Martech

MAY 3, 2024

If these statistics also apply to the CMO’s entire organization, then it’s clear we have a trust problem with marketing leadership. We see it at scale with marketing organizations today. Each organization that makes up a company looks at the company from a different perspective.

Trust 100

Trust Objectives and Key Results Campaign Finance 100

Partners in Excellence

OCTOBER 9, 2022

While these roles can be very important, often, I think we have our ideas about these roles backwards. As a result, we set both up for failure. But for complex B2B, particularly outbound, the model is set up for failure. Yet, we tend to implement a model based on series of hand-offs.

Cold Call 126

Cold Call B2B Prospecting Up-sell 126

Search Engine Land

OCTOBER 24, 2023

If next year’s SEO results come from what you’re doing (or not doing) right now, then too many SEOs want to have their cake and eat it, too. Up-and-to-the-right charts only get SEOs promoted, not demoted, at the end of the day. And yet, over time, the same up-and-to-the-right charts that get SEOs paid: What does this mean?

CTR 106

CTR Drivers/motivators Start-ups Referrals 106

ClickFunnels

NOVEMBER 10, 2021

From my experience, better planning also helps to mitigate the main challenges that marketers face — first and second of which are “generating traffic and leads” and “proving the ROI of our marketing activities”. Get Our 2-Page Sales Funnel That Generated 185,372 Leads! What do you do if you don’t know who your dream customer is?

Lead generation 239

Lead generation Follow-up Campaign Niche 239

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. ” But, we shouldn’t be shocked or surprised.

Quota 117

Quota Trust Pitch Up-sell 117

ClickFunnels

JANUARY 30, 2022

But we all get defensive when we realize that we are being sold to. So how can you convey the value of what you offer without the potential customers getting their guards up? People get tired of that really quickly. Your failures and your successes. Get other people invested in his goal.

Sell 246

Sell Up-sell Networking Promote 246

Partners in Excellence

FEBRUARY 2, 2024

. “All sorts of “”Experts” offer miracle cures and prompts to “give us the answers, doing all the work for us.” As I look at how too many sellers are using Generative AI, I wonder if we are using it to its full potential? Or are we misusing them, tragically? We will move beyond this.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

Partners in Excellence

JULY 6, 2023

This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does. We continue to focus on pitching products, when we know we have to focus on the customer business problems.

Sales 91

Sales Quota Pitch Start-ups 91

Partners in Excellence

MARCH 4, 2020

We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe To Fail, Hogwash!”

Quota 124

Quota Account management Price Prospecting 124

Search Engine Land

NOVEMBER 2, 2023

Mastering SEO is not just about understanding which optimizations will drive the desired outcomes but also a reflection of meta-skills like learning and goal-setting that enable us to achieve our goals. In our previous article, we delved deep into the meta-skill of learning advanced concepts that elevate one’s SEO game.

Objectives and Key Results 104

Objectives and Key Results Drivers/motivators X-functional Clients 104

Sales Pop!

MARCH 14, 2024

For as we approach the end of Q1 in our selling year, we’ve likely encountered a few 2024 losses along the way – some we may have been counting on as wins. Waitley continued his quote with “Failure should be our teacher, not our undertaker. A people problem. We look away and focus elsewhere.

Contract 52

Contract Finance Up-sell Consult 52

Partners in Excellence

AUGUST 28, 2023

For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. Whether it’s data Morten Hansen presents in collaboration, the data presented in The Jolt Effect, we see 60-75% of internal change management/buying projects fail. We shift and change.

Presentation 106

Presentation Start-ups B2B Process 106

Search Engine Land

MARCH 13, 2024

When we turn up to work, we aren’t able to put ourselves into robot corporate mode. We are still that human that was at home in the morning and has many different motivational drivers. I will share with you my top five tips to make your content feel more human and to ensure it speaks to the people digesting it.

Drivers/motivators 98

Drivers/motivators B2B B2C Quota 98

Martech

MAY 17, 2024

Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. Rain Group also found a substantial training gap: 85% of sales professionals do not receive formal training on using AI in their roles. You’ve been on LinkedIn.

B2B 63

B2B Strategize Technology Technology 63

Martech

FEBRUARY 28, 2023

We’re expected to see a product or service as it is and create a compelling, transformative message no matter the type of offering. Take, for example, Southwest Airlines and its recent systems failure. The numerous delayed and canceled flights left many people stranded, causing some to miss out on holiday plans.

Trust 100

Trust Technology Technology Negotiate 100

Search Engine Land

OCTOBER 25, 2022

People search a lot about “marketing skills.” This increase leads to the conclusion that more people are looking to enhance their marketing skills. Expand our understanding of the world around us. We often get caught up in the day-to-day tasks that we forget to step back and question everything we’re doing.

Campaign 92

Campaign Clients Consult Angle 92

Veloxy

MAY 21, 2021

Acronym for Controlling the Assault of Non-Solicited Pornography and Marketing ACT of 2003, CAN-SPAM sets the standards for electronic commercial mail and messaging. Even a small list of 50 recipients could result in total fines of up to $800,000 if your marketing emails were not fully compliant with the Act. Trancos – $87,000.

Legal 264

Legal Campaign Promote Commission 264

Partners in Excellence

MARCH 4, 2024

One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” This is a personal essay and it was written as a follow-up to a challenge that my close friend Dave Brock posed to me in our monthly conversation. Do you have a phone in your hand? an armchair?

Sell 73

Sell Consult Angle Meeting 73

Highspot

JANUARY 17, 2023

the failure rate for New Year’s resolutions is said to be about 80%, and most people lose their resolve by mid-February? Here are some tips for setting yourself up for success. Wants and shoulds motivate us differently – wants can make our heart sing, whereas shoulds can shut us down. SET REALISTIC EXPECTATIONS.

Drivers/motivators 122

Drivers/motivators Construction Start-ups Trust 122

Salesforce

NOVEMBER 4, 2021

If we don’t look out for kids, our next generation of leaders, who will? Helping guide our next-gen leaders gain chances to learn important life and work skills is more important today than ever, especially with the increasing digital divide. Hearing stories of change makers set her on a path to giving back and helping others.

Start-ups 98

Start-ups Teamwork Trust Entertainment 98

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Salesforce

DECEMBER 12, 2022

Do your research 2. Embrace failure 5. The elusive job hunt—we all know it well. Climb Hire helps people develop the technical and soft skills they need to launch a career in the tech industry. Do your research. We all need to start somewhere, and it’s important to do some initial investigating.

Networking 98

Networking Start-ups Growth Launch 98

Search Engine Land

JANUARY 26, 2024

Each generative AI was asked the same set of 44 different questions across various topic areas. ChatGPT and Claude generally don’t attempt to do this (due to not having a current picture of the web), and Bard only does it very rarely. My core test results were done without this plugin, but I did some follow-up testing with it.

Objectives and Key Results 143

Objectives and Key Results Drivers/motivators Follow-up Consult 143

Martech

NOVEMBER 27, 2023

It’s easy to think of big failures: In 2001, the Houston Astros had to rip the name Enron off their stadium when the company collapsed. Earlier this year the Miami Heat had to do the same when naming-rights owner FTX filed for bankruptcy. And it was important that we walk the talk.

Sports 91

Sports CRM Gaming Pitch 91

Sales Hacker

OCTOBER 6, 2022

Related: Overcoming Sales Rejection: How To Turn Failure Into Opportunity Every Single Time. The key is to not let that fear stop you from doing what you need to do. The key is to not let that fear stop you from doing what you need to do. What do you want to achieve? Yes, you’re going to get rejected.

Lead generation 97

Lead generation Pitch Sales Gaming 97

criteria for success

JANUARY 27, 2021

Do you find yourself struggling with motivation, or are unable to motivate your team? All pandemic stress aside, we are at the point in the year when momentum slows down; the inspiration of the New Year wears off, the feeling of burn out creeps back up, and winter weather starts to get serious (at least in NYC where I'm writing from!).

Drivers/motivators 98

Drivers/motivators Construction Gaming Up-sell 98

Anthony Cole Training

DECEMBER 3, 2014

My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?

Territory 193

Territory Sales Up-sell Drivers/motivators 193

Search Engine Land

NOVEMBER 17, 2023

When The Verge published “The people who ruined the internet” on Nov. Their writer, Amanda Chicago Lewis , described us in a particularly unflattering way: “So who ends up with a career in SEO? As you might be able to guess, calling people “content goblins” doesn’t tend to make them feel particularly great.

Engineering 125

Engineering Niche Promote Up-sell 125

Martech

DECEMBER 5, 2023

Do people even do that anymore?) Email automation can help you speed up the process of sending cold emails, but you have to be wary of sacrificing authenticity for scale. Email automation can help you speed up the process of sending cold emails, but you have to be wary of sacrificing authenticity for scale.

Pitch 107

Pitch Contact Follow-up Clients 107

Veloxy

MAY 25, 2021

Underneath all of those fancy definitions though, being personable boils down to people skills. A personable salesperson is respectful, patient, easy to talk to, and picks up on social queues (just to name a few). Our blog post on what to do when a prospect hangs up on you might help you learn how to deal with rejection like a pro.

Referrals 290

Referrals Quota Cold Call Contact 290

Partners in Excellence

NOVEMBER 3, 2020

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. They can tell us, we are on target to meet our goals, we are ahead, or we are falling behind and will miss.

SQL 111

SQL Territory Pipeline Quota 111

Partners in Excellence

MARCH 22, 2022

In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000’s of articles have been written about creating predictable revenue, and the selling activities/processed to do this. Interestingly, we will fail to achieve what we should in creating predictable revenue, unless we increase buyer success in buying.

Objectives and Key Results 85

Objectives and Key Results B2B Contract Conversion 85

ClickFunnels

DECEMBER 25, 2022

You know how to talk to your target market, build trust, and convince the right people to work with you. The one where people are visiting your website or landing page to learn about who you are, what you do, and whether or not they should even get on a call with you? Get Our Best Copywriting Templates Here [FREE] 1.

Niche 130

Niche Clients Up-sell Follow-up 130

Salesforce

JANUARY 28, 2022

Personal fear of failure Reason 1 — Failure can be an option Reason 2 — You’re not “wasting” anything if you fail Reason 3 — Your fear of failing stalls learning, innovation, and productivity No limits on retakes Don’t just say it, do it. Learn what Salesforce Admins do and the skills they need to succeed. HIT THE TRAILS.

Drivers/motivators 95

Drivers/motivators Trust Start-ups User Experience 95

Sales Hacker

SEPTEMBER 18, 2023

Dreamforce in SF last week for our GP, Max Altschuler. Singapore for our newest Partner, Paul Irving (well deserved and overdue!). The rest of the team is playing catch-up from SaaStr followed by our annual GTMfund retreat in Napa. Share Last week we did Part 1 on SaaStr takeaways w. And NYC for myself.

GTM 89

GTM Start-ups Follow-up CRM 89

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them.

Real Estate 73

Real Estate Negotiate Price Territory 73

Sales Hacker

JULY 29, 2022

We set up our demo products — roller shutters, outdoor decks, artificial lawn installation and fibreglass swimming pools — in high-foot-traffic areas in the middle of busy shopping malls. We had 4 hours per shift to generate two qualified leads in that block of time. Set your intention.

Lead generation 109

Lead generation Contact Angle Follow-up 109