Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. And it would be unrealistic to expect any of this change for the better. We make our work harder than it should be, then as a result find our calendars overwhelmed. We make our work harder than it should be, then as a result find our calendars overwhelmed.

CRM 126

CRM Technology Technology Pipeline 126

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. It ended up being super popular, and a fresh take on a lot of topic we talk about a lot on SaaStr. It’s great.

Sales 98

Sales Quota Closing Up-sell 98

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” We brag about how much technology we have available, yet CRM compliance is one of the biggest issues I see in too many organizations. ” That technology has provided us with endless data and reports about everything we do.

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. We think our customer care about us–they obsess about our companies, our products, and how great we are.

Manufacturing 117

Manufacturing Finance Presentation Technology 117

Martech

MAY 15, 2024

The firm is independent, holding no equity in the startups it evaluates or recommends. Q: Tell us about what you’re doing with Silicon Foundry. A: I’ve been with the firm for about three years. A: I’ve been with the firm for about three years. A: It integrates with other systems — the CDPs, the CRMs.

Retail 103

Retail Cross-sell Technology Technology 103

Martech

MAY 7, 2024

.” So said Democritus, but he wasn’t talking about the marketing technology landscape. As Frans Riemersma points out in his piece today (it’s Martech Day!) As Frans Riemersma points out in his piece today (it’s Martech Day!), Even though large vendors buy smaller ones, the tail is consistently long.

Hospitality 109

Hospitality Manufacturing Retail Technology 109

Partners in Excellence

APRIL 16, 2024

We know what we have to do, and, for the most part, each of us is well intended–we really want to do the things that cause us, our customers, and our companies to be successful. We’ve got to align our selling process with the customer’s buying process. Far too few cross it, though most intend to.

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Martech

MAY 13, 2024

Understandably, it has been following the Google Privacy Sandbox saga with close attention. based CMO Amit Kotecha in their New York office for a conversation about recent developments, including the latest delay in cookie deprecation and the new report from the U.K.’s We sat down with their U.K.-based

Conversion 109

Conversion Follow-up Engineering Technology 109

SaaStr

MARCH 16, 2024

It’s a real issue that isn’t discussed enough. And while it mainly impacts ex-employees, it also impacts angel and seed investors who are often blocked from selling as well. Why do they block folks from selling shares, when someone wants to buy them, seemingly fair and square? #1. Multple transfers really add up.

Start-ups 85

Start-ups Up-sell Sell Cross-sell 85

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? And when we do, we are overwhelmed with information and data about what we might do.

Customers 122

Customers Quota Up-sell Conversion 122

SaaStr

MARCH 12, 2024

Former member of the M&A team at Google, Brett Goldstein, now Founder at Micro and Co-Founder & CEO of Launch House Ventures, shares the nine things founders should know about getting acquired. And what should all founders know about the process if the time comes? Brett breaks this up into three sections. #1

Negotiate 88

Negotiate Finance Launch Start-ups 88

Martech

APRIL 15, 2024

Stanley Black & Decker is a truly iconic brand, around for more than 180 years, with a global market and its name practically synonymous with power tools. A: I never really liked economics in itself. That really piqued my interest. Its objective was to increase the exportation of Brazilian software to the U.S.,

CRM 106

CRM Retail Technology Technology 106

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 120

Price X-functional Presentation Represent 120

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. It’s harder and harder to get a response. 5 years ago, it took 200-400 touches to get a response. Today, it’s 1000-1500!

Sell 115

Sell Commission Up-sell Quota 115

Partners in Excellence

NOVEMBER 22, 2021

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. I’d start going through it again.

Process 131

Process Sell Customers Up-sell 131

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important.

Process 117

Process Manufacturing Legal Contract 117

Partners in Excellence

JULY 31, 2023

As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Sometimes, though rarely, we think about their buying process.

Customers 93

Customers Manufacturing CRM Contact 93

Heinz Marketing

DECEMBER 1, 2023

The consulting agency has helped you piece together a revamped holistic go-to-market process. Now it’s time to put it to the test… In the testing process, you continue to hit wall after wall and nothing seems to be moving forward despite what seems like a fool-proof new process. What’s the hold up?

Process 102

Process Government Consult Clients 102

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. It requires resources and it delivers payback. It’s a strategy that’s all about acquiring revenue and profit. Your TAM has a subset of your ICP.

Customers 108

Customers Drivers/motivators Construction Legal 108

Martech

APRIL 11, 2024

But does that mean they don’t care about us meeting the company’s marketing objectives (effectiveness)? Much of the excitement about AI centers on the promise of increased productivity. We are really good at solving their urgent problems in this sphere. We are really good at solving their urgent problems in this sphere.

B2B 133

B2B Manufacturing Technology Technology 133

Partners in Excellence

DECEMBER 4, 2023

He was sharing data that, frankly, wasn’t surprising, but it was stunning. It’s not surprising. ” It’s a very powerful, actually seductive argument. And, perhaps, that’s successful because customers are engaging us later and later in their buying cycles. So why change?

Customers 115

Customers Pitch Meeting Sell 115

SaaStr

MAY 17, 2024

It’s obvious, but how do you do this? Of course, that’s not true, and it definitely won’t help you warm up to your new founder or CEO. You have to carry the water, take notes at meetings, and help the teams on process to make them better at operating and executing. But how do you tactically achieve all of that?

Product 68

Product GTM Trust Growth 68

Martech

FEBRUARY 7, 2024

His curiosity about music promotion and connecting with other bands led him quickly to the early days of the web and digital experience. I started teaching myself HTML and all about the web and building websites for anybody I could. I started teaching myself HTML and all about the web and building websites for anybody I could.

UX 112

UX Technology Technology Up-sell 112

Martech

APRIL 19, 2024

It’s one of the oldest debates in lead generation: quantity vs. quality. As social media platforms combine their vast collections of first-party data with artificial intelligence and machine learning, they’re enhancing their offerings for marketers looking to connect with those ideal customers in a buying mood. There were more than 1.1

B2C 122

B2C Lead generation B2B Campaign 122

Search Engine Land

FEBRUARY 29, 2024

The journey from a novice to an expert in ad buying is paved with trials, errors and invaluable lessons. This article delves into personal experiences and industry insights, offering a comprehensive guide to mastering the art of ad buying. Firsthand experience lays a solid foundation for understanding the intricacies of ad buying.

Finance 110

Finance A/B testing Campaign Retail 110

Martech

NOVEMBER 1, 2023

Whether it’s marketing, languages, technology, new board games or even stand-up comedy, he’s always looking to find out more and share it with others. It’s easy to see how this has driven his career, going from direct sales to data analytics to consulting on strategy and decision-making and writing for MarTech.

A/B testing 111

A/B testing Technology Technology Start-ups 111

Salesforce

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Contract 119

Contract Negotiate Follow-up Contact 119

Partners in Excellence

OCTOBER 4, 2023

Think of what it would mean to our customers, our own performance, our companies, shareholders, if we started to more effectively address the potential? It’s astounding to me, that while many organizations are achieving their overall growth and revenue goals, yet roughly 45% of their people are achieving their quotas!

Quota 118

Quota Growth Sell Process 118

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers. ” Usually it’s crickets.

Customers 109

Customers GTM Trust Up-sell 109

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. This is such a fascinating narrative, please take the time to read it. Christian has provided a fascinating perspective.

Customers 113

Customers Contract Consult Electrical Engineering 113

Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. Our product has these capabilities… ” They end it by asking to schedule a meeting or demo.

Pitch 117

Pitch Presentation Trust Process 117

Martech

MAY 9, 2024

An entry point is that pivotal moment when a prospective customer feels intense pain from a problem that your solution could instantly alleviate — if only they were aware it existed. For example, they might rely on spreadsheets for dynamic tasks, while you offer tools to automate and add intelligence to these processes.

Presentation 93

Presentation Represent Prospecting Customers 93

SaaStr

NOVEMBER 9, 2023

My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. Later, once you have a strong VP of Sales, it’s fine though. Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. It’s a negative.

Quota 92

Quota B2C Closing Sales 92

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 131

Process Customers Manufacturing Sales 131

Search Engine Land

FEBRUARY 21, 2024

They just can’t understand why it isn’t ranking. But inevitably, when I go look at that great content, it typically is, at best, subpar. But it isn’t. It just isn’t. It’s not about whether it was generated by AI or human. Google, for its part, absolutely bears part of the blame. (If

Retail 135

Retail Start-ups Gaming Engineering 135

Search Engine Land

APRIL 30, 2024

For eight years, no one thought that would ever happen, but it did. Now, think about this. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? It’s a little chilly out, so wear a light jacket in the morning. You can probably take it off around noon.” Is SEO dead?

User Experience 115

User Experience Niche Service Closing 115

SaaStr

APRIL 5, 2024

I’m not that great at sales myself (not really), but I am a student of it. A few things I’ve observed about human behavior, negotiation, and good and bad sales processes in SaaS: Customers that expect a discount really expect a discount. It’s easier to mark up the pricing a bit. Don’t blow it.

Commission 62

Commission Price Negotiate Gaming 62