Tibor Shanto

JUNE 29, 2021

I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. As always, you have a choice. There are several moving parts at play, you need to think about what you can control and move forward. Execution, everything else is just talk.

Up-sell 293

Up-sell Follow-up Sell Start-ups 293

Tibor Shanto

AUGUST 3, 2021

Given that sales is a science executed artfully, the best approach sales in a similar way. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. They both play from the same script or score but interpret and execute differently. By Tibor Shanto. White Noise. Dynamics Of The Journey.

Prospecting 284

Prospecting Cold Call Clients Conversion 284

Partners in Excellence

NOVEMBER 6, 2023

Sometimes our success limits our thinking about what we could be achieving. I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals. Yet too many just keep doing what they have always done, failing to achieve their real potential. Can we talk about them?”

Territory 149

Territory Growth Presentation Meeting 149

STAR Results

AUGUST 12, 2021

Executive Coaching Gets Results. The Harvard Business Review reported that Executive Coaching is a $1 billion industry. The case for executive coaching is that it’s working. The case for executive coaching is that it’s working. At the core, what an executive coach does is simple: asks questions, many of them.

Growth 265

Growth Trust Meeting Process 265

Search Engine Land

MAY 9, 2024

” “I think [links will] always be an important part of Search.” Pichai was also asked about search getting worse and “more SEO spam.” ” He was later asked how concerned he was about AI-generated content ruining Search. And I think we’ve always been able to balance it.

Trust 119

Trust Presentation Meeting Product 119

Veloxy

APRIL 15, 2021

In our post about upcoming tech changes in 2020 , we touched on what this decade holds in store. According to a recent survey, over 35% of businesses are already invested in digital technologies with top executives making it part of their overall business strategy. Executives can also bolster and encourage IT adoption.

Technology 240

Technology Technology Presentation CRM 240

Martech

MAY 16, 2024

There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. More importantly, it’s the feelings, emotions and perceptions customers have about those interactions. It’s important that everyone is clear on the definition of customer experience.

Customers 120

Customers B2C UX User Experience 120

Martech

MARCH 26, 2024

Which is most feasible to execute? Omnichannel is more complex and resource-intensive to execute than multichannel. There’s a newcomer to the customer experience discussion: designing and delivering an “optichannel” experience. What is that? How does it differ from multichannel and omnichannel? Hold tight. What is multichannel?

A/B testing 114

A/B testing Customers Technology Technology 114

Partners in Excellence

MARCH 6, 2024

While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers. They don’t need a lot of education about our products. We always seem to lead with our products and focus our conversations on those.

Education 142

Education Trust Sell Product 142

Partners in Excellence

APRIL 11, 2024

She has been a very willing coach, helping me think and execute at higher levels. What did I love about it? I was learning how to engage people in relevant conversations about what mattered to them. It was always great fun! She’s written 4 masterpieces on selling. I toured manufacturing plants.

Sell 127

Sell Manufacturing Up-sell Launch 127

Martech

MAY 21, 2024

Hyper-targeting is all about the data For any micro-targeting campaign to be successful, data must underpin the strategy from defining the target through to optimization. Test, learn, iterate Digital campaigns should always be iterative, and hyper-precision targeting allows tests to be executed easily without massive budget investment.

Campaign 87

Campaign Niche Territory Construction 87

Closing Bigger

MAY 9, 2024

As always, I’d like acknowledge that both the video and audio editing as well as some of the blog content you’re reading was created with the assistance of AI. Be Transparent About AI Use: Transparency in using AI tools builds trust with customers. Joining me is Nick Usborne from BeMoreHuman.ai.

Strategic planning 115

Strategic planning Strategize Relationship building B2B 115

Partners in Excellence

MARCH 2, 2024

And it demands hard work and time–always. I started writing about the issue, the first was: “ Sellers, Are You Really Interested in Selling.” In thinking about it, I started thinking about so many friends, colleagues, clients, and others who seem to share my passion. First, their stories are AMAZING!

Sell 128

Sell Clients Sales 128

SaaStr

JANUARY 13, 2024

This is the time of year when I have a few “Woe is Me” conversations with founders: “It’s so hard” “It’s not our fault” “Well, we’ll try” “No one wants our product” There’s always some truth in this, especially how hard it is. But that was about it.

Follow-up 104

Follow-up Conversion Product 104

Partners in Excellence

JANUARY 24, 2024

There’s always a gap. The problem is connecting the right data, the right models and presenting it in an impactful way to address executive concerns at this moment. A lot of the tasks that take seller time can be more effectively handled with AI tools. We can, for instance, ask it for issues facing certain roles.

Represent 136

Represent Presentation Up-sell Engineering 136

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Owner removed 40% of inbound volume, declining these customers to allow Account Executives to spend more time with higher-value customers. Execution discipline. It’s something that’s easy to say, but far more difficult to execute. How are they doing it?

GTM 88

GTM Contract Represent CRM 88

Search Engine Land

APRIL 5, 2024

Why we must do SEO audits Before we dive into the problems with SEO audits and what you can do about them, I would like to provide three arguments for why we need them. Why we must do SEO audits Before we dive into the problems with SEO audits and what you can do about them, I would like to provide three arguments for why we need them.

Hospitality 103

Hospitality Consult Clients Construction 103

Partners in Excellence

MARCH 28, 2023

The only constant is change—-everything about selling has changed and will continue to change. Selling is about creating value with the customer. Consistency in execution is critical to success. Selling is about value creation. The four principles are: Focusing on the right customer.

Sell 120

Sell Trust Growth Technology 120

Partners in Excellence

JANUARY 23, 2024

Time management has always been an important concept. It’s not strategy, process, tools, talent, structure, execution or all the other things that consume leaders. Here are some thoughts about the challenges and potential solutions. I continue to devour them, adapting many of the principles to my own time management.

Objectives and Key Results 128

Objectives and Key Results Technique Presentation Closing 128

Salesforce

FEBRUARY 12, 2024

Different jobs require different skills, so find your perfect role with this quiz and check out the Career Paths on Trailhead, Salesforce’s online learning platform, to learn about all the different career options available and then check them out in the Trailblazer Career Marketplace. The Salesforce job market is only growing, powered by AI.

Relationship building 116

Relationship building Niche Contact Trust 116

Partners in Excellence

SEPTEMBER 27, 2023

When we see our employers don’t seem to care about us, we start not caring about them, creating a death spiral of engagement and involvement. Finally, our aversion to failure is always stronger than our drive to excel! Yeah, this is a rough way to start a blog post… A tough accusation. It’s exhausting!

Growth 146

Growth Gaming Technology Technology 146

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Somehow our technology stacks are a representation of our sophistication in our sales execution strategies. ” That technology has provided us with endless data and reports about everything we do.

Technology 127

Technology Technology CRM Pipeline 127

Partners in Excellence

APRIL 21, 2023

But what about Seller FOMU/FOFU? In times where we need to adjust our strategies and execution to fit with the current economic environment, we find security in what we’ve always done before. We keep doing what’s always worked–when that is probably the wrong thing to be doing.

Gaming 120

Gaming Up-sell Sell Customers 120

Partners in Excellence

NOVEMBER 7, 2023

.” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. These would, through some magic, always align with the customers’ very structured process, Problem Definition, Needs Definition, Evaluate Alternatives, Select/Buy A Solution.

B2B 144

B2B Up-sell Contract Start-ups 144

Search Engine Land

APRIL 8, 2024

Is it solely about achieving results? Assurance Assurance is about how knowledgeable your team is and if they can communicate that to the clients. As an agency, consultant or in-house provider, delivering quality is a top priority. But what exactly defines a “quality” SEO service? Does price impact your service quality?

Service 103

Service Trust Clients Price 103

Martech

SEPTEMBER 19, 2023

Marketing automation leaders are faced with a big challenge: How to add new technologies that provide fresh ways of executing campaigns and engaging customers while maintaining the quality of older approaches. Here are three areas where marketing automation can help with this.

Campaign 122

Campaign Consult Gaming Contact 122

Martech

OCTOBER 5, 2023

Tony Byrne, president of RSG (and a MarTech contributor), said the tool came about because marketing executives reported getting an increasing number of questions about effectiveness. And it’s not just always a simple ROI story like return on ad spend or our ROI of our personalization,” he said. “And

Launch 116

Launch Technology Technology Process 116

Partners in Excellence

OCTOBER 9, 2023

Regular readers know I go through alternating phases of being very optimistic about the future of our profession and the hope that I carry for the impact we can have with our customers, our companies, our peers, and our communities. We were talking about the continued state of decline in our profession.

Consult 132

Consult Start-ups Conversion Up-sell 132

Search Engine Land

APRIL 5, 2024

But, not all learning needs to be about link building, content or technical aspects of SEO. For SEO professionals who operate in an ever-evolving and dynamic industry, adopting this nuanced understanding of thought processes can significantly enhance their strategic planning and execution.

Drivers/motivators 124

Drivers/motivators Negotiate Objectives and Key Results Intrinsic 124

Heinz Marketing

FEBRUARY 6, 2024

Maybe everyone seems aligned on changing a process from the start, but the actual execution and accountability to testing the change can become the real challenge. A principled approach to orchestration illustrates how the work gets done, starting with planning and going through execution to optimization.

Objectives and Key Results 98

Objectives and Key Results Campaign Strategize Start-ups 98

Search Engine Land

NOVEMBER 1, 2023

Ben Gomes, then the head of Google Search, became concerned about a thinning firewall between Search and Ads, according to emails revealed during the ongoing U.S. While Google talks about always doing what’s best for users, clearly it also has done what’s best for Google revenue and profits. Why we care. The emails.

Growth 121

Growth Price Engineering Meeting 121

Partners in Excellence

MAY 9, 2023

What struck me about this statement is that, apparently, for some time this management team has not taken action on poor performance. But, apparently, with executives like the individual quoted, it’s easier to ignore these bad performers, taking no action until things like an economic downturn force them to do something.

Meeting 122

Meeting Process Sales 122

Search Engine Land

FEBRUARY 9, 2024

But here’s the thing – users don’t care about definitions or technicalities. Gen Z users favor more personalized, algorithm-led social networks (48%) over search engines (44%) when looking for information about brands, products or services, per WARC’s 2023 Consumer Trends report (subscription required).

Engineering 125

Engineering Meeting Presentation User Experience 125

Partners in Excellence

APRIL 16, 2024

We’ve got to … But the chasm between knowing what we should be doing and actual execution is immense. It’s about changing habits–individually and organizationally. We need to talk less about what we should be doing, but more on how we actually do it. I contribute my fair share to the clutter.)

Cross-sell 129

Cross-sell Pipeline Meeting Presentation 129

Heinz Marketing

DECEMBER 1, 2023

They’re unclear about what exactly they’re delivering. They’re unclear about what exactly they’re delivering. Ultimately, many employees were not communicated to about their changing responsibilities. What’s the hold up? Some of the contributors are not meeting their delivery deadlines.

Process 102

Process Government Consult Clients 102

Martech

JUNE 29, 2023

” They always come up with tag lines and quirky campaigns. However, creativity doesn’t always mean innovation, especially if that helps the business move forward. Every executive has been told to be “more innovative” or to foster an “innovative environment.” Marketers are known as the “creative ones.”

Non-Profits 119

Non-Profits Technique Appointment Pitch 119

Partners in Excellence

APRIL 8, 2022

It’s just fascinating to watch, learn about the teams, drivers, cars. In the first place, there are a lot of regulations that specify the size, weight, engine, tires, and so forth about the cars. And sometimes, those differences may be important, perhaps for a race, over time the differentiation is less about the vehicle.

Drivers/motivators 127

Drivers/motivators Hospitality Engineering Up-sell 127