Partners in Excellence

MAY 16, 2024

It’s focuses on exploiting any list we get, including “Dear occupant or current resident… ” And the act of cold calling is all about pitching a product, not understanding a customer. But the only people we target are people in the dead center of our ICP. How likely is the problem to be an issue for them?

Cold Call 124

Cold Call Technique High impact Pitch 124

Martech

MAY 22, 2024

We talked about a range of AI topics, with a particular focus on search. Do I necessarily think that traditional search engines are going to go away? We have many years ahead of us as a species. How are you going to automate that with AI? Interview edited for clarity and length.) Probably not. A: Closer and closer.

Engineering 108

Engineering Finance Follow-up Launch 108

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. What do your solutions do?” “I’m sorry,” I said, “I meant, what problems do your solutions solve? . “But they seem to be getting it done now, why do they need to change?

Start-ups 126

Start-ups Up-sell Conversion Product 126

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 108

GTM Presentation Growth Product 108

Partners in Excellence

MAY 14, 2024

We were talking about organizational design, performance, and a number of issues. We were talking about this in the context of organizational performance. We were talking about this in the context of organizational performance. ” “What do you mean,” she asked. But what about the spaces in between?

GTM 115

GTM Represent Education Presentation 115

Partners in Excellence

APRIL 3, 2024

We invest enormous amounts of energy seeking to avoid dong the work. We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work.

Objection handling 128

Objection handling Construction Technique Drivers/motivators 128

Partners in Excellence

MAY 1, 2024

” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. 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

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 124

Cross-sell Pipeline Meeting Presentation 124

Search Engine Land

MAY 13, 2024

Whenever a new change happens, I first try to understand what the search engines are doing and why they’re trying to accomplish it. SEO is real marketing now With every algorithm and change, we move further away from the old days of tricking the search engines and closer to having to do real marketing. They come with risks.

Engineering 141

Engineering Legal Start-ups Trust 141

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? We see win rates plummeting. Why is this happening?

Quota 130

Quota CRM Growth Meeting 130

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important. We may not prepare well, winging it. It was a little thing.

CRM 133

CRM Presentation Meeting Closing 133

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. Workloads seem to sky rocket as do demands on our time. But…… To often, I think much of the challenge we face is self inflicted. We tend to make things more complex or more difficult than they need be. Define and viciously focus on your ICP.

CRM 134

CRM Technology Technology Pipeline 134

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Quota 125

Quota Trust Pitch Up-sell 125

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” ” We cannot focus exclusively on Top of Funnel. Let’s do a thought experiment with this as an example.

Pipeline 125

Pipeline Prospecting Closing Process 125

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. The average blogger wears many hats.

Niche 123

Niche UX Construction Start-ups 123

Search Engine Land

MAY 16, 2024

Yes, in the same week that OpenAI basically created Samantha, the AI virtual assistant from the movie “ Her ,” Google’s tagline became “Let Google do the Googling for you.” We knew this was coming. I don’t know for a fact that people are searching less on Google. I just know it’s true.

Gambling 127

Gambling Launch Follow-up Engineering 127

Martech

MAY 15, 2024

Q: Tell us about what you’re doing with Silicon Foundry. On the basic level, we work with Fortune 500 up to Global 2,000 corporations and help plug them into the startup ecosystem. We help them navigate emerging trends in technologies and solve their biggest problems with enterprise-ready startup solutions. No surprise.

Retail 110

Retail Cross-sell Technology Technology 110

Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact.

Price 129

Price X-functional Presentation Represent 129

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 73

Teamwork Construction Growth Conversion 73

Partners in Excellence

APRIL 18, 2024

For the sparse discussion about how to fix it, the discussion focused on higher quality MQL/SQL’s and focus on better prospecting. Sure we don’t want to waste time an resources on things way outside our ICP. Why would marketing or sales do anything other than this? Win rates are based on qualified deals only.

SQL 127

SQL Quota Presentation Prospecting 127

Partners in Excellence

APRIL 30, 2024

Reading it caused me to start reflecting on how much we misunderstand about AI and how we leverage it in selling. Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process.

Represent 109

Represent Presentation Up-sell Start-ups 109

Search Engine Land

MAY 9, 2024

We’ve had answers in Search now for many, many years. We are just now using generative AI to do that.” My son is celiac, so we did a quick question to see whether something is gluten-free. We just want to know. ” He was later asked how concerned he was about AI-generated content ruining Search.

Trust 123

Trust Presentation Meeting Product 123

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products.

Presentation 133

Presentation Closing Product Customers 133

Martech

APRIL 17, 2024

So here we are, nearly seven years later and we haven’t moved far on complexity. Yes, we have made incremental gains, and yes, some dramatic leaps in innovation. That’s what we should be doing (see the second point above). But now, we need a lightning bolt to propel us down the innovation path.

Technology 132

Technology Technology Niche Campaign 132

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. We are trying to get our customers to change from the current products or services they are using, to our products and services. Without some sort of change, we never get a purchase order.

High impact 130

High impact Service Growth Conversion 130

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” ” There’s something, despite how mediocre the responses are, that are provoking popularity. We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. And eventually, the shine wears off, we go back to what we always did.

Gaming 131

Gaming Engineering Presentation Start-ups 131

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. 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? Let’s call him “Stephen.”

Pitch 134

Pitch Prospecting Start-ups Conversion 134

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. We orient all our activities to getting that order.

Customers 131

Customers Closing Presentation Product 131

Partners in Excellence

MAY 15, 2024

While those are aspects of performance, when we assess the data research shows us, the majority of individuals and organizations are failing at this. We all know the data plummeting win rates, quota attainment, tenure, engagement, declining retention, and more. We can do even more in less time. Don’t get me wrong.

GTM 128

GTM Quota Technology Technology 128

Partners in Excellence

MARCH 14, 2024

We see a lot of uncertainty. We struggle with the idea, is there light at the end of the tunnel? We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) We’ve emerged better than before.

Objectives and Key Results 131

Objectives and Key Results Clients Drivers/motivators Start-ups 131

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Assuring we help the customers solve their problems. …… But what about the reciprocal, what value do our customers create for us? Usually, we think of that in terms of the revenue the opportunity will generate for us.

Customers 138

Customers Referrals Clients Strategize 138

Partners in Excellence

APRIL 19, 2024

Dave: We were scaling aggressively. We grew ARR tremendously past two years that I’ve been there. You know how important the “Rule of 40” is for our organizations, our “Rule of 40” number, based on 200% growth last year, is 50! Last year we hired and onboarded 80 SDRs and AEs.

Quota 129

Quota Growth Prospecting Start-ups 129

Search Engine Land

MAY 9, 2024

In this article, you’ll learn about information gain and how to use it to your advantage. And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). As you can see, we have three different meanings for the same term. The new buzzword in SEO is information gain. Google Patent.

Engineering 102

Engineering Angle UX Trust 102

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. We always seem to lead with our products and focus our conversations on those. We don’t help them by repeating what they already know.

Education 139

Education Trust Sell Product 139

Partners in Excellence

MARCH 11, 2024

We know how they work and shouldn’t have an expectation of much more–at least used in these ways. My reaction to the majority responses these hacks produce is, “Nothing new, OK not great…” It’s stuff, if we work to master our profession, we should have known without needing ChatGPT.

Healthcare 129

Healthcare Drivers/motivators Engineering Presentation 129

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. ” He isn’t alone.

Conversion 117

Conversion Gaming Meeting Trust 117

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. Or we have other excuses. But perhaps we should look inwardly. How are sellers contributing to the longer buying and sales cycles? Is there anything we can change to reduce these? And if we could, what would it mean? Then they have to do the work.

Customers 121

Customers Sales Presentation Start-ups 121