Partners in Excellence

JANUARY 25, 2022

We claim to be numbers driven. And, too often, we miss the numbers. We don’t hit our revenue goals, we don’t have enough pipeline, we aren’t getting the results from our prospecting. It’s what most managers do. The universal answer is “do more!”

Pipeline 68

Pipeline Quota Prospecting Product 68

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 138

Engineering Legal Start-ups Trust 138

Partners in Excellence

MARCH 25, 2024

What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals. Keenan sums it up well! ” Why I’m So Interested In Selling!

Sell 118

Sell Up-sell Consult Drivers/motivators 118

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 117

Quota Trust Pitch Up-sell 117

Search Engine Land

MAY 9, 2024

We get to leverage both sides of our brains: The right brain when it comes to on-page, content and even link building campaigns. We lean into technical know-how and keyword optimization. We lean into technical know-how and keyword optimization. So, how do we reach that goal?

A/B testing 101

A/B testing Entertainment Engineering Campaign 101

Search Engine Land

MARCH 22, 2024

It did Search better. I know, because not long ago we were in that garage. The next Google won’t do what Google does, just as Google didn’t do what AOL did. Why we care. Why we care. A better way. Once upon a time, these were the most popular search engines in the world. Then along came Google.

Engineering 123

Engineering Launch Product Market share 123

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. But how many organizations actually do this?

Clients 112

Clients Growth Product Customers 112

Search Engine Land

FEBRUARY 20, 2024

How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. But yes, we should be rewarding the best content, regardless of site size.

Niche 144

Niche 144

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. And it would be unrealistic to expect any of this change for the better. But…… To often, I think much of the challenge we face is self inflicted. Define and viciously focus on your ICP.

CRM 126

CRM Technology Technology Pipeline 126

Partners in Excellence

FEBRUARY 16, 2024

It was roughly 4 times better than the lowest performing technique and 2-3 times better than the others. But in what world do we consider that acceptable? Even though it’s 2-4 times better than other approaches, why do we consider that an acceptable response rate? Win rates at around 15%.

Manufacturing 115

Manufacturing Technique Pitch Up-sell 115

Martech

MAY 16, 2024

To further confuse matters further, we often refer to the discipline of “customer experience management” simply as “customer experience.” It’s one of those interactions in the definition and it’s also how we interact with customers, i.e., we service them. to deliver a better experience.

Customers 107

Customers B2C UX User Experience 107

Search Engine Land

MAY 20, 2024

We’re in a disruptive moment, according to Alphabet and Google CEO Sundar Pichai. … As a company, we realize the value of this ecosystem, and it’s symbiotic. So we feel it.” We are engaging with a lot of players, both directly and indirectly, but I remain optimistic about how it’ll actually play out.”

62

62

Martech

JANUARY 12, 2024

As we slide into 2024, B2B marketing leaders face new challenges: deals are harder to close, budgets are shrinking, and expectations are rising. We must rethink what it means to be effective in marketing. But is safety really what we need right now? Is 2024 about doing more of the same?

B2B 129

B2B Construction Strategize Growth 129

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? 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. How much he improved my life.

X-functional 119

X-functional Sports Represent Start-ups 119

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” The rationale is, “We need to win the deal, we need to hit our goals, I can do it better myself!” Or sometimes, we get into “tell mode.”

Closing 129

Closing Sell Sales 129

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. This gap became bigger with Challenger, as we equipped our people to provide “Insights.”

High impact 123

High impact Pitch Conversion Prospecting 123

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. Sadly, too much of this is from smart people who should know better. It’s rare that I see someone suggest, “Why do we accept this?

Consult 124

Consult Clients Follow-up Up-sell 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 113

Cross-sell Pipeline Meeting Presentation 113

Search Engine Land

FEBRUARY 19, 2024

If mentioned at all, the only hat-tip to strategy is to create something better. I don’t find that useful, as better is often subjective. What does better mean? Better is not the only way to stand out. Sometimes, different is better. Step 2: SEO strategy – How to do something different or unique to stand out.

Strategize 117

Strategize Niche Angle UX 117

Search Engine Land

APRIL 5, 2024

It’s more an issue of both doing the audit and selling it the wrong way, which is the root cause of the perception that “SEO audits are a waste of time.” However, after reading this, you will have a much better idea of how to deliver great SEO audits, regardless of whether you are working in-house, in an agency or as a consultant.

Hospitality 101

Hospitality Consult Clients Construction 101

Salesforce

MARCH 19, 2024

Enter retrieval augmented generation, better known simply as RAG. We mean retrieving all available data, including unstructured data: emails, PDFs, chat logs, social media posts, and other types of information that could lead to a better AI output. Want better answers from generative AI? The two go hand in hand.

Trust 122

Trust Represent Start-ups Technology 122

Search Engine Land

MAY 3, 2024

I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. I don’t keep odd hours because I have to; I do it because that’s when I feel most productive and fulfilled.” We can all be aware of our colleagues around us and look out for any warning signs.

Contract 103

Contract Start-ups Drivers/motivators Meeting 103

Partners in Excellence

JANUARY 19, 2024

We live in worlds of constant interruption. Our attentions are drawn to those, we go through them, dealing with each one. Some one has asked a question, we have to respond with an answer. Someone has raised an issue, we have to address it. We are busy, our days are filled with reacting and responding.

Clients 115

Clients Meeting Conversion Customers 115

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. No blue links Google’s Search in the Gemini era video was telling. It didn’t take 300 years.

Gambling 115

Gambling Launch Follow-up Engineering 115

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness.

X-functional 127

X-functional Price Presentation Product 127

Partners in Excellence

JANUARY 9, 2024

We reflect back on movies like “Terminator,” worrying about AI and robots taking over the world. Daily, we see examples of various forms of AI based plagiarism, some unintended, some malicious and intentional. But we don’t connect with the human being. The human connection.

Presentation 124

Presentation Follow-up Customers Trust 124

Partners in Excellence

MAY 16, 2024

The wider the reach, the better. 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.

Cold Call 77

Cold Call Technique High impact Pitch 77

Search Engine Land

APRIL 5, 2024

‘Never Split the Difference’ by Chris Voss This book might seem an unconventional choice for an SEO, yet negotiation is a skill more embedded in our daily activities than we often realize. Whether we’re discussing budgets, negotiating time off or championing the adoption of a new tool, effective negotiation tactics are pivotal.

Drivers/motivators 122

Drivers/motivators Negotiate Objectives and Key Results Intrinsic 122

Partners in Excellence

MARCH 9, 2024

I don’t know how many conversations I get into on “objections.” “How do I avoid or minimize objections?” ” “How do I best handle them?” ” “Should I do everything I can to avoid them?” When we encounter objections, we should listen deeply.

Conversion 116

Conversion Customers Sell Sales 116

Partners in Excellence

FEBRUARY 22, 2024

“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer.

Technique 109

Technique B2B Start-ups Up-sell 109

SaaStr

MAY 16, 2024

Remote vs. In-Person: Which is Better? So, how did they compete for engineers who were getting offers from Facebook and Google? They used the competitive advantage of recruiting out of the Midwest, where they knew the markets and the people better. As a manager, you have to do things differently.

B2B 86

B2B Angle X-functional Trust 86

Martech

MAY 7, 2024

We were in a meeting, and I said something like, “Alex, I think it would be helpful if we could cut the data in a different way to figure out what’s really happening.” So Alex didn’t do it. He said, “Justin, if you don’t specifically ask someone to do something, you can’t expect them to do it.” The delivery date.

X-functional 92

X-functional Follow-up Meeting Strategize 92

Search Engine Land

FEBRUARY 13, 2024

Many have argued that it should be E-E-A-T-T to include timeliness, but in that case, I think we could come up with some much more interesting acronyms. Those tasks can include comparing sets of search results and seeing which is better or comparing pages to see which is more relevant to a query. How many SEOs abused that?

Engineering 128

Engineering Contact Start-ups Launch 128

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). This article covers: How Gemini functions in Google Ads. What do you like?

Campaign 123

Campaign Conversion Clients Technology 123

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies. “How do they feel about what they are doing?

Represent 120

Represent Presentation Up-sell Engineering 120

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. Markets change, better/different products emerge.

GTM 113

GTM Quota Technology Technology 113

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. In my company, we spent 2023 looking for AI tools we could use to help us in our business. We didn’t give up.

Government 133

Government Strategize Start-ups Technique 133