Partners in Excellence

JANUARY 24, 2019

We glibly toss around phrases like “We have a transactional selling process,” or, “Ours is a complex selling process.” For example, there are 1000’s of transactional deals done every year in ordering embedded products, for example semiconductors/electronic components.

Sell 87

Sell Manufacturing CRM Inside sales 87

Partners in Excellence

NOVEMBER 4, 2016

I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities. In most of our lifetimes, we’ve seen things like PC’s, Smart Phones, and other things become commodities. Commoditization happens because we let it happen.

Price 68

Price Up-sell Sell Product 68

Partners in Excellence

APRIL 21, 2021

They’ve labeled this innovative approach, “product led growth.” Imagine that, “hot products win!” As I read all the insights and discoveries around product led growth, I have this overwhelming sense of “deja vu” all over again. We see huge dominance in consumer focused products.).

Growth 77

Growth Product Drivers/motivators Entertainment 77

Partners in Excellence

OCTOBER 25, 2022

We think our competitors are those organizations providing similar products and services. We analyze their products/offerings, we look at their market strategies, how they position themselves with customers, how they create value. Perhaps some new features and functions are added to our products.

Up-sell 52

Up-sell Sell Presentation Customers 52

Partners in Excellence

MARCH 31, 2021

They sell low priced products, typically around $1 (Though I have seen products at the outrageous price of $7). Neither would think of offering each other’s products. Regardless where we choose to compete, we have to be consistent in our value positioning. There are two retailers I’m fascinated with.

Price 85

Price X-functional Retail Promote 85

criteria for success

SEPTEMBER 16, 2021

With this innovative product, Apple was able to introduce a series of unique features to a commoditized market. So if your goal is to attract the right buyer, differentiating your products or services from others in your market is key. Take a notepad and jot down 10-20 distinct features of your company’s product or service.

Price 98

Price Prospecting Clients Up-sell 98

SaaStr

MAY 4, 2022

No matter how innovative a product might be, a business can only succeed if it enables its customers. During my time at Stripe, I have seen how we’ve grown our product with SaaS in mind: not just for billing and invoicing, but for everything from revenue recognition, to tax, to identity verification. . Build a killer product.

Growth 79

Growth E-commerce Drivers/motivators Price 79

ConversionXL

JUNE 2, 2020

The language they use is vanilla, the product/service they offer like any other, and the marketing message is identical to that of their competition. Commoditization. If you look at any mature category, you’ll find it full of products that are basically the same. Commoditization is increasing in every category.

A/B testing 162

A/B testing X-functional Price Gaming 162

Partners in Excellence

JULY 11, 2013

When we wash away all the hyperbole, so many of our products, services and solutions have become commoditized. When I first started selling, I sold mainframe computers, today, they’re virtually commoditized. Commoditization of our offerings strikes terror into all our hearts.

Price 92

Price CRM Sell Customers 92

Partners in Excellence

MARCH 5, 2017

Everyone understands the challenges of selling commoditized products. In the customers’ and markets’ eyes, there is no difference between these products, regardless the supplier. To win with commoditized products, we have to find some way to differentiate ourselves. Or the incessant product pitches.

Customers 49

Customers Electricity Pitch Technique 49

Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. This post digs into four more influencers for modern sellers to be aware of with our prospects and clients. It becomes critical to build broader and deeper relationships, both inside and outside of the organization.

Negotiate 70

Negotiate Clients Sales Price 70

Partners in Excellence

FEBRUARY 17, 2015

Take any part that goes into building a product, where that part may be a component, semiconductor, engine, subassembly, or anything that is part of the “Bill of Materials.” While product/solution selection is no longer the core issue, there’s still a lot of issues our customers face over the years of the contract.

Contract 93

Contract Cross-sell Manufacturing Price 93

Partners in Excellence

MARCH 24, 2019

Whether it’s their buying experience or their experience in implementing or using our solutions, customer experience is key to our success. Whether it’s improving our products and services, improving their digital experience, improving their buying experience; investments in customer experience are increasing.

Customers 93

Customers Service Sell Process 93

Search Engine Land

JANUARY 4, 2024

When advertising on platforms like Google, you’re restricted to reaching people searching for your product or service. ” “With Google Ads, you’re capturing existing demand, somebody searching for the product or service – but it’s finite. But that’s where the similarities end.” ” 4.

Objectives and Key Results 109

Objectives and Key Results Lead generation Campaign Up-sell 109

ConversionXL

MARCH 17, 2021

Through surveying 136 B2B tech companies and interviewing our owncustomers, we identified the main marketing challenges B2B companies face, as follows: Here were the 5 key takeaways from our research. Our findings also suggested, marketing-qualified leads didn’t always convert to sales opportunities as expected.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Partners in Excellence

JANUARY 29, 2014

As sales professionals, we have to create sufficient value to justify and defend our pricing in every sales/buying situation. Classically, we think of this for products and services that are highly commoditized (more on this later). How do we defend our pricing, create meaningful differentiation, and win the business?

Contract 90

Contract Price Education Up-sell 90

Partners in Excellence

MAY 2, 2012

.” Usually, Anthony and I are so aligned in our thinking that we tend to complete each other’s sentences. Virtually every product and service, at some time in it’s life cycle moves to commoditization. Grainger challenging their customers on their process of procuring commoditized products. .

Price 84

Price Negotiate Strategize Contract 84

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Our founders get this and are increasingly carving a toehold in SV. Sequoia Capital’s India arm put together a terrific summary of all their learnings about SaaS and Cloud from SaaStr Annual this year.

GTM 85

GTM Cross-sell Niche Strategize 85

Partners in Excellence

MARCH 6, 2019

Our goals are in conflict. We recognize we create value not just through how our solutions help the customer achieve their dreams and goals, but we help customers recognize they may be missing opportunities, inciting them to buy. Too many sales people focus only on their objectives and goals, pushing/pitching products to customers.

Strategize 75

Strategize Drivers/motivators Sales Trust 75

Partners in Excellence

DECEMBER 7, 2018

We understand your algorithm, our algorithm shows we aren’t in your ICP, so you are wasting my time, but of course your algorithm should have known this. We understand your algorithm, our algorithm shows we aren’t in your ICP, so you are wasting my time, but of course your algorithm should have known this.

Conversion 85

Conversion Sales Quota Up-sell 85

Partners in Excellence

JULY 31, 2013

Too often, our problem as professional sales or marketing people is that we think like professional sales and marketing people. “Duh, Dave… thanks for sharing……” We see things from our perspectives. We’ve got our jobs to do, things to achieve. All this is great. It’s a tough world!

Customers 88

Customers Promote Sell Service 88

Partners in Excellence

DECEMBER 15, 2014

Too often, we fail to differentiate our solutions and value in meaningful ways. As the customer compares both our offerings and their buying experience with other alternatives, it’s difficult for them to find any meaningful differentiation. Insight, Co-Creation, De-commoditization. But Are You Relevant? No related posts.

Price 91

Price Promote Customers Product 91

Partners in Excellence

AUGUST 22, 2013

It’s clear that our customers want to be engaged differently. Insight is critical, our customers want fresh ideas, they want to improve their businesses, they want to find new opportunities, they want to become more efficient and effective. What can we do in helping our customers solve them?

Manufacturing 92

Manufacturing Finance Legal Up-sell 92

Spiro Technologies

SEPTEMBER 11, 2023

Transcript Randy Reed: I think there’s definitely a trend for more and more manufacturing in the US, folks decoupling from China and becoming less reliant on overseas production. Our country is on the verge of a super cycle of construction projects for manufacturing. Adam Honig: Hello and welcome to Make It.

Manufacturing 52

Manufacturing Transportation Electrical Engineering Construction 52

Partners in Excellence

NOVEMBER 1, 2016

We used to be the gateway to information about products and services. Customers met with us to learn about new products, capabilities and services. They no longer need us to educate them about our products. In complex B2B buying, it has become a consensus decision, instead of a decision maker, there are 6.8.

Sell 90

Sell Commission Education Inside sales 90

Jeff Shore

OCTOBER 31, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Molly Jacobs discusses with Jeff the challenges of selling something that is easily commoditized. 2:33] Selling commoditized items. [6:20] Announcer: HomeStreet Bank is the sponsor of our podcasts. Jeff: So, what if the product you sell is, well, less than sexy?

Referrals 83

Referrals Up-sell Sales Follow-up 83

Highspot

JUNE 22, 2021

Our guide to sales techniques breaks down the most common sales techniques reps should know and how to master them easily and effectively, including: What are the different approaches to sales? Each approach has unique benefits that suit specific types of businesses and products. How to improve sales skills and techniques.

Technique 82

Technique Negotiate Cross-sell Sales 82

Partners in Excellence

MAY 14, 2013

As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. As great as our products may be, for the customer it’s not about the product. They realize the customer is buying much more than the product.

Sell 97

Sell Manufacturing Up-sell Strategize 97

Partners in Excellence

MARCH 25, 2014

If we continue to cling to that old model of selling, then we surely are to become an “endangered species.” ” 10, 20, 30 years ago, much of the real value of the sales person was in educating customers about products/services/solutions. At the same time, product life cycles are becoming shorter and shorter.

Product 99

Product E-commerce Education Inside sales 99

Partners in Excellence

MARCH 18, 2013

We talk about creating value for our customers. ” We provided products and services that had a value proposition. Presumably, the benefits, the customer received from the product outweighed the risks of doing the project and the costs. The value exchange equation becomes unbalanced, the customer is unhappy.

Referrals 87

Referrals Clients Product Service 87

Partners in Excellence

JULY 26, 2013

Is it possible that Insight might become commoditized? We move away from conversations about our products and solutions to how we help customers grow. What happens when every sales person brings Insight to the customer? As I thought about it, I realized the real winner in this imaginary world is the customer.

Growth 90

Growth Up-sell Sell Conversion 90

ConversionXL

JUNE 10, 2020

You’ve spent hundreds of hours perfecting your product and countless meetings defining your brand. Before you go back to the drawing board, reconsider your product positioning. Taken together, the messaging, pricing, features, branding, partners, and customers create context and set the scene for the product. Zen Proverb.

Product 80

Product E-commerce Price Service 80

Hubspot

FEBRUARY 28, 2018

As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. Add a bragging tone and they become especially intolerable. If you expect buyers to give you their time and learn about your product, you need to spend time learning about them first.

Sell 101

Sell Retail Prospecting Up-sell 101

Sales Hacker

APRIL 5, 2019

Ghosting” has become a hot topic in the world of dating in recent times, with bizarre stories emerging of people wiping their digital slates clean, simply to avoid the awkward break-up conversation. Bad service, poor response times, or lack of product/service fit with the prospect’s needs is often a causal factor. Get The Facts.

Prospecting 103

Prospecting Contact B2B Service 103

Partners in Excellence

JUNE 22, 2018

” As our markets change, as our customers change, as our own business strategies change, there is a necessity to reassess our sales business models and go to market strategies. Our “selling,” is very focused–probably led by our CEO and other top managers. Let me walk through some.

Sales 66

Sales Strategize Up-sell Sell 66

Partners in Excellence

APRIL 25, 2016

A sales person had a territory and was responsible for selling all the company’s products and services into the territory. Likewise, our customers were probably a little simpler then. Specialization has become increasingly important. Customers order products from the web, not needing much sales engagement.

Territory 50

Territory Account management Sales Manufacturing 50

Partners in Excellence

APRIL 10, 2013

But to win, the value we present and our business justification has to be differentiated and superior. Our technology may be superior to the alternatives—this is rarely sustainable, tomorrow, our competitors may leapfrog us. Likewise, our products are rarely differentiated. The concept is easy.

Customers 92

Customers Objectives and Key Results Commission Price 92