Partners in Excellence

MAY 14, 2024

We were talking about organizational design, performance, and a number of issues. We were talking about this in the context of organizational performance. But we can look at similar block diagrams we use to represent systems, organizational models, how we allocate our time, and any other thing.

GTM 121

GTM Represent Education Presentation 121

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%. One gets the sense it’s par for the course in today’s sales world. Why would marketing or sales do anything other than this?

SQL 131

SQL Quota Presentation Prospecting 131

Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks. Making the move from sales rep to manager is a common career pathway.

Promote 129

Promote Follow-up Sales 129

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 130

Sell Territory Consult Contract 130

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel?

Pipeline 131

Pipeline Prospecting Closing Process 131

Partners in Excellence

APRIL 17, 2024

We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. But how many sellers have been trained on “change?” ” How many enablement programs include comprehensive training around change and change management?

High impact 134

High impact Service Growth Conversion 134

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” They were probably top performers as sellers. Many sales leaders behave as though they have a big “S” painted on their chests. Then, the manager starts failing.

Closing 137

Closing Sell Sales 137

Salesforce

APRIL 24, 2024

Remember the last time you moved? You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. They don’t have to.

Customers 124

Customers Transportation Government UX 124

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. I contribute my fair share to the clutter.)

Cross-sell 129

Cross-sell Pipeline Meeting Presentation 129

Martech

MAY 14, 2024

In essence, many marketing leaders know how to drive marketing results. However, they do not focus on or do not know how to market internally. Even if you achieve perfect sales attribution (direct and indirect), it still is not earnings or profit and not all marketing exposures are trackable.

Click Through Rate 118

Click Through Rate Promote Finance Technology 118

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people. And they don’t know how to coach.

Pipeline 128

Pipeline Meeting Technology Technology 128

Partners in Excellence

APRIL 10, 2024

For those of you scratching your heads, let me describe the tolerance tack up error. When we are designing a machine, we specify the dimensions and performance characteristics of each part in the assembly. You can imagine all the scenarios, where the variations that are within acceptable tolerances, when put together fail.

GTM 108

GTM Manufacturing Meeting Quota 108

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. Manages press.

Quota 92

Quota Pipeline Follow-up Start-ups 92

Search Engine Land

APRIL 19, 2024

Have you ever been in a situation where not everyone was on the same page? Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. Be detailed.

Contract 108

Contract Clients CRM Meeting 108

Salesforce

MAY 20, 2024

We asked more than 4,800 marketers about how they’re using new data and AI tools. No matter which camp you find yourself in, we’re all trying to build better relationships that move our business forward. We surveyed marketers about how they are tackling this new era. Curious about how to create engaging content quickly?

Territory 113

Territory Follow-up Trust Start-ups 113

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. It comes down to regular examination of resources, performance, and potential. But will they?

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” You don’t want to be wasting your leads! Inevitably, even for our very best performers, their performance declines.

Start-ups 126

Start-ups Up-sell Sell Product 126

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Search Engine Land

FEBRUARY 27, 2024

How many total paid search clients does the agency have and what is the average annual spend of their clients? What percentage of the company’s revenue does paid media management represent? Will you own your accounts or would they? It’s important that you always retain ownership of your account.

Retail 106

Retail Clients Contract Campaign 106

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.

Sales 146

Sales High impact Conversion Process 146

Partners in Excellence

NOVEMBER 6, 2023

I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals. The markets were very similar, the TAMs were similar, everything we looked at showed each region should be performing at roughly the same levels. What can we change that would dramatically improve performance?”

Territory 149

Territory Growth Presentation Meeting 149

Partners in Excellence

JANUARY 22, 2024

Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. I ask: “How does your customer make money?” But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money.

Customers 127

Customers GTM Trust Up-sell 127

Search Engine Land

MARCH 19, 2024

Performance Max ads have been touted as an efficient way to manage Google Ads across multiple Google-owned channels, making campaign management simpler for PPC advertisers. On the surface, I’ve seen great results from our clients’ Performance Max campaigns, but it’s certainly left me wondering which channels performed best.

Campaign 106

Campaign CTR Retail Networking 106

Martech

MAY 1, 2024

Rapidly advancing generative AI models promise to help scale marketing and sales functions by automating customer conversations. Information management and storage company Iron Mountain adopted a gradual and surefooted approach to adopting digital assistants and making conversational AI a driver of engagement and revenue growth. “Our

Conversion 106

Conversion Objectives and Key Results Drivers/motivators Trust 106

Search Engine Land

APRIL 1, 2024

These new capabilities allow you to generate reporting breakdowns of your audience and target individuals interested in your products or services who haven’t yet made a purchase. Meta now offers a new segment to analyze results in Ads Manager. Why we care. Report breakdown. Get the daily newsletter search marketers rely on.

Campaign 106

Campaign Launch Service Conversion 106

Search Engine Land

FEBRUARY 23, 2024

LinkedIn released a new guide detailing actionable steps and tactics you can take now to maximize campaign performance in the absence of third-party cookies. Amid regulatory changes and reduced identifiers, the playbook offers advice on how to meet the demand for personalized ad experiences in a cookieless world. Why we care.

A/B testing 122

A/B testing Finance Campaign CRM 122

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. All you need to start is your website URL and Google AI will help you create optimized Search campaigns by generating relevant ad content, including creatives and keywords.”

Campaign 126

Campaign Conversion Clients Technology 126

Partners in Excellence

MARCH 26, 2024

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. ” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career.

Sell 121

Sell Cross-sell Finance B2C 121

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. Finally, scalability and personalization have become buzzwords, but you can’t accomplish either without strong analytics – and getting that has been an uphill climb for many businesses.

Government 114

Government Campaign Follow-up Conversion 114

Martech

MAY 23, 2024

Having spent more than a decade working with tools like HubSpot, I’ve seen how powerful these platforms can be for marketing and sales growth. This new platform component packs a lot of opportunity into one area — in theory, it makes creating and managing content easier. Content is still king.

Growth 95

Growth Conversion Launch Gaming 95

Search Engine Land

SEPTEMBER 12, 2023

Even the most traditional PPC manager can’t deny it anymore: Performance Max can do amazing things. Of course, that requires you to approach it with a different mindset than Search and Shopping. Let me give you an example. Try that with Performance Max, and you’ll force it into doing something it’s not built for.

Campaign 141

Campaign Retail Lead generation Pharmaceutical 141

Martech

DECEMBER 11, 2023

Sales executives and marketers are caught in a Catch-22 that says we need more marketing activity because we have more sales resources — we have more sales resources, so we need more marketing. How did we get here? As a result, sales organizations have added enormous headcounts of SDRs and BDRs.

Quota 123

Quota Sales Pipeline B2B 123

Partners in Excellence

APRIL 25, 2023

These experts are providing insights around how to personalize outreaches through ChatGPT prompts. I won’t show you the entire conversation I had with ChatGPT, but just an illustration. Managing financial performance. Managing cash flow. Managing risk. Forecasting and budgeting. Raising capital.

Prospecting 118

Prospecting Technology Technology Conversion 118

Partners in Excellence

DECEMBER 7, 2023

Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. How are people using these tools? How are they leveraging them to differentiate their engagement strategies? “What’s the basis for that judgement, Dave?

CRM 139

CRM Technique Conversion Customers 139