Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. When we look at our approaches to selling, we can recognize too much of what we do and how we engage customers are represented by the first two points.

Customers 127

Customers High impact Technique Represent 127

Martech

SEPTEMBER 9, 2024

Answer: Calculating customer acquisition cost (CAC) is a straightforward process that involves determining the total costs associated with acquiring new customers and dividing that by the number of customers acquired during a specific period. Sales expenses: Salaries, commissions, bonuses, and overhead costs for the sales team.

Customers 111

Customers Commission Customer Relationship Management Retail 111

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems!

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

Martech

AUGUST 12, 2024

Prompt: How might a marketer for a large B2C company incorporate a CDP into their martech stack to improve the customer experience, increase customer engagement, and increase conversion rates? Centralized customer data management Unified customer profiles: A CDP aggregates data from various sources (e.g.,

Customers 115

Customers A/B testing B2C Cross-sell 115

Martech

AUGUST 2, 2024

How well does your organization know how customers engage with your brand? Customer journey maps can’t fix all of these problems, but they do give businesses the opportunity to visualize the various touchpoints and experiences our customers pass through as they move from awareness to post-sale. But we’re rarely sure.

Customers 112

Customers B2B Start-ups CRM 112

Martech

JANUARY 14, 2025

To paraphrase an old saying: New customers are silver; old customers are gold. Keeping customers you already have is less expensive, consumes less time and provides a reliable income stream. Despite this, marketers spend remarkably little effort on customer retention. Give me leads. ” 3.

B2B 132

B2B Customers Objectives and Key Results Cross-sell 132

Sales Pop!

NOVEMBER 1, 2024

In the fast-evolving landscape of content marketing and sales, podcasting has become a powerful medium for brand visibility and audience engagement. Platforms like Spotify and Apple Podcasts use sophisticated AI algorithms to recommend content based on user behavior—something sales teams can capitalize on for a new SEO and marketing edge.

Niche 246

Niche CTR Click Through Rate Sales 246

Martech

AUGUST 1, 2024

5 reasons why we’re not seeing the connection between content and the buyer’s journey Along with our analysis, we gathered data from both sales and marketing tools and conducted interviews with sales reps about won deals. One key reason is the lack of integration with sales tools like Gong and Outreach. Here’s what we learned.

Customers 120

Customers Construction Presentation Trust 120

Martech

DECEMBER 11, 2024

“When you talk about AI, contact centers and customer experience, I think thats the best use case to illustrate return on investment,” said Luiz Domingos. He gave us an overview of the current business which is invested in providing customized communications capabilities, across all channels, for complex businesses.

Customers 112

Customers Contact Service Represent 112

Martech

NOVEMBER 21, 2024

This is in pilot right now, it will be available to our customers in an early calendar quarter in 2025. On the one hand, the aim of automating the customer experience (including automating the work of service reps) seemed very ambitious. And is customer experience really reducible to the service (or support or success) experience?

Customers 144

Customers B2C Service Clients 144

Partners in Excellence

MARCH 5, 2025

One of the things I’ve started doing is counting how many times they use the word, “Customer.” When it is, it’s used in the context of the customer being the target of a set of strategies and activities. But most of the time, it seems the word, Customer, is a distraction from what we are trying to do.

Customers 107

Customers GTM Conversion Meeting 107

Martech

OCTOBER 30, 2024

I started with my usual first question, “Who is your customer?” The founders had theories and ideas but didn’t actually know who their customers were. This is not surprising, as most of the teams I speak with have misidentified their customers. They make common mistakes while developing their ideal customer profile (ICP).

A/B testing 120

A/B testing Customers Education Growth 120

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Search Engine Land

OCTOBER 2, 2024

Whether you’re a small local business or a large brand, understanding Amazon’s advertising options can help you reach new customers and grow your business. One of the primary placements for this ad type is the search engine results page, which can provide the most significant lift in sales and organic ranking. Custom image.

Customers 103

Customers Sell Campaign Engineering 103

Sales Pop!

FEBRUARY 3, 2025

If youre looking for new ways to increase your sales, you may be considering subscription-based products or services. Subscriptions help you earn long-term income from customers instead of relying on infrequent or sporadic purchases. Customization is something you can take from the insurance example.

Drivers/motivators 180

Drivers/motivators Consult Sales Service 180

Martech

MARCH 10, 2025

Only humans can provide the genuine interaction and empathy to build lasting customer relationships. While AI can help identify your ideal customers, you must go old school to nurture them. “AI is a magnificent tool,” said Kyle Tudor, head of sales at Perfection and Custom, at last fall’s MarTech Conference.

Customers 115

Customers A/B testing Click Through Rate Campaign 115

SaaStr

MAY 5, 2025

Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? I know your sales team probably hates pilots, because in a sense, it means they have to sell the deal twice. Having an “opt out” clause after a pilot ends helps, but still, it’s a double sale. But the thing is, net net it might be less work.

Customers 99

Customers Contract Clients Trust 99

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting. At Veloxy, we believe AI is the game-changer every sales leader needs.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Salesforce

MAY 5, 2025

As the company expands internationally into the United States and Europe, it remains committed to keeping customers at the center of its business strategy. With 15 million daily customers, thats no easy feat. But the OXXO team knew that establishing personalized customer connections at scale would be critical to their success.

Conversion 96

Conversion Customers Strategic partnership Campaign 96

Understanding the Sales Force

MAY 18, 2025

This logic makes sense to nearly ever human being but when you apply a filter for only those in the sales profession, including salespeople, sales managers, sales leaders and senior executives who oversee the sales function, that logic goes right out the window. The stats represent salespeople who follow a sales process.

Process 122

Process CRM Pipeline Sales 122

Understanding the Sales Force

NOVEMBER 1, 2024

Which brings me to sales cycles. Do you know what actually determines the length of your sales cycle? A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Short Foliage Cycle. Understand this.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

Cerebral Selling

DECEMBER 5, 2024

We have a unique solution, leading technology, and an amazing, experienced team, but our customers still see us as a commodity! Training focuses on the wrong skills: in an increasingly product-centric world, much of the training sales teams receive is focused on product knowledge. But that’s not what customers care about!

Pitch 130

Pitch Sales Retail Technology 130

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. A well designed sales process has so many benefits. We are happy to help with that!

Process 131

Process Sales Conversion Sell 131

Sales Pop!

OCTOBER 24, 2024

Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad. First, some background.

Technique 246

Technique Represent Education Clients 246

Sales Pop!

OCTOBER 21, 2024

Sales periods offer a prime opportunity to maximize your grocery budget, but without a clear strategy, they can just as easily lead to overspending. In this article, you’ll find practical tips to help you make the best out of supermarket sales. Just be mindful of your storage space and the quantities you actually use.

Price 130

Price Sales Promote Up-sell 130

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. In my experience, the biggest culprits behind this inefficiency are bloated, disconnected sales tech stacks with poor training and low user adoption. Double Sales Productivity in only 1 Minute. Lets dive in.

Product 130

Product CRM Price Objectives and Key Results 130

Martech

OCTOBER 1, 2024

In recent years, holiday spending has shifted to early sales events like October’s Amazon Prime Big Deal Days — this year, running October 8 and 9. Understanding where their customers fit in these trends will help a business make the most out of the holiday push. sales, according to Adobe. This means mobile will have a 53.2%

Retail 120

Retail Territory Price Sales 120

SaaStr

MAY 2, 2025

So we had another 2025 Customer Success experience the other day. When we asked for the roadmap review the Customer Success exec said Oh just go see it on our webinar later this week. At a basic level, this is what happens when Customer Success becomes part of the sales org. So what happened? How did we do it?

Customers 71

Customers Cross-sell Referrals Growth 71

SaaStr

JANUARY 4, 2025

Dear SaaStr: My Salesteam Doesnt Want to Do Outbound or Visit Customers in Person. Ive discussed variants of this question with so many CEOs and also CROs and VPs of Sales. You cant get sales reps used to only doing inbox to magically start cold calling for real. How Can I Get Them To Work Harder Here? You have to start over.

Cold Call 111

Cold Call Customers Start-ups Meeting 111

Sales Hacker

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. But when done right, it can transform your sales organization into a high-performing revenue machine.

GTM 116

GTM X-functional Pipeline Construction 116