Partners in Excellence

APRIL 17, 2024

We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. But how many sellers have been trained on “change?”

High impact 120

High impact Service Growth Conversion 120

Martech

APRIL 17, 2024

Back in 2017, I wrote an article for MarTech, “ Message to email marketers: Show me something different in 2018.” It popped up again while I was preparing a presentation, so I scrolled through to see if anything I advocated back then had become standard practice. Call on vendor and tech partners to help us succeed.

Technology 120

Technology Technology Niche Campaign 120

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” ” I take these hacks, trying them out myself. At best, I get responses that are mediocre and non specific. I refine them, suggesting a certain industry or market. I test across different roles, markets, different issues. What are qualifying questions… ?

Gaming 124

Gaming Engineering Presentation Start-ups 124

Partners in Excellence

APRIL 11, 2024

She has been a very willing coach, helping me think and execute at higher levels. 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.

Sell 116

Sell Manufacturing Up-sell Launch 116

Search Engine Land

MAY 6, 2024

How does anyone document the amazing force for good that was Mark Irvine in a way that captures all that he was and all that he did for everyone? When I was asked to write this…I was stuck. Fair warning…I wrote a lot. I was very lucky to get to know Mark while working at the same ad tech company.

X-functional 115

X-functional Sports Represent Start-ups 115

Martech

APRIL 18, 2024

Looking at those pieces today, two insights struck me: The basic approach and strategy of selecting technology tools to help us with marketing tasks hasn’t changed much (the good news). I’ll start with what hasn’t changed and provide an overview of what I consider a strategic approach to AI tool selection. Available resources.

Strategize 128

Strategize Education Price Service 128

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. How does this fit into your overall SEO strategy and SEO planning ?

Process 114

Process Objectives and Key Results Angle Follow-up 114

Partners in Excellence

APRIL 19, 2024

I imagined myself interviewing for the CRO position in a high growth start up. Dave: Thanks for the opportunity to speak, I’m sure I can have a great impact in driving growth in your sales organization. CEO: I’m excited to speak to you. We grew ARR tremendously past two years that I’ve been there.

Quota 120

Quota Growth Prospecting Start-ups 120

Salesforce

APRIL 22, 2024

When a job opportunity knocks, it can be difficult to prove you’re the one to hire. A one-page resume and a carefully crafted cover letter are important, but they can only go so far to help you get noticed. Today everyone can and should have an online portfolio sharing their work. But hey, you have tech skills.

Clients 111

Clients Consult Promote Contact 111

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. ” He responded, “Well they should care, they are in our ICP, we sell to all sorts of organizations similar to this organization… ” I repeated my question, “How do you know the customer cares? How do you know if he cares?

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Search Engine Land

MAY 15, 2024

This article dives into how leveraging entities can significantly contribute to PPC success. Thinking about these relationships can help you uncover ideas and insights that resonate with different groups of people based on their intent. Entity relevance: How does my product/service relate to these activities as entities?

Click Through Rate 100

Click Through Rate CTR Campaign Territory 100

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ?

Objection handling 117

Objection handling Construction Technique Drivers/motivators 117

Martech

MAY 15, 2024

Alicia Arnold is the founder of a consulting company, AK Arnold, and draws on 20 years of experience working with Fortune 500 companies to help them transform digitally. Q: How did you first get into marketing and technology? Q: How did you first get into marketing and technology? How did this lead you to customer experience?

Healthcare 89

Healthcare Technology Technology Sports 89

Partners in Excellence

FEBRUARY 27, 2024

One of the biggest mistakes I see sellers and marketers making is depending on AI for answers. “AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions. I’d seek information I could use in talking to them about change.

Cross-sell 126

Cross-sell Presentation Drivers/motivators Engineering 126

Martech

MAY 7, 2024

Early in my career, I was surprised when a co-worker told me they didn’t realize I wanted them to complete a task that I thought I had asked them to complete. In hindsight, I now know that my language was vague. I didn’t specifically ask Alex to look at the data differently, did I? The delivery date.

X-functional 86

X-functional Follow-up Meeting Strategize 86

Martech

MAY 6, 2024

See more about how marketers are using MarTechBot here. I am the first generative AI chatbot for marketing technology professionals. I am trained with MarTech content. After that, how to improve prompts to get even better answers from me. Prompt: Can I use lead scoring for existing customers?

Cross-sell 99

Cross-sell Customers Referrals Lead generation 99

Partners in Excellence

FEBRUARY 7, 2024

In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” I ask, “How are you spending your time? I’ve never “forced” myself into a meeting or a deal.

Meeting 116

Meeting Presentation Contact Customers 116

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 ). The following analysis is what I’ve seen and my interpretations. I’m saying that, overall, I expected to see more movement at the very top of the SERP. (If

Construction 113

Construction Follow-up Start-ups Presentation 113

Partners in Excellence

MAY 6, 2024

Preface: I met Cassi Roper a number of years ago. She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role?

Sell 87

Sell Technical Sales Up-sell Technology 87

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. A book like this might not be the perfect read for you, but as a former Jew that converted to Catholicism twenty-two years ago at age forty-six, I found it helpful, useful, insightful, powerful, and conclusive.

Process 133

Process Pipeline Sales Gaming 133

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” 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.) They are crying for help!

Quota 117

Quota Trust Pitch Up-sell 117

Partners in Excellence

APRIL 16, 2024

I contribute my fair share to the clutter.) It’s recognizing how difficult it is to change habits–both how to stop doing the bad habits we do and how to create new habits of what we should be doing. We need to talk less about what we should be doing, but more on how we actually do it.

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Search Engine Land

APRIL 8, 2024

No, price is not part of how customers would view the quality of your service. However, it can impact their expectations and their perception of the service value. How to deliver quality services to your SEO clients from day one There’s no one way to define quality. A small thing I like to use is tooltips.

Service 97

Service Trust Clients Price 97

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. I’ve told the story of a variety of others. But of all the stories I’ve read and that I anticipate reading, this is the most impactful. It’s caused me to reflect and look deeper into myself than I might have.

Sell 120

Sell Up-sell Start-ups Growth 120

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Martech

MAY 15, 2024

A: I’ve been with the firm for about three years. Prior to that, I was a corporate attorney — so a pivot, definitely. On the basic level, we work with Fortune 500 up to Global 2,000 corporations and help plug them into the startup ecosystem. Can you explain what was of interest there? No surprise. A: Absolutely.

Retail 86

Retail Cross-sell Technology Technology 86

Search Engine Land

MARCH 20, 2024

30, 2022, OpenAI launched ChatGPT, a groundbreaking AI chatbot that can understand and generate human-like text. Less than three weeks later, I started teaching writers how to use generative AI tools like ChatGPT to create helpful content. In the 1970s, I wrote using typewriters as a reporter and editor.

Angle 101

Angle Launch Meeting Technology 101

Search Engine Land

MARCH 12, 2024

“The conversational experience workflow is designed to help you build better Search campaigns through a chat-based experience,” says the article by Shashi Thakur, Google Ads Vice President and General Manager (Search Ads & Ads on Google Experiences). “It This article covers: How Gemini functions in Google Ads.

Campaign 122

Campaign Conversion Clients Technology 122

Search Engine Land

MAY 16, 2024

I don’t know for a fact that people are searching less on Google. I just know it’s true. During Google I/O, Alphabet/Google CEO Sundar Pichai told us AI Overviews have resulted in an “increase in Search usage.” I think this technology is about, oh, 300 years off.” We knew this was coming.

Gambling 110

Gambling Launch Follow-up Engineering 110

Salesforce

FEBRUARY 20, 2024

I did what any millennial would do. I downloaded TikTok and Instagram and started making ridiculous videos about living life with a disability, about being a young face of ALS, about the disgusting taste of my medicine — anything I could do to get people googling ALS and learning more.”

Pharmaceutical 137

Pharmaceutical Healthcare Drivers/motivators Appointment 137

Partners in Excellence

MARCH 11, 2024

There, I said it, I got it off my chest. Don’t get me wrong, these tools are very powerful and helpful. I leverage them constantly through my day, but for very different purposes than the majority of sellers. There are hacks piled on top of other hacks–I suppose helping us become even more efficient.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Martech

JANUARY 25, 2024

So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. If you find yourself in the front seat of the struggle bus, do what I do. I think of three words — that’s it, just three — that will frame my priorities or personal goals for the coming year.

Government 128

Government Strategize Start-ups Technique 128

Martech

MAY 15, 2024

It’s important to have a clear vision of what you’re chasing so that you can properly align tools to support the journey. Next, how will you determine success? I find it best to set quarterly goals around two or three KPIs that impact revenue and account for adoption. Does this tool/platform allow easy integration via APIs?

Contract 78

Contract Objectives and Key Results Technology Technology 78

Partners in Excellence

MAY 17, 2024

Where do I start? I suppose I’ll start with, “We owe our people our total commitment and support!” We do everything we can to maximize their performance–both in the short term but, also, their long term development. We serve them, in helping with their deals.

Trust 77

Trust Start-ups Meeting Customers 77

Partners in Excellence

MARCH 12, 2024

.” Another thing struck me: “And I love what professional selling is not. It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many. Why I Love Sales Dave, I found your question very thought provoking. I HATE to lose! Sales IS business.

Sell 122

Sell Assembly Line Territory Sports 122

Search Engine Land

APRIL 18, 2024

These drawbacks can lead to a bad user experience, lost rankings or deindexing from the search results. I fall into the second camp. A portion of a ChatGPT-generated article on how to repair a broken light switch. I question how many are just better at wording and are targets for a future Google trap.

Sports 109

Sports Niche User Experience Gaming 109

Partners in Excellence

MARCH 7, 2024

Carlos nets it out, “Selling is helping.” My friend David Brock sent me an email that started with “Carlos, yeah, yeah, I know you are a marketer, but you are also a terrific seller.” I do believe that in many ways I am in a rare position. Now onto why I am interested in selling.

Sell 119

Sell Tradeshows Pitch Up-sell 119