Partners in Excellence

MAY 7, 2024

I was having a round table discussion with a bunch of sales people. At this point, people were starting to get impatient, they didn’t know where I was going with the conversation. A few were covertly looking at their devices hoping to be rescued from this meeting. What do your solutions do?” ” I asked.

Start-ups 113

Start-ups Up-sell Conversion Product 113

Search Engine Land

MAY 9, 2024

I think understanding that, meeting all that needs, is part of what makes Search unique.” So for us, we view this as the challenge, and I actually think there’ll be people who will struggle to do that, right? We’ve had answers in Search now for many, many years. We are just now using generative AI to do that.”

Trust 102

Trust Presentation Meeting Product 102

SaaStr

APRIL 30, 2024

They’ve reduced CAC and operated with a one or sub-one burn multiple, which is where everyone’s trying to get.But when Kyle joined the company, they had one manager and four reps. The three topics we’ll focus on are: The importance of staying focused and how to say no. Ways to scale that don’t include rampant inefficiency and burn.

Go To Market 106

Go To Market GTM X-functional Objectives and Key Results 106

Search Engine Land

MARCH 29, 2024

By understanding the agile ceremonies (meetings) and processes, you can better integrate with and influence the development cycles to ensure your SEO requirements don’t get overlooked. Within this structure, daily and weekly ceremonies (or meetings) help everyone align on the work and move things forward.

X-functional 97

X-functional Objectives and Key Results Meeting Engineering 97

Martech

APRIL 29, 2024

It’s been the topic of heated discussions in boardrooms and around water coolers for as long as anyone can remember, and people have some pretty strong opinions on this one. They’ll tell you that in fields like marketing and sales, where the payoff isn’t always immediate, you’ve got to put in the work first.

Strategize 105

Strategize Negotiate Follow-up Growth 105

Search Engine Land

APRIL 4, 2024

Where do you even start? If fewer people are searching for your brand by name, that’s a problem but not inherently an SEO problem. The less people see a brand, the less they search for it. Where is non-brand performance down? Where is non-brand performance down? Are there signs this might be a tracking issue?

Referrals 122

Referrals CTR Territory Sports 122

Search Engine Land

FEBRUARY 23, 2024

Where did all these projects come from? Regular meetings Don’t wait for invitations – be proactive. Schedule regular meetings with other teams based on their planning pace. Meeting notes Documenting these meetings is essential to prevent any details from being overlooked.

X-functional 116

X-functional Territory Launch Follow-up 116

Partners in Excellence

NOVEMBER 10, 2023

Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. Much later, when IBM was a customer, in calling on people, I would always ask, “Open your lower right hand drawer and pull out the first folder.

Quota 115

Quota Teamwork CRM Pipeline 115

Sales Gravy

MAY 2, 2024

Key takeaways include: Business Acumen is Crucial: Sales professionals need to deepen their understanding of how businesses operate to effectively meet the needs of their clients. In a world dominated by AI, where everything can be replicated or automated, the one thing that remains irreplaceable is the human connection.

Trust 83

Trust Pitch Sales Clients 83

SaaStr

OCTOBER 17, 2023

You do need to meet other founders, other execs, your partners, your customers, etc. Someone senior should go every year, mainly because the #1 event in the industry is where the top customers, prospects, partners, and other execs are. One event where a few hundred top founders and execs gather. Here are my learnings.

Niche 103

Niche Meeting Contact Prospecting 103

Partners in Excellence

DECEMBER 4, 2023

Yet, virtually everything we see people doing is product focused. Roughly around 40% of sellers meet their goals. More companies are struggling to meet their goals. Of course, because of where they’ve gotten, they express their problem in the context of “we need a product that does these things.”

Customers 112

Customers Pitch Meeting Sell 112

SaaStr

MARCH 20, 2024

We were coming off an environment where startup funding was as fruitful as ever. As a founder, that high bar means you have to meet with more investors because of those flavors, even more so if you’re not in a hot category. We might have several years of whiplash from that time, and it’s still confusing where the bar is now.

Quota 106

Quota Finance Drivers/motivators GTM 106

Martech

MARCH 28, 2024

Where available, we’ve linked vendor mentions in this article to video examples of the AI capabilities built into their tools. We’re all guilty of spending a significant portion of our time managing our calendars, messaging apps and meetings instead of doing the work we need to do. Grain will help you take better notes in meetings.

CRM 127

CRM Technology Technology Campaign 127

SaaStr

JANUARY 31, 2024

Where do you start, and which data cuts should you look at to assess the health of your pipeline? And I’m sure we’ve all seen this where we’ve been in pipeline meetings where you have a particular person who will stand up and be clapping about their incredible green (pipeline) results for the quarter.

Pipeline 103

Pipeline Sales Up-sell Meeting 103

Partners in Excellence

OCTOBER 25, 2023

They were struggling with the performance of their people. One thing that struck me, is that rather than giving a status report on the account, their people had identified opportunities to grow the relationship. What progress are your people making, where do they need help?” They aren’t unusual.

Follow-up 114

Follow-up Pitch Meeting Pipeline 114

SalesProInsider

NOVEMBER 15, 2023

Prepare to focus fully on the person or people who are going to entrust you with their time to explore whether they should work with you. Where do you begin? Start by examining your surroundings and physical environment — whether the meeting will be in-person or virtual. Most people hate coffee breath, just so you know!)

Appointment 111

Appointment Conversion Follow-up Start-ups 111

Search Engine Land

DECEMBER 15, 2023

So, how can you better structure our approach to our work to help us meet these ever-looming deadlines? These internal teams have their own deadlines, and they rely on your input to meet those deadlines. If engineering, marketing and product all need your feedback by the end of the day, how do you meet all those deadlines?

Clients 92

Clients Meeting Engineering Legal 92

Closing Bigger

SEPTEMBER 18, 2023

In-between meetings: One area to enhance our performance, pipeline, referrals, deal size, and renewals is by systematizing and emphasizing what I term “in-between meetings” These are value-added interactions over time with key accounts outside of and amidst the essential steps in the sales process.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

SaaStr

OCTOBER 18, 2023

Are they the right people? Are they the right people from the right companies? Another thing that happened after cutting spend was people had more time on their hands with fewer resources. Another thing that happened after cutting spend was people had more time on their hands with fewer resources. The good news?

Tradeshows 100

Tradeshows Closing Campaign Follow-up 100

Search Engine Land

MAY 10, 2024

Before diving into how one can navigate negative employer reviews, it’s important to discuss these reviews and where they circulate. For instance, perhaps a review mentions a lack of communication, how competing companies offer better benefits or how an abundance of digital meetings reduces staff mental well-being.

Trust 98

Trust Represent Start-ups Consult 98

Partners in Excellence

SEPTEMBER 28, 2023

As sellers, and as leaders, we are asking our customers and our people to invest their time in us. When I started to write this post, I typed, “Is it a good use of their time?” ” Suddenly, I realized the mistake I was making. We are constantly making choices based on time. Often unconscious, we just stop paying attention.

High impact 115

High impact Meeting Customers Closing 115

Search Engine Land

MAY 6, 2024

If you’ve been investing in SEO for some time and are considering a web redesign or re-platform project, consult with an SEO familiar with site migrations early on in your project. This could have been avoided with SEO guidance and proper planning This article tackles a proven process for retaining SEO assets during a redesign.

Drivers/motivators 125

Drivers/motivators Meeting Launch Referrals 125

SaaStr

APRIL 17, 2024

When you’re growing fast, everything can feel like it’s breaking constantly, and you’re hiring and rehiring people fast. Where do they come from? You want people to call you because you have a great business. These people initiate the big offers. He always said no. How do these exits happen? They’re bought.

Sell 69

Sell Negotiate Up-sell Price 69

Martech

OCTOBER 24, 2023

People who are part of satisfied teams are empowered and supported by leaders to develop new skills, helping the team and individual team members stay competitive in the fast-paced marketing world. When marketers are content and happy in their roles, it has a cascading effect on their teamwork, leading to improved collaboration.

Growth 113

Growth Teamwork Trust Pitch 113

Search Engine Land

NOVEMBER 22, 2023

If search quality raters have given Google ample evidence that its results are not meeting user expectations, this can lead to substantial intent shifts during core updates. Helping quality raters understand why certain results are more helpful than others.

Meeting 141

Meeting Represent Engineering Conversion 141

Partners in Excellence

JUNE 13, 2022

While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. But, time management, prioritizing where we invest our time has always been an issue. “We’ve always had these meetings.”

Meeting 114

Meeting Start-ups Pipeline Technology 114

A Sales Guy

JULY 26, 2021

The idea is we want people to feel they have the freedom to achieve their goals the way they best see fit and with as much autonomy as possible, with the understanding that with that freedom comes the responsibility of meeting goals and expectations. We have a saying here ASG, Complete flexibility, ruthless accountability.

Promote 160

Promote Meeting Sales 160

Martech

OCTOBER 3, 2023

Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company. So now TikTok became the place where slightly older people were getting information. Dig deeper: Does your organization need a DAM?

Customers 118

Customers Cold Call Territory Launch 118

Search Engine Land

MAY 3, 2024

With this clear shift to more localized SERPs, businesses should invest both in improving their current service area pages and building new service area pages targeting the cities/towns where they want to generate more organic leads. Many people worry about duplicate content when creating many service area pages.

Service 105

Service Trust Clients Cross-sell 105

Partners in Excellence

OCTOBER 24, 2023

But, if I’m making a decision where I might lose my job, put my company at great risk. While there will be variability across suppliers, no buyer will consider a supplier that doesn’t meet some threshold of trust. They are the people/organizations, regardless the situation, can be counted on to co-create value.

Trust 110

Trust Gaming B2B Contact 110

Search Engine Land

FEBRUARY 12, 2024

Artificial Intelligence – specifically generative AI – has emerged as a key tool in breathing new life into old content, ensuring it continues to captivate audiences and meet the ever-changing standards of search engines. ” Generative AI can also help spot areas where the information might be outdated or lacking depth.

E-commerce 123

E-commerce CTR Engineering Technology 123

Martech

APRIL 11, 2024

But does that mean they don’t care about us meeting the company’s marketing objectives (effectiveness)? We generally know the most direct process to get people through and need to stick to it. But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. Exhibiting our competency in this sphere.

B2B 125

B2B Manufacturing Technology Technology 125

Search Engine Land

MARCH 21, 2024

The report went on to say: “There are obviously a few exceptions, where people feel they have established strong, working partnerships. The report went on to say: “There are obviously a few exceptions, where people feel they have established strong, working partnerships. Then go deeper.

Contract 101

Contract Education Clients Trust 101

Search Engine Land

APRIL 25, 2024

This article will cover scenarios where single keyword optimization is likely an outdated practice to avoid, as well as cases where a niche keyword focus remains valuable. However, the data showed that most people searched with those words in their queries. When is specific keyword optimization considered outdated?

Niche 118

Niche Clients Education Service 118

Partners in Excellence

APRIL 5, 2024

This theme often includes elements of enjoying the challenge of meeting and exceeding sales targets, as well as the personal satisfaction and rewards that come from success. There were also some unique themes, distinct to certain people. .” The group is fascinating–both in their stories and in their diversity.

Sell 120

Sell Cross-sell Drivers/motivators Education 120

Search Engine Land

APRIL 19, 2024

Have you ever been in a situation where not everyone was on the same page? Meeting and reporting cadences Another aspect of client service to deal with during the sales process is deliverables and cadences. How often will you meet with the client? Will the meetings be held online, or in person? Which ones? What about CRM?

Contract 105

Contract Clients CRM Meeting 105

Search Engine Land

MAY 3, 2024

I’m not sure whether you’d call it work shaming or effort shaming, but people are being called out for wanting to work more. When I say anything, the response I get is concern from people. Critics of this new “shaming” trend argue that it may discourage people from pursuing excellence. Don’t get me wrong – burnout is real.

Contract 98

Contract Start-ups Drivers/motivators Meeting 98