Veloxy

MARCH 15, 2023

As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. What is revenue enablement?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Cerebral Selling

MARCH 18, 2024

Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful. For example, reps often come to their leaders with questions like: “My customer went dark on me. This customer is asking for a 30% discount to get the deal done. What should I say to get them back to the table?”

Objectives and Key Results 164

Objectives and Key Results Legal Negotiate Trust 164

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. What are open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130

Product Quota Objectives and Key Results CRM 130

Partners in Excellence

MARCH 25, 2024

It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles. How are sellers contributing to the longer buying and sales cycles?

Customers 101

Customers Sales Presentation Start-ups 101

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? It will be worth it! We’re almost there. That also happens to be my analogy.

Process 133

Process Pipeline Sales Gaming 133

Partners in Excellence

FEBRUARY 12, 2024

We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. It’s not just about how they navigate their buying process. Like customers they want to be seen and heard.

Customers 112

Customers Negotiate Pitch Trust 112

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges.

Quota 108

Quota Trust Pitch Up-sell 108

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

High impact 110

High impact Service Growth Conversion 110

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. We’ve got to be customer focused.

Cross-sell 104

Cross-sell Pipeline Meeting Presentation 104

Partners in Excellence

MARCH 5, 2024

Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. At the same time, they are viciously focused on doing the work.

Territory 108

Territory Sports Technique Represent 108

Search Engine Land

APRIL 25, 2024

However, this hyper-focused keyword approach is now considered outdated in many cases. In some situations, concentrating on a focused area and proving topical expertise can still be an effective strategy. Marketers would carefully select a high-value keyword and optimize content and on-page elements to rank well for that term.

Niche 110

Niche Clients Education Service 110

Partners in Excellence

MARCH 6, 2024

Likewise, they don’t need our “glamour list,” all the great logos and customers. They are focused on solving a problem. What do our customers need? Often, our customers don’t know what they don’t know. They don’t need a lot of education about our products.

Education 120

Education Trust Sell Product 120

Martech

FEBRUARY 7, 2024

Results depend not just on the AI you’re using, but how you integrate it into your existing tech stack, processes, and strategy. AI is incredibly good at gathering and analyzing huge volumes of customer data. And of course this allows you to improve areas such as customer experiences like never before. Build or buy?

Technology 124

Technology Technology CRM Finance 124

Search Engine Land

APRIL 26, 2024

One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. You need to know who is your ideal customer persona.

Product 100

Product Launch CRM Start-ups 100

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. Let’s get into the pain points first.

Inside sales 86

Inside sales Sales Campaign Technology 86

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. But are they asking us the right questions?

Customers 120

Customers Up-sell B2B Trust 120

Partners in Excellence

MARCH 21, 2024

Preface : Jose Andrade is a thoughtful sales leader with one of the most varied backgrounds I’ve seen. He sums it up, “Although I enjoy developing successful sellers, I am still most satisfied when I see that what we sell to customers meets or exceeds their expectations.”

Sell 73

Sell Quota Technology Technology 73

Closing Bigger

APRIL 22, 2024

AI for Sales – The Power of an Exponential Mindset in Sales Organizations Most of my sales keynotes have been focused on AI over the past six months. A quick disclaimer: Parts of this sales podcast summary were written with the assistance of AI and then edited by me.

Sell 59

Sell Networking Sales Technology 59

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 108

Customers Objectives and Key Results Growth Objection handling 108

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. To answer even your first question:” Are you interested in Sales?”

Customers 103

Customers Contract Consult Electrical Engineering 103

Heinz Marketing

MARCH 15, 2024

The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today. Only companies who genuinely grasp their customers’ challenges, goals, and buying journeys can tailor solutions and deliver tangible value.

Growth 111

Growth Customers Objectives and Key Results Teamwork 111

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B 119

B2B Cross-sell Pharmaceutical Account management 119

Search Engine Land

APRIL 15, 2024

In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. People-first content template (Make a copy) People-first content: A writing process What follows is a six-step process for creating SEO-friendly content that is people first.

Process 119

Process Objectives and Key Results Angle Follow-up 119

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Partners in Excellence

JANUARY 30, 2024

100% of the prospecting messages I see are product focused. 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 does it impact us?

Product 93

Product Sell Pitch B2B 93

Martech

APRIL 29, 2024

They’ll tell you that in fields like marketing and sales, where the payoff isn’t always immediate, you’ve got to put in the work first. Build that brand, nurture those relationships, optimize those processes — the results will follow. The age-old marketing question: Should we prioritize activity or results?

Strategize 102

Strategize Negotiate Follow-up Growth 102

Partners in Excellence

MARCH 25, 2024

I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. With Keenan and his team, selling success is all about the customer, not what we sell.

Sell 109

Sell Up-sell Consult Drivers/motivators 109

Martech

MARCH 27, 2024

This method focuses on identifying and engaging with specific high-value accounts, treating each as its own distinct market. Understanding account-based marketing At its core, ABM is a strategic approach that focuses on targeting high-value accounts with personalized and relevant marketing efforts.

B2B 108

B2B Objectives and Key Results Strategize CRM 108

Search Engine Land

MARCH 27, 2024

This method focuses on identifying and engaging with specific high-value accounts, treating each as its own distinct market. Understanding account-based marketing At its core, ABM is a strategic approach that focuses on targeting high-value accounts with personalized and relevant marketing efforts.

B2B 107

B2B Objectives and Key Results Strategize CRM 107

Martech

MARCH 21, 2024

In this first article of our four-part series, we’ll outline the fundamental steps for incorporating AI into MOps, paving the way for the subsequent articles to delve deeper into planning AI integration with people, process, data and platforms. AI can tailor customer interactions, leading to deeper engagement and loyalty.

Objectives and Key Results 106

Objectives and Key Results Strategize Technology Technology 106

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. Facilitating a frictionless buying process as possible for those who are interested. Here’s why. The rise of cloud-based software.

B2B 123

B2B Manufacturing Technology Technology 123

Partners in Excellence

MARCH 2, 2024

I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Adaptability: Sales skills are transferable and can be valuable in various aspects of life, including relationships and career advancement.

Sell 99

Sell Negotiate Relationship building Up-sell 99

Search Engine Land

FEBRUARY 16, 2024

The continued flood of purchase-ready visitors makes Amazon lucrative for sellers who can stand out and generate sales from the platform. They want customers to continue buying. They want customers to continue buying. They are just as interested in making sales, if not more so, than the sellers themselves.

Profit margin 125

Profit margin Promote Campaign Price 125

Partners in Excellence

APRIL 11, 2024

Why I Love Sales Sales was never a career option I aspired to. I learned how to get prospective customers to ask me how soon they could get my product/service. I focused on getting up to speed as soon as humanly possible—and got really good at it. (I I detail my process in Agile Selling ). I loved the challenge.

Sell 106

Sell Manufacturing Up-sell Launch 106

Search Engine Land

APRIL 17, 2024

The recent shift from “conversions” to “key events” in (GA4) represents a significant change that digital marketers, especially SEO professionals, need to understand and act on. This article explores the implications of this change and insights on how to leverage it to elevate your marketing reporting.

Conversion 125

Conversion Gaming Objectives and Key Results Referrals 125

Search Engine Land

FEBRUARY 5, 2024

Business email address Subscribe Processing. Below are examples of how customer-centricity can support and enrich SEO KPIs. The traditional approach to SEO KPIs often falls short of capturing the dynamic nature of user interactions and search patterns. Ultimately, this redefines how we measure and interpret SEO success.

Lead generation 123

Lead generation User Experience Conversion Meeting 123