Partners in Excellence

MARCH 6, 2024

One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money. I asked every person that answered the door.

Sell 127

Sell Non-Profits Cold Call Clients 127

Partners in Excellence

NOVEMBER 29, 2023

Most of the time, the customer might respond with, “Tell me more… ” Or possibly, “why are they seeing that as an issue?” For example, some years ago, someone was prospecting me. I was interested in learning more, but he disappointed me by not being able to respond to my interest.

High impact 131

High impact Pitch Conversion Prospecting 131

Partners in Excellence

MAY 6, 2024

Too often, we ask it do things for us, “Generate a prospecting letter…, Tell me how to handle an objection… , Write a response for me…” Responding to our requests, it does exactly what we ask it to do. It provides us the answers we ask for. Everyday, we see horrible applications of GenAI tools.

Prospecting 73

Prospecting 73

Search Engine Land

FEBRUARY 19, 2024

If you’d asked me a year ago about voice search, I would have thought of my Alexa Echo or Google Home device. Now I just think about speaking out loud to whatever device is near me. My friends with kids tell me their kids use voice for most things. And this can inform what a site needs to answer. billion units.

Entertainment 130

Entertainment Technology Technology Gaming 130

Iannarino

JULY 18, 2021

There is nothing wrong with using technology to manage transactions, but removing human beings does not just reduce costs—it cheapens every interaction. The nature of my relationship with this company is purely transactional, though I am a little disappointed every time Mr. Bezos fails to send me a “Have a Pleasant Winter Solstice” card.

Cold Call 323

Cold Call Electricity Clients Drivers/motivators 323

Partners in Excellence

APRIL 1, 2024

Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series. They brought me on, I was given a list and told to start calling! From 2018 onwards, I’ve built 3 companies supporting the sales org. Sales is service.

Sell 110

Sell Finance Quota Sales Experience 110

Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. It was so easy to talk about how amazing Mark was when he was standing right there…but now all the words feel like shadows to the bright light he represented to me and so many who knew and loved him.

X-functional 128

X-functional Sports Represent Start-ups 128

ClickFunnels

DECEMBER 18, 2022

We all test things like button color, headlines, and font size, and then we give credence to whatever A/B test results we see… but results are only valuable if there’s a significant sample size. They don’t just change the headline, they change all of the copy, the images, and maybe even the traffic source. cold traffic). Grab a pen. .

A/B testing 246

A/B testing Angle Conversion Cross-sell 246

Martech

APRIL 22, 2024

Here’s something somebody asked me! After that, how to improve prompts to get even better answers from me. Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. I am trained with MarTech content.

Lead generation 114

Lead generation Click Through Rate Contact Follow-up 114

Partners in Excellence

NOVEMBER 30, 2023

Of course, this individual has never looked at my LinkedIn profile, which might be a place to start learning about me. As far as I can tell, she has never looked at our website, which would also give her more insight in “learning about your company.” The only focus is on them and telling me about their offerings.

Construction 117

Construction Conversion Clients Meeting 117

Partners in Excellence

MAY 6, 2024

When I was younger, I used to go with him when he visited customers to give them quotes and collect their payments. When I was younger, I used to go with him when he visited customers to give them quotes and collect their payments. Those foundations gave me enough selling experience to pivot into tech.

Sell 92

Sell Technical Sales Up-sell Technology 92

SaaStr

MAY 14, 2024

When you combine traditional ML activities like anomaly detection with newer things, like LLMs, you get this interactive interface where you can say, “Hey, can you summarize for me the anomalies we’ve had in the last hour or minute?” Did You Say Hype Cycle? GenAI does change everything. However, that doesn’t protect us from the hype cycle.

UX 76

UX Intrinsic Product Conversion 76

Martech

APRIL 15, 2024

Here’s something somebody asked me! After that, how to improve prompts to get even better answers from me. Answer: To send a push message with a deep link, you will need to follow these steps: 1. Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. I am trained with MarTech content.

Territory 102

Territory Referrals User Experience Conversion 102

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. We wrote about this exact same thing just over a year ago in How The Verge gamed Google with its ‘best printer 2023’ article. Sound familiar? Why we care. The article. SEO best practices? Google Gemini.

Gaming 119

Gaming Engineering Technology Technology 119

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? And the answers ChatGPT gives us are the same it gives everyone else.

Objection handling 125

Objection handling Construction Technique Drivers/motivators 125

Partners in Excellence

APRIL 16, 2024

We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I Gyms, just like most of the pundits and experts would go out of business if people could just meet their commitments. I contribute my fair share to the clutter.)

Cross-sell 121

Cross-sell Pipeline Meeting Presentation 121

Hubspot

JANUARY 15, 2024

Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you. Many moons ago, I was pitching a huge deal to Sony Pictures.

Prospecting 82

Prospecting Follow-up Pitch Clients 82

Martech

APRIL 8, 2024

Here’s something somebody asked me! After that, how to improve prompts to get even better answers from me. Answer: As a marketing expert, I can provide you with some interview questions that can help assess a candidate’s skills and experience in business analysis and analytics. I am trained with MarTech content.

Strategic planning 105

Strategic planning Technique Strategize Process 105

Partners in Excellence

JUNE 9, 2023

“Why can’t I just give you the answer? It’s going to take me such a long time to write all this out… ” I, also, suspected showing my google query (which is actually how I got the answers in later years) would be unsatisfactory. .” At the time, I remember always being annoyed.

Presentation 68

Presentation Process Customers Go To Market 68

Partners in Excellence

FEBRUARY 28, 2024

” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. ” At the same time, I challenged Christian and others to answer the same question.

Customers 121

Customers Contract Consult Electrical Engineering 121

Understanding the Sales Force

JANUARY 27, 2024

We are only two weeks away from the 2024 Super Bowl and it got me thinking. You probably have the same stories showing up in your news feed as me. You probably have the same stories showing up in your news feed as me. Example One: Dave asks a question, the prospects don’t answer it, and oh, it’s a turnover!

Sports 73

Sports Cross-sell Gaming Sales 73

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. Slow down Just before I screwed up this year, I told everybody in my company to slow down so they could focus on what they were doing. I just did it, and it came back to bite me. I just did it, and it came back to bite me.

Objectives and Key Results 129

Objectives and Key Results Retail Campaign Appointment 129

SaaStr

DECEMBER 25, 2023

So a little while ago someone that had worked with me many years ago reached out. I Just Really Don’t Want to Work That Hard.” I sort of dismissed it until I talked with another exec I’d worked with just a little long ago, but really barely knew at all. And it just doesn’t work that way anymore. Ok folks. I hear you.

Customers 92

Customers 92

Partners in Excellence

MARCH 4, 2024

In an unfortunate masterpiece of poor timing, I entered the industry just before Congress passed a whole new set of laws deregulating the financial industry, which soon forced clueless hotshots like myself to go out into the real world and try to bring in customers. So, tell me why I should bank with you.” One day this all changed.

Sell 73

Sell Appointment Finance Pitch 73

Partners in Excellence

APRIL 5, 2024

It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts. So it remains stimulating and exciting after many years. ” Thanks for sharing your story Martin! .”

Sell 123

Sell Territory Consult Contract 123

Search Engine Land

SEPTEMBER 6, 2023

Here’s something somebody asked me! After that, how you can improve prompts to get even better answers from me. Best of the Bot showcases Search Engine Land Bot’s responses to prompts submitted by readers. The language model is based on content from Search Engine Land layered on top of ChatGPT.

Contact 141

Contact User Experience Engineering Trust 141

Salesforce

MARCH 19, 2024

When you’re a Serviceblazer, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. Is this community for me, too?” The answer is yes! You understand the pivotal role technology plays in shaping the future of customer service. Table of contents What is a Serviceblazer?

Networking 135

Networking Negotiate Service Contact 135

Heinz Marketing

DECEMBER 14, 2023

He dropped some not-yet and little-known details just for us. We can’t give it all away, but here are some highlights below. Why it’s not just what you are good at , but what you are uniquely good at. Known as having the “biggest crystal ball in B2B sales,”. Why we must be buyer-focused vs. selling-focused.

B2B 124

B2B Sales Presentation Clients 124

Martech

AUGUST 22, 2023

Give me a problem, and the first thing I’ll tell you is how we’re going to solve it. In my conversations with marketers, they bring me lists of things they want to do, but when I ask them why they need them, they have one standard answer: “The boss wants it done. Remember the COVID times?

Strategize 98

Strategize Start-ups Follow-up Campaign 98

Search Engine Land

SEPTEMBER 14, 2023

If we’re breaking them down, we want to try to avoid introducing unrelated topics, even accidentally and it can go astray in your answers.” ” Be defined : “Avoid technical terms that might be known to us, but maybe ChatGBT just isn’t as savvy on understanding the context behind the term or the jargon. .”

Follow-up 143

Follow-up Start-ups Presentation Process 143

Martech

MARCH 14, 2024

This type of uncertainty isn’t just a B2C problem. As readers, we scrutinize every post more closely to see if the publisher actually included their own perspective or if they’re just churning out AI-generated junk. Will my interactions with them leave me feeling misled, too? Does this company actually care about me?’

Trust 126

Trust Customers Healthcare Service 126

Partners in Excellence

AUGUST 17, 2020

Too often, we go to our managers looking for answers. Great managers tend not to give answers. They don’t provide the answers, in truth they may not know the answers. It’s so easy to all into the trap of giving answers, even if our intention is to help our people learn, develop, and grow.

Growth 107

Growth Product Sales 107

Search Engine Land

APRIL 8, 2024

Working with you gives the clients assurance that they will achieve the desired results. This checklist outlines key elements to assess and improve the quality of your SEO services. Does price impact your service quality? No, price is not part of how customers would view the quality of your service. This also applies if you work in-house.

Service 112

Service Trust Clients Price 112

Salesforce

JANUARY 17, 2024

When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. Is this community for me, too?” The answer is yes! You get the pivotal role technology plays in shaping the future of customer service. Table of contents What is a customer Service Star?

Service 132

Service Customers Networking Negotiate 132

Search Engine Land

NOVEMBER 6, 2023

I just tried 10 queries (a mix of “what is,” “should I buy,” “top 10 options for,” and information on state governors), and none of them returned results featuring SGE. That said, I expect Google will just shove SGE down people’s throats as they did with featured snippets, the knowledge graph, etc. Potential shifts in user behavior.

UX 127

UX Represent Education Strategize 127

Partners in Excellence

FEBRUARY 2, 2023

I learned the structure of mathematics, and how to use mathematics and arithmetic formulas to get answers. I understood how those answers were derived, the reasoning logic underlying those numbers. The HP-35 made it totally unnecessary for me to understand how to add/subtract, multiply/divide. The HP-35 just gave me the answers.

Presentation 62

Presentation Closing Sell Process 62

Martech

APRIL 17, 2024

Back in 2017, I wrote an article for MarTech, “ Message to email marketers: Show me something different in 2018.” The answer is, sadly, not much. 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. I thought COVID-19 would have done that.

Technology 132

Technology Technology Niche Campaign 132