Partners in Excellence

APRIL 30, 2024

Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process. AI can help us see things about our people and customers that we haven’t seen. It can provide analysis of data from past experiences.

Represent 98

Represent Presentation Up-sell Start-ups 98

Partners in Excellence

DECEMBER 14, 2023

Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary. It’s interesting, all of the articles I read about the death of selling comes from sellers, or “experts” on selling. How would they survive if buying died?

Sell 120

Sell Retail Promote Up-sell 120

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. You still don’t really know who is buying what.

B2B 122

B2B Drivers/motivators CRM GTM 122

Partners in Excellence

FEBRUARY 12, 2024

It’s not just about how they navigate their buying process. Change and buying is about so much more. This is a dominating factor with each person involved in the change and buying process. It requires sellers to understand the customer as people, not as titles and company employees.

Customers 120

Customers Negotiate Pitch Trust 120

Partners in Excellence

FEBRUARY 8, 2024

Sadly, too much of this is from smart people who should know better. ” Today, I saw something from a very smart individual, someone who should know better. In others it’s “customers want rep-free buying experiences.” What about customers wanting “rep free buying experiences.”

Consult 123

Consult Clients Follow-up Up-sell 123

Sales Gravy

APRIL 27, 2010

If people are coming to your premises, it might be things l If you’re a salesperson, their first impression of your business might be you! That means looking smart, arriving on time (or early), and looking the person in the eye when you greet them.

40

40

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

Partners in Excellence

MAY 8, 2024

One is left with picking a few crumbs of potato chips from the bottom a the bowl, all the good food has been eaten. And the most interesting people and most interesting conversation are all gone. The people that remain are exhausted, not interested in talking more, they just want to escape.

Price 68

Price Up-sell Conversion Presentation 68

Partners in Excellence

APRIL 9, 2024

What if we tried simplifying, for ourselves, our people, our organizations, and our customers? I won’t pretend to suggest this means you work fewer hours, but I do believe this enables you to extract more meaning from the hours you work. Define and execute a selling process aligned with your customer buying process.

CRM 125

CRM Technology Technology Pipeline 125

Martech

FEBRUARY 6, 2024

consumers say they buy things as a result of SMS messages from companies, according to a new study. On the other hand, 71% cite too many messages as the main reason they no longer want to hear from brands. The tech companies are trying to stop the flood of emails that is pushing people to other channels and costing them money.

Contact 122

Contact Process 122

Martech

APRIL 19, 2024

As social media platforms combine their vast collections of first-party data with artificial intelligence and machine learning, they’re enhancing their offerings for marketers looking to connect with those ideal customers in a buying mood. Naturally, marketing leaders are taking note of the connection between social media and buying behavior.

B2C 116

B2C Lead generation B2B Campaign 116

Partners in Excellence

JANUARY 16, 2024

They quote results from other customers and cite generalities about the results those customers have achieved. Regardless how powerful the business case, if the people buying and using the solution aren’t confident, they won’t buy. Do they have the right people involved?

Trust 117

Trust Customers Process Product 117

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 responded.

Start-ups 115

Start-ups Up-sell Conversion Product 115

Martech

MARCH 11, 2024

While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy. Only 5% of our market , is ready, willing and able to consider buying our product. Holding people hostage with ebook or webinar registrations is so 2005.)

Pipeline 88

Pipeline Contact Prospecting B2B 88

Partners in Excellence

MARCH 20, 2024

Why don’t these people already know this?” We should know they key people we should be talking to, their typical challenges, their typical responsibilities, how they are measured. We should know who the top performing organizations in our ICP are, what separates them from the others.

Gaming 123

Gaming Engineering Presentation Start-ups 123

Partners in Excellence

MARCH 14, 2024

In many cases, organizations have cut many people, but try to continue the work done before the cutbacks. Real value must be produced in order to motivate customers to buy. Anything that diverts the organization from its principle focus must be stopped. Are we calling on customers that have a real need to buy and are funded?

Objectives and Key Results 120

Objectives and Key Results Clients Drivers/motivators Start-ups 120

Search Engine Land

MAY 13, 2024

SEO is real marketing now With every algorithm and change, we move further away from the old days of tricking the search engines and closer to having to do real marketing. Too often, people are quick to complain about Google and Bing having a “brand bias,” but they wouldn’t have that bias if their users didn’t. It’s an ad.

Engineering 134

Engineering Legal Start-ups Trust 134

PandaDoc

MAY 13, 2024

Because without understanding the psychology behind buying and selling, you’re a mere outsider looking in. Why do people buy? People buy to solve problems. Buying winter clothes is a simple, practical decision. Why people buy is one thing, but what about the person on the other side?

Closing 52

Closing Legal Real Estate Trust 52

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. Start by examining and then articulating your purpose because it’s the “why” that people actually buy. And please skip the jargon.

Strategize 111

Strategize B2B Legal Launch 111

Heinz Marketing

SEPTEMBER 14, 2023

Most people just don’t like it. How do you get buy-in from the key people and teams you need? Whether communicating out to your team, cross functionally to colleagues, or upwards to executives, effective storytelling assuages fears, gains and maintains buy-in, and grants the clarity people need to engage.

Objectives and Key Results 118

Objectives and Key Results Construction Strategize Gaming 118

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. We go through nominal discovery, schedule the demo, then say, “If you buy by month end, we can do a deal… ” What we fail to realize is that we are only dealing with the smallest part of the market. What should we be doing?”

Manufacturing 77

Manufacturing GTM Represent CRM 77

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They have mastered the subtle art of connecting with people and leverage natural curiosity to get people to open up and share their stories.

Sell 91

Sell Up-sell Engineering Conversion 91

Partners in Excellence

FEBRUARY 28, 2024

If it is meant to mimic how most people having the word Sales in their job title interact with their customers, I was never interested in SALES. The usual perks such as OTE, company cars, invitation to “presidents clubs” offered to sales people never motivated me. Today, I would say they ran buy-knowing processes.

Customers 112

Customers Contract Consult Electrical Engineering 112

Search Engine Land

FEBRUARY 21, 2024

Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. Just because you think it’s high-quality content doesn’t mean that people – or Google – will.

Retail 134

Retail Start-ups Gaming Engineering 134

Martech

MAY 9, 2024

There will be some disillusionment for people who thought this is a panacea, where you don’t need any data structure because this is an intelligent technology. We are seeing very cautious adoption, where people are mainly trying to do use cases that are more internal — like knowledge summaries, quick ways for employees to find answers.

Appointment 87

Appointment Technology Technology Follow-up 87

Partners in Excellence

AUGUST 28, 2023

Complex B2B change and buying processes are messy—and they are getting messier! For well over a decade, we’ve seen huge amounts of data directly or indirectly demonstrating the impact of the inherent messiness of buying. A few data points: Increasing numbers of change and buying projects fail! They start/stop.

Presentation 105

Presentation Start-ups B2B Process 105

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. We train our people in our products and their superiority. Many people will stop reading here.

Customers 116

Customers Objectives and Key Results Growth Objection handling 116

Partners in Excellence

NOVEMBER 3, 2023

Business and commerce exist because and for people! It’s all about people seeking to achieve, seeking to satisfy the wants, needs, dreams of each other. Business is would not exist if some group of people wanted to do something and another group of people could help them do that (either through buying or selling.)

Technology 115

Technology Technology Conversion Clients 115

Search Engine Land

OCTOBER 12, 2023

Because brands people want to buy will likely be brands they search for. The fundamental rule of growth for any business is to reach as many people as possible and tell them you exist. If people don’t know you exist, they can’t buy from you. How people buy online Search is the new shelf.

Niche 119

Niche Growth Engineering Pitch 119

Partners in Excellence

MARCH 7, 2024

To be honest, I was honored by his statement because I have always admired Dave and his approach to selling and to receive a compliment like this from him was a bit of a feather in my proverbial cap. With no hesitation, he said, “I hate golf, these are from a tradeshow and I figured they would be better on my shelf than my trash can.”

Sell 118

Sell Tradeshows Pitch Up-sell 118

Search Engine Land

APRIL 9, 2024

People don’t need insurance often, but when they do, it sure helps that the Geico gecko is one of the first things you think of. These tend to be longer-tail keywords and could include the product name, model number or words like “buy.” Buy Now” or “Request a Quote” CTAs are great here. Test, test, test!

A/B testing 112

A/B testing Campaign Click Through Rate Promote 112

Martech

MARCH 8, 2024

Women hold 60% of all North American marketing jobs, according to data from LinkedIn , and women now hold 52% of CMO roles. As marketers know, the roles in the modern marketing organization include people who analyze data, create content, develop platforms, buy media and more. SEO agencies. based SEO agencies.

Account management 119

Account management Process 119

Understanding the Sales Force

APRIL 15, 2024

The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. They make trades, call up talent from their minor league team, move people around, and take a “next man up” philosophy. More importantly, it was short lived.

Sales 73

Sales Up-sell Consult Pitch 73

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers. These are different.

Education 128

Education Trust Sell Product 128

Partners in Excellence

APRIL 16, 2024

For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We’ve got to align our selling process with the customer’s buying process. Gyms, just like most of the pundits and experts would go out of business if people could just meet their commitments.

Cross-sell 112

Cross-sell Pipeline Meeting Presentation 112

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. Redefining salesmanship What if we defined salesmanship in terms that are more meaningful to the people/organizations we are selling to?

Commission 125

Commission Quota Negotiate Pitch 125

Partners in Excellence

JANUARY 30, 2024

But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention. How do we gain and manage consensus across all these people? We’ve seen this in their buying processes. The more people involved, the more complex the consensus management process.

Product 98

Product Sell Pitch B2B 98