Partners in Excellence

MARCH 31, 2024

Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. ” As Daniel describes, every day, every situation, every customer is different. Figuring out each situation and contributing to customers achieving great business outcomes is what excites most high performing sellers.

Sell 124

Sell Electricity Manufacturing Quota 124

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo. So it remains stimulating and exciting after many years.

Sell 115

Sell Territory Consult Contract 115

Search Engine Land

MARCH 22, 2024

Engaging on forums can be a great way to help people get to know your brand, but tread lightly. In a world of fabricated social media reactions and fake reviews, forums are among the best places to get honest, unbiased, sales-free advice. Building relationships and earning trust are key to earning lasting relationships with customers.

Real Estate 112

Real Estate Trust Healthcare Click Through Rate 112

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. 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. With that as forewarning, let me dive into this.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

SaaStr

MAY 8, 2024

Sales is much harder than in 2021. During the Boom, people doubled their apps, which wasn’t sustainable. During the Boom, people doubled their apps, which wasn’t sustainable. Therefore, sales and marketing practices made no sense in 2020. How Does That Impact Sales and Marketing? Let’s start with the meta. “I

Quota 82

Quota GTM Price Finance 82

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. Sadly, too much of this is from smart people who should know better. In others it’s “customers want rep-free buying experiences.” 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

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. Sales IS business. It isn’t prescribed for you.

Sell 122

Sell Assembly Line Territory Sports 122

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. He was talking to a very difficult customer. I was naive and thought you couldn’t push the customer or disagree with them. I was naive and thought you couldn’t push the customer or disagree with them.

Sell 77

Sell Contract Retail Account management 77

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. ” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. It was my first big in-person sales call.

Sell 119

Sell Tradeshows Pitch Up-sell 119

Martech

MARCH 4, 2024

As a leader, you must be agile enough to pivot as you learn new information about the marketplace, your customers and disruptive new technology. It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant.

Technology 112

Technology Technology Launch Product 112

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. To answer even your first question:” Are you interested in Sales?”

Customers 113

Customers Contract Consult Electrical Engineering 113

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

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. Each of these CROs describes what their worst day is.

Finance 95

Finance Territory Quota Presentation 95

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. Influencers Make my job easier. Understanding and engaging the buying group is critical for B2B success.

B2B 117

B2B Drivers/motivators CRM GTM 117

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. What about tools to help us and our customers manage the process?

High impact 120

High impact Service Growth Conversion 120

SaaStr

APRIL 3, 2024

Jennifer emphasized the importance of having the right motives and values as a leader, such as growing people, expanding markets, and building value for others, to sustain long-term success. As a CEO, you constantly ask people to do things they might think are unreasonable or impossible, and then they achieve it.

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

Sell 92

Sell GTM Sales Up-sell 92

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. to deliver a better experience.

Customers 104

Customers B2C UX User Experience 104

Martech

MARCH 27, 2024

The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. That’s great and exciting. Can you blame them?

Territory 122

Territory CRM Manufacturing Pipeline 122

Partners in Excellence

MARCH 20, 2024

Why don’t these people already know this?” We should know they key people we should be talking to, their typical challenges, their typical responsibilities, how they are measured. 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

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!”

Pipeline 111

Pipeline Meeting Technology Technology 111

SaaStr

MAY 7, 2024

It allows you to turn one person’s ability to get output into 2, 3, 10, or 100 people’s abilities without actually needing that many people. Sales Qualification You’re entered into a flow when you sign up and enter an email on Runway’s website to join their waiting list. AI is a force multiplier for human capital. “I

Engineering 77

Engineering Finance Strategize Follow-up 77

SaaStr

JANUARY 9, 2024

So much has changed the past few years on the people side in SaaS and tech. The other day I interviewed yet another other great AE who had recently become a Director of Sales. Not just hire and manage people?”. I think my best advice is this, in 2024: Make Sure any VP You Hire Does The Job Themselves First.

Campaign 98

Campaign Up-sell Start-ups Sell 98

Salesforce

FEBRUARY 12, 2024

Use these four in-demand Salesforce ecosystem job skill trends — identified in the Jobs in the Salesforce Ecosystem report — to build your skill set. The Salesforce job market is only growing, powered by AI. Job skills trending in the Salesforce ecosystem No matter your role, these in-demand skills apply to you.

Relationship building 116

Relationship building Niche Contact Trust 116

Sales Hacker

JANUARY 19, 2024

Play longterm games with longterm people”. The goal is to compel users to click “see more” to increase dwell time and in turn, reach. Proactively add people within your ICP. You might have even initially heard of my newsletter through LinkedIn. The noisier it gets, the more challenging organic growth becomes.

Growth 95

Growth GTM CRM Launch 95

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

GTM 100

GTM Growth Start-ups Clients 100

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. Let’s get into the pain points first. But something felt off.

Inside sales 86

Inside sales Sales Campaign Technology 86

Partners in Excellence

FEBRUARY 14, 2024

With that as an analogy, I see the same thing with sellers (and too many leaders). How customers want to be engaged has changed profoundly. world, is profoundly different… The rate of change/disruption continues to accelerate at a rate that we (our customers and us) struggle to make sense of. My mom has a very old Iphone.

Technology 98

Technology Technology Up-sell Meeting 98

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that? It’s obvious, but how do you do this?

Product 68

Product GTM Trust Growth 68

SaaStr

MARCH 26, 2024

AI is coming for sales and marketing, and Jason is a super fan of AI in marketing. AI is coming for sales and marketing, and Jason is a super fan of AI in marketing. Because hundreds of the best founders are radically ripping through post-sales AI, and now it’s time for marketing. Trust is a big deal with customer support.

Price 94

Price X-functional Growth B2B 94

Partners in Excellence

MARCH 2, 2024

Preface: I first met Alex Shootman when he was running sales at Eloqua. While his time was probably better spent talking to customers, he took time to have a great conversation. But if you see selling for what it really is, you will know it is one of the most noble professions. The someone is the customer.

Sell 73

Sell Up-sell Promote Meeting 73

Partners in Excellence

MAY 8, 2024

And the most interesting people and most interesting conversation are all gone. The people that remain are exhausted, not interested in talking more, they just want to escape. The people that remain are exhausted, not interested in talking more, they just want to escape. We know customers don’t know how to buy!

Price 68

Price Up-sell Conversion Presentation 68

Partners in Excellence

MARCH 12, 2024

John is viciously focused–he deeply understands the customer and their drivers. He will always do the right thing for the customer. Like others who’ve offered their stories, John has a clear purpose: “Each sale represents not just a key performance indicator but also an opportunity to enhance someone’s life.”

Sell 73

Sell Real Estate Drivers/motivators Construction 73

Spiro Technologies

MAY 2, 2024

Expanding to the licensing and distribution model provided Aster Brands substantial growth while also presenting new obstacles in sales, marketing, and customer communication. CEO Jake Manthei says, “the biggest part of our company is the customer engagement team. We work really hard to make our customers’ phones ring.

Manufacturing 59

Manufacturing Customers Territory CRM 59

Search Engine Land

MAY 13, 2024

What matters is how you distribute it to the right people through the right channels. You’ve created awesome content, but now what? Content distribution is the secret sauce that gets your hard work in front of the right eyes. And for B2B, you need a content strategy with a strategic distribution plan.

B2B 110

B2B X-functional Pitch Click Through Rate 110

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. While I had to help some customers, the most fun was working in the shop in back. As a 20 year old, I thought it was the coolest job I could get. It turned out to be a job selling computers for IBM.

Sell 105

Sell Retail Consult Strategic planning 105

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. a little bit different. This starts to get tough.

Growth 114

Growth Start-ups Product Customers 114