Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” Yet there are so many challenges and barriers.

Quota 110

Quota Trust Pitch Up-sell 110

Cerebral Selling

AUGUST 12, 2023

Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people. One which I helped start in 2008 was acquired Salesforce, which is how I came to work there. Your audience is no different. But your customers often aren’t.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Partners in Excellence

FEBRUARY 12, 2024

We have presentations focusing on us, our products, our companies and how great we are. Somehow, our customers are lost in the process. It’s not just about how they navigate their buying process. It’s not just about learning how others are addressing similar issues. The post Do Your Customers Feel Heard?

Customers 114

Customers Negotiate Pitch Trust 114

Tibor Shanto

AUGUST 5, 2021

You all know that my tag line is execution, everything else is just talk, but the execution needs to lead to value for all involved. It start with how sellers think about time; which is why in sales, time is value not money. You can visualize it this way: Share Your Value. You can visualize it this way: Share Your Value.

Objectives and Key Results 293

Objectives and Key Results CRM Sales Prospecting 293

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. 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? You already know that.

Customers 115

Customers Quota Up-sell Conversion 115

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. ” All we have to do is look into history, we’ve provided tool after tool. We brag about technology stacks, “Mine is bigger than yours!” ” But what results do we see?

CRM 121

CRM Technique Conversion Customers 121

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. He was very focused on the customers and people he was prospecting. He tried to connect what he learned they were doing with his prospecting efforts. ” He said, “I don’t know, that’s why I’m prospecting him… ?

Pitch 120

Pitch Prospecting Start-ups Conversion 120

Salesforce

FEBRUARY 2, 2024

You’ve done your research. 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.” Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job.

Pipeline 105

Pipeline Sales CRM Quota 105

SaaStr

MAY 9, 2023

From day one, it’s critical to drive results to impress your investors, acquire customers, and set your sales team up for success. Dave Kellogg –– Independent Consultant, EIR at Balderton Capital, and author of the Kellblog –– knows a thing or two about successful sales. Sign up for free. #1

Objectives and Key Results 111

Objectives and Key Results Sales Up-sell B2B 111

Search Engine Land

NOVEMBER 27, 2023

High-potential keywords are phrases that bring relevant traffic to your website and lead to revenue. To find keywords that actually lead to sales, it’s important to explore other sources that combine website traffic with actual conversions. Knowing this helps you tailor your marketing to their interests.

UX 134

UX Strategize Referrals Conversion 134

Partners in Excellence

JANUARY 25, 2024

First, every month, Lahat Tzvi and I have a conversation. In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition.

Customers 110

Customers Objectives and Key Results Growth Objection handling 110

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. ” And more recently, with new customer research and AI tools, the gap has become even greater. .”

High impact 117

High impact Pitch Conversion Prospecting 117

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customers 104

Customers GTM Trust Up-sell 104

Partners in Excellence

NOVEMBER 10, 2023

Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. Much later, when IBM was a customer, in calling on people, I would always ask, “Open your lower right hand drawer and pull out the first folder.

Quota 111

Quota Teamwork CRM Pipeline 111

Partners in Excellence

MAY 6, 2024

But it’s changing for the positive, as Cassi states, “I feel very strongly about ethical selling and the way in which we sell, sticking to our core values and treating the customer with respect.” ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role?

Sell 77

Sell Technical Sales Up-sell Technology 77

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. This is even more important today because there’s more information out there that the buyer has access to before ever having a conversation with the seller.

GTM 106

GTM CRM Pipeline Referrals 106

Partners in Excellence

OCTOBER 10, 2023

I was meeting with a group of sellers, talking about engaging their customers. I asked the question, “Who are the people, at your customers, most important to your ability to sell something? Then there are the finance people, the controller, and CFO… ” I probed further, “What does a CIO do?”

Customers 81

Customers Finance Legal Conversion 81

Partners in Excellence

APRIL 24, 2024

I just couldn’t think of a better description of something that dominates too many selling conversations. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price.

Price 77

Price Contract Presentation Consult 77

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. One of the things that your team were brilliant at [was] the heavy lifting. You taught us what we didn’t know and helped us improve on what we did know.

Technology 90

Technology Technology Gaming Trust 90

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. For instance, as sellers, we are looking for customers that have the problems we solve. Customers mis-diagnose their problems. In this article, I’ll focus on Mis-diagnosis.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. Imagine engaging the customer much earlier.

Sell 120

Sell Up-sell Start-ups Customers 120

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. and test their thinking on the way they engage customers in thinking about their business challenges. ChatGPT has been very enthusiastic about helping train sellers.

Pitch 102

Pitch Manufacturing Objectives and Key Results Launch 102

Partners in Excellence

JANUARY 29, 2024

All conversations would be oriented around product superiority versus the alternatives. Knowledge of the customer, in fact clear definition of the target customers are minimal, the strategy is a product led (though not necessarily a PLG strategy.) Content would focus on product capabilities, features and functions.

GTM 81

GTM Quota Presentation Up-sell 81

Salesforce

MARCH 7, 2024

We all know it’s the key to great email marketing , but it’s one thing to know it and another to do it. By grouping your email list properly, you set yourself up for targeting the right people with the right content. But what exactly is segmentation in practice, and how do you make sure you’re doing it correctly?

Objectives and Key Results 114

Objectives and Key Results Customer Relationship Management SQL A/B testing 114

Force Management

OCTOBER 13, 2022

Check our blog next week for the newest installment, or subscribe for updates straight to your inbox. Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills. Sellers, however, tend to view their success point as the sale.

Customers 107

Customers Objectives and Key Results Drivers/motivators Pipeline 107

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? I’m your host, Matt Heinz.

Pipeline 96

Pipeline Angle Sales Trust 96

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter.

Go To Market 97

Go To Market GTM Non-Profits Quota 97

Partners in Excellence

MARCH 8, 2024

But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager. Could you give me your assessment about why sellers are interested in selling.

Sell 77

Sell Drivers/motivators Relationship building Commission 77

Partners in Excellence

JULY 20, 2023

As sellers, our job is to talk to customers. But apparently we do a very bad job at it. Research report after research report say the same things: The majority of customers prefer a rep-free buying experience. Over 83% (and climbing) prefer to learn about products/solutions without involving a seller.

Customers 62

Customers Conversion Up-sell Meeting 62

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 109

Sell Commission Up-sell Quota 109

Partners in Excellence

SEPTEMBER 1, 2022

We were talking about the importance of business relevance and acumen in engaging customers. I thought it might be useful to share some of the conversation: Why is it important to have an understanding of the customer’s business? As a result, the onus is on the customer to try to figure this out. What are the risks?

Appointment 96

Appointment Manufacturing Conversion Engineering 96

SalesLoft

MARCH 19, 2024

Sales enablement is a critical function for empowering your revenue team with the content and skills they need to win. With Salesloft and Seismic in your revenue tech stack, you can do just that by delivering hyper-relevant buying experiences while improving rep productivity. The key to success? Take a Tour 1.

A/B testing 52

A/B testing Follow-up Start-ups Prospecting 52

Salesforce

MAY 15, 2023

Customers are fearing for their jobs, tightening their belts, and “ starting to freak out.” After talking with other sellers, and using Dale Carnegie’s principle to “get them saying yes, immediately,” I’ve come up with four key sales tips that can help you land a deal, even in tough times.

Trust 98

Trust Price Construction Up-sell 98

Highspot

MARCH 21, 2024

We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. A recent McKinsey & Co.

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? To answer this, we approached six leading Salesblazers — CEOs, chief revenue officers (CROs), sellers, and coaches. But they do share something in common: a focus on the human relationship, the building block of sales.

Quota 86

Quota Closing Education Sales 86

Search Engine Land

AUGUST 30, 2023

But this is only true if your pixel is set up properly. For ecommerce, we believe it’s a huge miss if you are not dynamically remarketing to your potential customers, specifically when a customer visits a potential product(s) and does not purchase. I suggest using the Datalayer checker plugin for Chrome.

Click Through Rate 138

Click Through Rate Campaign Retail Clients 138

Salesforce

NOVEMBER 16, 2023

In a time where consumers have as many options as they do today, sifting through the endless research can feel daunting. Marketers can plug into this by rewarding customers who share their positive experiences with the world. We all tend to value and trust recommendations from people we know. This is called referral marketing.

Referrals 124

Referrals E-commerce Promote CRM 124