Tibor Shanto

AUGUST 24, 2021

Most salespeople’s’ curiosity only extends to things their “solution” claims to solve. Discovery is an opportunity for prospects to discover things about them, not you discovering what pain you can solve. Many salespeople are afraid to be different, safety in number thing, and bad management. Curious About Life.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

SaaStr

MAY 17, 2024

Phase One: Notetaker Noam’s real advice is when you first come into a CPO or Product Manager role, you have to be a notetaker. When you’re breaking, can’t spend the time and have too many customers, then maybe it’s time to bring in a Product Manager or a Director of Product Management. What is our ability to solve the problem?

Product 91

Product GTM Trust Growth 91

Force Management

MARCH 19, 2024

It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. For publicly traded companies, the snowball effect can be devastating. Frequent deal slippage indicates a broader issue with your qualification and sales execution process.

Territory 121

Territory Manufacturing Finance Process 121

Partners in Excellence

MAY 24, 2024

But we also rely on others, our managers, our teammates, others in the organization, partners. A quote stands out, it’s similar to what we’ve seen in the other stories: “What I love most, is helping my customers solve tough business problems and in doing so advance their careers and their company’s success.”

Sell 73

Sell Retail Up-sell Technology 73

Partners in Excellence

JANUARY 30, 2024

Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. How do we gain and manage consensus across all these people?

Product 95

Product Sell Pitch B2B 95

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. Early in my career I started engineering roles like electronic engineer and applications engineer and realized what motivated me most was help people solving problems that allowed them to continue or improve their business.

Sell 108

Sell Education Territory Engineering 108

Search Engine Land

MAY 9, 2024

It’s a human-centered framework for problem-solving the way a designer would – by setting out to solve a problem using creativity rather than data alone. You can also leverage Google Trends, Facebook Audience Manager and persona mapping or survey tools to learn more about your potential audience. What is design thinking?

A/B testing 104

A/B testing Entertainment Engineering Campaign 104

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. There are all sorts of characteristics of the organizations/enterprises that are highly likely to have the problem we solve. How do they address and manage each? I’ll stop here.

Customers 109

Customers Territory Manufacturing Finance 109

Partners in Excellence

MARCH 12, 2024

What I like most about the sales profession is that it is similar to managing your own little business. And you have the freedom and flexibility to manage your time as you see fit, as long as you are productive in pursuing your goals. So, I like the structure along with the flexibility, creativity and problem solving aspects.

Sell 118

Sell Assembly Line Territory Sports 118

Partners in Excellence

NOVEMBER 7, 2023

It’s a change management initiative, a problem solving initiative, a growth or opportunity focused initiative. So our customers really aren’t on a buying journey, rather they are on a change/problem solving project. They don’t know how to manage that process. And through this win rates skyrocket.

B2B 125

B2B Up-sell Contract Start-ups 125

Salesforce

FEBRUARY 12, 2024

Leadership and initiative Leadership skills aren’t just for people managers. Whether you’re an executive or an intern, you need to inspire others, influence, solve problems, and, of course, manage teams. The skills come in handy when you pitch, manage, and launch any work project.

Relationship building 116

Relationship building Niche Contact Trust 116

Partners in Excellence

APRIL 17, 2024

” How many enablement programs include comprehensive training around change and change management? What about tools to help us and our customers manage the process? I’ve written about collaborative conversations and problem solving–how we help our customers think about and assess the performance of their business.

High impact 115

High impact Service Growth Conversion 115

Partners in Excellence

MARCH 14, 2024

At that time, my clients were asking me the same questions, I wrote a paper to help them think about the issues and how to manage through and thrive. Are we helping them solve their problems? It’s easy to manage when times are good. They are more willing to tolerate bad management. Give things a chance.

Objectives and Key Results 117

Objectives and Key Results Clients Drivers/motivators Start-ups 117

Search Engine Land

APRIL 2, 2024

Gemini’s integration with Google Workspace can improve SEO operations and align activities with management priorities. One major problem many SEOs and leadership have with managing SEO teams is aligning the team’s activities to business or marketing priorities. So now, Hajart will run meetings entirely differently.

Objectives and Key Results 80

Objectives and Key Results Consult Engineering Technology 80

SaaStr

MARCH 7, 2024

It forces folks not just to listen to customers, often for the first time, but to actually go solve their problems! But it can add some stress when team members have to answer chats and calls but can’t solve the problems. I still believe this is a best practice.

Customers 98

Customers Engineering Prospecting Growth 98

PandaDoc

MAY 28, 2024

Consultative selling requires empathy, active listening, and problem-solving. Tools like CRM and document workflow management software are key to a seamless transition to consulting sales. A consultative selling approach requires active listening, problem-solving, and customized deals. Salespeople act as advisors to clients.

Consult 52

Consult Process Sell Pitch 52

Martech

JANUARY 10, 2024

Her presentation at MarTech focused on marketing work management solutions. If you keep your topic narrow in focus and jump right into the meat of the presentation, you will naturally present information on solving the challenge your audience is facing. Dig deeper: How to unlock more value from your event content 3.

Presentation 107

Presentation Engineering Clients Process 107

Martech

MARCH 8, 2024

Change management can be a large undertaking. Before starting any initiative, you need to identify the specific problem you’re trying to solve. A common mistake is stating the problem as something you’ll solve with generative AI. Did you solve the problem you stated initially? Can you also sustain those changes?

Objectives and Key Results 114

Objectives and Key Results Strategize Government Technology 114

Membrain

MAY 14, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide,"​ & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.

Sales 134

Sales 134

Martech

MAY 24, 2024

No opt-down option to manage unsubscribes Charge : False imprisonment, gross negligence. If you don’t offer them options for solving the problems, you are missing an opportunity to continue engaging with them. Plus, you aren’t giving them a way to solve for the reasons they want to unsub.

Cross-sell 113

Cross-sell Promote Represent Technology 113

Salesforce

FEBRUARY 26, 2024

Tableau is the AI-driven analytics platform that helps you prep and manage your data, uncover and solve problems, and make better and faster business decisions. Metadata Management in Tableau : Prepare a Tableau dataset with well-managed metadata.

Government 90

Government Represent Presentation Prospecting 90

Partners in Excellence

MARCH 29, 2021

We can’t do anything to prevent it, perhaps, we can just make things a little easier to manage through it. Solving for the symptoms give us an illusion of progress, but rarely produce sustainable performance improvement. What are you solving for? The post Are You Solving For Symptoms?

Cold Call 155

Cold Call Sell Customers Sales 155

Partners in Excellence

APRIL 24, 2024

They are buying to solve a problem or address an opportunity. The customer has gone through their change/problem solving process, basically made their decision and are looking choosing between alternative products. We and our customer forget about why they are buying in the first place.

Price 77

Price Contract Presentation Consult 77

Heinz Marketing

OCTOBER 18, 2023

As market landscapes shift, technologies advance and buyer behaviors evolve, the ability to smoothly manage change transitions becomes a crucial requisite. This post seeks to dive into the nuances of how leadership can make or break change management endeavors, and offer some tips on leadership efficacy, ensuring a seamless navigation.

Objectives and Key Results 118

Objectives and Key Results B2B Trust Drivers/motivators 118

Partners in Excellence

FEBRUARY 2, 2024

We started working with major manufacturers, analyzing their manufacturing performance–yields, quality, scrap, throughput, supply chain management. We showed our customers how they could save 100s of millions in more effectively managing their manufacturing processes. But our customers struggled with using the tools.

Manufacturing 113

Manufacturing Engineering Technology Technology 113

Partners in Excellence

MAY 3, 2022

It sees the challenges in a certain way, the value of solving the problem in a certain way, the risks in choosing and implementing a solution, and the importance of addressing the problem in a certain way. Things that are important to the individuals in the organization, perhaps their management, and in which cost is an important factor.

Strategize 82

Strategize Territory Cross-sell Growth 82

Search Engine Land

OCTOBER 12, 2023

Google Ads is rolling out a new tool that allows businesses to manage their first-party data in one place. With Google Ads Data Manager, marketers can analyze and use consented first-party data from different sources without needing to to look elsewhere in a privacy-centric way. Multiple data source connections. Launch date.

Customer Relationship Management 127

Customer Relationship Management Launch Relationship Management CRM 127

Partners in Excellence

FEBRUARY 17, 2024

For instance, as sellers, we are looking for customers that have the problems we solve. IT understood the issues, understood the problem and how my client could help them solve the problem. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. Connecting with people and solving problems did. I observed that teachers were, at some level, selling ideas while engineers were solving problems for their customers.

Sell 73

Sell Retail Cold Call Commission 73

SaaStr

NOVEMBER 13, 2023

VP of Product at Drata Brian Elmi and Director of Product Management Dana Mauger share five not-so-secret secrets of product velocity at SaaStr Annual this year. You’re solving customer problems and hopefully becoming a problem for your competitors. They’re paying for solutions that solve their problems today. 1: Ship Fast.

Product 88

Product Construction Trust Start-ups 88

Martech

MARCH 26, 2024

Job dissatisfaction jumped by 9% for managers and staff and 5% for those at the director level and up. However, those in managers/staff roles saying they were “somewhat unsatisfied” or “not satisfied” increased to 21% in 2024, up from 12% in 2023. Director roles prefer managing more than staff do — 64% versus 23%.

Territory 103

Territory Promote Growth Process 103

Partners in Excellence

MAY 6, 2024

I knew early on that I wanted to work with people, in a job that gave me opportunities to talk to them and help them solve their problems. Because I’m still really interested in solving customers’ problems. He’s a natural relationship-builder, and I got that from him. What’s your experience been as you’ve grown in your career?

Sell 85

Sell Technical Sales Up-sell Technology 85

RAIN Group

JULY 20, 2022

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.

Sales 133

Sales 133

Martech

MAY 14, 2024

The problem of marketing ROI is simple, but it’s difficult to solve. Marketing management The first hat focuses on marketing management leadership. This involves managing activities that drive the metrics and KPIs that drive greater marketing effectiveness and efficiency. Marketing leaders need to put on two hats.

Click Through Rate 110

Click Through Rate Promote Finance Technology 110

Partners in Excellence

JANUARY 24, 2024

It can only be solved by sellers working closely with the customers—the individuals, not abstractions of the roles. The problem is, “Are we equipping our sellers to successfully manage the ‘last mile’ problem?” This gap, the “last mile,” is uniquely human. It can only be filled by sales people.

Represent 115

Represent Presentation Up-sell Engineering 115

Sales Gravy

JANUARY 1, 2024

We need to be able to think on our feet, manage emotions, think creatively, and solve problems. Stress Management The conversation then shifts to the topic of stress management, a critical aspect for any salesperson. We need to be able to think on our feet, manage emotions, think creatively, and solve problems.

Sell 75

Sell Gaming Clients Sales 75

Salesforce

MARCH 19, 2024

Whether you’re seeking advice on implementing a specific feature or sharing your success stories, the Serviceblazer Community is the go-to platform for practical problem-solving. “A Solve problems fast Encountering a roadblock in your customer service strategy ? The Serviceblazer Community is your troubleshooting companion.

Networking 135

Networking Negotiate Service Contact 135