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. Cassi highlights a key issue many others have alluded to. He’s a natural relationship-builder, and I got that from him.

Sell 87

Sell Technical Sales Up-sell Technology 87

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 I was taught about cold calling in my very first sales role. They may be a in a company you have never talked to.

Cold Call 77

Cold Call Technique High impact Pitch 77

Partners in Excellence

MARCH 25, 2024

Preface: Who doesn’t know Keenan ? I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. How do we help them close that gap, achieving their goals.

Sell 118

Sell Up-sell Consult Drivers/motivators 118

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.” ” Another thing struck me: “And I love what professional selling is not. I HATE to lose! Maybe it’s my sports background!

Sell 122

Sell Assembly Line Territory Sports 122

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience.

Customers 115

Customers Hospitality Technology Technology 115

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. For example, “CFOs care about these things… ” Well duhhhh! I refine them, suggesting a certain industry or market.

Gaming 124

Gaming Engineering Presentation Start-ups 124

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges.

Quota 117

Quota Trust Pitch Up-sell 117

Martech

APRIL 15, 2024

She is currently global customer CRM senior manager and CDP advisor. A: Yes, I am Brazilian, correct. A: I never really liked economics in itself. I like more the communication and the data part of it, so I ended up being really interested in digital marketing because it really had a lot of data you could leverage.

CRM 94

CRM Retail Technology Technology 94

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. Use customer data to inform email programs.

Technology 120

Technology Technology Niche Campaign 120

Spiro Technologies

MAY 8, 2024

Transcript Paula Gamer: My mother was in sales. So that’s where I got it. And I remember I was like in ninth grade. And they get, “What do you want to do when you grow up?” And I am like, “I want to be in sales.” It’s like, “Well, what do you want to sell?”

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

Partners in Excellence

NOVEMBER 10, 2023

Perhaps I’ve not been paying attention. Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. Having been raised in organizations that valued performance planning, I had assumed these were common place.

Quota 117

Quota Teamwork CRM Pipeline 117

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 123

High impact Pitch Conversion Prospecting 123

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. Will my interactions with them leave me feeling misled, too? Customers want to feel valued, not treated like just another transaction.

Trust 105

Trust Customers Healthcare Service 105

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. I’ve told the story of a variety of others. People who have managed 1000s and led multi-billion efforts.

Sell 120

Sell Up-sell Start-ups Growth 120

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

Understanding the Sales Force

MAY 8, 2024

It’s been twenty-two years since I converted from Judaism to Catholicism and I found myself thinking back to the conversion. RCIA by any other name is onboarding and my Catholic onboarding took around a year. Is that how new salespeople feel about things that come so easily to veteran salespeople?

Outside Sales 68

Outside Sales Quota Up-sell Drivers/motivators 68

Martech

DECEMBER 13, 2023

Well, friends, we have reached the end of 2023. I want you take a little time to look back at three of the big lessons we learned in 2023 and how they could affect your planning for 2024. From these conversations, I discovered some true approaches to innovation and a humble approach to what they were doing.

A/B testing 116

A/B testing Strategize Retail Clients 116

Search Engine Land

MAY 3, 2024

Google’s local search results have been shifting quite a bit since the start of 2024. Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. If you have more than one GBP landing page, link to the service area pages closest to that GBP location.

Service 107

Service Trust Clients Cross-sell 107

Search Engine Land

APRIL 17, 2024

This article explores the implications of this change and insights on how to leverage it to elevate your marketing reporting. Since he’d taken my online course on GA4, my former student asked me, “How will the change to key events impact my metrics and reporting? And is there anything I need to be doing?”

Conversion 120

Conversion Gaming Objectives and Key Results Referrals 120

SaaStr

FEBRUARY 19, 2024

So the other day I did a 20VC with Harry Stebbings, and one of the topics that came up was the Hopin founder ‘s $100m+ secondary that the CEO took out of the company. I didn’t really know why until I dug in with Harry: If VC’s were willing to hand a founder $100m to buy some of their shares, what’s wrong with that?

Trust 91

Trust Up-sell Closing Sell 91

Partners in Excellence

FEBRUARY 2, 2024

My feeds are filled with all sorts of stuff on Generative AI and LLMs. “All sorts of “”Experts” offer miracle cures and prompts to “give us the answers, doing all the work for us.” ” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Solve my problem. Just truly solve my problem. Sales in SaaS, done well and done right, is about adding true value by solving a customer / prospect’s important problem. How exactly will you solve it, for real?

Negotiate 105

Negotiate Price Prospecting Sell 105

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 114

Process Objectives and Key Results Angle Follow-up 114

Salesforce

MARCH 19, 2024

You understand the pivotal role technology plays in shaping the future of customer service. And you love building community with others who know what it’s like to walk in your shoes. Find out how in Salesforce’s latest State of Service report. A Serviceblazer is a team builder, problem solver, and customer advocate.

Networking 135

Networking Negotiate Service Contact 135

SaaStr

FEBRUARY 1, 2024

(@jasonlk) January 26, 2024 I remember my first embarrassing sales meeting. I knew an SVP at a Top 20 Tech Company, and really as a favor, he told me he’d do a $25k+ deal with Adobe Sign / EchoSign in the early days. I just needed to pitch his entire team. I walked in alone. Then I just had to.

Product 92

Product Engineering B2B Pitch 92

Martech

APRIL 4, 2024

I’ve worked with some exceptional email marketers over the years and they share 10 personality traits that have helped them excel. One of my email mantras is “Strategy before tactics.” But the beauty of helpful email marketing is what I said before: When you help your customers, they help you back.

Strategize 85

Strategize Growth Campaign Legal 85

Adaptive Business Services

MARCH 27, 2024

As a Nimble CRM Solution Partner, I am frequently asked by clients to assist them with integrating Nimble with one or more 3rd-party applications. The short answer is … sorry, but I probably cannot. I have not even heard of, let alone worked with, 99.999% of the applications that are out there. Do your homework first!

CRM 71

CRM Contact Represent Clients 71

Partners in Excellence

JANUARY 4, 2024

We are pummeled with “deep insights” and “expertise” on the single right way to do something. Today, I read something, from a very smart guy, declaring, “Long form is dead, short form is the only thing that works.” Whether it is the wording of the title of a prospecting email.

Objection handling 103

Objection handling Healthcare Territory Sports 103

Martech

JANUARY 10, 2024

Q: How is being a contributor to MarTech different from other kinds of writing you’ve done in the past? I was out walking the dog and listening to this podcast the other day, and the podcast speaker pinned it. He asked, “Do you think some of that is just the human nature of fear?” I was very lucky in life.

Electrical Engineering 99

Electrical Engineering Healthcare Electricity Technology 99

Partners in Excellence

OCTOBER 25, 2023

Not long ago, I was speaking with a group of sales managers. They weren’t great, but they were better than most I see. I asked them, “What’s happened on those action plans? What progress are your people making, where do they need help?” Those are documented in the manner I outlined above.

Follow-up 116

Follow-up Pitch Meeting Pipeline 116

Partners in Excellence

MARCH 4, 2024

Preface: Jack Malcolm is a close friend and someone I count as a mentor. Jack has written one of the best books on business/financial acumen, I ‘ve ever read: Bottom Line Selling. He’s also written one of the best books on “communications,” in Lean Communication , as well as Strategic Sales Presentations.

Sell 73

Sell Appointment Finance Pitch 73

Martech

DECEMBER 7, 2023

“If you got a gift card from a traditional gift card company, you would never say ‘Hey, that’s a great experience, let me give it to my niece as well.’ “Half the time people don’t even click on the link, and if they do click they often don’t redeem it.” ” Brand immersive experiences.

B2C 101

B2C Sports B2B Gaming 101

Partners in Excellence

NOVEMBER 30, 2023

The first sentence of the LinkedIn message was not dissimilar to the majority of emails and LI messages I get. David, my team and I would love to get the chance to learn more about your company. ” I write and advise clients about this, myself. .” ” I write and advise clients about this, myself.

Construction 109

Construction Conversion Clients Meeting 109

Salesforce

DECEMBER 6, 2023

Salesforce Admins have the power to deliver success for their companies. How do they do it? Here are my four Salesforce Admin tips to deliver success for your organization. Hone your skills To be a great Salesforce Admin, it’s not just about having great technical skills. What’s good communication?

X-functional 110

X-functional Trust Technology Technology 110

Martech

MARCH 5, 2024

Recently, I had a personal martech experience that prompted me to think about what might be occurring behind the scenes. I came home to find a flier hanging from my doorknob from Xfinity, my internet provider. Xfinity is big enough to have the resources to build branded forms, right?

Meeting 91

Meeting Represent Contract UX 91

Martech

OCTOBER 9, 2023

In the second part, we’ll see how the LLM responded. Persuasion is at the heart of so much of what we do as marketers, no matter which channel we’re working in. This is not a license to try to manipulate your customers into doing what you want them to do. I’ll explain how to do that in my next MarTech post.

A/B testing 131

A/B testing Retail Campaign Price 131

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing? I see this in deal reviews.

Assembly Line 105

Assembly Line Trust Up-sell Start-ups 105