The Lost Book of Sales

JANUARY 12, 2024

There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. This is something for you to consider before stepping into negotiating and finalizing your complex deal. Clarify and understand these issues.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Search Engine Land

MAY 10, 2024

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. Indeed, Glassdoor and employer review websites Negative reviews from customers on Google and Yelp are one thing, but employer reviews are another matter entirely. So, take the issue head-on.

Trust 103

Trust Represent Start-ups Consult 103

Partners in Excellence

MARCH 11, 2024

The key problems we address, why they are important within our ICP, how to determine if these are issues for our customers. The key reasons that would drive a customer to change. The questions they are or should be asking themselves, the information most important to them in addressing these issues. Try it yourself.

Healthcare 134

Healthcare Drivers/motivators Engineering Presentation 134

Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. We forecasted the deal to close but after ALL that work, they STILL didn’t move forward with us!”

Customers 193

Customers Objectives and Key Results Objection handling Drivers/motivators 193

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. Time available for selling is the time sellers spend preparing for a customer interaction, the interaction itself, and the follow-up from that interaction. Sellers have responsibilities outside just engaging customers.

Sell 146

Sell CRM Technique Territory 146

Martech

OCTOBER 18, 2023

B2B buyers’ pain points when dealing with technology vendors have persisted — and in some cases, worsened — over the last year, according to Hero Digital’s annual B2B Buyer Report. Difficulty connecting with support teams knowledgeable about their issues (39%). Companies not evolving as fast as their industry and customer needs (35%).

B2B 127

B2B Price Service Technology 127

Heinz Marketing

MARCH 15, 2024

The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today. Only companies who genuinely grasp their customers’ challenges, goals, and buying journeys can tailor solutions and deliver tangible value.

Growth 110

Growth Customers Objectives and Key Results Teamwork 110

Partners in Excellence

DECEMBER 21, 2023

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? We face issues we may not have experienced before. Or the lost opportunity our customers experience in failing to successfully manage a change initiative.

Customers 138

Customers Quota Up-sell Conversion 138

Partners in Excellence

JANUARY 19, 2024

Our attentions are drawn to those, we go through them, dealing with each one. Someone has raised an issue, we have to address it. Our customers, partners, peers, managers ask us questions or make suggestions, we have to deal with each of them, immediately. Would the issue go away if you ignored it?

Clients 133

Clients Meeting Conversion Customers 133

Heinz Marketing

NOVEMBER 14, 2023

Marketing generates leads and builds brand awareness, while sales is responsible for closing deals and driving revenue—working together to create a customer feedback loop that fuels growth. Otherwise your team may struggle to generate leads, nurture prospects, and close deals—ultimately suffocating your go-to-market execution.

Go To Market 119

Go To Market Lead generation Sales Meeting 119

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. CRM compliance is a major issue with every organization I work with! We’ve had all sorts of tools providing deep customer insights, research, knowledge. “What’s the basis for that judgement, Dave?

CRM 139

CRM Technique Conversion Customers 139

Partners in Excellence

JUNE 5, 2023

Some of it focuses on strengthening value propositions, finding ways to increase the value customers might realize through a change effort. Regardless how powerful our value proposition might be, how much value the customer might realize, their focus is on what they must do to get through the tough economy.

Sell 112

Sell Government Pitch Clients 112

Martech

FEBRUARY 5, 2024

Amazon has secured a landmark deal with Reach, the UK’s largest publisher, to access customer data for targeted advertising. The CMA is working with Google to resolve these issues and will report on each engine’s progress in its next quarterly update, which is due at the end of April. Amazon on the Reach deal. “As

Government 109

Government Engineering Service Customers 109

Search Engine Land

MAY 9, 2024

The growing number of users researching AI-powered platforms gives us an idea about just how big the issue may become. A sustainable strategy to protect your brand from generative AI issues is to control the input. Generative AI might Generative AI has become a significant topic for brands worldwide. to help with that.

Engineering 119

Engineering Networking Clients Construction 119

Partners in Excellence

MAY 5, 2023

Often, we have solutions and capabilities that address a wide range of customer challenges or problems. Or we may have a portfolio of solutions that address a range of things that are helpful to the customer. Too often, in our outreach to customers, we inflict all the things we can do for them. How are you dealing with it?

Presentation 119

Presentation Start-ups Customers Service 119

Partners in Excellence

MAY 22, 2024

Most of the factors I’ve described above, are issues more prevalent in complex B2B buying. They need to maximize their time doing their day jobs, reducing the time spent in buying related activities–reserving the time for the most critical issues that AI cannot address. Over 80% of them prefer rep free buying experience.

B2B 77

B2B Technology Technology Sell 77

Partners in Excellence

MAY 22, 2023

We use discovery to understand the customer’s needs, problems, requirements. Our focus on discovery is making an assessment, “Does the customer have needs and requirements that our products address, do we think we might have a strong possibility of competing and winning. But what about the customer?

Education 128

Education Customers Process Closing 128

Adaptive Business Services

JANUARY 31, 2024

This gave the customer an extra layer of confidence. They might be late a few hours and then issue that credit. Of course, we would correct the issue but, to this day, I can’t figure out how I managed to hold onto those accounts. In 2006 I secured a deal with a regional bank that was going to be rapidly expanding in S.W.

Transportation 71

Transportation Commission Territory CRM 71

Partners in Excellence

JULY 17, 2023

As I look at the ‘qualified deals’ in your pipelines, there seems to be a lot of garbage.” Some things I saw: Over 15% of the deals were opportunities that were very far outside their ICP. Roughly 20% of the deals had their target close dates changed over 5 times in the past 100 days. But there’s more.

Pipeline 104

Pipeline Contact Closing Process 104

Search Engine Land

FEBRUARY 28, 2024

A statement issued by the media groups’ lawyers Geradin Partners and Stek said per Reuters : “The media companies involved have incurred losses due to a less competitive market, which is a direct result of Google’s misconduct.” This decision helps avoid dealing with multiple claims across different European countries.

Legal 130

Legal Commission Construction Engineering 130

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. As we spoke, it struck me how we revel in these questions.

Customers 140

Customers Up-sell B2B Trust 140

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. And most of the strategies seem built around customer retention. Remember when you were first chasing the deal. The customer wanted to change.

Cross-sell 143

Cross-sell Up-sell Sell Customers 143

SaaStr

FEBRUARY 20, 2023

The question for bigger customers especially on if a vendor will actually stay around if they you buy. But it’s been mitigated to some extent in the minds of customers. But vendor viability is still a real issue, of course. Some do fail, but they are generally ones with low NPS / high churn and other customer issues.

Customers 119

Customers Start-ups Sales 119

Partners in Excellence

JANUARY 6, 2021

The problems our customers face are complex. If we are dealing with the same complex issues every day, they become less complex to us. We understand them, we understand how to deal with the complexity, we start taking it for granted, not realizing we may be confusing the customer.

B2B 143

B2B Customers Sell Process 143

Partners in Excellence

OCTOBER 5, 2023

While we were working on a specific project and talking about a major transformation initiative, all of a sudden it struck me that we face the same thing in selling and understanding the customer decisionmaking process. ” We are trained to pummel the customer with questions: Who is the decisionmaker? What should I be looking at?

B2B 118

B2B Clients Pitch Consult 118

Partners in Excellence

DECEMBER 18, 2020

I was doing a deal review. We were in the final stages of closing a big deal. They not only wanted the deal, but they needed the deal. The customer says, “We are almost there, but we’ve hit a roadblock…… ” I won’t go into the details, but the customer presented a fascinating discussion.

Price 147

Price Sell Presentation Customers 147

Partners in Excellence

SEPTEMBER 13, 2023

They might help our customers reduce costs. But does this mean we really understand our customers’ problems? Our customers are thinking about the following…… What causes these problems to occur? What should our customers be paying attention to in order to detect they may have a problem?

Customers 123

Customers Follow-up Start-ups Product 123

Partners in Excellence

JULY 5, 2022

If we learned how to deal with disagreement, productively, disagreement provides huge opportunities to learn, improve, grow, and achieve. Rather than address important issues and trying to resolve them, we avoid them. We see this in many engagements with our customers, we avoid talking about the most critical issues.

Product 128

Product Objection handling Conversion Customers 128

Search Engine Land

JULY 18, 2023

How you handle negative reviews affects how potential customers see your business. This article explores the importance of responding to negative reviews, determining why they happened, and tips for addressing dissatisfied customers’ concerns. There are many reasons why people may post a negative online review.

Construction 97

Construction Follow-up Service Contact 97

Partners in Excellence

NOVEMBER 14, 2022

First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. They focus on the customers where they can have the most immediate impact.

Pipeline 140

Pipeline Pitch Technique Clients 140

Partners in Excellence

SEPTEMBER 27, 2021

We were talking about how to engage prospects and customers more effectively. They enthusiastically embraced the idea that we have to talk about what customers are interested in; we have to engage customers in issues critical to them and their business. You have to understand the impact of that issue on what they do!”

Product 147

Product Pitch Prospecting Conversion 147

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Yet there are so many challenges and barriers. For much of their buying, this makes sense.

Quota 128

Quota Trust Pitch Up-sell 128

The 5% Institute

FEBRUARY 16, 2022

Finding your potential customer pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. In this article, you’ll learn what customer pain points are, why they’re important to find, and how to find your potential customer pain points in a systematic way.

Customers 143

Customers Real Estate Non-Profits Consult 143

SalesLoft

MAY 3, 2024

If you’re struggling to maintain productivity and close deals with a leaner revenue team, you’re not alone. Hard Choices: Lean Revenue Team Options When revenue teams shrink, it feels like you have two choices: Work fewer deals, or Work the same number of deals but see sales cycle times increase. Smoother handoffs.

Engineering 52

Engineering Closing Account management Represent 52

Salesforce

NOVEMBER 3, 2023

LLMs, usually in the form of a chatbot, can help you write better emails and marketing reports, prepare sales projections, and create quick customer service replies, among many other things. Helping your teams focus on high-value tasks and build stronger customer relationships. And with good reason. What is an LLM? Get the guide 3.

Pharmaceutical 127

Pharmaceutical Legal Trust Technique 127

Martech

DECEMBER 4, 2023

But sometimes, these “edge cases” are more important than we realize, and they can expose issues flying under the radar. A customer has untypical circumstances. and his boss answered, “Because some customers will.” Marketers are dealing with audiences, and it’s understood that some people will fall through the cracks.

Gaming 121

Gaming Follow-up Technology Technology 121

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. What I mean is, with most SaaS companies, there’s just a huge customer workflow break. But then they are off to the next deal.

Customers 111

Customers Account management Closing Follow-up 111