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 109

High impact Service Growth Conversion 109

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 107

Objection handling Construction Technique Drivers/motivators 107

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 109

Quota CRM Growth Meeting 109

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 116

CRM Technology Technology Pipeline 116

Martech

APRIL 11, 2024

But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. Higher-ups want us to do more with less (efficiency). We are really good at solving their urgent problems in this sphere. Creating a preference for our brand, even as we strive to be the best. So, what should we do?

B2B 133

B2B Manufacturing Technology Technology 133

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 110

Quota Growth Prospecting Start-ups 110

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 107

Quota Trust Pitch Up-sell 107

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 109

Price X-functional Presentation Represent 109

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 77

Pipeline Prospecting Closing Process 77

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 114

Presentation Closing Product Customers 114

Martech

APRIL 16, 2024

Are we delivering content in seconds? Open the report What you’ll learn What is real-time marketing and how does it use real-time data? What do marketers mean when they say “real-time”? What can you do with a CDP using real-time data? What is real-time marketing and how does it use real-time data? Milliseconds?

E-commerce 114

E-commerce Hospitality Customers Strategize 114

Martech

APRIL 15, 2024

When I was finishing up college I had the opportunity to do an internship at a project that was funded by the Brazilian government. They had an office here in South Florida so I had the opportunity to come and work in digital marketing, so that’s how I got started. While we were in Brazil, I worked for 3M. Europe and Asia.

CRM 107

CRM Retail Technology Technology 107

Martech

APRIL 17, 2024

Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. We talked to Sharon Mostyn, CEO of Mostyn Marketing Group, to find out the current state of all things GA4-related. So the last 30 days doesn’t do it for me. Great, but that doesn’t match how reporting works.

Healthcare 115

Healthcare GTM Clients Price 115

Search Engine Land

MARCH 22, 2024

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. Maybe it’s really interesting to go say, “How do we help you get the answer or the information you need? Then along came Google.

Engineering 125

Engineering Launch Product Market share 125

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. So sales lines up nicely with who I am and what I like to do on a regular basis.”

Sell 107

Sell Up-sell Consult Drivers/motivators 107

Partners in Excellence

APRIL 24, 2024

Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price. And we go back and forth, back and forth, back and forth. It’s the pricing/cost discussion.

Price 77

Price Contract Presentation Consult 77

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 skip them, thinking they aren’t important.

CRM 68

CRM Presentation Meeting Closing 68

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 111

Customers Closing Presentation Product 111

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 117

Pitch Prospecting Start-ups Conversion 117

Search Engine Land

APRIL 11, 2024

Google hasn’t been “10 blue links” for a long time, Pichai said, adding: “When mobile came, we knew Google Search had to evolve a lot. We call it featured snippets, but for almost 10 years now you go to Google for many questions we kind of use AI to answer them. We call it web answers internally. Answers vs. search.

Electricity 119

Electricity Government Technology Technology 119

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 114

Gaming Engineering Presentation Start-ups 114

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 119

Education Trust Sell Product 119

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 100

Customers Sales Presentation Start-ups 100

Search Engine Land

APRIL 16, 2024

We wrote about this exact same thing just over a year ago in How The Verge gamed Google with its ‘best printer 2023’ article. Why we care. Isn’t that the whole idea of these LLMs, or are we just kind of fooling ourselves” How it ranks on Google. Me doing this is the least of Google’s problems.

Gaming 112

Gaming Engineering Technology Technology 112

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. One takeaway is that we are all human and fallible. In email, a mistake can seem like the end of the world because so many people can see where we messed up. We’re trying to get one campaign out the door while planning for the next.

Objectives and Key Results 126

Objectives and Key Results Retail Campaign Appointment 126

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? How do we survive (though some real leaders are asking themselves how we thrive.) How do we survive (though some real leaders are asking themselves how we thrive.)

Objectives and Key Results 111

Objectives and Key Results Clients Drivers/motivators Start-ups 111

Search Engine Land

APRIL 15, 2024

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. Spambusters At the time of writing, Google is doing some major spring cleaning to tackle some of the spammy, low-quality content littering the search results.

Process 123

Process Objectives and Key Results Angle Follow-up 123

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 120

Customers Referrals Clients Strategize 120

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 96

Conversion Gaming Meeting Trust 96

Search Engine Land

APRIL 18, 2024

As more and more people eagerly adopt AI content tools, it seems two schools of thought are emerging around how to use AI: AI enthusiasts believe that with the right tools, AI can crank out content ready to publish faster than you can say, “Google spam update.” Took about a minute or less? And many of them are intriguing.

Sports 110

Sports Niche User Experience Gaming 110

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 108

Healthcare Drivers/motivators Engineering Presentation 108

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 101

Technique B2B Start-ups Up-sell 101

Martech

MARCH 6, 2024

We talked to him about marketing’s AI skills shortage and what can be done. You know how to think about data and ask the questions that make the best use of the AI. How can they learn those sorts of skills? A: So, I’ll give an answer based on an example case that we were working on recently.

Engineering 109

Engineering Campaign Presentation Consult 109

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. How are companies succeeding in this new era of marketing? Here’s how those companies adapted their marketing data analytics to become more efficient and improve outcomes across the customer journey.

Government 112

Government Campaign Follow-up Conversion 112

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. And there is are endless opinions about what we do as a result of this fundamental “truth” about how tough things are.

Consult 113

Consult Clients Follow-up Up-sell 113

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

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 136

Government Strategize Start-ups Technique 136