Partners in Excellence

NOVEMBER 10, 2023

Perhaps I’ve not been paying attention. Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. Having been raised in organizations that valued performance planning, I had assumed these were common place.

Quota 117

Quota Teamwork CRM Pipeline 117

Adaptive Business Services

APRIL 24, 2024

While I have spent most of my adult life hiring and training salespeople, it has been two years since my last new hire and that was for a client. I left my last management job in 2005 and have been blissfully semi-retired since that time. Well, here I go again and once again for a client. I rank them yes, maybe, no.

CRM 77

CRM Repeat business Referrals Clients 77

Martech

MARCH 26, 2024

I’ll answer those questions and a few more, but let’s start with some definitions to set the stage. Customers have the option to engage with the company through various touchpoints, such as physical stores, websites, mobile apps, social media platforms, email, telephone and more. What is that? Hold tight.

A/B testing 114

A/B testing Customers Technology Technology 114

Iannarino

JUNE 24, 2021

Invest More in Personal Development. The starting point for doing whatever it takes is investing more time , and perhaps also more money, in improving yourself personally. Invest More in Your Professional Development. A lot of people translate “do whatever it takes” as “do more.”

Sales 294

Sales Cross-sell Clients B2B 294

Partners in Excellence

FEBRUARY 7, 2024

In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” I ask, “How are you spending your time? I ask, “Would you like to spend more time in the field, with your people?”

Meeting 116

Meeting Presentation Contact Customers 116

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” I have dozens and will continue publishing them over the coming weeks. The response from ChatGPT was pretty much what I expected. ” They are fascinating and compelling.

Sell 77

Sell Drivers/motivators Relationship building Commission 77

Salesforce

MAY 8, 2024

The same study reveals that 88% of customers say good customer service makes them more likely to purchase again. With so many customers staking their purchasing decisions on high-quality experiences, it makes you wonder — are you doing enough to meet customer expectations? Table of contents Are customer expectations changing?

Service 52

Service Customers Technology Technology 52

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. And based upon what I read this week, I learned there is a third contributing factor. Sounds way too arrogant and promotional, and I don’t even believe it.

Sales 133

Sales Represent Pipeline Strategize 133

Adaptive Business Services

APRIL 3, 2024

This was more of an experiment than anything and it is far from perfect! Ross has me on this accelerated schedule and I have flat run out of time:) Read on and I’ll tell you how I did it! Message sequencing – I expect to see this introduced simultaneously, or very close with, increased send limits.

CRM 71

CRM X-functional Contact Consult 71

Search Engine Land

NOVEMBER 2, 2023

Consistency is arguably more important than in the past. The good news is that, like learning research, there are many practical takeaways to help you develop better plans that you are more likely to stick to. When you get the core ideas and the big picture of turning ideas into real action, these insights become more powerful.

Objectives and Key Results 111

Objectives and Key Results Drivers/motivators X-functional Clients 111

Partners in Excellence

NOVEMBER 30, 2023

The first sentence of the LinkedIn message was not dissimilar to the majority of emails and LI messages I get. David, my team and I would love to get the chance to learn more about your company. ” I write and advise clients about this, myself. And as you expect, this is not an exception. What do you say?

Construction 109

Construction Conversion Clients Meeting 109

Partners in Excellence

DECEMBER 21, 2023

Often, we involve more people–we need differing points of view, differing expertise to address these challenges. These challenges, also, don’t just impact our own areas of responsibility, but impact many areas in the organization. And, as would be expected, uncertainty increases. You already know that.

Customers 122

Customers Quota Up-sell Conversion 122

Martech

MAY 15, 2024

With more than 14,000 martech options available to industry professionals, it’s not surprising marketing leaders are struggling with the Goldilocks principle. I find it best to set quarterly goals around two or three KPIs that impact revenue and account for adoption. Next, how will you determine success?

Contract 70

Contract Objectives and Key Results Technology Technology 70

Search Engine Land

APRIL 19, 2024

It happens often in the workplace and usually is caused by different expectations among stakeholders. Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success.

Contract 110

Contract Clients CRM Meeting 110

Partners in Excellence

FEBRUARY 13, 2024

But we need to look at value creation–and the value we receive from our customers as more than revenue or gross margin. What other value should we expect our customers to create in our relationships with them? ………… Customers can be so much more important than the revenue they give us.

Customers 130

Customers Referrals Clients Strategize 130

Martech

APRIL 9, 2024

The 2024 edition of the IAB’s annual “State of Data” report shows how the industry is addressing the new privacy-by-design ecosystem in which the deprecation of third-party cookies and other privacy-protective measures are expected to lead to significant signal loss. But when more people adopt it, we might get back up to normal levels.”

Objectives and Key Results 112

Objectives and Key Results Campaign Entertainment Legal 112

SaaStr

JULY 18, 2022

Gartner: businesses will spend $100,000,000,000 more on software in 2023 than 2022. Yes, $100B more in 2023. Startups: THIS IS THE WORSE RECESSION SINCE THAT TULIP THING I READ ABOUT IN SCHOOL pic.twitter.com/qGKuXLchFQ. That means $100 Billion more software spend in 2023 than 2022. in 2023, up from 9.6%

Growth 131

Growth Price 131

Search Engine Land

JANUARY 9, 2024

Problems will likely arise when there is a lack of relationship between you and your client – from a misunderstanding of expected results to frustrations over increasing CPCs and confusion on how budgets are being spent. Have a thorough onboarding process The onboarding process is more than just getting to grips with the accounts.

Clients 101

Clients Campaign Trust Service 101

Partners in Excellence

MARCH 5, 2024

Preface: Somehow, I got to know Craig Jamieson because we were “hanging out in the same places.” I was attracted to Craig because he had a different client base and focus than I, but I could learn so much from what he was doing. Why I Absolutely LOVE Selling! I hated every minute of it.

Sell 73

Sell Retail Cold Call Commission 73

SaaStr

DECEMBER 25, 2023

Are things any better in venture than twelve months ago? The deep dive here: And G2’s summary here: In a deeply insightful G2 Reach panel, SaaStr CEO Jason Lemkin moderated an engaging discussion on the current B2B SaaS investing landscape and what we can expect in the years ahead. Venture capital is more than just funding.

B2B 86

B2B Strategize Technology Technology 86

Partners in Excellence

NOVEMBER 14, 2022

Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges. Lead times became very long, the ability to satisfy our customers’ needs were challenged. Yet we are still expected to accomplish our goals. It’s very different, as one would expect, than so many others.

Pipeline 131

Pipeline Pitch Technique Clients 131

Search Engine Land

DECEMBER 4, 2023

Once users moved on from trying the chatbot for silly things like writing jokes or letters in Shakespeare’s voice, more useful applications emerged. Here’s a look back at ChatGPT’s first year and what we can expect next from this transformative technology. I found that GPT-3.5 Early uses for GPT-3.5

Objectives and Key Results 120

Objectives and Key Results Campaign Launch Strategize 120

Partners in Excellence

MARCH 28, 2024

”* One of the things I most deeply appreciate about my training as a scientist and engineer is that question was always at the core of everything we did. As sellers, we are challenged to help our customers to see things differently. How often do we, sellers, challenge ourselves similarly? If we are to progress and grow.

Engineering 73

Engineering Customers Sell 73

Sales Pop!

FEBRUARY 13, 2024

Our conversation revolved around the challenges of motivating employees and achieving engagement and loyalty across different generations in the workforce. The Challenge of Generational Differences One of the main topics we delved into was the challenge of engaging employees from different generations.

Construction 64

Construction Meeting Drivers/motivators Conversion 64

Heinz Marketing

OCTOBER 24, 2023

I have tried, many times, and it does not work. Change success comes from having a rough plan and getting more specific as you go step-by-step. Your perfect timeline looks great on paper, but you must expect the unexpected. Gather Requirements – With Quotes I am a big sucker for internet drama videos on YouTube.

Strategic planning 109

Strategic planning Objectives and Key Results Strategize Presentation 109

Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. More importantly, it was short lived. What are the twelve biggest challenges? You should spend money on training and development for the twelve challenges I listed above.

Sales 73

Sales Up-sell Consult Pitch 73

Martech

JANUARY 12, 2024

As we slide into 2024, B2B marketing leaders face new challenges: deals are harder to close, budgets are shrinking, and expectations are rising. It’s a challenge beyond being more efficient with limited resources. Is 2024 about doing more of the same? A few more or less channels.

B2B 133

B2B Construction Strategize Growth 133

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. Google Ads AI conversational experience to create ads using Gemini is now available in English globally (well, real soon) – can AI make better Google Ads than you can?

Campaign 126

Campaign Conversion Clients Technology 126

Martech

NOVEMBER 14, 2023

Other forecasts say consumers plan to take on less debt this year, cut back more or shift spending from things to experience. Even with everything happening around you, I will ask you to pause your daily business for a minute and look back over this year. More than half are using AI in some form now.

Retail 132

Retail Niche Objectives and Key Results Technology 132

Search Engine Land

JANUARY 4, 2024

Anchor text serves as a guide, directing users to what they can expect when they activate a link. Vague anchor text such as ‘click here’ or ‘read more’ doesn’t provide any context. Here is an exercise I like to use to illustrate the importance of clear and descriptive anchor text.

User Experience 135

User Experience Trust Follow-up Engineering 135

Martech

MARCH 24, 2023

About 12 years ago, I met with a client and spoke about their approach to customer acquisition. They could focus on new customer acquisition, which is essential, but they had a more significant opportunity if they focused their marketing efforts on their current customer base. I use my own (represented by the image below) with clients.

B2B 129

B2B Customers Technology Technology 129

Sales Pop!

FEBRUARY 16, 2024

I recently had the pleasure of having a fascinating conversation with Julie Thomas , President and CEO of Value Selling Associates. I’m excited to share the insights from our discussion with you. The Revenue Engine: A New Paradigm Julie and I started our conversation by discussing the concept of a revenue engine.

Engineering 64

Engineering Drivers/motivators Clients Up-sell 64

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution.

X-functional 105

X-functional Pitch Price Customers 105

Partners in Excellence

AUGUST 11, 2023

This was the opening line in one of the best posts I’ve read recently. Yet those outreaches don’t produce the expected results. Rather than reflect on what’s happening (or not happening), in our rush to move forward, we simply do more of the same. We produce less and less, requiring more and more.

Quota 100

Quota High impact Sell Process 100

Search Engine Land

MARCH 22, 2024

Ten years ago, Google’s Eric Schmidt (former CEO and Executive Chairman) said a Google killer was inevitable : “But more important, someone, somewhere in a garage is gunning for us. I know, because not long ago we were in that garage. Change comes from where you least expect it. I would love to go do that.

Engineering 126

Engineering Launch Product Market share 126

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” Stated differently, they are the people that probably don’t have the time to absorb more work! But there’s more.

Start-ups 109

Start-ups Up-sell Sell Product 109

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. Passion vs. obligation I spoke to a technical SEO professional, let’s call her Jo, as she wanted to remain anonymous. I often work in the evenings or weekends and I don’t see anything wrong with that.

Contract 102

Contract Start-ups Drivers/motivators Meeting 102