Partners in Excellence

MAY 16, 2024

It seems to strengthen whatever position they want to take, and some are valid, the primary argument is to declare “Cold Calling Is Dead.” But it’s a useful argument, if you want to sell something. But the only people we target are people in the dead center of our ICP. Others promoting social engagement.

Cold Call 128

Cold Call Technique High impact Pitch 128

Partners in Excellence

MAY 22, 2024

After all, if we are always in agreement, we would never challenge ourselves and others to think differently, to consider something new. But we struggle with disagreement, too often we deal with it poorly. We may seek to avoid it, burying our heads in the sand, never considering a different point of view.

Teamwork 101

Teamwork Construction Growth Conversion 101

Search Engine Land

MAY 24, 2024

What’s happening. My article, 7 must-see Google Search ranking documents in antitrust trial exhibits , included a slide that feels most appropriate at this moment following all the coverage of Google’s AI Overviews in the last couple of days: What Google is saying. Why we care. This is absolutely true.

Represent 124

Represent Trust Launch Product 124

Partners in Excellence

MAY 21, 2024

We, including me, have always focused much of our product development and GTM strategies around the concept of “Product-Market Fit.” The challenge with the concept of Product-Market fit is that it biases the way we look at things. What if we started thinking of “problems?”

GTM 125

GTM Presentation Growth Product 125

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 124

Technology Technology CRM Pipeline 124

SaaStr

MAY 17, 2024

Noam jokes that the best way to get there is to immediately start making decisions as though you already know everything. Your role is to listen and gently help the team be more efficient at what they’re already doing. Ask The CEO How They Want to Be Involved CEOs want to be involved in the product.

Product 96

Product GTM Trust Growth 96

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We want the customer to recognize and exploit a new opportunity, which mandates the use of our products and services.

High impact 129

High impact Service Growth Conversion 129

Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. So if you want the bullet points, here’s my best attempt: A mentor : Mark understood the world and how to win within its parameters better than anyone. When I was asked to write this…I was stuck.

X-functional 117

X-functional Sports Represent Start-ups 117

Martech

APRIL 17, 2024

Here’s what I was looking for: Stop depending on batch-and-blast. So here we are, nearly seven years later and we haven’t moved far on complexity. So here we are, nearly seven years later and we haven’t moved far on complexity. That’s what we should be doing (see the second point above).

Technology 125

Technology Technology Niche Campaign 125

Search Engine Land

APRIL 26, 2024

Google has served “billions of queries” with its generative AI features and plans to “expand the type of queries we can serve our users” even further. Pichai said: “We see an increase in engagement, but I see this as something which will play out over time. ” Why we care. and the U.K.,

User Experience 124

User Experience Follow-up Product 124

Partners in Excellence

MARCH 27, 2024

We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. We only win when our customers succeed.

Conversion 116

Conversion Gaming Meeting Trust 116

Search Engine Land

MAY 20, 2024

How did we get to this point? Unfortunately, instead of seeing any recoveries for sites affected by the previous September HCU negative classifier, we have seen continued hammering of both existing sites and the addition of tens of thousands of newly impeached sites. How much would you pay to get those non-enjoyable tasks done?

Niche 121

Niche UX Construction Start-ups 121

SaaStr

MAY 21, 2024

Dear SaaStr: What Were the Biggest Mistakes You Made Getting Your Startups Going? In my first start-up, while the core 3 co-founders were great, we needed an operational COO to really get to market with our customers. But he really didn’t want to do another company from scratch. for the job — or so I thought.

Start-ups 97

Start-ups Closing Product Customers 97

Partners in Excellence

APRIL 19, 2024

Dave: We were scaling aggressively. We grew ARR tremendously past two years that I’ve been there. Last year we hired and onboarded 80 SDRs and AEs. At the end of the year we had grown to 50 AEs and sales people. We drove the performance of those people, reducing CAC payback by 20%! What am I misunderstanding?

Quota 128

Quota Growth Prospecting Start-ups 128

Search Engine Land

MAY 22, 2024

His response: “We are seeing that happen.” ” Why we care. Thakur, like Alphabet and Google CEO Sundar Pichai, used a lot of words to say pretty much nothing: “We provide links within the AI answer. They want traffic – and most want to monetize that traffic. ” Facepalm. The interview.

Manufacturing 96

Manufacturing 96

Martech

MAY 15, 2024

We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. Q: How did you first get into marketing and technology? When I first graduated, I decided I wanted to focus on marketing and got a job in direct marketing.

Healthcare 96

Healthcare Technology Technology Sports 96

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. 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. It’s harder and harder to get a response. Who knows what it will be next year!

Sell 126

Sell Commission Up-sell Quota 126

Martech

MAY 13, 2024

We sat down with their U.K.-based A couple of days after that announcement, we got the new report from the CMA that adopted most of the concerns that the Information Commissioner’s Office had surfaced about privacy. We will work with any partner in the ecosystem. As a technology company, we should create our own solutions.

Conversion 104

Conversion Follow-up Engineering Technology 104

Martech

MAY 22, 2024

We talked about a range of AI topics, with a particular focus on search. Right now, the speed is greater with traditional search engines; people don’t necessarily want to wait for text to generate all the time. That gets us to the position where the AI is, in effect, choosing a limited number of search results for me.

Engineering 92

Engineering Finance Follow-up Launch 92

SaaStr

APRIL 19, 2024

SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there. So, what does it take to get to a $100M outcome? We don’t see that anymore in public companies.

Engineering 100

Engineering Price Cross-sell Niche 100

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others?

Construction 128

Construction Pipeline Gaming Conversion 128

Salesforce

MAY 20, 2024

We surveyed thousands of marketing leaders about today’s marketing trends. What did we find? What’s top of mind for marketers? We asked more than 4,800 marketers about how they’re using new data and AI tools. We surveyed marketers about how they are tackling this new era. Back to top ) 3.

Territory 124

Territory Follow-up Trust Start-ups 124

Partners in Excellence

APRIL 11, 2024

Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in our communities, and in society. In the past year, Jill has shifted her focus to a very important mission: What’s Really Possible?

Sell 124

Sell Manufacturing Up-sell Launch 124

Partners in Excellence

FEBRUARY 27, 2024

AI is changing the world (“Wow, what an astute observation, Dave.”). It reduces what may have taken hours or even days to seconds. It would take hours, I’d get a few important points that I could leverage with my customers. We talked for hours about how a 0.1 And today we have tools like ChatGPT.

Cross-sell 134

Cross-sell Presentation Drivers/motivators Engineering 134

Search Engine Land

MAY 20, 2024

Google is afraid of being left behind and thinks the solution is to put AI in everything – regardless of whether users want or need it. Why we care. It is a stone cold panic that they are getting left behind.” The fear is that they can’t afford to let someone else get there first.”

UX 117

UX Drivers/motivators Launch Trust 117

SalesProInsider

APRIL 16, 2024

Yet, that’s what can happen when discussing fees for service with prospective clients. What if I bring you more clients, could I get 10 bps off for each new client I bring you? Wow what a promise! And what a discount! He wanted the discount now, and promised that he could introduce the advisor to these friends.

Pitch 126

Pitch Clients Prospecting Service 126

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. Or we have other excuses. But perhaps we should look inwardly. Is there anything we can change to reduce these?

Customers 120

Customers Sales Presentation Start-ups 120

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? We face issues we may not have experienced before.

Customers 132

Customers Quota Up-sell Conversion 132

Partners in Excellence

APRIL 18, 2024

Task forces would be in frenzied action trying to figure out why this was happening and what need be done to change that win rate, getting it up to more acceptable levels in the shortest time possible. One gets the sense it’s par for the course in today’s sales world. Win rates are based on qualified deals only.

SQL 127

SQL Quota Presentation Prospecting 127

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. In others it’s “customers want rep-free buying experiences.” It’s rare that I see someone suggest, “Why do we accept this?

Consult 133

Consult Clients Follow-up Up-sell 133

Partners in Excellence

APRIL 2, 2024

.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. As a result, we have a giant dilemma.

Customers 131

Customers Closing Presentation Product 131

Partners in Excellence

JANUARY 18, 2024

As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. These are the discussions we strive to get since it is all about us and what we sell. But are they asking us the right questions?

Customers 137

Customers Up-sell B2B Trust 137

Partners in Excellence

OCTOBER 23, 2023

To connect and engage effectively, we have to meet people where they are at. This requires us to focus on them, where they are, who they are, what they face. To the degree that we can, we have to imagine ourselves in their shoes. Often, however, we listen with an agenda. One might ask, why do we need to do this?

Meeting 131

Meeting Pitch Prospecting Product 131

Partners in Excellence

MAY 15, 2024

I suspect it’s trite to say, every leader wants to create a high performance organization or that people want to be part of high performing organizations. But what does it mean to be a high performing organization? What are some of the elements? We can do even more in less time.

GTM 131

GTM Quota Technology Technology 131

Martech

APRIL 17, 2024

We talked to Sharon Mostyn, CEO of Mostyn Marketing Group, to find out the current state of all things GA4-related. Now we have three different levels of events. There are page views and things like that, key events, like newsletter sign-ups, and conversions, like, making a sale or getting a lead. A: There are some good things.

Healthcare 112

Healthcare GTM Clients Price 112

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. Like all of us, he was struggling to get the engagement he wanted. ” We talked about some of his strategies. He researched others, understanding their roles and what their companies did, creating personalized emails. I know the sales person wants to pitch me.

Pitch 134

Pitch Prospecting Start-ups Conversion 134

Partners in Excellence

NOVEMBER 27, 2023

I was excited to see the CMO of one of my clients speaking about a pillar their culture, “Pursuing Better, Differently… ” It’s such a critical concept, particularly if we want to stand out to our customers and differentiate our companies. Somehow, it seems too many believe, we pursue better by being the same.

Clients 122

Clients Growth Product Customers 122