Martech

MAY 15, 2024

We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. Did you find that to be the case?

Healthcare 85

Healthcare Technology Technology Sports 85

ClickFunnels

DECEMBER 14, 2021

And if it can, how do you create one that drives conversions seamlessly like clockwork — vs. creating one that flops? An ecommerce sales funnel is a series of web pages crafted to systematically convert visitors to an online store into paying customers. Do You REALLY Need a Sales Funnel? Let’s start with some definitions.

Launch 278

Launch Sales Price Start-ups 278

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. 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.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

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 120

Price X-functional Presentation Represent 120

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. ” And we have the goal of “We look marvelous.”

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We are trying to get our customers to change from the current products or services they are using, to our products and services. But how many sellers have been trained on “change?”

High impact 120

High impact Service Growth Conversion 120

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. And when we do, we are overwhelmed with information and data about what we might do.

Customers 122

Customers Quota Up-sell Conversion 122

Martech

APRIL 15, 2024

She is currently global customer CRM senior manager and CDP advisor. A: I never really liked economics in itself. I like more the communication and the data part of it, so I ended up being really interested in digital marketing because it really had a lot of data you could leverage. That really piqued my interest.

CRM 99

CRM Retail Technology Technology 99

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. Sellers obsessed in understanding what our prospects and customers think about us, our companies, and our solutions.

Manufacturing 117

Manufacturing Finance Presentation Technology 117

Martech

MAY 13, 2024

I do think all the concerns that have been raised need to be addressed, but the deadlines are a bit useless. Our conversation with advertisers has always been — you should be thinking about your company and what you’re doing to be able to use digital advertising to your advantage without cookies. It’s expensive, too.

Conversion 103

Conversion Follow-up Engineering Technology 103

Martech

MAY 15, 2024

Q: Tell us about what you’re doing with Silicon Foundry. Marketing was not really part of this scope until this AI lifecycle. What really catalysed it was a lot of the questions we were getting about which use cases were generating ROI today and we kept coming back to marketing-related use cases. No surprise.

Retail 91

Retail Cross-sell Technology Technology 91

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 Fear holds us back.

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Partners in Excellence

APRIL 3, 2024

We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work. We struggle because the shortcuts don’t help us do the “whole job” more effectively.

Objection handling 117

Objection handling Construction Technique Drivers/motivators 117

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. Way, way too many founders do this. And sales go down, not up. #2.

Sales 98

Sales Quota Closing Up-sell 98

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 97

Customers Drivers/motivators Construction Legal 97

Partners in Excellence

DECEMBER 4, 2023

This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. 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. So why change?

Customers 115

Customers Pitch Meeting Sell 115

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that?

Product 68

Product GTM Trust Growth 68

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important. The reality is, however, very different.

Process 117

Process Manufacturing Legal Contract 117

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” ” If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing much better. Win rates have plummeted to 15-20%! Yet they fail!

Quota 118

Quota Growth Sell Process 118

SalesLoft

MARCH 28, 2024

As the Director of Marketing Operations and Analytics at Advanced , Rob is no stranger to the give-and-take that happens in healthy customer supplier relationships. And that’s really important,” Rob shared. And that’s really important.” So very much being driven by you as a supplier, which was really key.”

Technology 90

Technology Technology Gaming Trust 90

Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Most of the time we actually fail to do discovery. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. “Do you have a problem with sales performance?………

Pitch 117

Pitch Presentation Trust Process 117

Partners in Excellence

JULY 31, 2023

As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Sometimes, though rarely, we think about their buying process.

Customers 93

Customers Manufacturing CRM Contact 93

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

Martech

MARCH 1, 2024

National retailer Sur La Table draws customers to physical locations with cooking classes and a wide selection of high-end kitchenware to shop. Now, the company’s customer experience is similarly optimized online with a new AI tool that aids in product discovery and identifying ecommerce opportunities to boost sales.

Customers 97

Customers Retail Campaign Product 97

Partners in Excellence

NOVEMBER 22, 2021

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. All perfectly linear and logical.

Process 131

Process Sell Customers Up-sell 131

SaaStr

MARCH 30, 2024

One of the biggest mistakes I see after $1m in trying to enter new market segments, new verticals, where you have zero traction. Then, you’ll have enough folks and experience to put a small team on a new initiative / segment / market. Hiring is >hard< And at some point, you definitely have to compromise in some ways.

Start-ups 109

Start-ups Growth Closing Customers 109

Martech

MAY 9, 2024

Understanding the “entry points” where your ideal customers first experience the acute pains your product or service can solve is critical for marketing success. Your customer likely experiences this pain frequently, perhaps continuously. Your customer likely experiences this pain frequently, perhaps continuously.

Presentation 81

Presentation Represent Prospecting Customers 81

Partners in Excellence

OCTOBER 5, 2023

I asked the question, “How will you be making a decision on how do implement this initiative?” ” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? ” We are trained to pummel the customer with questions: Who is the decisionmaker?

B2B 102

B2B Clients Pitch Consult 102

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. 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

Search Engine Land

APRIL 30, 2024

Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? Sushi Kingdom is a 15-minute drive from here, but they have the most amazing fatty tuna shipped in from Japan.” However, in fairness to Google, they really were looking to improve the user experience. Now, think about this.

User Experience 114

User Experience Niche Service Closing 114

Partners in Excellence

MARCH 14, 2024

How do we survive (though some real leaders are asking themselves how we thrive.) And too many have never seen this, they have no experience with which to deal with this. ” Surviving Tough Times, Things We Have Learned (early 2001 version) The past year has created new professional and personal challenges.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

SaaStr

MARCH 12, 2024

It’s a common dream for founders to hope their startup be acquired one day, but what is a company, like Google, really looking for in their acquisitions? It’s a common dream for founders to hope their startup be acquired one day, but what is a company, like Google, really looking for in their acquisitions?

Negotiate 88

Negotiate Finance Launch Start-ups 88

Partners in Excellence

MAY 10, 2024

While everyone touts the subscription or term payment models as new and innovative, they have existed for decades, minimally. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The customer could upgrade, and the monthly fee would be adjusted for that upgrade.

Service 62

Service GTM Contract Price 62

SaaStr

NOVEMBER 9, 2023

My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. Later, once you have a strong VP of Sales, it’s fine though. Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. Expecting a closer / in-bound rep to do out-bound. You have to hand in-bound folks leads.

Quota 92

Quota B2C Closing Sales 92

Search Engine Land

OCTOBER 25, 2023

Target keywords have lower search volume, are longer tail, and contain more industry-specific jargon relative to target keywords for business-to-consumer (B2C) companies. You are not just trying to capture one searcher but a collection of searchers called a “buying committee” that has the influence and power to buy your product or service.

B2B 114

B2B B2C Non-Profits Education 114

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 131

Process Customers Manufacturing Sales 131

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 115

Sell Commission Up-sell Quota 115