Partners in Excellence

APRIL 12, 2023

My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Sellers have, blindly, applied “manufacturing” technique to managing their selling process. There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling.

Assembly Line 90

Assembly Line Customers Tradeshows Manufacturing 90

Heinz Marketing

JANUARY 15, 2021

Sales calls should no longer be a sale pitch. Retail and manufacturing are very different, so don’t treat them the same way, even if your functionality serves them similarly. Personalized sales calls. Because it should be a personalized conversation addressing the potential buyer’s pain points and needs.

Technique 137

Technique Prospecting Manufacturing Sales 137

Partners in Excellence

SEPTEMBER 16, 2020

” When the customer replies, our usual response is to start cherry picking what they say to start pitching our solutions. He was selling a technology solution to an IT user. The customer was making the issue all about evaluating his technology against the competitor’s technology. Why Did This Happen?"

Manufacturing 118

Manufacturing Technology Technology Pitch 118

Search Engine Land

MARCH 8, 2024

In a nutshell, it is not easy to do it 100% accurately, based on the current technology and available software. We launched Website Carbon in 2017 with a singular objective: to raise awareness about its negative environmental impact of technology. 78% of people agreed, 12% weren’t sure and 9% said no.

Objectives and Key Results 128

Objectives and Key Results Manufacturing Clients Education 128

Highspot

FEBRUARY 4, 2024

Merging cutting-edge technology with personalization, it’s redefining how we shop. Guided Selling Technology Features to Look For The Future of Guided Selling What is Guided Selling? Businesses fiercely compete for customer attention. The secret weapon? Guided selling. How Does Guided Selling Work?

Sell 52

Sell Cross-sell B2C Manufacturing 52

Cerebral Selling

APRIL 20, 2020

In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. Consider these real-world sales outreach examples: “We are the first to design, manufacture and sell industrial plasma cutting solutions.

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

Salesforce

SEPTEMBER 21, 2021

To help clients navigate this new sales world, they turned to Bryan Berumen , managing director at Accenture and an 18-year veteran of the technology consulting firm, to build a new solution and bring it to market. If that’s the case, does the manufacturer of these chips really understand me as a consumer? This is not crazy technology.

B2B 96

B2B Territory Manufacturing Sales 96

Spiro Technologies

SEPTEMBER 9, 2022

I have a very solid story here, it was really nice, it kind of came full circle about a year ago when we were pitching HASBRO for some business. Jordan Nollman: Kind of middle of the road, I think mainly because if you get too old, they’re just not into technology. So it has been a nice safe haven to go for manufacturing.

Sell 89

Sell Manufacturing Electricity Start-ups 89

Search Engine Land

SEPTEMBER 26, 2023

Ideally, leverage the technologies your teams are already using. This includes knowing when and how you can pitch for budget. Your technology stack and any known limitations, considerations, or planned changes (including migrations). It provides a structure to communicate expectations with stakeholders.

Launch 129

Launch High impact UX Manufacturing 129

Veloxy

FEBRUARY 22, 2023

This complete guide will explore the importance of field sales, the roles and responsibilities of representatives and managers, challenges they face, tools and technology available to them, job market information, necessary qualifications and skills, salary ranges, and training and development opportunities. Schedule a Free Assessment today!

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Women Sales Pros

APRIL 19, 2019

Should you focus on AI, technology, enablement or something else? Her clients include companies in manufacturing, medical, professional services and technology. The world of sales is moving so rapidly it is hard to keep up. These are issues that high-performing leaders consider and act on. DEVELOP SALES LEADERS.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

Gong.io

JANUARY 27, 2022

New technologies, led by the cloud. Whenever there’s a major technological advance, newcomers leverage it into mega-corporations. 20 years ago, ServiceTitan would have had to travel to each service shop, make their pitch, and manually install the software. Here are the 10 factors contributing to the rise in unicorn companies: 1.

Territory 62

Territory Real Estate Niche Electricity 62

Martech

OCTOBER 23, 2023

Antonio Rangel, a California Institute of Technology economist, testified that Google’s defaults discourage users from switching, saying switching to a different search engine is not easy. Austin hoped phone manufacturers would roll out the new feature to products, creating a new source of ad revenue, while boosting reach for app developers.

Trust 83

Trust Objectives and Key Results Engineering Negotiate 83

Partners in Excellence

NOVEMBER 27, 2018

Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. Also, these are the easiest applications of AI/ML technologies. The more “predictable” the process is, the more it can/will be managed by technology, bots, and automated agents.

Sell 92

Sell Objection handling Assembly Line Territory 92

SBI

APRIL 22, 2015

Greg: We deliver tailored sales pitches to any audience, in any vertical, at any time. Channel Rocket is a SaaS sales enablement platform that helps manufacturers grow sales through their direct and indirect sales channels. Nancy: What does Channel Rocket do? What problem/s are you solving for sales and/or marketing organizations?

Up-sell 55

Up-sell Manufacturing Sell Closing 55

Hubspot

MAY 7, 2020

Manufacturing is another industry that's been deemed essential and is permitted to operate in most countries. Invest in videoconferencing software to have "face-to-face" conversations online, and build trust by starting conversations with educational content instead of a generic pitch. Use this guide to increase your sales close rates.

Territory 94

Territory Construction Entertainment Inside sales 94

Closing Bigger

SEPTEMBER 18, 2023

A system encompasses a process, methodology, technology, and accountability. A reliable system has a clear process, robust methodology for each step, is technologically driven, and incorporates accountability to ensure each step is executed correctly. This will allow me to shift from pitch artist to value added and trusted advisor.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

AUGUST 16, 2015

Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. Perhaps a new regulation, new technologies their customers are leveraging, shifts in market dynamics and structure, a major new competitor? Proudly, you tell your manager you are prospecting like crazy.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

Hubspot

APRIL 26, 2016

I can’t tell you how many times I’ve been told this by sales and marketing leaders at B2B companies that make obscure, highly complex technology and products. My superniche education began when working for a company that made a product called a femtosecond laser for manufacturing very small parts. I call them “superniche” companies.

Manufacturing 50

Manufacturing Education Lead generation Niche 50

Partners in Excellence

NOVEMBER 20, 2017

Each time, we seem to invent a new vocabulary or overlay it with a new technology. We reflected on other functions or professions, including engineering, development, manufacturing, research, engineering, finance, etc. Lean/agile is standard practice in manufacturing. Ironically, we don’t seem to improve or change things.

Manufacturing 36

Manufacturing Finance Engineering Pitch 36

Sales Hacker

MAY 21, 2020

Ditch the pitch (11:21). ? No more generic sales pitches (17:31). ? Ditch the pitch (11:21). Ditch the pitch. Again, this is where feature pitches are amateur. No more generic sales pitches (17:31). I want you to stop stalking buyers with generic sales pitches. Messaging matters (08:11). ?

Sell 121

Sell Pitch Up-sell Meeting 121

Partners in Excellence

JULY 5, 2013

” So much of the discussion around Challenger has been on providing Insight and the Teaching Pitch. Sales organizations have been investing a lot in preparing sales people to go out and challenge, providing pitches and decks the sales person uses to “teach the customer.”

Pitch 94

Pitch Sales Manufacturing Represent 94

Lead Fuze

JANUARY 1, 2022

This article is intended for those who want to learn more about how companies can negotiate with their technology providers. The software company that created this CRM application has a new tool called “natural language search technology” which allows users to input phrases into the system in order to find records.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Partners in Excellence

JUNE 18, 2014

This doesn’t mean wandering around an organization, pitching everyone that you see. When they wander around, they may be prisoners of their own experiences–not knowing new technologies, processes that can improve their operations. As with MBWA, SBWA is really about observing, discovering, and learning.

Sell 92

Sell Construction Manufacturing Education 92

ConversionXL

APRIL 24, 2019

When told of Musk’s comment’s, Buffett acknowledged that technological change has made moats more vulnerable but not irrelevant. When it comes to low-cost production, examples often focus on manufacturing and supply chain management. Technological change, however, has created opportunities for new kinds of moats.

Hospitality 122

Hospitality Non-Profits Networking Electricity 122

Hubspot

AUGUST 24, 2023

Developed by a technology company specializing in AI solutions, Gyaan aims to empower sales professionals with real-time insights, competitive analysis, and data-driven recommendations. As technology advances, it's becoming harder to differentiate between human sales reps and their AI counterparts. Here's why.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

ConversionXL

MARCH 20, 2019

For example, if multiple users from a company (usually identified by IP) are reading about how to reduce their corporate real estate footprint, it may flag that company as a strong prospect for a seller of space management technology. Terminus pitches the product as an “all-in-one” solution. Then it may be the better choice.

Real Estate 117

Real Estate Campaign B2B Contact 117

Outreach

APRIL 22, 2021

No one likes a pushy, disingenuous sales pitch. Customer relationships built on discounts and repetitive sales pitches don't last long because they’re not memorable. Boost the Quality of Your Customer Relationships. They don't have a connection to your company, making you only one of many options instead of their number one choice.

Conversion 52

Conversion Customers Pitch Cross-sell 52

SaaStr

AUGUST 26, 2020

That technology, as it’s getting cheaper, more flexible, more accessible is democratizing access and doing so most profoundly in industries and functions and for constituencies that haven’t been able to leverage technology in the past. Do it now, before you pitch. Satya Patel | Partner @ Homebrew.

Pitch 111

Pitch Finance Product Start-ups 111

Adaptive Business Services

JANUARY 17, 2018

Perhaps it has been enhanced by your sales operations department so they can send the leads specifically to you by knowing that the prospect is located in Chicago and is a $15 million-dollar manufacturing company. If you are lucky they will find your pitch interesting and if you are very lucky they may be in the market for your tool.

Manufacturing 54

Manufacturing Up-sell Sales Follow-up 54

Hubspot

MAY 23, 2017

Marketing technology is a given these days. 3) You Aren't Aligned with Marketing Technology Vendors. Marketing technology isn't just a fact of life you must adapt to. Here's why: marketing technology is booming. They've come to depend on us for evaluating new technology and presenting new opportunities to them.

Clients 72

Clients Technology Technology Contract 72

Partners in Excellence

JANUARY 29, 2013

Pick up any journal, go to any conference, talk to thought leaders and all the discussions were about changing the way people designed products, leveraging technology and tools both to improve productivity and to provide capability never before imagined. The smallest companies through giants. We see similar things in industries, as well.

CRM 91

CRM Manufacturing Finance Up-sell 91

ConversionXL

JUNE 2, 2020

A long time ago, toothpaste manufacturers competed on only a few dimensions, like “freshens breath” and “fights cavities.” Scott Brinker maintains the marketing technology landscape project. If you’re using table-stakes arguments to sell your product or pitching it like you’re the only game in town, you need to rethink differentiation.

A/B testing 162

A/B testing X-functional Price Gaming 162

Closing Bigger

SEPTEMBER 18, 2023

A system encompasses a process, methodology, technology, and accountability. A reliable system has a clear process, robust methodology for each step, is technologically driven, and incorporates accountability to ensure each step is executed correctly. This will allow me to shift from pitch artist to value added and trusted advisor.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

SBI

JUNE 23, 2015

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. It was innovation in technology that drove innovation in sales. History is now repeating itself. There’s a strong economic case for deploying predictive sales analytics.

Non-Profits 55

Non-Profits CRM Electricity Sales 55

SBI

SEPTEMBER 12, 2018

MediaFly @mediafly MediaFly gives your sales and marketing teams a simple way to create, deliver, and analyze engaging sales presentations all from one technology solution. Zilliant @Zilliant Use data and artificial intelligence to capitalize on business complexity in B2B manufacturing, distribution and industrial services. Booth 1844.

Territory 42

Territory Appointment Manufacturing CRM 42

Hubspot

APRIL 30, 2015

The Sharks are keen to deal with products, processes and technologies that are securely owned, so it’s best to try for a patent. Being able to constantly adapt to changing technology, consumer behaviors and competition is something a successful entrepreneur cannot survive without. Proprietary is Priority. Economies of Scale.

Retail 70

Retail Manufacturing Pitch Up-sell 70