Partners in Excellence

JUNE 9, 2021

To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. Somehow, our engagement strategies are less and less effective.

Manufacturing 143

Manufacturing Technology Technology Up-sell 143

Search Engine Land

APRIL 23, 2024

Cox Automotive has spent the past two years building a more complete picture of prospects and clients, including combining role, engagement and product purchase data from across its brands into a centralized location. Learn why Gartner named Salesforce a Leader, placing highest in ability to execute and furthest in completeness in vision.

Government 134

Government Campaign Follow-up Conversion 134

Heinz Marketing

MAY 6, 2023

Prospecting via Email? You Need to Nail These 3 Things by David Priemer Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. How can you ensure you break through the noise, hook prospects in, and move your deals forward? It’s also one of the most overused and abused.

B2B 96

B2B Prospecting Referrals Sales 96

Partners in Excellence

DECEMBER 2, 2020

We have had to rethink everything we do. What’s really intriguing is the pandemic has provided a forcing function, driving us to make changes or rethink ours strategies and approaches–but they are things we should have done years ago, independent of the pandemic. What Do Our Customers Care About Now?

Up-sell 103

Up-sell Sell Growth Conversion 103

Partners in Excellence

DECEMBER 27, 2022

We don’t solve these by doing more, we must dramatically rethink everything we do to reach and engage prospects! It will drive more prospects to Rep-Free buying experiences! How do we rethink our digital engagement strategies? Prospecting is important to these sellers. Profoundly so! What do we do?

Prospecting 77

Prospecting Referrals Contact High impact 77

Membrain

FEBRUARY 26, 2023

Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following: Hitting quota, making commission Beating the competition Pitching products/solutions Prospecting, getting meetings Executing messaging sequences and outreaches across all channels to get meetings Persuading people to buy (..)

Commission 126

Commission Quota Negotiate Pitch 126

Martech

DECEMBER 3, 2021

Content has become the primary tool we use to create a dialogue with our prospects and cultivate online customer relationships. But with the overabundance of information overloading your customers and prospects, it becomes difficult for them to find a trustworthy source of information.

Niche 109

Niche Education Prospecting Conversion 109

Partners in Excellence

MAY 5, 2021

Let me give a very simple example: (Number of dials) x (Answer rate) = (Number of prospecting conversations). This is a fundamental equation we all use in prospecting. Doing the math: (100 dials) x (5% answer rate) = 5 prospecting conversations. We need 100 prospecting conversations!” But what if we paused a moment?

Pipeline 77

Pipeline Quota Cross-sell Prospecting 77

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing).

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

SaaStr

FEBRUARY 27, 2024

Companies need to rethink GTM organization design. Scenario 2 For the same 36 sellers, you’re seeing an AE to SDR ratio closer to 1:1, which is a fair attempt to boost pipeline generation and take prospecting responsibility off the sellers. There needs to be rethinking around GTM design. Now, fast forward to today’s scenario.

Go To Market 84

Go To Market GTM Non-Profits Quota 84

Partners in Excellence

OCTOBER 9, 2022

Prospecting is, probably, the most difficult part of selling. I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management. I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management.

Cold Call 126

Cold Call B2B Prospecting Up-sell 126

Martech

APRIL 23, 2024

Cox Automotive has spent the past two years building a more complete picture of prospects and clients, including combining role, engagement and product purchase data from across its brands into a centralized location. Learn why Gartner named Salesforce a Leader, placing highest in ability to execute and furthest in completeness in vision.

Government 68

Government Campaign Customers Follow-up 68

Partners in Excellence

DECEMBER 28, 2022

Over a decade ago, we developed new strategies for prospecting, leveraging specialized roles, technologies that enable high volume/velocity outreach, and multi-touch sequences. Multi-touch worked, at one time we had to touch the prospect roughly 7 times. And since we aren’t alone, we can do this rethinking with others.

Up-sell 68

Up-sell Growth CRM Promote 68

Iannarino

JUNE 16, 2021

While it’s certainly possible to lose a deal later in the process, a poor client experience during discovery tends to inspire prospective clients to look elsewhere. If the prospective client does not have the “right” need, the legacy laggard salesperson is trained to “build the need” for whatever it was that they were selling.

Clients 155

Clients Sales Prospecting Conversion 155

Sales Hacker

OCTOBER 13, 2023

When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air. How to do it: Map your prospects to your partners. She has implemented the use of AI from creating personalized ads based on the tech stack of the prospective customer to rewriting 100 blogs in 100 hours using Writer.

GTM 98

GTM UX Go To Market CRM 98

Partners in Excellence

FEBRUARY 16, 2022

But this constant change demands that we continue to reassess, rethink, redesign, reinvent everything that we do. Related Posts: Rethinking BDRs? My $500K SDRs If Prospecting Is The Toughest Part Of Selling, Why… Are We Getting Prospecting Wrong? We live in a world of constant, accelerating change.

Up-sell 78

Up-sell Conversion Follow-up Process 78

Partners in Excellence

OCTOBER 30, 2022

…and there are a few more… Again, what becomes clear is that we have to completely rethink and change our approach. Look at what you have to change if to engage a higher percentage of customers in your prospecting conversations. The post “You Have To Make Your Number With Only 50% Of Your Current Prospecting Calls!”

Prospecting 74

Prospecting Pitch Conversion Start-ups 74

Martech

JANUARY 8, 2024

And it’s causing a big rethink on the viability of web-based analytics — a category caught in the crossfire between government regulators, Big Tech and our own moral dilemma about how much we should be tracking people. The reason for this is one word: privacy. But there is opportunity amidst the chaos. billion category.

Drivers/motivators 127

Drivers/motivators Trust Government Represent 127

Partners in Excellence

NOVEMBER 16, 2021

We prospect to find potential opportunities, we qualify some with the idea the prospect is interested in buying our products. Perhaps we need to start rethinking our sales process, aligning it more with what customers are going through and helping them achieve their goals — so we can achieve ours.

Process 131

Process Customers Manufacturing Sales 131

Partners in Excellence

NOVEMBER 14, 2022

Disciplined time management, focused prospecting, addressing customer challenges/business problems in meaningful ways–not pitching their products. looking beyond their current customers, proactively engaging prospects where they can have a proven impact on helping them with the current economy. They are, also.

Pipeline 131

Pipeline Pitch Technique Clients 131

Partners in Excellence

MARCH 16, 2023

It seems all the things we used to do; the things that engaged customers and prospects, the things we knew would produce results, the things that drove our growth; no longer work. The structures and organizations we put in place to execute our prospecting, customer engagement, and opportunity management strategies.

Up-sell 73

Up-sell Growth Customers Sell 73

Heinz Marketing

MARCH 24, 2022

As marketers, we rely on email as one of few channels to not only reach our prospects but to also nurture connection and impart value. In all the cases where you aren’t thanking your prospect or previewing a launch, consider leading with another category of magical words – action verbs. . It’s your opening line. Magic Words.

A/B testing 119

A/B testing Technique Launch Consult 119

Partners in Excellence

DECEMBER 1, 2021

We prospect to find potential opportunities, we qualify some with the idea the prospect is interested in buying our products. Perhaps we need to start rethinking our sales process, aligning it more with what customers are going through and helping them achieve their goals — so we can achieve ours.

Process 118

Process Customers Manufacturing Pipeline 118

Partners in Excellence

JANUARY 22, 2022

Some of the most fashionable are: Cold calling, prospecting, any kind of email, social channels, pitches, sales people, …… The lists go on and on. I’ve seen customers welcoming cold calls, prospecting, other meetings. Related Posts: Selling Doing What You Have To Do I Hate Prospecting! Digital Wastelands.

Cold Call 90

Cold Call Customers Pitch Up-sell 90

Partners in Excellence

JANUARY 12, 2022

They need to address new opportunities, they need to solve problems, they need to rethink and do things differently. Sometimes, it’s we that incent the customers to change, whether through our content at our websites, our customers talking to others, or our prospecting. Often, customers incite themselves to change.

Technology 59

Technology Technology Prospecting Customers 59

Partners in Excellence

FEBRUARY 7, 2023

As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. I know thousands of sales people will be forwarding this article to their managers, saying, “This guy says outbound is dying, I don’t need to do more prospecting!” We have to rethink what we do.

Tradeshows 124

Tradeshows Construction Prospecting Conversion 124

Sales Hacker

JANUARY 30, 2024

On the other hand, pipeline represents genuine prospects with a vested interest in your offerings. They are a vanity metric While MQLs may provide a sense of accomplishment, they often fall short of translating into actual revenue. It is a superior predictor of revenue, making it the true North Star for any marketing team.

Pipeline 90

Pipeline Represent Pitch CRM 90

Partners in Excellence

SEPTEMBER 28, 2023

And doing this would improve our own time utilization, because it is more likely to result in a high impact conversation with the customer/prospect. We did this years ago in our own engagement strategies by rethinking our customer meetings. We have the tools that help us do this, we just have to use them.

High impact 118

High impact Meeting Customers Closing 118

Partners in Excellence

MAY 11, 2020

” We make dozens of prospecting calls, send hundreds of emails. Our prospecting is very different. It’s about them, not us, so our prospecting strategies are never about our products. Rethinking Prospecting Solution Buying. I’m busting my ass selling to them?” We get things backwards.

Sell 110

Sell Pitch Technique Prospecting 110

Partners in Excellence

FEBRUARY 22, 2023

Prospecting, getting meetings. Help them commit to rethinking what they currently do and commit to change. ” Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following: Hitting quota, making commission. Beating the competition. Pitching products/solutions.

Commission 68

Commission Quota Negotiate Pitch 68

Partners in Excellence

AUGUST 30, 2021

Qualifying our prospects/customers is critical for sales people. Sales Performance, It's Not "Them" Rethinking Qualifying Is This Good Business For Us? We want to make sure we are pursuing the right opportunity, that the customer has a compelling need to change, and that they are serious in considering our solutions/services.

Contract 105

Contract Trust Service Customers 105

Martech

FEBRUARY 24, 2022

And while the cost alone is staggering, the findings go much deeper—illuminating the far-ranging impacts of ineffective communication today and the need to fundamentally rethink productivity and engagement in the workplace. Effective communication across teams, customers, and prospects is essential as workplace demands evolve.

Technology 101

Technology Technology Growth Follow-up 101

Martech

JANUARY 12, 2024

We must rethink what it means to be effective in marketing. Evaluate and integrate your approach to an effective omnichannel strategy that provides a consistent and seamless experience across all touchpoints for your prospects and customers. It’s a challenge beyond being more efficient with limited resources.

B2B 130

B2B Construction Strategize Growth 130

Partners in Excellence

DECEMBER 14, 2021

I wonder if we need to rethink our concepts of sales and marketing and how we organize to provide those functions within the organization. As the web involved, it created websites to engage prospects. Sales tended to start with prospects that were curious or interested. It drove programs to create leads.

Sales 73

Sales Education Process Prospecting 73

Partners in Excellence

MARCH 10, 2021

Recently, I wrote, Rethinking Sales Enablement. Presentation techniques, objection handling, closing, prospecting technique are not helpful to our customers. Related Posts: Rethinking Sales Enablement Learning From Failure Buying/Selling Vs Buyer/Seller Sales Is Simple, Buying Isn't! I want to build on this theme.

Objection handling 74

Objection handling Cross-sell Technique Sales 74

Martech

FEBRUARY 23, 2024

Here’s the cast of characters for season one of “Email Island”: Email marketers As email marketing turns 25(ish), it remains an important channel for reaching customers and prospects. It’s regularly used to communicate special offers, sale pricing and important information like holiday hours for physical retail locations.

Retail 102

Retail B2B Quota Represent 102