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? The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” This combined with other data showing win rates at less than 20%.

Quota 117

Quota Trust Pitch Up-sell 117

Partners in Excellence

MAY 27, 2024

It struck me as important, perhaps more so than ever before, to pause and reflect on those who have served and are serving in the military, regardless of the country in which they served. While most of the time, we are laughing and telling stories, I know they will, unhesitantly, do what they must do when called up.

Service 77

Service Up-sell Meeting Sell 77

Search Engine Land

MAY 20, 2024

We’re in a disruptive moment, according to Alphabet and Google CEO Sundar Pichai. Although he is optimistic that Google AI Overviews and Search will drive more traffic and engagement, that is zero comfort for the many content creators who have seen their websites obliterated by Google in recent months. So we feel it.”

Click Through Rate 125

Click Through Rate Follow-up Technology Technology 125

Martech

MAY 22, 2024

She’s now the co-founder and CEO of Seek AI, a platform that uses generative AI to support business users in querying business data sets, freeing up data scientists for more creative work. We talked about a range of AI topics, with a particular focus on search. A: I definitely think so. Probably not.

Engineering 96

Engineering Finance Follow-up Launch 96

Search Engine Land

MAY 6, 2024

He invested so much time in helping others hone public speaking chops, as well as how we interact with people. He invested so much time in helping others hone public speaking chops, as well as how we interact with people. I was very lucky to get to know Mark while working at the same ad tech company. Fair warning…I wrote a lot.

X-functional 117

X-functional Sports Represent Start-ups 117

Search Engine Land

MAY 24, 2024

SEO today is more complex and challenging than at any other point. Some believe PageRank is crucial, while others think its importance is all but dead. If you’re among the confused, know you aren’t alone. Once upon a time, not too long ago, links were the most important thing in SEO. But is that still true?

Objectives and Key Results 120

Objectives and Key Results Trust Engineering Technique 120

Partners in Excellence

MAY 15, 2024

While those are aspects of performance, when we assess the data research shows us, the majority of individuals and organizations are failing at this. We all know the data plummeting win rates, quota attainment, tenure, engagement, declining retention, and more. We can do even more in less time.

GTM 124

GTM Quota Technology Technology 124

Partners in Excellence

APRIL 8, 2024

Preface : Shari Levitin is one of the most well know thought leaders and speakers in sales and marketing. I didn’t know sales was a job. I used to think that a salesperson, or any sort of person who became a seller, was an outcast or a career criminal. Shari and I first met at a meeting of “sales thought leaders.”

Sell 127

Sell Up-sell Pitch Education 127

Martech

MAY 13, 2024

We sat down with their U.K.-based A couple of days after that announcement, we got the new report from the CMA that adopted most of the concerns that the Information Commissioner’s Office had surfaced about privacy. I do think all the concerns that have been raised need to be addressed, but the deadlines are a bit useless.

Conversion 104

Conversion Follow-up Engineering Technology 104

Partners in Excellence

MARCH 9, 2024

I don’t know how many conversations I get into on “objections.” ” Less experienced sellers wring their hands, figuratively, worrying about objections. While I don’t provoke objections, I think customers raising them is an important indicator. When we encounter objections, we should listen deeply.

Conversion 116

Conversion Customers Sell Sales 116

Martech

APRIL 15, 2024

And who knows where OpenAI’s Voice Engine will eventually take us? Do you think customers will talk about how they were “wowed” by their AI experience? Whatever experience is created from AI will lean more toward “expected” than “exceeding.” Boom, at least one star, maybe more, accounted for in less than 10 minutes.

Customers 122

Customers Hospitality Technology Technology 122

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. But…… To often, I think much of the challenge we face is self inflicted. We tend to make things more complex or more difficult than they need be. We face higher levels of burnout, unhappiness, and mental health issues.

CRM 126

CRM Technology Technology Pipeline 126

Search Engine Land

MAY 13, 2024

I’ve been playing the role of the contrarian a lot lately, and I’d like to share some unpopular opinions that I think could help many businesses – even if they are a bit hard to swallow. If you aren’t thinking about user needs, personas and intent, you’re already failing. They start off saying, “I have this thing.

Engineering 139

Engineering Legal Start-ups Trust 139

Search Engine Land

APRIL 1, 2024

ChatGPT now features “more prominent” links to sources in its responses for paid users, OpenAI announced. Why we care. OpenAI announced this via an X post : “We’re making links more prominent when ChatGPT browses the internet. I don’t think anyone has cracked the code on yet.

Product 107

Product 107

Martech

JANUARY 17, 2024

“I don’t think they’re prepared because there isn’t a like-for-like replacement,” said DeZao. I think that speaks to the convoluted nature of all the solutions that are available to try to piece together something that can replace that efficacy.” “But I think we’re in the panic stage now.”

Retail 136

Retail Entertainment Finance Start-ups 136

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. Now, think about this. Think of a five-letter word that means ‘tired’ ” Oh, and your butler refuses to take any money from you. At the time, we all decried it as a land grab from Google. Give me a hint to today’s Wordle.

User Experience 112

User Experience Niche Service Closing 112

Partners in Excellence

NOVEMBER 2, 2023

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!” We talk about pipelines. The universal response to anemic pipelines is, “They need to do more prospecting!” Most don’t know that data.

Pipeline 111

Pipeline Meeting Technology Technology 111

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. How is this possible?

Quota 91

Quota Pipeline Follow-up Start-ups 91

Search Engine Land

OCTOBER 11, 2023

What we know so far. What we don’t know yet. It is reasonable to assume that we could see a decrease in organic traffic of up to 30% – similar to how featured snippets impact some search results. If you do appear, the impact will be less severe. So, the left part of the overview is probably more important.

CTR 133

CTR Electricity Real Estate Angle 133

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 130

B2B Up-sell Contract Start-ups 130

Search Engine Land

DECEMBER 14, 2023

For those who don’t know, it was this section they drooled over. Google knows people buy and sell links, so moving away from this would always be a good idea. But we’re not in 2014 any longer. LLMs and SEO in an AI era We all know it’s coming. AI is complicated; we all know this.

Drivers/motivators 136

Drivers/motivators Sports Engineering Follow-up 136

Search Engine Land

MAY 30, 2024

If you’ve been following SEO trends over the past two years, you’ve probably heard the term “AI” more than enough times already. Some industries are further along the adoption curve than others, but at some point, the world we see today will be seamlessly woven together with AI. Unfortunately, neither is true.

Product 96

Product User Experience Clients Technology 96

Search Engine Land

SEPTEMBER 25, 2023

“Pretty much everyone knows we’re using clicks in rankings. That’s the debate: ‘Why are you trying to obscure this issue if everyone knows?'” Google’s machine learning systems BERT and MUM are becoming more important than user data, he said. He left Google in November.

CTR 139

CTR Click Through Rate Engineering Technology 139

Partners in Excellence

AUGUST 11, 2023

“We do not learn from experience, We learn from reflecting on experience.” This is such an important principle for all of us in selling and leadership, but somehow we seem so preoccupied with activity and busyness, we fail to take the time to reflect and learn from those. But we are busier than ever.

Quota 100

Quota High impact Sell Service 100

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels. Who knows what it will be next year!

Sell 115

Sell Commission Up-sell Quota 115

Partners in Excellence

JANUARY 25, 2024

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. Lahat has an amazing talent to start drawing new ideas and thinking. This post is one of the things he had me thinking about this morning.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

DECEMBER 27, 2023

Yes, we’ve all come to despise connection requests. ” Some how the more connections they have, the more connected they think they are. ” Some how the more connections they have, the more connected they think they are. Far fewer are those who I have actually spoken to or met.

Construction 97

Construction Quota Follow-up Start-ups 97

Martech

APRIL 5, 2023

Are we in a recession or not? What our customers think matters more — and right now, they’re pretty pessimistic. As marketers, we know what this means. We also know businesses that keep investing in email marketing are better off when the economy improves. Furthermore, 76% of UK and 70% of U.S.

Profit margin 125

Profit margin Objectives and Key Results A/B testing Strategic planning 125

Martech

MAY 9, 2024

When we spoke, he was driving to an airport in Croatia, but he was still able to address the “trough of disillusionment” that might be just around the corner for some — not all — uses of generative AI. But I know you think they’re trying to implement some over-complicated solutions. A: Yes and no.

Appointment 89

Appointment Technology Technology Follow-up 89

Martech

APRIL 9, 2024

In short, Privacy Sandbox is an attempt to fill in the many gaps that will open up in the advertising ecosystem when third-party cookies are deprecated in the Chrome browser. But it’s not just about the Chrome Browser and it’s not just about Topics. It has worked with the U.K.

Objectives and Key Results 109

Objectives and Key Results Campaign Entertainment Legal 109

Partners in Excellence

FEBRUARY 15, 2024

” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales team, then giving them your best leads will drive 2X yield over giving them to others! Stated differently, they are the people that probably don’t have the time to absorb more work!

Start-ups 109

Start-ups Up-sell Sell Product 109

Search Engine Land

DECEMBER 13, 2023

Google doesn’t know you, but they do know users. Let’s try something less stuck in the past and more evergreen. Here, we can see a spike around August and September, followed by a dropoff. My problem is that my boss complains that traffic has declined for years and we can’t figure out why.”

CTR 123

CTR Niche B2B Service 123

Partners in Excellence

OCTOBER 3, 2023

But we miss a huge opportunity by waiting for our customers to figure things out. What if we helped incite the customer to change, to realize there might be a different and better way of achieving their goals? What if, rather than focusing on selling our products, we engaged the customer by Selling Possibility?

Sell 127

Sell Up-sell Start-ups Customers 127

Understanding the Sales Force

APRIL 30, 2024

We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said early April, the grass and gardens were still dormant and the weather felt like mid-January with some games played in 25-degree wind chills! Pivot to sales. Let’s return to the analogy.

Presentation 73

Presentation Account management Consult Gaming 73

Search Engine Land

FEBRUARY 1, 2024

Principles like the fresh start effect, fast vs. slow thinking, the speak-easy effect, and social proof can be applied to SEO to better understand and influence customer intent. Maybe you’re looking to learn more about digital marketing. Perhaps you want to work out regularly, read more, spend less – whatever it may be.

Drivers/motivators 109

Drivers/motivators Electricity Trust Start-ups 109

Partners in Excellence

NOVEMBER 18, 2021

Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. This raises the questions, “Are we accomplishing as much as we can in each engagement? Are we maximizing our contribution to the customer in those ‘meetings?

Meeting 128

Meeting Customers Start-ups Process 128

Martech

FEBRUARY 20, 2024

One takeaway is that we are all human and fallible. In email, a mistake can seem like the end of the world because so many people can see where we messed up. 3 ways to manage and prevent email mistakes Mistakes happen, not because digital marketers are careless or incompetent but because we’re all moving fast.

Objectives and Key Results 120

Objectives and Key Results Retail Campaign Appointment 120