Partners in Excellence

MARCH 6, 2024

We seem to be on diverging paths, and this creates problems for both buyers and sellers. More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. They are focused on solving a problem. What don’t buyers need from sellers?

Education 123

Education Trust Sell Product 123

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems.

Customers 110

Customers Objectives and Key Results Growth Objection handling 110

SaaStr

OCTOBER 3, 2023

Solve my problem. Just truly solve my problem. Sales in SaaS, done well and done right, is about adding true value by solving a customer / prospect’s important problem. Often, a Top 3 Problem. Often, a Top 3 Problem. What they want to know is: Are you the right vendor to solve my problem?

Negotiate 114

Negotiate Price Prospecting Sell 114

Partners in Excellence

JANUARY 30, 2024

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? What would happen if we changed our outreach strategies to focus on problems? They need to understand the problem before they can even think about the solution.

Product 94

Product Sell Pitch B2B 94

Tibor Shanto

AUGUST 24, 2021

If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. We ask the questions to identify “the problem.”

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Martech

FEBRUARY 7, 2024

There will be a significant movement toward improving people’s problem-solving skills as they learn to use automation with their human brains. However, it will be up to the person to critically analyze AI’s results, determine what is true, and validate those assumptions by talking to real customers.

X-functional 120

X-functional Cross-sell Territory Retail 120

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges.

Quota 110

Quota Trust Pitch Up-sell 110

ClickFunnels

JULY 21, 2021

Crafting an effective elevator pitch requires you to know who your target market is, what problems they’re facing, and how your products or services can help them… in riveting detail (see Step 2). Problem: Define the problem your target market is having. Saying “effective elevator pitch” is a bit ambiguous. High-Impact.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

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 107

Customers Territory Manufacturing Finance 107

SaaStr

APRIL 3, 2024

As a CEO, you constantly ask people to do things they might think are unreasonable or impossible, and then they achieve it. “Context is magic, but it’s often hard to come by when solving really complex problems,” Jennifer says. Are Enterprise Leaders Excited About GenAI? Can You Be Competitive as a Vendor Without AI?

Healthcare 104

Healthcare Trust Drivers/motivators Start-ups 104

Salesforce

MARCH 19, 2024

A Serviceblazer is a team builder, problem solver, and customer advocate. Whether you’re seeking advice on implementing a specific feature or sharing your success stories, the Serviceblazer Community is the go-to platform for practical problem-solving. “A Table of contents What is a Serviceblazer? The answer is yes!

Networking 135

Networking Negotiate Service Contact 135

Partners in Excellence

JANUARY 29, 2024

Why do you think we have this problem? The conversation is either an outright pitch for the product, or it starts with a provocative assumption of a problem, then focuses on the product that solves that problem. They want to talk about their problems. If we do, why should I do anything about it?”

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Partners in Excellence

MARCH 1, 2024

Then there are those that are thinly disguised as being issues or customer focused, but are really all about them: “Let us tell you how our products solve these problems… [Insert prospecting, pipeline quality, revenue generation, to name a few.]” No amount of “mouthwash” disguises selling bad breath.

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. So much opportunity is lost, both for sellers and customers, because of diagnostic problems. They don’t perceive any problems. When they engage us, they are just choosing between the offerings they will use to solve their problem.

Manufacturing 110

Manufacturing Represent Clients Education 110

Partners in Excellence

APRIL 1, 2024

Preface : Alex McNaughten , his co-founder, and I have been spending a lot of time talking recently. After this first sales experience, learning fast, solving problems for and serving customers (and my team), I was hooked. Your job is to help people to uncover, understand and then solve their problems.

Sell 96

Sell Finance Quota Sales Experience 96

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. “What is he interested in talking about?” How do you know if he has the problem? I had a fascinating conversation with an outstanding sales person today. Let’s call him “Stephen.”

Pitch 120

Pitch Prospecting Start-ups Conversion 120

Martech

JANUARY 10, 2024

There’s a risk of losing the audience’s attention if you start talking at length about what topic you are covering and why it’s important. If you keep your topic narrow in focus and jump right into the meat of the presentation, you will naturally present information on solving the challenge your audience is facing.

Presentation 121

Presentation Engineering Clients Process 121

Partners in Excellence

FEBRUARY 2, 2024

As we started the company, we realized this technology could be used in dozens of industries applying it to hundreds of different problems. As we studied the problem, we discovered that while we provided great capabilities and insights, the customer struggled in their problem solving, critical thinking.

Manufacturing 110

Manufacturing Engineering Technology Technology 110

Heinz Marketing

JANUARY 9, 2024

Most teams avoid making process changes until there are already rampant problems. If you are continuously asking yourself why it is taking so long to get X thing to market (be it a campaign, asset, or some other resource), it is very likely a process problem. The persistence of this problem means that your process isn’t trackable.

X-functional 92

X-functional Government Strategize Start-ups 92

SaaStr

FEBRUARY 1, 2024

They’ll say it’s OK to not really know the product as long as you know the problem. Well, then how do you solve the problem for a customer? that they themselves use … struggle to sell complicated enterprise products that solve problems they aren’t personally familiar with. At least monthly.

Product 103

Product Engineering B2B Pitch 103

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” Any of the alternatives customers consider will help them address their problem. It’s the experience we create in helping them think about the problem they are trying to address. We aren’t helping them succeed.

X-functional 120

X-functional Price Presentation Product 120

Partners in Excellence

JANUARY 12, 2024

And when we finally do reach someone, they don’t want to talk to us. When we eventually find someone that wants to buy and will talk to us, 60% end in no decision made. When we eventually find someone that wants to buy and will talk to us, 60% end in no decision made. I wouldn’t talk about what I was selling.

Sell 109

Sell Commission Up-sell Quota 109

SaaStr

OCTOBER 11, 2023

Make it an email all of them would buy just reading the email alone — even without ever talking to you, or seeing a demo, or anything else. Tell them exactly how you’d solve a big problem for them. Dear SaaStr: Cold Emails Are Not Working for My B2B SaaS Startup. What Am I Doing Wrong? We’ve all been there. Not every time.

B2B 101

B2B Pitch Trust Prospecting 101

Salesforce

JANUARY 17, 2024

A customer Service Star is a team builder, problem solver, and customer advocate. Whether you’re seeking advice on implementing a specific feature or sharing your success stories, the Service Trailblazer Community is the go-to platform for practical problem-solving. “A Table of contents What is a customer Service Star?

Service 132

Service Customers Networking Negotiate 132

Partners in Excellence

MARCH 22, 2024

Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. It just happened. I said Denver.

Sell 73

Sell Retail Cold Call Commission 73

Partners in Excellence

APRIL 24, 2023

One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. ” The reaction, when I start talking about being helpful and creating value is an understandable, “Dave, you don’t understand, I have to make my quota!” Who has those problems now?

Quota 103

Quota Commission Pipeline Pitch 103

A Sales Guy

JULY 13, 2021

In other words, we make the buyer’s budget problem our problem and we need to stop doing that. In this video, I talk about how letting the buyer’s budget dictate our price is costing us money and how to stop it. The post Overcoming Price Objections by: Not Making It Your Problem appeared first on A Sales Guy.

Price 165

Price Trust Meeting Sales 165

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. Our “interest” in their problem is focused on how we present our solution, getting them to choose us. We, everyone, face worlds of accelerating turbulence, disruption, risk, and uncertainty. You already know that.

Customers 115

Customers Quota Up-sell Conversion 115

Salesforce

OCTOBER 31, 2023

This includes market, customer, and competitive research that uncovers problems your product can solve. This includes market, customer, and competitive research that uncovers problems your product can solve. Congratulations, you’ve smashed your goals! In this world, there is no overnight success.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

SaaStr

MAY 9, 2023

Your customers are paying for a problem to go away, and your product is a means to an end. While marketing might focus on both the end and the means as a part of a strategy, a seller needs to emphasize how to solve a customer pain point. 3 Sales is 57% Listening Did you know that the average B2B seller talks too much?

Objectives and Key Results 112

Objectives and Key Results Sales Up-sell B2B 112

Partners in Excellence

OCTOBER 23, 2023

So often, particularly as leaders and sellers, we are looking for the problem. After all, that’s what we do—solve problems. But the problem is not a person. To meet people where they are at, we have to look deeper than the problem. We have to set aside, for a moment, where we want them to be.

Meeting 114

Meeting Pitch Prospecting Product 114

Partners in Excellence

APRIL 22, 2024

It was in the very early days of Decisionlink, we were solving the problems of business value selling. ” Another area that Jim addresses, perhaps the elephant in the room whenever we start talking about selling, “Negative sales stereotypes are a matter of character, not the profession itself.”

Teamwork 104

Teamwork Sell Strategize Launch 104

Salesforce

FEBRUARY 12, 2024

Whether you’re an executive or an intern, you need to inspire others, influence, solve problems, and, of course, manage teams. We’re talking relationship building to gain people’s trust and build your influence through empathetic leadership. The Salesforce job market is only growing, powered by AI.

Relationship building 116

Relationship building Niche Contact Trust 116

Martech

APRIL 11, 2024

We are really good at solving their urgent problems in this sphere. It’s more listening than talking, showing than telling and more story than preaching. B2B marketing is suffering from an effectiveness crisis, having chased efficiency gains for years. Here’s why. Technology is great at automation and efficiency.

B2B 132

B2B Manufacturing Technology Technology 132

SaaStr

JULY 14, 2023

By doing classic QBRs and jumping in when there are issues — but at scale, not necessarily by solving the issues themselves, but by grabbing other resources to solve these issues. I don’t think you can expect most CS teams at scale to be product experts or problem solvers. More problem process managers.

Product 88

Product Customers Trust Process 88

Sales Gravy

MARCH 9, 2024

These include the eagle (confident, direct, results-driven), the parrot (social, talkative, enthusiastic), the dove (peaceful, harmonious, methodical), and the owl (wise, analytical, observant). Each bird type has its unique communication style and approach to problem-solving. You know it, I know it. Ever wonder why?

Sell 95

Sell Pitch Quota Gaming 95