Martech

MAY 9, 2024

Understanding the “entry points” where your ideal customers first experience the acute pains your product or service can solve is critical for marketing success. Your customer likely experiences this pain frequently, perhaps continuously. For example: If the customer is using spreadsheets, why?

Presentation 76

Presentation Represent Prospecting Customers 76

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention. How does it impact us?

Product 97

Product Sell Pitch B2B 97

Partners in Excellence

APRIL 3, 2024

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. We struggle because the shortcuts don’t help us do the “whole job” more effectively.

Objection handling 114

Objection handling Construction Technique Drivers/motivators 114

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. Higher-ups want us to do more with less (efficiency). So, what should we do? Most of what manufacturers demand is internal.)

B2B 120

B2B Manufacturing Technology Technology 120

Partners in Excellence

MAY 1, 2024

Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. We brag about how much technology we have available, yet CRM compliance is one of the biggest issues I see in too many organizations. .” ” And we have the goal of “We look marvelous.”

Technology 113

Technology Technology CRM Pipeline 113

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 121

High impact Pitch Conversion Prospecting 121

Salesforce

JANUARY 29, 2024

According to our research , email remains the best way to connect with customers. A good email list brings in new prospects, increases engagement with your community, and provides you with valuable customer and performance data to keep refining your efforts. How do you maximize the value of your email list?

CTR 124

CTR CRM Promote Campaign 124

Salesforce

JANUARY 3, 2024

What are the do’s and don’ts of sales pitches? How do you craft your own sales pitch? A sales pitch should focus on your prospect and their needs. In other words, how your product solves their problems. They help you hook the right customers — those who would benefit most from what you have to offer.

Pitch 109

Pitch Sales Prospecting Clients 109

Salesforce

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Not only have you lost revenue, you’ve lost potential customers to the competition. How do you avoid this and capture customer interest? Let’s run through how to do that in six steps.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Salesforce

JANUARY 4, 2024

In this piece, we’ll give you a clear understanding of drip marketing and how you can use it. We’ll dive into how you can build drip email campaigns that build on themselves organically and make your customers feel like every message they get is relevant for them. How do you get started with drip marketing?

Campaign 120

Campaign Objectives and Key Results A/B testing Promote 120

Partners in Excellence

DECEMBER 26, 2023

And regardless what we do, we never will. If I think, for example, the evolution of “prospecting letters.” To send a prospecting letter, I had to write it in longhand and give it to the “word processing pool.” ” In a few hours or a day, I would get a typed draft of my prospecting letter.

Follow-up 133

Follow-up Prospecting Conversion Technology 133

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. It’s ideal for reaching newly discovered prospects, assessing their interest, keeping in touch, or arranging meetings. Let’s look at how you can make your sales email stand out.

A/B testing 96

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

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. Increases customer retention.

Sales 149

Sales Prospecting Pipeline Pitch 149

Salesforce

OCTOBER 10, 2023

Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. See how it works What is a sales cycle? A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. For example, prospecting is a stage in the sales cycle.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

OCTOBER 9, 2023

Last week, I had the privilege of speaking with Howard Dover’s Digital Prospecting Class at UTD. I had no prepared materials, it was a Q&A about how to connect with prospects more effectively. They realized it would enable them to engage prospects in more impactful ways, focusing on what they cared about.

Customers 113

Customers Prospecting Clients Up-sell 113

Salesforce

FEBRUARY 2, 2024

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. You’ve done your research.

Pipeline 105

Pipeline Sales CRM Quota 105

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 91

Customers Drivers/motivators Construction Legal 91

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. It gives a summary of how healthy your sales pipeline is over time. Number of opportunities Sales velocity opportunities do not equal the total number of leads. Opportunities are those prospects that have been qualified by your sales team.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. They had a mandatory 16 page presentation they had to present to every prospect.

Manufacturing 115

Manufacturing Finance Presentation Technology 115

Martech

FEBRUARY 8, 2024

Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? I was a young, freshly minted MBA with a background in computer science, and a two-year stint doing software marketing at IBM. We need you to set it up, and figure out how we use it.” It was the early aughts. Lead scoring.

B2B 112

B2B Technology Technology Pipeline 112

Martech

DECEMBER 18, 2023

Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.

X-functional 116

X-functional Customer Relationship Management CRM Relationship Management 116

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. It is all about them and has little to do with the customer.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

SEPTEMBER 14, 2023

Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. There is a certain amount of administrative work.

Sell 137

Sell CRM Technique Territory 137

Partners in Excellence

JANUARY 29, 2024

We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better?” Why do you think we have this problem? If we do, why should I do anything about it?”

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Partners in Excellence

JANUARY 8, 2024

In reading an article about the latest hints and tips in using AI for prospecting, a sentence stood out to me. It talked about how “mundane” outbound is. And, perhaps, it is this mindset that underlies the poor results we get from our prospecting. It’s people that do these things. They are human beings.

Prospecting 111

Prospecting Service Customers 111

SaaStr

FEBRUARY 8, 2024

Not to save money, but to concentrate the leads you do have in those that can close them. You do need “quota capacity” as you scale. Decide who to hire, when, and how. Because the best reps close 2x-9x more than “ordinary reps” They really do. Prospects and customers love to talk to the CEO.

Quota 92

Quota Sales Closing Gaming 92

Search Engine Land

MAY 10, 2024

But get this: Poor online feedback is not the end of the world, regardless of whether it comes from a former employee or a current customer. How you navigate negative reviews reveals a lot about what type of business you are. Addressing concerns Employees (both past and prospective) like to feel acknowledged by a company.

Trust 100

Trust Represent Start-ups Consult 100

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. I ask: “How does your customer make money?” “What work does your customer do? They don’t know.

Customers 107

Customers GTM Trust Up-sell 107

SaaStr

MARCH 7, 2024

So years ago on SaaStr, I wrote a post on how everyone in your company should do customer support once a month. I learned this from Intuit, brought it back to my startup, and forced everyone to do it. More on that here: Everyone in SaaS Needs to Do Customer Support. Every week. And just so much more.

Customers 104

Customers Engineering Prospecting Growth 104

Partners in Excellence

OCTOBER 31, 2023

Who could imagine such really awful prospecting. Our customers tend to like being referred to by their name, not some code string. Do you treat all your customers as inanimate code strings? ” For a moment, I thought, all of this is serious intent, how can it bee so bad? You can guess what I encountered.

Technique 134

Technique Prospecting B2B Clients 134

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 Fear holds us back.

Cross-sell 110

Cross-sell Pipeline Meeting Presentation 110

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many. I HATE to lose!

Sell 120

Sell Assembly Line Territory Sports 120

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Sales in SaaS, done well and done right, is about adding true value by solving a customer / prospect’s important problem. This is why the best sales execs have real relationships with their customers. Solve my problem.

Negotiate 110

Negotiate Price Prospecting Sell 110

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 86

Sell Technical Sales Up-sell Technology 86

Sales Hacker

MARCH 8, 2024

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Stuck trying to engage a prospect?

GTM 94

GTM Growth Cross-sell Referrals 94

SaaStr

MARCH 22, 2024

Dear SaaStr: How Do You Handle Customers That Want to Build It In-House? And ultimately, be competitive not with just your offering as it is today — but how it will be over the course of the next 5–10 years. The post Dear SaaStr: How Do You Handle Customers That Want to Build It In-House?

Customers 87

Customers Start-ups Closing Prospecting 87

Martech

APRIL 19, 2024

Even with new channels and new tactics entering the fray on a regular basis, the debate around how to do lead gen rages on, including on social media channels. Since then, we’ve invested in helping our customers with quality.” For a campaign for a travel agency, for example, she asked prospects about their travel plans.

B2C 106

B2C Lead generation B2B Campaign 106