Veloxy

APRIL 5, 2022

With the ever growing size of sales technology stacks , the standard telephone can get lost in the array of options—especially for outreach. Don’t forget to read our definitive guide, “ Cold Calling: Everything a Salesperson Needs to Know ”. Gate keepers. Privacy laws. Don’t call me, I’ll call you.” What is a Hot Call? a Hot Call?

Cold Call 234

Cold Call Gate keeper Outside Sales Inside sales 234

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We are, often, so busy we may not recognize threats or opportunities to change, improve grow. The core issue is our customers are struggling. You already know that.

Customers 124

Customers Quota Up-sell Conversion 124

Salesforce

JANUARY 17, 2024

The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. Let’s look at this through the lens of a typical customer. Let’s begin.

Drivers/motivators 116

Drivers/motivators Trust Territory Technology 116

Partners in Excellence

OCTOBER 3, 2023

” 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. They’ve determined there is a problem, an opportunity, a need to change. Imagine engaging the customer much earlier.

Sell 129

Sell Up-sell Start-ups Customers 129

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 119

Customers Objectives and Key Results Growth Objection handling 119

Partners in Excellence

NOVEMBER 7, 2023

” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 132

B2B Up-sell Contract Start-ups 132

Cerebral Selling

AUGUST 12, 2023

But your customers often aren’t. If you want to keep your customer engaged, start by assuming they have no idea what you do. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Here are my top six.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Veloxy

NOVEMBER 17, 2021

Sales acceleration is a trending strategy due to the growing deployment of B2B engagement, analytics, and content technologies. While sales technology can check a lot of boxes for increasing deal velocity, there are plenty of other sales tactics that can accelerate sales sooner rather than later. Before you continue reading. Table of Contents.

Process 162

Process SQL Objectives and Key Results Contact 162

ClickFunnels

AUGUST 22, 2022

There’s tons of opportunity. Identify Your Dream Customer. The first step in any marketing plan is identifying your dream customer. You need to know who you want to reach with your message before you can start creating content that resonates. Knowledge is now a commodity. It’s something you can package, market, and sell.

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

Martech

DECEMBER 27, 2023

However, the value of these efforts often gets lost in translation when communicating with executive leadership. However, the value of these efforts often gets lost in translation when communicating with executive leadership. At the heart of this issue lies an important issue: MOps must learn to speak the C-Suite language.

Intrinsic 116

Intrinsic CTR Strategize Presentation 116

Partners in Excellence

AUGUST 18, 2021

But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Look at the number of budgeted buying initiatives that never result in an order (even though the customer could give the right answer to all the BANT questions).

Customers 165

Customers Manufacturing B2C Technology 165

Veloxy

JUNE 21, 2021

While you will inevitably stray from your script to personalize your pitch for each customer, having a script gives you the structure and guidance that will propel you to success. If you lose the customer here, you may not get another chance. The second thing it does is tell the customer you value their time. Introduction.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Martech

MAY 9, 2024

AI will soon be able to handle up to 95% of the work currently done by marketing agencies, creative professionals and specialists, according to OpenAI CEO Sam Altman. ” When asked about the timeline for this, Altman said, “Five years, give or take, maybe slightly longer.” All this leads to a terribly inefficient campaign flow.

Campaign 102

Campaign Niche Service Product 102

Partners in Excellence

OCTOBER 4, 2023

Think of what it would mean to our customers, our own performance, our companies, shareholders, if we started to more effectively address the potential? Think of what it would mean to our customers, our own performance, our companies, shareholders, if we started to more effectively address the potential? How should we be coaching them?

Quota 120

Quota Growth Sell Process 120

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. This early intervention focuses on helping customer understand, characterize, and learn about the issues. By this time, all the hard work has been done.

Consult 108

Consult Trust Customers Clients 108

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue.

B2B 112

B2B Customers GTM Pipeline 112

Search Engine Land

OCTOBER 20, 2023

Focusing your SEO program on outcomes vs. outputs while effectively communicating those outcomes to the right stakeholders can drastically improve your ability to drive results. The outcomes are the effects of those outputs as they relate to a business goal, such as increasing new customers. But what if we’re chasing shadows?

User Experience 124

User Experience Growth Conversion Engineering 124

Search Engine Land

MAY 8, 2024

While SEO focuses on improving a website’s visibility in search engine results, UX aims to optimize the overall experience for users visiting the site. This article explores the SEO-UX paradox and how businesses can achieve visibility and user delight through a holistic approach that aligns with search engine algorithms and human needs.

UX 87

UX Objectives and Key Results User Experience Legal 87

Partners in Excellence

AUGUST 31, 2023

It’s tough work and sellers need to be tough minded!” ” Too many view customers and prospects as objects we have to overcome or as the objects that stand in the way of our ability to achieve our goals. I used to joke, “Selling would be great if it weren’t for those damn customers!”

Sell 127

Sell Assembly Line Growth Prospecting 127

Search Engine Land

DECEMBER 18, 2023

It’s easy to get lost in the SEO rabbit hole, spending significant time with minimal results. The four pillars of SEO The four key areas of SEO that site owners need to consider are: Technical SEO : How well your content can be crawled and indexed. SEO can be complicated – in many cases, overcomplicated.

UX 133

UX Click Through Rate Engineering Service 133

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. Despite giving lip service to these concepts, it seems our actions are focused on the opposite.

Assembly Line 118

Assembly Line Sales Price Trust 118

Partners in Excellence

MARCH 16, 2023

It seems all the things we used to do; the things that engaged customers and prospects, the things we knew would produce results, the things that drove our growth; no longer work. The structures and organizations we put in place to execute our prospecting, customer engagement, and opportunity management strategies.

Up-sell 73

Up-sell Growth Customers Sell 73

SaaStr

DECEMBER 22, 2023

Or, on the flip side, if you are presented with such an amazing opportunity, you just have to take it. And look, no one needs to stay in a soulless entry level job longer than necessary. We lost $10,000,000 in March 2020, and half the team then quit. Don’t quit if you have even a handful of truly happy customers.

Presentation 102

Presentation Growth Customers 102

SaaStr

JANUARY 31, 2024

As Christian shares on the pod, the company’s current customer list includes many notable companies, with 92 of them being on the Fortune 100. When Christian asks his sales team how much pipeline they need to hit their number, everyone typically gives a similar answer: “ You’re going to hear 3x a lot. His answer?

Pipeline 101

Pipeline Sales Up-sell Meeting 101

Partners in Excellence

JULY 31, 2023

As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success. Buying is just a component of the change management process a customer explores.

Customers 95

Customers Manufacturing CRM Contact 95

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about your customers? ” Crickets…… I realize, they don’t understand what the customer is trying to achieve, what it means to them, why it’s important. Or I ask something, innocently, of sellers, “How is your customer measured? Do you genuinely care about your people?

Assembly Line 107

Assembly Line Trust Up-sell Start-ups 107

Partners in Excellence

JULY 18, 2023

The ICP is the set of customers that have the problems we are the best in the world at solving. Focusing on your ICP in your prospecting and throughout your qualification process means you are doing everything you can to “pre-program” things for success. Their problem is still there, they still have a need to change.

Pipeline 82

Pipeline Price Strategize Up-sell 82

Partners in Excellence

DECEMBER 13, 2021

We have to generate revenue through finding customers who have a need for our solution. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution. We tend to attribute the same things to our customers. Their jobs are do do other things.

Customers 136

Customers Finance Up-sell Education 136

Search Engine Land

APRIL 2, 2024

Demonstrates how well the product meets the user’s needs. This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. Customer lifetime value: A smooth onboarding experience builds user trust by proving your product meets expectations as soon as possible.

Customers 80

Customers Real Estate Education Conversion 80

Partners in Excellence

JUNE 26, 2022

Long time followers know I’m fond of saying, “It’s our God-given right to 100% share of account and share of customers–we just have to figure out how to do this.” ” There is a huge opportunity for us to get a bigger piece of the pie in competing for business. .”

Up-sell 105

Up-sell Start-ups Follow-up Sell 105

Martech

MAY 4, 2022

” Traditional demand gen, by itself, isn’t enough to encompass an effective ABM strategy ; marketers need to treat ABM as a separate activity. .” ” Traditional demand gen, by itself, isn’t enough to encompass an effective ABM strategy ; marketers need to treat ABM as a separate activity.

B2B 105

B2B Campaign Launch Promote 105

Partners in Excellence

APRIL 13, 2023

At first, my dreams were about getting a customer to pay attention to me, then to win a deal, make quota, make money. Quickly my dreams moved to winning the biggest deals, chasing very tough opportunities figuring out how to win them. Then we went after the largest potential customers. In the country?

Quota 62

Quota Territory Up-sell Sell 62

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. At that point, it’s time to take a pause to review and ensure that it’s easy for partners to find and access what they need to be most effective.

B2B 110

B2B Cross-sell Hospitality GTM 110

Partners in Excellence

OCTOBER 26, 2022

We are trying to incite our customers to change, we are trying to help them navigate a very difficult process, we are trying to help them make a decision–for which there may be a good amount of personal risk. Overlay on this, the fact that customers are averse to dealing with sales people. Today, it’s 72%.

Up-sell 68

Up-sell Prospecting Pitch Technique 68

Partners in Excellence

JUNE 8, 2023

All this time we have been freeing up to engage customers more impactfully, has had the opposite effect; buyers prefer a rep-free environment–largely because sellers aren’t helping them where they most need help. Selling has an obsession with efficiency! We want to eliminate any wasted time. Burnout is rampant.

Manufacturing 68

Manufacturing CRM Up-sell Quota 68

Partners in Excellence

FEBRUARY 17, 2021

Stated differently, it’s like shouting to our customers, “We don’t believe in our solutions strongly enough to defend the value they offer! Stated differently, it’s like shouting to our customers, “We don’t believe in our solutions strongly enough to defend the value they offer!”

Price 160

Price Up-sell Sell Presentation 160

Search Engine Land

FEBRUARY 19, 2024

To succeed in this environment, you need a clear, actionable SEO strategy that ensures your content does something different, stands out, and deserves to rank highly. 3-step strategic SEO process To develop an effective SEO strategy, we need three distinct steps: Step 1: SEO research – Keywords, competitors, currently ranking content.

Strategize 115

Strategize Niche Angle UX 115