Partners in Excellence

OCTOBER 25, 2023

We were talking about their account planning process. They showed me some current account plans. They weren’t great, but they were better than most I see. They established action plans to pursue the growth opportunities. I asked them, “What’s happened on those action plans?

Follow-up 111

Follow-up Pitch Meeting Pipeline 111

Martech

FEBRUARY 15, 2024

Mergers and acquisitions can throw your marketing plans into chaos. Get everyone aligned on timelines. Find out what is working, what goals the new team has and what tools they use. Get to know the other team Beyond shared goals, collaboration and trust are essential to success. Think future-forward.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Campaign Strategize 105

Martech

FEBRUARY 19, 2024

Traditional project management tools might not fully meet the requirements of B2B marketing teams. Workflow optimization and automation: These platforms come with automation features that make life easier by getting rid of manual work and simplifying repetitive tasks. That’s where marketing work management solutions step in.

Tradeshows 124

Tradeshows B2B Meeting Follow-up 124

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? When you have to send out each client’s end-of-month report by the first week of the following month, who do you prioritize? These internal teams have their own deadlines, and they rely on your input to meet those deadlines.

Clients 112

Clients Meeting Engineering Legal 112

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 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.

Cross-sell 108

Cross-sell Pipeline Meeting Presentation 108

Martech

FEBRUARY 20, 2024

They meet expectations based on previous user experience. Meeting this expectation builds trust and familiarity. So try and test different approaches and adapt each call to action to your specific target audience. Your entire outreach will fail if your call to action (CTA) is weak. It should answer the question, “Now what?”

B2B 121

B2B Prospecting A/B testing Click Through Rate 121

Search Engine Land

APRIL 9, 2024

Generative AI tools like ChatGPT, Gemini and Microsoft Co-Pilot are great places to get preliminary ideas for marketing campaigns, but they require guardrails. In the application process, I included the question: “What is the most interesting thing about you that’s not on your resume?”

CTR 128

CTR Campaign Strategize Gaming 128

Search Engine Land

APRIL 2, 2024

Use Google Docs to identify leadership priorities and turn them into SEO action plans, aligning SEO with leadership goals. Create SOPs, dashboards and project plans, documenting them directly in Docs and Sheets. However, you must proceed cautiously, as Google is still figuring out how to rank AI content.

Objectives and Key Results 94

Objectives and Key Results Consult Engineering Technology 94

Search Engine Land

SEPTEMBER 15, 2023

Step 1: Align with executive stakeholders on a business plan Being efficient as a one-person marketing team is all about precision and scalability. Step 1: Align with executive stakeholders on a business plan Being efficient as a one-person marketing team is all about precision and scalability. Speaks to your target audiences.

Objectives and Key Results 140

Objectives and Key Results Campaign Launch Follow-up 140

Partners in Excellence

NOVEMBER 2, 2023

As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” Most don’t know that data. I talk to them about it.

Pipeline 107

Pipeline Meeting Technology Technology 107

Partners in Excellence

SEPTEMBER 28, 2023

What do I lose out on, if I choose to spend my time differently?” What is most important to this group right now? ” It’s unlikely to be, “My best use of time is to learn about this product and company… ,” at least if they haven’t reached out posing that question.

High impact 113

High impact Meeting Customers Closing 113

Martech

MAY 9, 2023

A go-to-market strategy is an organization’s plan to engage customers to buy a product or service and gain a competitive advantage. Here are five recommendations on how to get your GTM strategy off on the right foot. If you don’t have a goal assigned to it, find a way to get there.” So have a clear ROI story to tell.

Go To Market 124

Go To Market GTM B2B Meeting 124

Salesforce

SEPTEMBER 28, 2023

Let’s dig into the most important things I’ve learned about target-setting from more than 20 years in sales and business so you can start clocking revenue. Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently.

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

SEPTEMBER 21, 2023

While Gartner’s article suggests shifts in how that time is allocated—most of which I disagree with, this chart is interesting. And there are a number of other activities that are critical to enabling those meetings. Or it could be getting coaching and development from managers and peers.

Territory 81

Territory High impact Negotiate Meeting 81

Martech

MARCH 28, 2024

Most notably, the introduction of ChatGPT put AI in the hands of just about anyone who wanted to use it. 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. Is your marketing team tired of hearing about AI? That’s no surprise.

CRM 131

CRM Technology Technology Campaign 131

Heinz Marketing

SEPTEMBER 24, 2023

things aren’t panning out the way you hoped. If it’s the latter, we get it – this can be incredibly frustrating. You can curate content paths and experiences that align with the unique needs and interests of each account, increasing engagement and driving conversions within your most valuable prospects.

User Experience 111

User Experience B2B Lead generation Campaign 111

SaaStr

FEBRUARY 4, 2022

The 10 Keys to A Successful Board Meeting: How to Make Them Great and Not Something Everyone Dreads from Ajay Agarwal, Bain Capital Partner. Over the course of my venture career, I have participated in hundreds of board meetings for seed and Series A companies, growth companies, and public companies.

Meeting 106

Meeting GTM Strategize Follow-up 106

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. It got me to thinking about, “What is salesmanship?” They are focused on our success.

Commission 125

Commission Quota Negotiate Pitch 125

Martech

MARCH 4, 2024

Most systems can manage that. For example, “every new email list must meet these standards.” Somebody who gets an email with the subject line “Hi Good prospect from the annual meeting” will forward it to customer service. For some reason, it can be like pulling teeth to get CSRs to tell you when something stupid happens.

Campaign 133

Campaign Cross-sell Contact Follow-up 133

Search Engine Land

DECEMBER 1, 2023

It enhances your content strategy by unearthing areas for improvement to meet your target audience’s needs and improve visibility for SEO. Semrush, Ahrefs, and Google Search Console are some of the most useful tools for content gap analysis. Semrush I find Semrush the easiest and most intuitive tool.

Follow-up 130

Follow-up Meeting Service Process 130

SaaStr

DECEMBER 13, 2023

We ended at 96% of the plan. stabilizer called starting ARR to dampen out fluctuation and plan performance. You go to the same board meeting three times in a row, asking yourself if anything ever changes at this company. Numbers don’t lie, but sometimes the stories we tell around them do. 2: Misleading. But they didn’t.

X-functional 127

X-functional Trust Presentation Drivers/motivators 127

Partners in Excellence

MARCH 22, 2023

We need to start thinking, “How do we accomplish more with each call?” ” If we do any kind of planning, our focus is usually on what we want to accomplish as a result of the call. We design the meeting to achieve our goals. We design the meeting to achieve our goals. And we get more done.

Sales 68

Sales Meeting Start-ups Trust 68

criteria for success

DECEMBER 14, 2022

Here are 8 tips to help you figure out how to network in the holiday season. Make it a goal to schedule one-on-one time with each of them in the next few months. In these meetings, share your gratitude and discuss how you can help each other in the coming year. After all, you don’t want to be the Grinch!

Networking 98

Networking Referrals Meeting Start-ups 98

Search Engine Land

FEBRUARY 5, 2024

It’s a topic concerning many in the SEO industry at the moment. And with increasing discussions and scaremongering in the media about how AI will lead to job losses, it’s no wonder. Will AI replace SEO professionals?” No, I don’t believe it will. But there is palpable fear in the industry, and understandably so. So why does this time feel different?

Engineering 130

Engineering Pitch Growth Strategize 130

Search Engine Land

MAY 3, 2024

How to optimize local pages to win more local traffic All of your service area pages should target your most important keyword patterns, along with any long-tail supporting keywords you want to rank for in those areas (i.e., “[service] in [city]”). There are only so many unique ways to talk about your most important services.

Service 121

Service Trust Clients Cross-sell 121

Martech

DECEMBER 6, 2023

Negotiating with vendors, whether it’s Salesforce, Oracle or your IT department, involves willpower, communication, trust (or lack thereof), compromise and, most importantly, emotional intelligence (EQ). Getting anyone to give you something you want when it may not benefit them takes work. Usage and/or a needs assessment.

Negotiate 112

Negotiate Price Contract Represent 112

Salesforce

DECEMBER 14, 2023

Sales route planning is critical to a sound sales strategy. But with planning and the right technology, sales teams can get the most out of every day in the field. Here’s everything you need to know to get started. Here’s everything you need to know to get started.

Territory 59

Territory Appointment Transportation CRM 59

Partners in Excellence

SEPTEMBER 20, 2023

” My sisters and I always had more interesting things we wanted to do, whether it was getting together with friends or watching something on TV. It wasn’t because I wanted to, but I had to get my homework done to pass my courses. It was critical to getting things done, learning, and making progress.

Meeting 81

Meeting Clients Niche Consult 81

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

Search Engine Land

MARCH 27, 2024

By analyzing historical data, these models assign numerical values to each component of the marketing mix in relation to total sales, requiring statistical methods to assess individual marketing activities and external factors. In essence, MMMs split the drivers of sales into factors (e.g., economic state or competitive moves).

Strategic planning 124

Strategic planning Technique Drivers/motivators Territory 124

Search Engine Land

APRIL 8, 2024

It also gets complicated when we’re discussing a service like SEO vs. a physical product. It also gets complicated when we’re discussing a service like SEO vs. a physical product. The SEO service quality checklist Score yourself on a scale of 1-10 on each of the following items and see how your total measures up out of 50.

Service 110

Service Trust Clients Price 110

Partners in Excellence

APRIL 4, 2023

We spend a huge amount of time getting customers to accept a request for a meeting. The few meetings we can actually get are important and we want to accomplish as much as we can. Recently, I’ve taken to asking sales people the question, “Are you ready for your next customer meeting?”

Meeting 111

Meeting Pitch Pipeline Trust 111

SalesProInsider

JANUARY 20, 2022

Despite having a GPS or a physical map, have you ever found yourself on your way to a destination only to get detoured or realize you must make a U-turn to get back on track? Picture this: You’re in the process (or on the road) of helping someone make a decision to work with you and something gets in the way.

Sales 108

Sales Clients Meeting Prospecting 108

Martech

JANUARY 5, 2023

For many of us, that may mean setting a personal goal of adhering to a new workout routine to get into better physical shape. For 2023, my new year’s resolution is to get my Marketing Operations team in better shape by changing the internal perception of the team. But what are your new year’s resolutions for your career?

Strategize 109

Strategize Objectives and Key Results Campaign Promote 109

Salesforce

APRIL 12, 2022

As more companies maintain hybrid and remote workplaces, those moments can get lost to highly scheduled video meetings and longer working hours that can lead to loneliness and anxiety. Offsite meetings, which are taking place more regularly , should instead prioritize team building and allow people to see colleagues as human beings.

Meeting 97

Meeting Start-ups Prospecting Conversion 97

criteria for success

SEPTEMBER 9, 2022

That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. These plans ensure they're doing everything possible to avoid it. This plan is a foundational tool to ensure your team achieves sales success.

Prospecting 97

Prospecting Referrals Networking Sales 97

Martech

NOVEMBER 15, 2022

Work from home has all but eliminated the informal social interactions which let employees get to know each other and share ideas. Email and chats aren’t the same as going out for coffee, talking by the watercooler or running into someone in the hall. Creating new meeting spaces in a digital office. Roam floor map.

Meeting 102

Meeting UX B2B Clients 102