Partners in Excellence

OCTOBER 23, 2020

The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked me what I like about the competition. At first, I thought it a clever approach. He might then start to talk about his solution in the context of the things I highlighted.

Presentation 145

Presentation Sell Customers Product 145

Search Engine Land

SEPTEMBER 19, 2023

We all love Netflix binge-watching now, but do you remember how you first learned about Netflix? This article will break down my approach to what I call “Trojan Horse SEO” for category creation: Researching the existing market you’ll disrupt. And try to dig up industry reports that talk about how things are shifting.

Transportation 135

Transportation Represent Service Drivers/motivators 135

Search Engine Land

JANUARY 10, 2024

Have any big competitors made big moves in 2023? Audience insights: Has anything changed about how customers search or buy your product or service? Audience understanding should be foundational to your strategy. When did you last map the customer journey? Competitors: Are you still monitoring the right competitors?

Strategize 138

Strategize Launch Start-ups Engineering 138

Search Engine Land

FEBRUARY 19, 2024

However, when reviewing these articles, I noticed that something was missing. I don’t find that useful, as better is often subjective. Strategy development should answer the question of how you create something better (rather than just to create something better). This plan should deliver the tactical components of the strategy.

Strategize 117

Strategize Niche Angle UX 117

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. If you have fans who sincerely love your brand, they are a lot less likely to churn and leave you for a competitor. There’s a reason why all of our competitors invest into customer communications.

Niche 137

Niche Intrinsic Campaign B2B 137

Martech

JUNE 29, 2023

Supreme Court Justice Potter Stewart is famous for the expression, “I know it when I see it,” which describes his threshold test for obscenity. Too many teams look at their competitors, Linkedin or random conference presentations. Why would you want to be the 1,000th company making short videos about shoes?

Non-Profits 117

Non-Profits Technique Appointment Pitch 117

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. This is why open ended questions are great for gathering information and understanding the needs, wants, and pain points of a customer.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

AUGUST 23, 2023

While most of their work is on identifying, qualifying, closing current opportunities, they must also be investing time thinking about the future: What are the biggest challenges my customers/accounts will be facing in the coming 2-3 years? Who should I be talking to about those challenges?

Strategize 103

Strategize Growth Follow-up Closing 103

Search Engine Land

MAY 3, 2024

With this clear shift to more localized SERPs, businesses should invest both in improving their current service area pages and building new service area pages targeting the cities/towns where they want to generate more organic leads. Many people worry about duplicate content when creating many service area pages.

Service 106

Service Trust Clients Cross-sell 106

ClickFunnels

JANUARY 30, 2022

Perhaps podcasts represent another shift in the rising mobile marketplace , as more and more marketers continue to devise ways to reach their customers on-the-go. Entertain – Although the traditional radio may be a dying medium, consider that customers have been listening to their entertainment for decades on end. Great question.

Entertainment 234

Entertainment Represent Click Through Rate Education 234

Sales Hacker

MAY 23, 2023

Take my word for it: I’m a (co)founder myself. I started a marketing analytics company which I sold in 2020. Shortly after that, I co-founded The Quota , a newsletter for salespeople. And before that, I worked with tech startup founders across almost every vertical imaginable at an app development studio.

Sell 94

Sell GTM Quota Up-sell 94

Search Engine Land

FEBRUARY 6, 2024

Digital PR for SEO is about the online reputation of a company and its products/services, customer journey touchpoints, and garnering share of the company’s information across various platforms. For example, I asked, “who is Barry Schwartz from search engine roundtable?” And it’s just getting better.

Represent 114

Represent Engineering Niche Service 114

Partners in Excellence

SEPTEMBER 20, 2023

Growing up, often my Dad, and sometimes my Mom, would really p**s me off. ” My sisters and I always had more interesting things we wanted to do, whether it was getting together with friends or watching something on TV. It wasn’t because I wanted to, but I had to get my homework done to pass my courses.

Meeting 81

Meeting Clients Niche Consult 81

Partners in Excellence

MARCH 1, 2024

They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. Alternatively, they actually reach out, asking to talk. But there’s something fascinating about addressing those segments of the market.

Manufacturing 77

Manufacturing GTM Represent CRM 77

SaaStr

OCTOBER 3, 2023

I can’t tell you how many interviews I’ve done for a wide variety of roles, from SDR to COO, where the candidates literally were guessing what the company really did during the interview: Not too long ago, I did a final CRO interview to help a portfolio company. The other day I did a similar final, fourth round interview for a VPM.

Consult 90

Consult Price Up-sell Presentation 90

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. ” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle.

Sell 127

Sell Up-sell Start-ups Customers 127

Iannarino

AUGUST 7, 2021

Many believe that cold calling is dead, but the successful use it to outproduce their competitors. Without knowing you or how many emails you received, I would be willing to bet that the answer is zero. Recently, I saw a sales job advertised on LinkedIn promising that employees would not have to cold call any prospective clients.

Cold Call 256

Cold Call Clients Sales Pitch 256

Search Engine Land

FEBRUARY 27, 2024

But I truly believe there’s much more to gain than lose by fully (and responsibly) embracing GPTBot. When I first read about companies blocking GPTBot from crawling their websites, I was confused and surprised. But I figured there must be a lot to consider that I wasn’t thinking deeply enough about.

Legal 109

Legal Technology Technology Commission 109

ClickFunnels

JULY 21, 2021

An elevator pitch is called an “elevator” pitch because it should be so short and sweet that a salesperson could effectively deliver it on an elevator ride. People might not buy right away, but at the very least, you want them to keep thinking about it. Because the more they think about it, the more likely they are to convert later on.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

SaaStr

AUGUST 13, 2023

It’s a great list and I thought I’d put it up here and add to it a bit: And a deeper dive on them here: The best CEOs respect & understand the competition cold. Build relationships with competitor CEOs. I’m not sure I’d put this in my Top 10, but definitely in my Top 100.

Niche 80

Niche Growth Pitch Market share 80

Hubspot

JANUARY 22, 2024

I often hear salespeople complain that prospects never return their calls after they’ve left a voicemail. I would like to schedule a meeting with you to see if you need what we provide. Try changing that goal to educating the prospect on why they should talk with you. 8 Voicemail Techniques That Lead to Closed Deals 1.

Technique 81

Technique Closing Construction Education 81

Partners in Excellence

MAY 26, 2023

I continue to discover new things to challenge ChatGPT with. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. My thinking is, rather than developing a conventional training program, I want to create a challenge for the participants.

Pitch 109

Pitch Manufacturing Objectives and Key Results Launch 109

Partners in Excellence

JULY 14, 2023

Long time readers know I tend to be obsessed with Win Rates. My obsession would seem to be obvious and, more importantly, shared. And when I talk to people about it, they shrug their shoulders, some how they think win rates are a constant in nature. Perhaps I’m lazy.

Pipeline 87

Pipeline Objectives and Key Results Objection handling Construction 87

Sales Hacker

MAY 17, 2023

They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence. According to Will, it’s all about how you apply it. He also talks about the challenges that ChatGPT brings to the table. Now, it’s all about context.

Sales 110

Sales Start-ups Education Follow-up 110

Partners in Excellence

JULY 12, 2022

Is there something about the individual that might make this procedure different or change the risk? Profession after profession, we observe two things about the highest level performers. The other thing that’s unique about their prep work is they do it themselves. They think about how they might respond.

High impact 135

High impact Technology Technology Up-sell 135

Martech

MARCH 30, 2023

I bet there was give-and-take, great insights and maybe even some entertaining moments. Yet, too much of the marketing we see today talks at people. And too many ads talk at people. Marketing today is about engagement. Who are you talking to? My answer is no. Marketing is the same. What are the demographics?

Conversion 130

Conversion Entertainment Trust Customers 130

Search Engine Land

OCTOBER 25, 2022

People search a lot about “marketing skills.” They ask questions about anything and everything, and that’s how they know things better and remember for a more extended period. What I interpret is the more curiosity you have, the more knowledge you can get (the original interpretation is not in this context).

Campaign 95

Campaign Clients Consult Angle 95

Partners in Excellence

APRIL 19, 2022

Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. I have to know their markets/industries better than they. As a result, I’ve always done a lot of research into both my customers and target customers.

Customers 103

Customers High impact Prospecting Conversion 103

Search Engine Land

FEBRUARY 23, 2024

In-house teams constantly juggle a never-ending pipeline of SEO projects, from competitor analysis and technical maintenance to launching new products and website migrations. On the dashboard, you’ll see SEO-related tasks such as competitor analysis, topic research and technical maintenance.

X-functional 117

X-functional Territory Launch Follow-up 117

SalesHandy

MARCH 21, 2023

Personalize your emails: When you say “Hey Mike” instead of “Hey Customer”, it makes a world of difference. Talk about benefits (instead of features) We don’t like it when a salesman keeps talking about features and how good a product is. It’s been scientifically proven that we like hearing our own name!

Closing 98

Closing X-functional Sales Follow-up 98

Partners in Excellence

OCTOBER 21, 2022

It seems everything in my feed is dominated by “SaaS Selling.” It seems everything I read is about “SaaS selling.” It seems that everything new about selling, everything about sales performance really focuses on SaaS selling. I think the primary reason is “innovation.”

Cross-sell 92

Cross-sell Quota Sales Up-sell 92

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. 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.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Martech

NOVEMBER 22, 2022

Many discussions lately have been about how complex the martech stack has become. In my last article , I referenced a recent survey saying more than 60% of B2B marketers described their martech stack as too complex, with one in five saying it’s “more complex than a black hole.” ” Martech is simply a tool.

Technology 119

Technology Technology Campaign Service 119

Search Engine Land

FEBRUARY 10, 2023

A big part of my job is educating search marketers on the potential to drive growth with affiliate marketing. I come up against frequent misconceptions you may carry yourself: Affiliate cannibalizes attribution. Affiliate steals clicks from brand properties and drives up CPC. Let’s tackle the above myths one at a time.

Non-Profits 95

Non-Profits Real Estate Retail Commission 95

Martech

NOVEMBER 14, 2022

If you’re a retailer, I hope you’re hanging in there, all your campaigns are going according to plan, and the screaming-down-the-hall moments are few and far between. I’m not immune to that, but I’m also honest enough to admit nobody really has a clue right now. The email channel itself will survive.

Retail 110

Retail Campaign Clients Technology 110

Search Engine Land

MARCH 21, 2024

This article covers the three things you want to get right when onboarding a new SEO agency: Education: Educating your agency about your business. Educate your new SEO agency about your business Letting the SEO agency into the inner workings of your business paves the way for a successful partnership. .”

Contract 102

Contract Education Clients Trust 102

Partners in Excellence

JUNE 29, 2023

All credit for this post goes to my friend, Lahat Tzvi. Lahat and I have a regularly scheduled time to talk, once a month. He and I had to stop today’s conversation at two and a half hours–not because we were finished, but because we both had to run to other meetings. So thank you, Lahat! What set them apart?

Start-ups 68

Start-ups Conversion Meeting Growth 68