Partners in Excellence

APRIL 25, 2024

It’s not wrong, but it’s not completely right. 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? It would never cause people to think about, “What if we changed our win rate?

Pipeline 125

Pipeline Prospecting Closing Process 125

SaaStr

MAY 20, 2024

So there are times in startup life when it seems like a wave is just overpowering you, that there is only so much you can do. But startups aren’t always as agile as social media paints them to be. It can take years for some SMB SaaS companies to hit and cross 100% NRR, for example. ” Let’s make a list: #1.

Engineering 112

Engineering Product Customers Sales 112

Partners in Excellence

APRIL 5, 2024

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. So it remains stimulating and exciting after many years.

Sell 126

Sell Territory Consult Contract 126

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!” ” They go on to say, “The easiest way to hit your goals is to give all the best opportunities to your top performers.!”

Start-ups 120

Start-ups Up-sell Sell Product 120

Partners in Excellence

MARCH 5, 2024

Everyone that’s responding is an extreme high performer. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year.

Territory 127

Territory Sports Technique Represent 127

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!” ” It’s easy to understand this. They were probably top performers as sellers. Many sales leaders behave as though they have a big “S” painted on their chests.

Closing 135

Closing Sell Sales 135

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 they leveraging them to differentiate their engagement strategies? Sellers aren’t using them, or they use them minimally to keep managers off their backs.

CRM 136

CRM Technique Conversion Customers 136

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. Far too few cross it, though most intend to.

Cross-sell 124

Cross-sell Pipeline Meeting Presentation 124

Partners in Excellence

MARCH 20, 2024

” I take these hacks, trying them out myself. I refine them, suggesting a certain industry or market. I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. What are trends… ? How do I handle objections… ?”

Gaming 131

Gaming Engineering Presentation Start-ups 131

Martech

MAY 14, 2024

The problem of marketing ROI is simple, but it’s difficult to solve. While the operational marketing metrics and improved attribution are critical to growing the marketing function and making it more efficient, they rarely have visceral meaning outside of the marketing group. Many marketers believe these metrics are ROI.

Click Through Rate 120

Click Through Rate Promote Finance Technology 120

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless discussion on “the numbers” and the challenges of achieving them. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” I talk to them about it.

Pipeline 121

Pipeline Meeting Technology Technology 121

Partners in Excellence

APRIL 17, 2024

It is impossible for us to grow our business. If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change.

High impact 130

High impact Service Growth Conversion 130

Martech

DECEMBER 11, 2023

In 1961, the novel “Catch-22,” by Joseph Heller was published and its title immediately became short-hand for an all-too-familiar type of organizational lunacy: circular reasoning. In a period of soft demand, like now (and probably 2024), investments in scaling sales and marketing efforts have led to a Catch-22 for both groups.

Quota 124

Quota Sales Pipeline B2B 124

Salesforce

MAY 20, 2024

Marketers ranked artificial intelligence (AI) implementation as both their number one priority and number one headache — highlighting its pivotal role as both a beacon of promise and a daunting challenge. To others, it means unanswered questions, uncharted territory, and unsolved challenges. What did we find? The two go hand in hand.

Territory 113

Territory Follow-up Trust Start-ups 113

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. I leverage them constantly through my day, but for very different purposes than the majority of sellers. Try it yourself. Or any market or industry.

Healthcare 129

Healthcare Drivers/motivators Engineering Presentation 129

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” It’s our mindless focus on volumes/velocity and pitching our products through endless sequences. ” But, we shouldn’t be shocked or surprised. For much of their buying, this makes sense.

Quota 125

Quota Trust Pitch Up-sell 125

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

SaaStr

MAY 13, 2024

What I’ve learned from sponsors at the Annual is that folks that know how to do field marketing well — crush it with 10,000+ SaaS CEOs, founders, VPs, etc. Brex, Looker, Intercom, IBM, and many other both established and up-and-coming SaaS leaders told us it performed as well or better than anything else they’ve done.

Quota 90

Quota Pipeline Follow-up Start-ups 90

Search Engine Land

APRIL 19, 2024

While Google’s responsive search ads (RSAs) have come a long way from the simple text ads of the past, there are still plenty of opportunities to optimize and take your PPC performance to new heights. Learning periods will be ongoing and performance insights will be limited. This is why. Very eye-catching for users. See terms.

CTR 113

CTR A/B testing Objectives and Key Results Campaign 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

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. To keep your sales team motivated when things are tough, you need to reward them for their victories.

Commission 104

Commission Territory Quota Drivers/motivators 104

Search Engine Land

FEBRUARY 15, 2024

Lead generation isn’t just about driving leads; it’s about filling your funnel with qualified leads. You need something that will hook the prospect enough to make them want to give you their information. “If you don’t have these three things, you might as well just forget about it,” Waddington said.

Lead generation 117

Lead generation Campaign SQL CRM 117

Salesforce

APRIL 24, 2024

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. But it has its challenges.

Customers 124

Customers Transportation Government UX 124

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 109

Campaign CTR Retail Networking 109

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. It combines your expertise with Google AI. While the AI model is not without criticism, here’s my take on Gemini after field testing its capabilities.

Campaign 127

Campaign Conversion Clients Technology 127

Search Engine Land

MARCH 6, 2024

While this question pertains to machine learning and not specifically AI, it provides a great backdrop for the world we are working in. Google and Microsoft accounts contain valuable historical performance data and examining winning assets from the past is an excellent starting point for today.

A/B testing 125

A/B testing Campaign Networking Engineering 125

Search Engine Land

NOVEMBER 20, 2023

The feature was rolled out in September for general availability in eight languages: Dutch English French German Italian Japanese Portuguese Spanish Now, two months on, the Google team is still receiving questions from perplexed advertisers that it would like to address. Why we care. ” How are ACA used? ” Can I remove ACA?

Campaign 120

Campaign Engineering Closing Conversion 120

Martech

MAY 1, 2024

Rapidly advancing generative AI models promise to help scale marketing and sales functions by automating customer conversations. Our objective is to handle the volume of communications to redirect a visitor to the correct support team, or to qualify them for a sales opportunity.”

Conversion 112

Conversion Objectives and Key Results Drivers/motivators Trust 112

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. Try that with Performance Max, and you’ll force it into doing something it’s not built for. That includes: Text.

Campaign 142

Campaign Retail Lead generation Pharmaceutical 142

Martech

FEBRUARY 8, 2024

It was the early aughts. And martech was about to turn the world on its head. We need you to set it up, and figure out how we use it.” We were doing it all back then, with very little playbook guidance: Lead magnets. It was empowering. SQLs (Sales Qualified Leads). SALs (Sales Accepted Leads).

B2B 130

B2B Technology Technology Pipeline 130

Partners in Excellence

APRIL 22, 2024

It was in the very early days of Decisionlink, we were solving the problems of business value selling. They were just launching the company, I was advising them on the launch strategy. We were leaders driving competitive sales organizations. It was 1976 and I took a job with an early software company.

Teamwork 122

Teamwork Sell Strategize Launch 122

Search Engine Land

APRIL 19, 2024

It happens often in the workplace and usually is caused by different expectations among stakeholders. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. Or is it a hybrid? Spell out what work you intend to perform. Be detailed.

Contract 112

Contract Clients CRM Meeting 112

SaaStr

FEBRUARY 8, 2024

Dear SaaStr: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. Let them go. Not to save money, but to concentrate the leads you do have in those that can close them. Be more involved as the CEO with sales.

Quota 88

Quota Sales Closing Gaming 88

Martech

MARCH 19, 2024

. “I personally believe it’s all about infusing AI, from planning all the way through analytics, which will also enable a unique customer experience.” Furthermore, Sales and Marketing, combined, was flagged as one of four functional groups likely to deliver 75% of that value. Campaign monitoring and performance analytics.

Customers 115

Customers Campaign Repeat business Referrals 115

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs.

Quota 100

Quota Finance Drivers/motivators GTM 100

Search Engine Land

MARCH 27, 2024

This article explores Meridian’s key features, capabilities and limitations, comparing it with Meta’s MMM called Robyn. Understanding marketing mix models The marketing mix model empowers marketers to analyze how various marketing strategies influence sales and forecast future results.

Strategic planning 118

Strategic planning Technique Drivers/motivators Territory 118

Partners in Excellence

JANUARY 22, 2024

Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. People respond, “They run IT, they manage sales, they design new products, they are marketing people…” But then when I ask, “What’s that mean? ” Usually it’s crickets.

Customers 120

Customers GTM Trust Up-sell 120