ClickFunnels

DECEMBER 15, 2021

Our co-founders, Russell Brunson and Todd Dickerson, took the company from zero to $100M+ in annual revenue in less than seven years. That’s why we use a lead generation landing page as our homepage. It was designed with one goal in mind: To persuade the visitor to sign up for our free 14-day trial. Our 5 Day Lead Challenge.

Lead generation 259

Lead generation Launch Up-sell Follow-up 259

Iannarino

AUGUST 3, 2021

“All the things you bought for her, could not get a temperature” – Elvis Costello. The problem-pain-solution approach to selling has long been commoditized. All of this happened without any conversation about my business, my needs, or even what caused me to agree to the meeting.

Meeting 327

Meeting Clients Prospecting Construction 327

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. At best, they obliquely address a real business problem. But then, we have to first know what types of organizations have these problems? How does the problem manifest itself?

Customers 104

Customers Territory Manufacturing Finance 104

Veloxy

JANUARY 20, 2023

How can a salesperson meet all of these standards while also enjoying what they do? Focus on a Buyer’s Human Problems 2. Share the Intangible Benefits of Your Solution What is Cultural and Business Anthropology? Focus on a Buyer’s Human Problems So how does a Business Developer apply anthropology in their sales activities?

Sell 246

Sell Quota Sales Cold Call 246

Iannarino

JULY 14, 2021

The reason is simple: you have to create the value your clients need to solve a new set of problems than they faced in the past. Legacy approaches were mainly designed to solve the salesperson’s problems, not the client’s problems. For the last thirty years we have focused on their “problems,” the key to proposing a “solution.”

Conversion 325

Conversion Sales Clients Technique 325

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 107

Customers Objectives and Key Results Growth Objection handling 107

Partners in Excellence

JANUARY 29, 2024

The seller identified an issue he thought was impacting our company. ” Quickly, he responded, “I’d like to schedule a meeting where we can demo our solutions… ” I stopped him, “No you raise a fascinating issue and seem to think we can do better. Why do you think we have this problem?

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Partners in Excellence

FEBRUARY 12, 2024

We are driven to pitch our products and solutions. Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. Somehow, our customers are lost in the process.

Customers 111

Customers Negotiate Pitch Trust 111

Partners in Excellence

NOVEMBER 7, 2023

” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing. But when we think about it, they are really different.

B2B 120

B2B Up-sell Contract Start-ups 120

Partners in Excellence

FEBRUARY 29, 2024

Like all of us, he was struggling to get the engagement he wanted. ” He responded, “Well they should care, they are in our ICP, we sell to all sorts of organizations similar to this organization… ” I repeated my question, “How do you know the customer cares? .” How do you know if he cares?

Pitch 117

Pitch Prospecting Start-ups Conversion 117

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? Nothing focuses on our priorities and our company.

Product 92

Product Sell Pitch B2B 92

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We may know the “problem” they solve. They might help our customers reduce costs. But does this mean we really understand our customers’ problems? But does this mean we really understand our customers’ problems?

Customers 99

Customers Follow-up Start-ups Product 99

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Yet there are so many challenges and barriers.

Quota 107

Quota Trust Pitch Up-sell 107

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Sellers tend to get engaged at the very end, when they have done all that and are looking to solutions or considering alternative products to help them address the issues.

Consult 95

Consult Trust Customers Clients 95

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They’ve gone through all the tough work of identifying they need to change. And all we want to talk about—or are capable of talking about—are our products and solutions.

Manufacturing 77

Manufacturing GTM Represent CRM 77

Partners in Excellence

NOVEMBER 20, 2023

.” At least with respect to our products, we have endless content, training, years of experience. We can answer any question customers are likely to have about our products and solutions. We can compare them, factually, with the alternatives, showing how our approach might be superior.

Product 102

Product Customers Process 102

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. ” These are sent despite the fact the product is probably irrelevant to our priorities. ” These are sent despite the fact the product is probably irrelevant to our priorities.

Sell 73

Sell Pitch Quota Up-sell 73

ClickFunnels

NOVEMBER 15, 2021

Your first step is to get the potential customer interested in what you have to offer – that is what marketing is all about. The next task is to convert that potential customer into a lead by persuading them to give you their email address. It’s a freebie that you offer to potential customers in exchange for their email address.

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

Martech

APRIL 22, 2024

A lot of our very big enterprise customers are very concerned about using generative AI without understanding how it was trained,” Adobe chief strategy officer Scott Belsky told TechCrunch last year. This has created a big marketing problem for Adobe and potentially a big legal problem for Firefly’s users.

Legal 107

Legal Technology Technology Trust 107

ClickFunnels

JANUARY 18, 2023

We believe that this most effective way to structure an affiliate marketing sales funnel: A lead generation landing page where you offer a digital freebie in exchange for the potential customer’s email address. What’s important is that: Your lead magnet offers a solution to a problem that the potential customer is struggling with.

Product 246

Product A/B testing Lead generation Niche 246

Partners in Excellence

MAY 22, 2023

We use discovery to understand the customer’s needs, problems, requirements. We use discovery to understand the capabilities they seek in looking at solutions. Qualification enables us to understand that the customer is committed to making a change and they have a strong interest in our solutions.

Education 112

Education Customers Process Closing 112

Search Engine Land

JANUARY 23, 2024

Advertisers recently groused that support is at an all-time low, accusing Google employees of bombarding them with “aggressive” phone calls pushing for the implementation of automated solutions. Helping customers is a common characteristic of the highest-performing sales reps in all organizations.

Commission 115

Commission Construction Represent Contact 115

Martech

APRIL 23, 2024

It’s all part of a virtuous cycle that begins with better, more accurate communications. We were looking last year to solve a really big problem as we scaled globally, and that was how with limited resources we could address post-purchase experience,” said Breanna Moreno, True Classic’s VP of customer experience.

Click Through Rate 93

Click Through Rate Territory Retail Service 93

Search Engine Land

APRIL 5, 2024

Why we must do SEO audits Before we dive into the problems with SEO audits and what you can do about them, I would like to provide three arguments for why we need them. The worst of all is if you go to a doctor who doesn’t do a good job of checking you out. Business email address Subscribe Processing.

Hospitality 95

Hospitality Consult Clients Construction 95

Search Engine Land

FEBRUARY 6, 2024

Users experiencing these problems are unable to update their payment methods or credit card details at this time. If your campaign is impacted by these issues, rest assured that the problem lies with Google Ads, and they are actively working to resolve it. Why we care. First spotted. Thought it was a fluke.”

Clients 93

Clients Consult Campaign 93

Search Engine Land

APRIL 30, 2024

You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” The problem is that going ultra-deep in a psychographic profile doesn’t actually help you craft a 30-character headline for fleet management software.

CTR 93

CTR Real Estate Legal Clients 93

Partners in Excellence

MAY 26, 2023

All this was aligned with what I was thinking important for sellers. ChatGPT sold design tools and solutions. And it made all the mistakes sellers do. In the first round of the role play, it did all the talking–not just as a salesperson, but it presumed it knew what I might be responding.

Pitch 99

Pitch Manufacturing Objectives and Key Results Launch 99

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? The core issue is our customers are struggling. You already know that.

Customers 112

Customers Quota Up-sell Conversion 112

Search Engine Land

FEBRUARY 5, 2024

The risk of AI eroding our careers isn’t something completely hypothetical. Everyone will have seen ChatGPT being used cautiously (if we’re lucky) in our workplaces to streamline once admin-heavy tasks. We should look at ways to speed up and automate our work where possible. Business email address Subscribe Processing.

Engineering 123

Engineering Pitch Growth Strategize 123

Martech

OCTOBER 2, 2023

This is just one example of the way this type of work develops skills and insights we use throughout our careers. Talent development challenges So, how are we to address this forthcoming talent development problem? Looking at this from a broader perspective, this isn’t necessarily a new problem.

Drivers/motivators 115

Drivers/motivators Education Technology Technology 115

Search Engine Land

NOVEMBER 3, 2023

We’re all a little on edge, waiting for that last-minute meeting invite or the “have a second?” We’re worried by all the uncertainty, and it’s impacting our well-being and our work. And all of this leads to burnout. Sleep disturbances, headaches, and digestive problems. Slack message. It was gradual.

Teamwork 99

Teamwork Drivers/motivators Healthcare Promote 99

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. This type of uncertainty isn’t just a B2C problem. Getting a little writing help from AI isn’t the problem.

Trust 108

Trust Customers Healthcare Service 108

Partners in Excellence

FEBRUARY 17, 2024

At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. For instance, as sellers, we are looking for customers that have the problems we solve. So our diagnostic process is very biased. We ask the questions to identify “the problem.” Customers mis-diagnose their problems.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Martech

FEBRUARY 8, 2024

Let’s delve into how we turned our agency’s SEO strategy upside down and generated revenue as a result. Higher conversion rates The bottom-of-the-funnel (BOFU) content is all about conversions. People who come from it are already looking for a solution, not a definition. So, why start from the bottom in B2B?

B2B 113

B2B Gaming Niche Appointment 113

Search Engine Land

JANUARY 12, 2024

Google Ads customer service has plummeted to an unacceptable all-time low, according to search marketers. And the problem only seems to be getting worse. ” “Recently, I posted a job on Upwork that pays a reward of $500 for anyone that can get us access and set up Instant Reserve TV ads for our account.

Engineering 135

Engineering Clients Networking Represent 135

Martech

SEPTEMBER 27, 2023

It is transforming many industries, but probably our industry was affected first, maybe a year earlier than most. In that time we found out that AI comes with a lot of opportunities for us and our users, the people who need to design something. And AI is giving us an opportunity to provide them with better solutions.

Start-ups 115

Start-ups Campaign Engineering Technology 115

Partners in Excellence

APRIL 5, 2023

But we struggle with understanding what it means and how to use it our conversations with customers. We struggle to articulate how our solution may help address these challenges. We struggle to articulate how our solution may help address these challenges.

Presentation 102

Presentation Conversion Growth Prospecting 102