Closing Bigger

SEPTEMBER 18, 2023

Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. If you’re looking for a keynote sales speaker for your next sales conference you can contact us to book a quick discovery call.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

OCTOBER 3, 2022

It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” In recent years, we’ve acknowledged the concept of a customer Buying Process. We even create charts of the stages customers go through, aligning them with our selling process.

Process 117

Process Manufacturing Legal Contract 117

Search Engine Land

APRIL 19, 2023

We know that schema helps harness the power of your content by making it more discoverable in search results. Our last article, How to deploy advanced schema at scale , covered the schema deployment and maintenance process. Schema opportunities need to be checked constantly because of the dynamic nature of URLs.

CTR 107

CTR Click Through Rate Engineering Campaign 107

Partners in Excellence

FEBRUARY 23, 2022

For decades, sales people have been taught about the importance of “Discovery.” ” It’s a series of questions we inflict on the customer. We use it, both to qualify opportunities, and to understand how to position our solutions to win. In reality discovery is for the customer, not us.

Pitch 89

Pitch Technique B2B Process 89

Partners in Excellence

AUGUST 1, 2022

Too often, we fail in our initial engagements with our customers. In our prospecting and discovery calls, we focus on their need for a solution–our solution. Our questions have an agenda, we want to get to talking about our solutions as quickly as possible. This process is not just for us.

Process 81

Process Follow-up Up-sell Start-ups 81

Partners in Excellence

SEPTEMBER 24, 2020

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start with our customers. But, do we really “discover,” in this process, or are we just seeking confirmation for what we want to hear?

Pitch 98

Pitch Process Sell Customers 98

Search Engine Land

OCTOBER 10, 2023

This article explores findability and how a robust omnichannel findability strategy can help brands create meaningful and lasting customer relationships. that have gradually contributed to addressing diverse needs: Search engines : “I want to know” searches. Digital video platforms (e.g., Geolocation platforms (e.g.,

Objectives and Key Results 111

Objectives and Key Results X-functional Intrinsic Construction 111

Martech

MAY 27, 2022

His creative roots in copywriting and his passion for analytics are good examples of the kind of all-around game marketers need to bring to the evolving digital playing field. It also brings needed perspective to a question everybody with a tight budget is asking: How do you know when you have enough data?

Education 115

Education Strategize Clients Gaming 115

Lead Fuze

JANUARY 2, 2024

Sit tight because we’re about to embark on a journey through AI keyword forests and over algorithmic hills—all designed to give your online presence wings. The Advantages of Automating Keyword Discovery Evaluating Best AI-Powered Research Tools FAQs in Relation to Keyword Research Using Ai Can you use AI for keyword research?

Niche 52

Niche Engineering Technique Contact 52

Lead Fuze

JULY 6, 2021

Sales Discovery Calls should be part of the new product launch marketing plan. The point of a sales discovery call is exactly that: to discover. The aim of a sales discovery call should be to gain an understanding of the prospects’ requirements in order to determine whether you can assist them or not.

Sales 98

Sales Launch Represent Appointment 98

Hubspot

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. How do you envision measuring success or ROI if we were to work together?” This call allows the prospect to visualize how your solution can solve their problems and meet their needs.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

Search Engine Land

SEPTEMBER 6, 2023

The process then was very simple: scale your outreach to build backlinks directly to the pages we want to rank. 6 types of link building We will group link building tactics and strategies into one of these categories. 6 types of link building We will group link building tactics and strategies into one of these categories.

Niche 137

Niche Technique Campaign Contact 137

Partners in Excellence

JANUARY 25, 2021

We’ve all been taught the importance of “discovery.” ” It’s that process where we pummel our prospects with questions to discover their needs, priorities, and their decision-making process. Sometimes, we do better, we ask them questions about their needs, priorities, goals, challenges, etc.

Process 74

Process Pitch Customers Presentation 74

Martech

MARCH 4, 2022

Make sure that all potential internal users are on the demo call, and pay attention to the following: How easy is the platform to use? Does the vendor seem to un that derstand our business and our marketing needs? Can we segment and view customers by multiple criteria? Reporting: Do you provide real-time analytics?

Customers 98

Customers Repeat business Retail Launch 98

Salesforce

DECEMBER 7, 2022

The most persuasive proposals win over business prospects by demonstrating empathy for an organization’s needs and goals. The way we connect with potential customers is by crafting personas and developing stories that help them envision a better future. Need creative inspiration? CRM, win/loss analysis), external data (e.g.

Customers 98

Customers UX Represent Cross-sell 98

Heinz Marketing

SEPTEMBER 30, 2022

We believe that technology needs to support your marketing strategy, not be your marketing strategy. So how do you avoid getting distracted by those 9932 tools out there and instead, get started assessing what you have and what you need to support your objectives? How do they support your business objectives, and

Technology 120

Technology Technology Start-ups Represent 120

Gong.io

MAY 20, 2021

Let’s take a look at how this played out in the more than 3 million recorded product demos we analyzed using anonymized data from our Gong platform. Wins begin in discovery. A common feature we saw across winning demos is that they were backed by good discovery calls. . How does your product solve that problem?

Sell 83

Sell Up-sell Pitch Product 83

Partners in Excellence

JANUARY 15, 2023

We know questions are important, but somehow they seem to slow us down. Sellers carefully filter through qualification and discovery questions, trying to narrow them to the critical few that enable them to launch into a pitch. Or too often, we bypass them altogether. Doctor: What seems to be the problem?

Objection handling 68

Objection handling Pitch Launch Presentation 68

Closing Bigger

MAY 11, 2022

Opening is about conducting a really effective discovery call. Effective discovery calls are one part needs analysis and one part leading a new thought process. Great questions and focused conversations can do this. On qualifying prospects… Too many sales discovery calls focus on qualifying the customer.

Sales 52

Sales B2B Drivers/motivators Clients 52

Search Engine Land

FEBRUARY 15, 2023

This article will cover local trends that search marketers must know and do for 2023, along with insights from leading industry practitioners Greg Sterling and Mike Blumenthal, co-founders of Near Media, Joy Hawkins, Founder of Sterling Sky, and Dixon Jones, CEO of inLinks. Get the daily newsletter search marketers rely on.

Objectives and Key Results 96

Objectives and Key Results Commission Entertainment Engineering 96

Sales Hacker

JULY 26, 2023

I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Partners in Excellence

AUGUST 20, 2019

We get discovery wrong in so many ways: We fail to do discovery. We jump straight to the pitch. We ask all the questions we are supposed to ask, without knowing what they mean and why we are asking them. Or we don’t pay attention to the answers. What are the risks?

Customers 79

Customers Pitch Process Sell 79

Salesforce

APRIL 18, 2023

Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? I don’t see it replacing reps any time soon, but AI will certainly affect the way we work in the coming months and years. Discover how on Trailhead, the free online learning platform from Salesforce. Have a question? Ask it here.

CRM 98

CRM Pitch Territory Presentation 98

Gong.io

DECEMBER 19, 2019

As you know, Gong lives — check that, thrives — on (big) data. So when we share an article that includes the “7 best data-backed sales tips,” we mean business. But before we continue … Where Does Gong’s Data Come From? We analyze sales interactions from our product users (anonymized, of course).

Cold Call 122

Cold Call Objection handling Technique Sales 122

Martech

JANUARY 12, 2022

“The first things we always want to think about in the customer journey are what the customer is doing and how they are interacting with us as a brand,” said Ben Tepfer, senior technical evangelist at Adobe, at our MarTech conference. You need a view of the customer that’s tied across sales, service, support, etc.,”

Customers 123

Customers Repeat business Technology Technology 123

Martech

DECEMBER 9, 2021

But deciding whether or not your company needs a customer journey analytics tool calls for the same evaluative steps involved in any software adoption, including a comprehensive self-assessment of your organization’s business needs, staff capabilities, management support and financial resources. Do we have management buy-in?

Customers 112

Customers Repeat business Retail Represent 112

Partners in Excellence

JUNE 14, 2023

Foundational knowledge is the set of basic building blocks upon which we build our skills and abilities to perform. We know certain things are foundational. The ability to read, write, do basic mathematics, reason are critical to our ability to participate in society.

Objectives and Key Results 78

Objectives and Key Results Objection handling Trust Presentation 78

Search Engine Land

SEPTEMBER 14, 2023

So let’s take a look at what fan-driven marketing actually is, how it returns such an outsized ROI on marketing spend and why you should incorporate it into your marketing work. By definition, they’re easy to find – you simply need to start paying attention. Now that you know who likes your brand, interact with your fans.

Niche 138

Niche Intrinsic Campaign B2B 138

Outreach

SEPTEMBER 13, 2021

We hear all too often that sales training programs are too reactive. Read on to learn five of their best practices for how sales leadership and enablement can create a programmatic strategy together. How do you define enablement? How have you worked with enablement in the past? Who do you follow on social media?

Sales 98

Sales Trust Education Launch 98

Closing Bigger

SEPTEMBER 18, 2023

Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. If you’re looking for a keynote sales speaker for your next sales conference you can contact us to book a quick discovery call.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Hubspot

JUNE 16, 2020

A business proposal can help you prove to clients' that you're the most well-suited to meet their needs, and help you stand out from the competition. And, if you're particularly interested in providing social media-related services, you'll need to create a social media proposal. Let's dive into that, now.

Clients 101

Clients Proposal Writing Price Legal 101

Martech

APRIL 28, 2022

“As martech ambassadors, we have a choice,” said Nina Butler, director of event experience at Alyce, in her presentation at The MarTech Conference. ” Part of the modern marketer’s responsibility is to reduce the number of impersonal touches prospects face. . Source: Nina Butler. Work to bring offline audiences online.

Repeat business 110

Repeat business Retail Technology Technology 110

Hubspot

NOVEMBER 20, 2023

Your prospects will know, and it will ultimately lower your brand’s reputation to try and compete with industry experts consistently. Moreover, you can tell AI about your product, then ask it to directly correlate its features and benefits to your new audience’s needs. Clients aren’t buying like they used to. Don’t worry.

Sell 73

Sell Territory Niche Up-sell 73

Partners in Excellence

MARCH 9, 2023

” Today, we seem to face the same thing in selling, except now it’s data. We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. Year over year, we see significant declines in sales performance.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Salesforce

JANUARY 27, 2023

Need proof? They have a different view of normal and how to use your products and services,” said Guive Balooch, global VP of L’Oreal’s technology incubator. Tell me more Here’s how you can succeed by focusing intently on customer needs, useful innovation, and driving quick wins. The right technology investments can help.

Technology 98

Technology Technology Minimum Viable Product Angle 98

Martech

JANUARY 20, 2022

“Lots of marketers have adopted agile practices and tried to transform how they go to market in terms of customer journeys,” said Tom Hannigan, Global Practice Lead for precision marketing platform HCL Unica, at our MarTech conference. Everybody has one of these customer journey maps,” Hannigan said. Source: Tom Hannigan.

Customers 127

Customers Hospitality Repeat business Clients 127

Martech

AUGUST 30, 2022

They know what an online check-out should be like; they have researched business purchases; they have gone through the process of signing up for a new bank account online, etc. Marketers are especially focused on the latter stages of the journey, with an eye toward fostering relationships that yield recurring revenue. Get MarTech!

Customers 107

Customers Retail Repeat business Service 107