Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 113

Customers Contract Consult Electrical Engineering 113

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience. Mission accomplished.

Customers 120

Customers Hospitality Technology Technology 120

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customers 109

Customers GTM Trust Up-sell 109

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? The core issue is our customers are struggling. You already know that.

Customers 122

Customers Quota Up-sell Conversion 122

Martech

NOVEMBER 29, 2023

Marketers who think of their customers’ and prospects’ best interests in everything they do tend to create marketing that resonates better and is overall more effective. While most marketers believe they’re customer-centric, certain behaviors demonstrate it. Let’s look at five ways to prove your team focuses on customers.

Customers 95

Customers A/B testing Campaign Up-sell 95

Veloxy

MARCH 1, 2021

As the most important part of any business, it’s vital to have a good relationship with your customers to reduce attrition. This is why plenty of companies focus on Customer Relationship Management. What is Customer Relationship Management? When purchasing your first item from Amazon, you need to set up a personal account.

Customer Relationship Management 204

Customer Relationship Management Relationship Management Customers CRM 204

Partners in Excellence

JUNE 14, 2023

Answer this question, you have 90 seconds: What does your customer care about? For extra credit points, write down why) Tick…… Tick… Tick… Time’s up, put down your pens, fingers off the keyboard. For extra credit points, write down why) Tick… Tick… Tick… Time’s up, pens down!

Customers 102

Customers Promote Up-sell Sell 102

Partners in Excellence

NOVEMBER 16, 2021

Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. What are the critical digital interventions?

Process 131

Process Customers Manufacturing Sales 131

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. The post GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin appeared first on GTMnow.

GTM 92

GTM Customers Contract Go To Market 92

Partners in Excellence

SEPTEMBER 12, 2022

I’ve been writing a series on the importance of systems thinking in buying and selling. Our customers have different systems–most are focused on accomplishing the objectives of their functional organizations and those of their enterprise. As a result we and our customers have a huge challenge.

Customers 117

Customers Up-sell Follow-up Sell 117

Martech

APRIL 20, 2023

Customer experience is the most important and toughest part of marketing. CX involves every interaction current and potential customers have with a brand — from customer service to packaging to digital presence to physical store maintenance to positioning around external events and much, much more. You need expert help.

Customers 109

Customers Non-Profits GTM Consult 109

Spiro Technologies

MAY 8, 2024

And they get, “What do you want to do when you grow up?” It’s like, “Well, what do you want to sell?” On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Probably our oldest customer is Watkins.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

Cerebral Selling

FEBRUARY 22, 2021

In part one of this post, I shared research on how modern sales and marketing organizations can drive revenue growth by being more prescriptive in their selling motions. Nor does it means flagrantly overriding the feedback signals you’re getting from your customers and charging ahead. Here are three examples. Problem Definition.

Process 208

Process Customers Objectives and Key Results Clients 208

Sales Pop!

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customers 64

Customers Account management Sales Clients 64

Martech

OCTOBER 3, 2023

To build trust and authority with customers they transformed their content strategy, broke ground on new channels like TikTok and backed everything with data. Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company.

Customers 116

Customers Cold Call Territory Launch 116

Partners in Excellence

OCTOBER 1, 2020

” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. Customers saw through this pretty quickly. Customers saw through this pretty quickly. Fast forward to more modern times and the advent of things like “SaaS selling.”

Customers 163

Customers Up-sell Gaming B2B 163

Search Engine Land

FEBRUARY 14, 2024

Online shopping is a dynamic experience for customers, sparked by the awareness of a specific need or desire. As explored in “Mapping the customer journey for SEO and marketing success,” understanding your customers’ purchase path is vital. What is a customer journey map for ecommerce?

Customers 102

Customers User Experience Referrals B2B 102

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. As a result, sellers are playing a losing game of catch up. Win rates are plummeting.

Assembly Line 93

Assembly Line Customers Tradeshows Manufacturing 93

Salesforce

APRIL 25, 2024

Good customer service is important — whether we’re receiving or providing it. But what is good customer service, anyway? Good customer service means meeting customer needs and expectations consistently. Our research found that 88% of customers say good customer service makes them more likely to purchase again.

Service 52

Service Customers E-commerce CRM 52

SaaStr

NOVEMBER 18, 2023

Dear SaaStr: What are some best practices for selling a new product/service to your existing SaaS clients? Here’s the bottom line: if your NPS is say > 40 or so, a significant portion of your customers love you. If your NPS is say > 60 or so, a ton of your customers love you. So my #1 best practice is get your NPS up.

Product 97

Product Sell Customers CRM 97

Partners in Excellence

DECEMBER 1, 2021

Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. What are the critical digital interventions?

Process 118

Process Customers Manufacturing Pipeline 118

Partners in Excellence

MAY 26, 2021

When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. And then we “Go To Customer.” ” We inflict our strategy on the customer.

Assembly Line 133

Assembly Line Customers Manufacturing Start-ups 133

Martech

MARCH 4, 2024

Prompt What are the top five metrics to track with a customer journey orchestration tool? Conversion Rate: This metric measures the percentage of customers who complete a desired action or goal, such as making a purchase or signing up for a newsletter. Answer The top five metrics to track with a CJO tool are: 1.

Customers 91

Customers Objectives and Key Results Manufacturing CRM 91

Partners in Excellence

OCTOBER 4, 2022

” It’s best to read his research, but a net summary of one of his points is, “Buyers who have put less time in doing their homework, up front; those that engage only at a superficial level, have a much higher degree of remorse, for those decisions they make.” Or what brand damage does that customer create?

Customers 108

Customers Prospecting Up-sell Process 108

Heinz Marketing

JULY 20, 2023

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing Customer success leaders today face an increasingly challenging task of navigating post-sales efforts. Not only are they pressured to mitigate churn, but they must also simultaneously drive revenue through upsells, cross-sells, and advocacy.

Customers 94

Customers Cross-sell Growth Lead generation 94

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customers 96

Customers Sports Pipeline Promote 96

Partners in Excellence

NOVEMBER 22, 2021

It’s always a structured approach to engaging the customer, working with them to make a buying decision. The process has always reminded me of critical things I should be considering, to maximize my impact in working with the customer. Usually, I’d end up regretting that. Issues that usually came up.

Process 131

Process Sell Customers Up-sell 131

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” BANT is the grandfather of all of these, but others have come up with their own alphabet soup pushing their approaches. Condition 1: The customer/opportunity is dead center in our Ideal Customer Profile.

Customers 165

Customers Manufacturing B2C Technology 165

Martech

MAY 11, 2023

The art of attracting and selling to customers is undergoing rapid and unprecedented transformation. To stay relevant and competitive, brands must keep up with technological advances and ever-evolving consumer behavior. The post Create tailored customer experiences for each generation appeared first on MarTech.

Customers 89

Customers Presentation Technology Technology 89

Partners in Excellence

JULY 20, 2023

As sellers, our job is to talk to customers. Research report after research report say the same things: The majority of customers prefer a rep-free buying experience. Customers say sellers waste their time. Sellers don’t understand the customer and the business, they don’t talk about what the customer cares about.

Customers 62

Customers Conversion Up-sell Meeting 62

Partners in Excellence

JULY 28, 2023

There are always so many issues that come up in these discussions, I’ll cover these in this series. But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers. ” In it, we post all the activities we think the customer should be doing.

Process 88

Process Customers Negotiate Sales 88

Partners in Excellence

DECEMBER 13, 2021

We have to generate revenue through finding customers who have a need for our solution. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution. We tend to attribute the same things to our customers. Customers become expert in doing these jobs.

Customers 133

Customers Finance Up-sell Education 133

Martech

OCTOBER 3, 2023

To build trust and authority with customers they transformed their content strategy, broke ground on new channels like TikTok and backed everything with data. Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company.

Meeting 101

Meeting Customers Cold Call Territory 101

Salesforce

OCTOBER 18, 2023

You can’t sell something to someone you don’t know exists yet, and they can’t buy anything from a company they’ve never heard of. Demand generation marketing (or “demand gen,” for short) means finding, learning about, and winning over potential customers. Those customers also expect more and more from brands.

Objectives and Key Results 111

Objectives and Key Results Customers Drivers/motivators Lead generation 111

Salesforce

APRIL 30, 2024

Behind every customer experience is a set of fine-tuned metrics. Customer service metrics are the performance indicators you use to measure everything from agent efficiency to customer satisfaction. What you’ll learn: What are customer service metrics? Why are customer service metrics important?

Service 52

Service Customers Objectives and Key Results CRM 52

Partners in Excellence

JULY 27, 2022

“How do we get customers to respond, how do we get meetings with customers?” I’ve finally come up with the solution. I’m offering this up freely. Don’t try to do the “cheap alternative,” pay the customer a flat $1000 for the meeting. What would this mean?

Meeting 100

Meeting Customers Price High impact 100

Heinz Marketing

JANUARY 27, 2023

By most definitions, an opportunity is a qualified prospect that has a high likelihood of becoming a customer. To create the greatest clarity and consistency for not only your sales reps, but the marketing and customer success teams that bookend the sales process, it’s imperative to define and map every stage of a buyer’s life cycle.

Customers 110

Customers B2B CRM Pipeline 110