 1 or 2 high-impact channels. Let’s get into it. Product-led SEO.

GTM 111

GTM Cold Call Strategic partnership Follow-up 111

Heinz Marketing

NOVEMBER 7, 2024

But with ever-evolving buyer expectations and technology shifts, crafting a successful ABM/ABX plan demands fresh insights and clear objectives. Reassess Your Ideal Customer Profile (ICP) and Target Accounts 2025 will be about precision, not scale. Begin by revisiting your Ideal Customer Profile (ICP).

Go To Market 105

Go To Market Negotiate High impact Territory 105

Martech

NOVEMBER 12, 2024

In many cases, the focus remains on technology acquisition rather than equipping the workforce to use that technology effectively. CMOs operate in a world where marketing channels, customer expectations and technological capabilities change rapidly. Keeping pace requires more than the right tools.

Technology 126

Technology Technology Strategize Negotiate 126

Martech

NOVEMBER 1, 2024

The problem with AI pilots Too slow for the pace of business AI pilots might sound like a lower-risk way to ease into new technologies, but they often come with a downside — things move too slowly. Identify high-impact AI marketing use cases Where can AI help your marketing have the most significant impact on your business goals?

Objectives and Key Results 122

Objectives and Key Results Click Through Rate High impact Drivers/motivators 122

Martech

JANUARY 15, 2025

Social media platforms are portals to deep, meaningful engagement with customers. For marketers looking to meet customers where they are , social media cant be overlooked. Customer service on social media We dont know what shape TikTok will take in the U.S., as the date for a likely ban approaches.

Niche 117

Niche B2B Service Retail 117

Heinz Marketing

SEPTEMBER 24, 2024

Consider tools that offer customization and can accommodate an expanding team or an increasing volume of leads. What was once a manual, time-intensive process can now be handled by smart technology, freeing SDRs to focus on strategic, high-impact activities.

Objectives and Key Results 104

Objectives and Key Results GTM CRM Follow-up 104

Partners in Excellence

APRIL 19, 2022

Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. As a result, I’ve always done a lot of research into both my customers and target customers. I could hold my own in any conversation, at any level within my banking customers.

Customers 140

Customers High impact Prospecting Clients 140

Sales Pop!

MAY 26, 2023

It includes training, coaching, content creation, and technology solutions that are tailored to the needs of the sales team. The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers.

Objectives and Key Results 245

Objectives and Key Results Cross-sell Sales Strategize 245

Partners in Excellence

DECEMBER 10, 2024

Too often, as I look at my feeds, or as I discuss many well intended enablement/training programs, or as I look at the technologies available to “help” our sellers, I’m reminded of the old Three Stooges scene where Curly is struggling, saying, “I’m trying to think but nothing happens!”

Objectives and Key Results 117

Objectives and Key Results Objection handling High impact Conversion 117

Heinz Marketing

APRIL 30, 2025

Effective AI adoption is a partnership between technology and human insight. AI is Only for Large Enterprises : The democratization of AI technologies has made them accessible to businesses of all sizes. This accessibility enables SMEs to compete effectively with larger corporations by enhancing efficiency and customer engagement.

Strategize 78

Strategize Sales Technology Technology 78

Salesforce

MARCH 9, 2022

This flexibility introduces challenges to the traditional landscape of information technology (IT), particularly with things like cybersecurity attacks and ransomware attacks becoming increasingly common. Now, cloud computing and modern technologies are used at every federal agency, and in 2020, federal agencies spent $6.6

Government 96

Government Technology Technology Healthcare 96

SaaStr

DECEMBER 18, 2023

At SaaStr Annual , IBM’s VP of Software and Technology Raj Datta and Director of Startups Kylie Rutherford shared how AI is changing the game for companies of all sizes. High-Impact Proven Use Cases with AI IBM has three high-impact, proven use cases for AI. growth in the last few months alone.

Gaming 117

Gaming Technology Technology Appointment 117

Partners in Excellence

OCTOBER 12, 2012

I’m probably overstating this, but it conjures up the image of that single impactful presentation where the customer immediately says, “Yes,” and pulls out an order form. Likewise, sales people need to help their customers achieve specific outcomes in their businesses. Teachers are increasingly metric oriented.

Customers 106

Customers Pitch Objectives and Key Results Education 106

Martech

OCTOBER 29, 2024

Start with low-risk, high-impact pilots to demonstrate AI’s value and build momentum. Focus on use cases that directly impact revenue, customer experience or efficiency. To do so, organizations must consider integrating new technologies and help their organizations navigate a complex change curve.

Drivers/motivators 120

Drivers/motivators Strategize High impact Pitch 120

Martech

FEBRUARY 14, 2025

That gorgeous martech ecosystem diagram on your wall shows perfectly integrated systems driving seamless customer experiences. Predictive analytics that supposedly tell you what customers want before they know themselves. Real revenue impact starts with customer acquisition costs. Reality looks different. Prove it works.

Finance 115

Finance SQL Campaign GTM 115

Salesforce

JUNE 9, 2025

Customers are fed up with traditional self-service – and it’s not hard to see why. For many companies, customer self-service looks like basic FAQs, hundreds of knowledge articles, and chatbots that can only handle simple requests. Customers spend more time than they’d like hunting around online, leading to a frustrating experience.

Service 59

Service Technology Technology Customers 59

Partners in Excellence

OCTOBER 6, 2022

We were talking about the inability for sellers to connect and communicate, in meaningful ways, with customers. Customers speak the language of their business. There are things critical to them, their industries, markets, and customers. And the customer, like us, may nod their heads, acknowledging the words we have said.

Conversion 121

Conversion Customers Construction Drivers/motivators 121

Martech

OCTOBER 11, 2024

CMOs are working hard to bring the value of personalization to their customers and businesses, especially to build stronger customer relationships. However, capturing its potential could redefine how you engage with customers and elevate your brand’s customer experience strategy. Customers today expect immediacy.

Objectives and Key Results 73

Objectives and Key Results Retail Healthcare User Experience 73

Partners in Excellence

MARCH 2, 2024

What I am passionate about is people, technology and making impact. Therefore, I deliberately chose my education to be focused on the fundamentals of technology and pursued my education in electronic design. I am not sure if I could say I am obsessed with selling, I guess it depends on the perspective one has about “selling”.

Sell 139

Sell Education Territory Engineering 139

Partners in Excellence

SEPTEMBER 25, 2023

For decades, technology continues to offer ways to improve our efficiency (and every once in a while, our effectiveness–but that’s a separate post). In addition to technology, we revise and redesign our processes to make us more efficient. We seek to replace human interaction with technology interacting with humans.

Technology 149

Technology Technology Meeting High impact 149

Martech

MAY 5, 2025

That means defining KPIs, customer journey impact, and personalization goals before determining the messaging or marketing campaign to get you there. Positionless Marketers ensure technology serves the vision, rather than the other way around. They listen to customer behavior through AI-driven insights, then act accordingly.

Assembly Line 103

Assembly Line Campaign Negotiate Strategize 103

Partners in Excellence

JUNE 10, 2024

Recently, in speaking with a colleague, he was showing me a series of AI prompts to help sellers do deep research on customers, their markets, issues, and so forth. often, takes time away from higher return efforts like meeting with customers, working with our people. How do we engage this CFO in a high impact two way conversation?

High impact 110

High impact Healthcare Manufacturing Follow-up 110

Salesforce

OCTOBER 11, 2022

Utilities can use this change to build trusted relationships and collaborate with customers on decarbonization efforts. No longer just a one-way relationship, the new utility-customer partnership helps us work together toward a more resilient grid and makes utilities more valuable than ever. Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Partners in Excellence

SEPTEMBER 19, 2023

We have the tools and technologies that enable us to refine our targeting. High impact content in the right channels. But the messages are always about the customer, their challenges, opportunities, and their concerns. But the messages are always about the customer, their challenges, opportunities, and their concerns.

Pipeline 141

Pipeline Tradeshows High impact Technique 141

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. The good news is that in just the next year, generative AI is poised to unlock new levels of efficiency, knowledge, and agility for customer-facing teams everywhere.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

RingDNA

MARCH 18, 2025

Considering the prediction that AI will power 95% of customer interactions by 2025 , there’s no time like the present to invest in this invaluable sales ai software. Craft a High-Impact Follow-Up Email Developing and sending timely meeting email recaps is critical to building trust and moving the deal forward.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Partners in Excellence

AUGUST 26, 2024

.” We contrasted what we see in too many demand gen and prospecting programs, with what we have seen that drives higher quality customer engagement. If we hit the customer at the right moment, they might say “Let’s talk… ,” but we know how increasingly rare that is. How are you addressing this?”

High impact 139

High impact Growth Prospecting Trust 139

Partners in Excellence

AUGUST 14, 2024

High impact coaching means understanding the current performance–not just the numbers but what is driving the numbers: If there are pipeline problems, what’s causing them? Are we helping the customer move through their buying process? Are we we leveraging tools/technology/content as effectively as possible?

Cross-sell 134

Cross-sell Pipeline High impact Meeting 134

Salesforce

MAY 31, 2023

Regardless of industry or what you’re selling, delighting your customers is key to your success — where trust, personalization, and seamless interactions intersect. But pleasing your customers isn’t just about meeting their needs — you need to be one step ahead. But making customers happy is often easier said than done.

Government 98

Government Customers Trust Service 98

Martech

DECEMBER 12, 2022

In response to these economic headwinds, CFOs and CEOs prioritize investments focused on growth, which includes both digital technology (e.g., One would think this focus signals good news for marketing technology budgets, but the C-suite doesn’t look so positively upon more investments in martech solutions. Consider external hires.

A/B testing 114

A/B testing Technology Technology Growth 114

Partners in Excellence

FEBRUARY 2, 2024

The tools themselves are evolving quickly, but having gone through a several of these technology disruptions in the past, I recognize we usually find the mediocre to poor uses first, but as we gain experience we improve our understanding and start to leverage the technology to its full potential. We had a remarkable technology.

Manufacturing 139

Manufacturing Engineering Technology Technology 139

Martech

JUNE 1, 2022

In this context, it is critical to develop strategies to keep your audience engaged and further develop your customer base. High-impact audience development strategies. Think of audience development as a timeline that involves attracting customers to your brand and keeping them loyal to your business over time.

High impact 117

High impact Campaign Niche Repeat business 117