Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes.

Sell 122

Sell Assembly Line Territory Sports 122

Search Engine Land

MAY 10, 2024

How you navigate negative reviews reveals a lot about what type of business you are. The same goes for if you have good reviews.) Addressing concerns Employees (both past and prospective) like to feel acknowledged by a company. We’ll discuss this process later on.) So, take the issue head-on.

Trust 100

Trust Represent Start-ups Consult 100

Martech

APRIL 11, 2024

In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. B2B marketing is suffering from an effectiveness crisis, having chased efficiency gains for years.

B2B 133

B2B Manufacturing Technology Technology 133

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you?

Product 98

Product Sell Pitch B2B 98

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers.

Sales 149

Sales Prospecting Pipeline Pitch 149

SalesProInsider

OCTOBER 4, 2023

Do you remember the story of Goldilocks and the Three Bears ? That’s what we want with our prospective clients! That’s what we want with our prospective clients! We want them to feel so comfortable, and at home, with us during the sales conversation that they make that decision to work with us.

Conversion 116

Conversion Clients Pitch Prospecting 116

Martech

DECEMBER 5, 2023

A successful cold email program — or “prospecting,” if you prefer — takes careful handling. You’re reaching out to strangers one-on-one to persuade them to initiate a business relationship with you. Do people even do that anymore?) What would you do with this email?

Pitch 113

Pitch Contact Follow-up Clients 113

Search Engine Land

MAY 2, 2024

When I audit the Google Ads programs of new and prospective clients, I still find some without a YouTube advertising component. Yet when I ask new clients and prospects why they don’t have YouTube video ads, they usually give one or more of the following reasons: They don’t have the budget.

Campaign 109

Campaign High impact Clients Growth 109

Salesforce

JANUARY 3, 2024

Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. I’m grateful to have found a better way to sell — one that builds mutually beneficial long-term relationships. As a sales professional, you don’t have to coerce or pressure.

Pitch 109

Pitch Sales Prospecting Clients 109

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

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Hubspot

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. But in the modern sales landscape, more and more salespeople have started reforming their behavior.

Process 84

Process Territory Sales Education 84

SalesProInsider

FEBRUARY 7, 2024

Impact is the consequence of what is going on with your prospective client, and the consequence of what will happen if they use your service and work with you. When someone starts to work with you, they are going to have to make some changes. For example: They’re going to have a fee to pay.

Conversion 77

Conversion Finance Drivers/motivators Sales 77

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. The goal is what you are aiming at.

Process 120

Process Objectives and Key Results Angle Follow-up 120

Heinz Marketing

JANUARY 19, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing Do you have a difficult time choosing the right tools for your team? Feel like maybe you have too many tools in your stack collecting dust? Worst of all, do these silos create roadblocks in getting your campaigns to market?

Campaign 110

Campaign Represent Education Clients 110

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. Probably not.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

SalesProInsider

MARCH 16, 2023

Think about the last time that you read a non-business book or watched a new release movie. You probably made the decision to read or watch based on a book jacket cover, a movie trailer, or a friend’s recommendation. Which slows the prospect’s movement in making that important decision to work with us. Then pause.

Pitch 135

Pitch Prospecting Service Up-sell 135

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. But do they really want to buy, or are they just window shopping? Buying signals are subtle communication cues from prospects that indicate an interest in a product or service. If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

Martech

APRIL 19, 2024

Even with new channels and new tactics entering the fray on a regular basis, the debate around how to do lead gen rages on, including on social media channels. Marketers interested in tapping into social have a familiar decision to make regarding tactics. They can choose from brand awareness, driving traffic and collecting leads.

B2C 122

B2C Lead generation B2B Campaign 122

Salesforce

APRIL 24, 2024

Remember the last time you moved? You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. They don’t have to.

Customers 124

Customers Transportation Government UX 124

Martech

OCTOBER 13, 2023

Marketing departments have near-term and long-term responsibilities to the corporation. Long term, marketing is responsible for developing the intelligence, systems, and processes to drive continuing viability and profitability. Every working day begins with the question, what’s the net new?

B2B 121

B2B Prospecting Gaming Campaign 121

Salesforce

FEBRUARY 2, 2024

You feel like you’ve got a firm grasp on your prospect and their pain points. You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Days go by, and you hear nothing but crickets. But it doesn’t have to be that way. You’ve done your research.

Pipeline 105

Pipeline Sales CRM Quota 105

Martech

MARCH 4, 2024

In this article I’ll provide a list of things to check to make sure your automated programs aren’t giving you or your company a big black eye. In this article I’ll provide a list of things to check to make sure your automated programs aren’t giving you or your company a big black eye. ‘Hi Marketing automation is a great tool.

Campaign 131

Campaign Cross-sell Contact Follow-up 131

Search Engine Land

FEBRUARY 27, 2024

Although I’ve owned an agency for seven years, most of my career was spent working on the client side. I’ve compiled questions I would have asked when I was on the other side of the desk and also from questions prospective clients ask us. These questions can guide your agency selection process, aiding in informed decisions.

Retail 105

Retail Clients Contract Campaign 105

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. Number of opportunities Sales velocity opportunities do not equal the total number of leads. Opportunities are those prospects that have been qualified by your sales team. Opportunities are those prospects that have been qualified by your sales team.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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 that may have worked well a decade or two ago, today’s consumers are a lot more savvy, have many options and want to be served, not sold to.

Customers 105

Customers A/B testing Campaign Up-sell 105

The 5% Institute

MARCH 24, 2022

One of the most important early stages of the sales process , is identifying as to whether you have a qualified prospect. The reason why it’s so important to identify a qualified prospect, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. Disqualifying Prospects.

Prospecting 140

Prospecting Clients Legal Presentation 140

Martech

DECEMBER 18, 2023

Let’s explore the current marketing applications of AI in CRMs and how you can best position your teams to capitalize on this disruptive innovation. Let’s explore the current marketing applications of AI in CRMs and how you can best position your teams to capitalize on this disruptive innovation. Where are companies using AI the most?

X-functional 122

X-functional Customer Relationship Management CRM Relationship Management 122

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” And we have the goal of “We look marvelous.” ” And we have the goal of “We look marvelous.” ” And we are totally bewildered by things we see happening in sales.

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There are prompts for “researching and understanding” any role you might be selling to. Hacks for any type of prospecting outreach and for producing “personalized” emails by the thousands.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

SalesProInsider

NOVEMBER 15, 2023

And it’s the ONE key habit you should develop to have better sales conversations and success. This adage is about preparation, and when it comes to preparation for sales conversations there are two levels that you should consistently complete to increase your probability of success. Where do you begin? Now to YOU.

Appointment 111

Appointment Conversion Follow-up Start-ups 111

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. They probably don’t need a demo–at least now, they have more pressing issues to address.

Education 129

Education Trust Sell Product 129

Martech

JANUARY 29, 2024

Today, digital platforms and data enrichment strategies are the status quo, reshaping how we identify, engage and nurture potential customers we’d like to have. But have we deviated too far from sustainable lead generation practices and become too reliant on pay-to-play databases to fuel outbound initiatives?

B2B 124

B2B Lead generation GTM CRM 124

Martech

MARCH 19, 2024

How do we as marketers meet those expectations and set our brands apart?” And you can have other stages, but that’s how I think about it.” And these interactions create more data that helps marketers understand what works and what doesn’t. “Customer expectations will continue to grow year-over-year.

Customers 111

Customers Campaign Repeat business Referrals 111

Partners in Excellence

SEPTEMBER 14, 2023

Constantly doing email and social outreach, is unrealistic and unreasonable. Sellers have responsibilities outside just engaging customers. There are meetings to develop and execute strategies to respond to specific customer and prospect issues. There is a certain amount of administrative work.

Sell 139

Sell CRM Technique Territory 139

Hubspot

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.

Prospecting 83

Prospecting Follow-up Pitch Clients 83

Search Engine Land

JANUARY 30, 2024

You’ve optimized your website for search. You’re getting lots of high-quality traffic. There are strategies you can implement to convert that traffic into paying customers. This article explores nine proven methods to help you turn SEO traffic into sales and leads. It’s a frustrating situation.

A/B testing 117

A/B testing UX Intrinsic Trust 117

Martech

MARCH 6, 2024

Since February, Google and Yahoo’s new spam policy updates have shaken things up for businesses using cold email outreach. So what are the requirements and how should you adapt and avoid harsh penalties? Without DNS settings your emails will never reach your prospects’ inboxes. So, how do you handle these killer demands?

Electricity 112

Electricity Non-Profits Construction Real Estate 112