Martech

OCTOBER 6, 2023

Success metrics have evolved beyond impressions, opens, and click rates, with privacy changes like Apple iOS 15’s open-blocking feature pushing marketers to rethink impact measurement. New martech tools focus on measuring marketing impact, tracking customer journeys and analyzing sales funnels.

SQL 135

SQL Pipeline Education Campaign 135

Partners in Excellence

MAY 27, 2021

Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience. There are countless examples of alignment and collaboration problems within sales itself, or marketing, or customer experience. In a lot of it, I wonder, “What problem are we really trying to solve?”

Strategic planning 121

Strategic planning Manufacturing Legal Finance 121

Martech

MARCH 4, 2024

Dig deeper: Rethinking the marketing planning process for an agile world 3. Dig deeper: Rethinking the marketing planning process for an agile world 3. Until recently, it was the corporate norm to focus on internal company sales goals with little consideration of customers’ impact.

Technology 111

Technology Technology Launch Product 111

Martech

DECEMBER 4, 2023

Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness. Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness.

B2B 104

B2B Represent Campaign Strategize 104

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. And we are seeing similar changes in how customers buy.

Up-sell 101

Up-sell Growth Sell Conversion 101

Partners in Excellence

FEBRUARY 10, 2021

And it forces us to rethink how we engage these customers in selling. By doing this, we potentially miss the change in the activities being undertaken in the buying process and how we align our engagement strategies with how our customers buy. Total time spent with sales people from all the vendors they are considering is 17%!

Sell 118

Sell Presentation Process Customers 118

Selling Power

DECEMBER 9, 2020

Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation!

Conversion 116

Conversion B2B Sales Sell 116

Heinz Marketing

MAY 6, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. 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. Prospecting via Email?

B2B 96

B2B Prospecting Referrals Sales 96

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. As sellers, too often our “discovery” process really focuses on giving the opportunity to pitch our products. Questions driven by curiosity, cause everyone involved to rethink and reimagine, to consider new possibilities.

Legal 119

Legal High impact Pitch Conversion 119

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We have our classic, “marketing catches them/sales skins them” approach.

Objection handling 105

Objection handling Quota Entertainment Up-sell 105

Sales Hacker

JANUARY 30, 2024

Pipeline better aligns with sales Tell your sales team you plan to double the number of MQLs, and you’ll likely be met with eye rolls. Pipeline better aligns with sales Tell your sales team you plan to double the number of MQLs, and you’ll likely be met with eye rolls.

Pipeline 90

Pipeline Represent Pitch CRM 90

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” Managers spend time helping them become productive.

CRM 104

CRM Pipeline Process Product 104

Partners in Excellence

JUNE 21, 2022

Simplistically, are marketing, sales, customer experience creating a consistent experience for the customer. Technologies and new methods caused us to rethink, all oriented around improving performance and our abilities to engage customers. ” When I get confused with these kinds of things, I tend to rethink and reconsider it.

Cross-sell 70

Cross-sell Inside sales Growth Technology 70

Partners in Excellence

MARCH 16, 2023

Some things we need to think about: We need to abandon our current silo based structures of marketing, sales, customer support; adopting an integrated customer engagement organization. The old functions of marketing, sales, customer support are no longer useful structures in our customer engagement strategies.

Up-sell 73

Up-sell Growth Customers Sell 73

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 123

Process Customers Manufacturing Sales 123

Partners in Excellence

MAY 4, 2022

It’s the start of the process in considering change. Our role is to facilitate this introspective discovery process. While these are useful if we have that information, insights can be much simpler. And insights can be much more personal and relevant than an industry disruption.

Conversion 108

Conversion Gaming Customers Process 108

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 118

Process Customers Manufacturing Pipeline 118

Martech

FEBRUARY 29, 2024

Consulting organizations There are a wide variety of consultancies specializing in delivering marketing and sales technology-related services, from small agencies with a narrow technology focus to large generalized firms. For consultants to continue to be relevant and add value the model needs to evolve.

Consult 102

Consult Technology Technology Clients 102

Heinz Marketing

DECEMBER 8, 2023

Challenges of Implementation Implementing a CoE requires significant changes to work processes and organizational structure. 1. Shifts in Sales and Marketing Roles When transitioning to a CoE, teams must rethink how they qualify and prioritize leads, manage customer outreach, and use digital tools to engage with customers.

Cold Call 78

Cold Call Consult Represent Launch 78

Sales Hacker

NOVEMBER 3, 2023

This week, I’m breaking down what we’re seeing and hearing in the market and what candidates can do to differentiate in the hiring process. Nailing the interview process: Here’s one way to nail the interview process once the interview is landed: 1. It’s a strange hiring market out there especially at early-stage companies.

GTM 87

GTM Represent Growth CRM 87

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” A few examples: We tend to think of marketing, sales, customer experience as separate functions. Sales takes those opportunities moving them into orders.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

DECEMBER 27, 2022

We’ve known the number of people involved in the buying process is increasing. I can just imagine marketing and sales managers adjusting their outreach strategies—dial up the email sequences to 66 or more, buy more power diallers to ramp up the daily dials, sextuple the meaningless social outreaches. Profoundly so!

Prospecting 77

Prospecting Referrals Contact High impact 77

Partners in Excellence

MAY 10, 2022

Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. But then, they get into the process of figuring out what to do, why, and how to move forward in their problem solving/buying process. Thought leadership is important. Having a point of view, creates interest.

Pitch 100

Pitch Presentation Process Customers 100

Partners in Excellence

FEBRUARY 24, 2022

Guru’s and sales execs alike are talking and investing in tools that allow sales people to engage over virtual platforms like Teams, Zoom, and others. Guru’s and sales execs alike are talking and investing in tools that allow sales people to engage over virtual platforms like Teams, Zoom, and others.

Up-sell 68

Up-sell Meeting Sell Process 68

Partners in Excellence

SEPTEMBER 15, 2021

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. For all sales professionals, this concept of value offers us tremendous ability to differentiate ourselves and compete more effectively.

Price 112

Price Growth Sell Customers 112

Partners in Excellence

JUNE 26, 2022

Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves. Again, too few sales people understand this, failing to help the customer feel good/confident about the decision.

Price 100

Price Presentation Customers Sell 100

Partners in Excellence

AUGUST 12, 2020

It has forced each of us to rethink, reset, and change. But it seems the focus of this is more content through more channels, along with content that aligns with where the customer is in their buying process. We all know that selling is changing profoundly. A lot has been made of “virtual selling.” Why different?”).

Sell 158

Sell Growth Process Meeting 158

Partners in Excellence

MARCH 15, 2022

Most of our “sales processes” are failing us. First, sales people don’t pay attention to them or execute them poorly. Second, we have outdated views of the sales process. Having said this, a sales process is very important–not just to us, but also to our customers.

Process 81

Process Cross-sell Sales Sell 81

Heinz Marketing

FEBRUARY 13, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Don’t “Hack” Sales Unless You Know These 3 Things. The hard work that companies and sales leaders need to do can’t really be ‘hacked’. Rethinking Sales Enablement.

B2B 115

B2B Lead generation Territory Retail 115

Partners in Excellence

DECEMBER 1, 2021

.” It got me reflecting on much of what I see when working with executives and sales people. Over the past 15 plus years, in selling, the pendulum has swung very far in a direction to remove the “humanity” out of sales and selling. Each becomes a “widget” in the process.

Manufacturing 118

Manufacturing Technology Technology Sell 118

Salesforce

FEBRUARY 15, 2024

During the 2023 holiday season, $199 billion of sales were influenced by AI. They can also use it to automate tasks and streamline processes across the organization. You can ask retail AI to recommend improvements to processes that will address customer pain points and improve the shopping experience. What do shoppers want next?

Retail 92

Retail Promote Strategic planning Price 92

Martech

SEPTEMBER 22, 2023

Infusing genAI capabilities will impact multiple campaign processes, including marketing and sales alignment, field marketing and reporting/analytics. But the most disrupted processes will be campaign content management, with its potential impacts: Ensuring brand consistency. Part 1 is here and Part 2 is here. Register free.

Government 115

Government CRM Campaign Launch 115

Partners in Excellence

JUNE 28, 2020

I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. One might think these “sales people” are focused on the simplest, transactional deals.

Sell 98

Sell Pipeline Meeting Customers 98

Partners in Excellence

OCTOBER 4, 2023

What if we set a goal of reducing the number of opportunities that customers abandon late in their buying process? Then what about those customers that start a change process, but abandon it before they engage sellers. We are underperforming the potential. Let’s look at some “opportunity” math. Yet they fail!

Quota 110

Quota Growth Sell Process 110

Partners in Excellence

AUGUST 12, 2021

For example, sales people can make back to back sales calls through the whole day. We are optimizing to our own objectives, ignoring how the customers want to be engaged and their preferred buying process. Customers are buying differently–and they are reducing their need/preference to use sales people in that process.

Sell 118

Sell Sales Up-sell Sales Support 118

Martech

FEBRUARY 23, 2024

It’s regularly used to communicate special offers, sale pricing and important information like holiday hours for physical retail locations. I’m not a fan of the television show “Survivor,” but let’s just say it gets viewed in our home and leave it at that. But what does this have to do with email marketing? Reported spam rates (i.e.,

Retail 98

Retail B2B Quota Represent 98

Iannarino

JUNE 16, 2021

From Legacy to Modern Sales Approaches Parts 1-3: Part 1 | Approaches. From Legacy to Modern Sales Approaches Parts 1-3: Part 1 | Approaches. 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. You need to make sales.

Clients 162

Clients Sales Prospecting Conversion 162