Partners in Excellence

FEBRUARY 29, 2024

He researched others, understanding their roles and what their companies did, creating personalized emails. He tried to connect what he learned they were doing with his prospecting efforts. How do you know if he has the problem? How do you know if he cares? “What is he interested in talking about?

Pitch 127

Pitch Prospecting Start-ups Conversion 127

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

Partners in Excellence

MAY 1, 2024

He always said, in a very affected accent, “It’s better to look good than feel good” and “You look marvelous…” Reflecting on our conversation and the performative aspects of selling, it seems too many are living by a mantra, “It’s better to look good than do good.”

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

APRIL 17, 2024

If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change. Or do we have a case of the blind leading the blind?

High impact 120

High impact Service Growth Conversion 120

Partners in Excellence

JANUARY 23, 2024

It’s finding the time to do these things. Understanding the impact of these disruptions, developing strategies to leverage them impact our priorities, strategies, and time. With each new initiative, identify two initiatives you are stopping. We don’t understand our priorities.

Objectives and Key Results 110

Objectives and Key Results Technique Presentation Closing 110

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. Pain point 1: Understanding how campaigns performed For Ron, the number one issue he and his team had was centered around understanding and analyzing exactly how their campaigns worked.

Inside sales 86

Inside sales Sales Campaign Technology 86

Martech

DECEMBER 18, 2023

But be careful what you ask for. You will have countless obstacles to overcome. Why are we doing this data program? You need to demonstrate why integrating data is valuable. Talk about it often and ensure leaders know your process to achieve this. How did your integration effort help the last marketing campaign?

Government 144

Government Campaign Strategize Customers 144

Search Engine Land

APRIL 26, 2024

As a reminder, on March 5th we launched a number of meaningful enhancements to our core systems, as well as several updates to our spam policies, to reduce content created for search engines on Search. But Google has updated that number to say 45%. “We What to do if you are hit. 45% reduction.

Engineering 144

Engineering User Experience Launch Start-ups 144

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. If we understand our ICPs, we already should understand: (If you don’t, reassess your sales enablement strategies.) Our playbooks and tools are already focused on helping us understand these things.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Partners in Excellence

MAY 6, 2024

Preface: I met Cassi Roper a number of years ago. ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role? What’s your experience been as you’ve grown in your career? Why do you stay in selling? What would you tell someone considering a career in sales?

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

MAY 15, 2024

In selling, is high performance “hitting our numbers?” I’ve referenced the organization that was successfully scaling year after year, hitting their numbers. Hitting our numbers is not necessarily an indicator of being a high performance organization. We can do even more in less time.

GTM 77

GTM Quota Technology Technology 77

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. Accounts, especially at larger companies, may have a number of different buying teams looking at different buying opportunities. The point is that your marketing messages should vary based on each member’s particular interests.

B2B 120

B2B Drivers/motivators CRM GTM 120

Martech

OCTOBER 19, 2023

About 90% of sales and marketing professionals understand that uniting their efforts positively impacts customer experience, according to a LinkedIn report. As you can see, there’s one mutual KPI for our sales and marketing teams: new revenue. This means that your revenue from the last year is $157,500.

Product 132

Product Contract Drivers/motivators SQL 132

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. Below you will find the video version of the podcast and an abridged version of the transcript. Strategy can also be influenced by tactics. It’s nearly impossible.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

NOVEMBER 2, 2023

As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless discussion on “the numbers” and the challenges of achieving them. One on one’s are irregular, and easily pushed off when something the manager prefers to do. ” I ask to look at their calendars.

Pipeline 111

Pipeline Meeting Technology Technology 111

Martech

JANUARY 30, 2024

“If you’re going to do a master class,” said Phelan, “it’s really not for a beginner. We want someone who has got that base understanding of knowing what a welcome email is, what an automation is, what a segment is. There are people who are just doing it every day, repetition, and that gets old and stale.

Technique 121

Technique Education Gaming Start-ups 121

Martech

JANUARY 17, 2024

“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” ” First-party (and zero-party) data “Consumers are amenable to giving you their data as long as there’s a value exchange there,” said DeZao.

Retail 138

Retail Entertainment Finance Start-ups 138

Partners in Excellence

JANUARY 22, 2024

I ask: “How does your customer make money?” But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money. “What work does your customer do? . “What work does your customer do?”

Customers 109

Customers GTM Trust Up-sell 109

Martech

APRIL 17, 2024

Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. Your other choices are the last seven days, last 30 days, last 90 days and last 12 months. So the last 30 days doesn’t do it for me. You want them to set it up right. That’s not all.

Healthcare 120

Healthcare GTM Clients Price 120

Search Engine Land

MAY 3, 2024

There’s so much around the update, from its length to the death of the helpful content update (HCU) to all of the quality issues on the SERP (talking about you, Reddit ). Even just understanding what happened in terms of the HCU and integration (or lack thereof) into the core is a whole basket of confusion for various reasons.

Construction 118

Construction Follow-up Start-ups Presentation 118

SaaStr

NOVEMBER 2, 2023

Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. Hiring a VP of Sales Who Never Really Understands Your Product During The Interview Process Ok I know some even many will disagree, but I’m right here :). Or puts in the effort to do so.

Process 93

Process Sales Up-sell Quota 93

SaaStr

MARCH 22, 2024

The highs and lows always come, usually involving the people on your team. Anytime you face a layoff or have to make hard decisions about the future of the company vs. the amazing people who have invested in the company’s success, that’s a bad day. Anytime you have a lot of optimism around numbers and get taken by surprise.

Finance 97

Finance Territory Quota Presentation 97

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 108

Customers Drivers/motivators Construction Legal 108

Martech

JANUARY 12, 2024

But is safety really what we need right now? Is 2024 about doing more of the same? If true for you, doing more of the same will not produce better outcomes. If true for you, doing more of the same will not produce better outcomes. It’s not just about doing things better, but about doing better things.

B2B 135

B2B Construction Strategize Growth 135

Search Engine Land

SEPTEMBER 13, 2023

I mean, if we think SEO is hard (and it is) imagine if you were trying to build a search engine in a world where: The users vary dramatically and change their preferences over time. Competitors nipping at your heels constantly. The technology they access search advances every day. That’s going to make it a lot harder. We have terms.

Engineering 133

Engineering Technique Education Technology 133

Martech

JANUARY 17, 2024

Implementations can be scrapped at any time Let’s say your business signed a contract for a new marketing platform. How do we make sure we drive the value we talk about within the buyer’s journey and bring it to actuality?” We’d like to know how it’s been for you. What happens after the sale?

Appointment 110

Appointment Contract Technology Technology 110

Search Engine Land

OCTOBER 20, 2023

A simple mindset shift can make a massive impact on your work as an SEO. Focusing your SEO program on outcomes vs. outputs while effectively communicating those outcomes to the right stakeholders can drastically improve your ability to drive results. SEO outputs vs. SEO outcomes: How do they differ?

User Experience 126

User Experience Growth Conversion Engineering 126

Search Engine Land

APRIL 4, 2024

Where do you even start? Together, they make up the framework for a methodical analysis that covers all your bases and uncovers all the issues. We’re looking for a couple of common signs: Big data discrepancies: Google Search Console is reporting vastly different metrics than your internal analytics platform.

Referrals 123

Referrals CTR Territory Sports 123

Martech

DECEMBER 8, 2023

Now I’m standing on the precipice of an AI world but I’m not really in it — I’m sort of reporting on it.” Q: You’ve seen a lot of changes in the technology space in the course of your career? Q: How did you get from studying journalism into marketing management? I hated those computers.

Inside sales 91

Inside sales Government Technology Technology 91

SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Where do you start, and which data cuts should you look at to assess the health of your pipeline? His answer? Pipeline, pipeline, and pipeline.

Pipeline 100

Pipeline Sales Up-sell Meeting 100

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

Customers 122

Customers Quota Up-sell Conversion 122

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. I’m your host, Matt Heinz.

Pipeline 99

Pipeline Angle Sales Trust 99

Partners in Excellence

JULY 28, 2021

All of us focus on the “numbers.” ” We are driven to “make the numbers,” because those are our goals and we are driven to achieve our goals. When we miss the numbers, we panic, we whip ourselves into a frenzy of activity to do more–all in service of making the numbers.

Clients 117

Clients Service Customers Sales 117

Partners in Excellence

JUNE 24, 2020

When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. We have to understand their performance against those numbers.

Quota 153

Quota Represent Pipeline Market share 153

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They can’t challenge me with the impact of doing nothing, not changing. They don’t know and, possibly, shouldn’t know how to do this.

X-functional 105

X-functional Pitch Price Customers 105

Search Engine Land

FEBRUARY 26, 2024

Fortunately, there are techniques you can use to make AI-written text more human-like, engaging and fun to read. Specifically, we’ll look at how to customize the prompts you give ChatGPT so it better understands the tone, emotion and audience you want to target. Though slower than GPT-3.5,

Niche 131

Niche Follow-up Technique Education 131

Partners in Excellence

MARCH 6, 2023

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. When we do try to do discovery, too often it’s “discovery with an agenda.”

Pitch 117

Pitch Presentation Trust Process 117