Partners in Excellence

JULY 11, 2022

the primary Medical Devices I use are an occasional box of Band Aids, sometimes a wrap if I sprained something. 99% of the cold emails I get are personalized. Usually, it’s David, though only my mother calls me David, most people, unless they are angry call me Dave. I’m most commonly called “You Jerk!!”

Cross-sell 75

Cross-sell CRM Technology Technology 75

Partners in Excellence

DECEMBER 23, 2019

In the face of this, we struggle to respond, whether it’s to fix performance problems, address new opportunities, grow and expand. ” We believe there is one thing, if we get that right, it will solve all our problems, ignoring the impact on everything else. We confused simplification with simplistic.

Pipeline 73

Pipeline Process Meeting Customers 73

Partners in Excellence

MAY 29, 2022

”) are some of the most profound questions we can pose as we look at understanding problems and opportunities. It’s really old school, but we don’t understand or solve problems, until we start identifying “root causes.” And sometimes, more works a little, until it fails totally.

Pipeline 82

Pipeline Territory Start-ups Price 82

Partners in Excellence

AUGUST 27, 2014

All they are trying to do is keep you alive long enough to determine the underlying problem. All they are trying to do is keep you alive long enough to determine the underlying problem. If possible, they avoid solutions that preclude the ability for others to address the root problems impacting a person’s health.

Hospitality 86

Hospitality Start-ups Growth Process 86

A Sales Guy

MARCH 17, 2012

If you are using money to incent sales people to sell MORE, you have a big problem. If you are looking to incent your team to close more deals, you’re missing the real problem. exception is a shitty commission or comp plan) It’s because you have problem somewhere else. Find the REAL problem then fix it.

Drivers/motivators 106

Drivers/motivators Closing Commission Sales 106

Partners in Excellence

SEPTEMBER 29, 2013

We move from decision to decision, address problem after problem, without understanding what these mean to our overall performance. We move from decision to decision, address problem after problem, without understanding what these mean to our overall performance. We miss commitments and goals, we miss our numbers.

Sales 95

Sales Account management Represent Strategize 95

Sales Hacker

OCTOBER 19, 2022

Using sales compensation as a Band-Aid. Nine times out of 10, compensation is not the problem. Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them.

Commission 96

Commission Finance Quota Strategize 96

Partners in Excellence

JULY 14, 2022

Every once in a while, some of us go to a 5-star restaurant. Rather than ordering off the menu, choosing appetizers, soups, entrees, sides, desserts, wines, piecemeal; we ask the chef to prepare a complete meal. The chef makes choices such that each dish complements and works with the other, even making the wine choices. We have to do the whole job.

Commission 77

Commission Objection handling Pipeline Quota 77

KO Advantage Group

MARCH 3, 2019

Often times unless the client knew they had a problem, there was nothing to search for. The Challenger model fixed this by focusing on the problem that the client could potentially be facing. The Challenger model fixed this by focusing on the problem that the client could potentially be facing. What pain keeps you up at night?

Pharmaceutical 63

Pharmaceutical Clients Drivers/motivators Trust 63

Hubspot

DECEMBER 4, 2014

in real time) or have duplicate records or mismatched data (a common problem). Everywhere you turn another new publication shows up online. The barrier to entry for anyone to publish anything is just about nonexistent. So why is a bona fidé publisher like you bleeding advertising revenue? video, programmatic, etc.)

Campaign 68

Campaign Lead generation Networking Engineering 68

Sales Hacker

APRIL 29, 2019

My first two sales jobs were with companies that struggled to deal with seemingly simple operational issues. Things like clean account data, lead routing, and smooth CPQ processes seemed like table-stakes, but they were total messes. As I spent more time in sales and my network grew, friends from other companies complained about the same issues.

Consult 71

Consult CRM Follow-up Networking 71

Sales Hacker

JULY 19, 2019

Because we tend to move too fast, and we get addicted to fixing symptoms, not root problems. In just a minute, I’m going to tell you how to fix your broken sales stack, but before I do, I want to diagnose the problem. Believe it or not, the problem isn’t just the tools you’re using, or who bought them, or who put them together.

GTM 70

GTM CRM Sales Government 70

Partners in Excellence

JULY 2, 2014

But too often, it’s a management problem, we’ve hired the wrong person in the first place: we’ve not properly set expectations, coached or developed the person. High involuntary turnover is more a statement about management problems than it is a statement about bad individual performance.

Territory 94

Territory Growth Customers Product 94

Partners in Excellence

NOVEMBER 27, 2012

They have the knowledge and skills to solve the problems they are encountering, but they aren’t applying these skills or knowledge. The problem is we forget to apply them and we get stuck. The harder we try to analyze the problem, the more difficult it is to remember what we should have done in the first place.

Pipeline 91

Pipeline Territory High impact Process 91

Partners in Excellence

SEPTEMBER 7, 2016

We don’t take the time to understand a problem, to look for the root causes, instead we apply a “fix,” a band-aid, but we still have the underlying problem, which will persist or recur until we try to understand and address the core issues. But the quality of our pipeline had suffered in the process.

Pipeline 48

Pipeline Meeting Follow-up Up-sell 48

A Sales Guy

OCTOBER 31, 2011

Customers and prospects are so busy, even when they know they have a problem and know it needs to be fixed, if they can band-aid it they will. According to the Sales Executive Council, sales reps fall into five distinct profiles; hard-workers, lone-wolves, reactive problem solvers, relationship builders and challengers.

Cold Call 118

Cold Call Technology Technology Commission 118

Hubspot

AUGUST 14, 2014

Shop windows, food labels, band fliers, magazine advertisements -- those distinct little black-and-white squares were everywhere, vying for our attention. Just a few years ago, QR codes seemed to be "the next big thing." But I''ll be honest here: I''ve never scanned a QR code in my entire life, and I''m pretty tech-savvy. of the total U.S.

A/B testing 78

A/B testing Closing Product Customers 78

Sales Hacker

MARCH 28, 2018

The software and technology landscape around you is changing rapidly—that means your career path in sales too. But in order to accelerate your sales career, you have to balance the risk versus the reward. . This is how I did it, and what you need to know to do it too. Step 1: Find out what you want for your career.

Launch 57

Launch Quota Up-sell Sales 57

Hubspot

MAY 14, 2014

A well-known gossip blog posted a long and detailed letter outlining the challenges and problems with Target’s corporate culture, and the employee didn’t hold back, calling out the organization for its highly political office environment, major mishaps in strategy, and losing exceptional leaders by the dozen.

Customers 70

Customers Product Conversion 70

Hubspot

JANUARY 19, 2011

The problem is that too many business websites are stagnant and show the same signs of neglect. This is merely a band-aid. The problem with saying that something is new, is that many business don’t take the time to remove the “new” once the product has been out on the market for an extended period of time.

Contact 68

Contact Prospecting Product Customers 68

Hubspot

SEPTEMBER 28, 2017

But these “shortcuts” that we look for, hoping to save time and effort and still achieve the desired result, are simply band-aids that will yield short-term solutions; they don't address the underlying condition. The way we see the problem is the problem," Covey writes. Covey is a self-improvement book. Be Proactive.

Teamwork 101

Teamwork Drivers/motivators Represent Start-ups 101

Partners in Excellence

FEBRUARY 9, 2024

Yet I’m stunned by the number of people, when confronted with it, shrug their shoulders, saying, “Get over it, that’s the way of work these days……” I’m stunned by the “acceptance” of this problem, particularly by leaders. I suspect you are beginning to see part of the problem.

Pipeline 119

Pipeline Growth Up-sell Territory 119

ConversionXL

AUGUST 19, 2016

Band-aiding a mobile experience is no longer a possible solution, as 70% of mobile searches lead to action on a website within 1 hour of searching. The Mobile Gap & The Problems It Causes. This number increased by 27.1% in 2013 to 1.43 billion, and by 2017, nearly half of global mobile users are likely to own a smartphone.

User Experience 58

User Experience Campaign X-functional Conversion 58

Hubspot

OCTOBER 7, 2013

Let’s rip the Band-Aid off right away: Direct mail''s a pain in the butt. Outside of a brand sponsoring a blimp and driving it straight through your kitchen window, there are few forms of marketing more disruptive and less welcome in one’s day. As someone in the marketing world, when I get a new direct mail offer, I just stare in awe.

A/B testing 73

A/B testing Click Through Rate Trust Technology 73

PandaDoc

FEBRUARY 16, 2024

With the world of business continually changing and evolving, modern companies like yours can only keep up if internal processes are up to date and optimized for maximum competitiveness. That’s where end-to-end-process automation comes in handy. Let’s examine what it is and how you can use it. What is end-to-end process automation?

Process 52

Process Healthcare Contract Legal 52

Search Engine Land

AUGUST 28, 2023

For example, designers (or UX / CRO specialists) may think they can increase a site’s conversion rate by 10% by cutting content and giving a more streamlined look. But if that 10% increase in conversion rate comes at the cost of 20% of organic traffic intake, then it’s probably not a good trade. That content could then have gone on to rank.

Territory 96

Territory User Experience UX Engineering 96

Partners in Excellence

DECEMBER 30, 2014

Attrition is a leadership problem. It happens because of several reasons: Performance problems with individuals. Too often, we tend to look at these as “That’s the individual’s problem,” because it’s that person that’s performing badly. Let’s break down attrition.

Growth 108

Growth Contract Up-sell Start-ups 108

Partners in Excellence

AUGUST 18, 2013

We’re pressed from all sides with shifting priorities, new problems, too little time, too much information. We look for quick fixes, we provide patches, Band-Aids. It creates more problems, begs more complexity. Without a doubt, our personal and business worlds are complicated–and getting more so.

Meeting 93

Meeting Customers Service Product 93

Partners in Excellence

FEBRUARY 25, 2015

We feel compelled to take action, to start solving problems, to get things going—-after all, it’s that proclivity to take action that probably contributed to you getting the job in the first place. Even if the hiring manager has told you, “You need to fix these problems!”. Here’s the issue, “How do we know what action to take?

Promote 92

Promote Trust Start-ups CRM 92

Lead Fuze

DECEMBER 31, 2021

A good sales enablement strategy will provide your reps with the right tools and content to help them succeed. Sales enablement is focused on what customers need, not just a paycheck. In my time in the Sales Training, Productivity and Enablement space I have learned that there is a clear definition of success. Who have more than 10 employees.

Process 52

Process Sales Cross-sell Prospecting 52

Hubspot

JULY 31, 2018

Since 2017, six million more Americans started participating in the same activity. Any guesses about what this rapidly growing pastime could be? People are listening to podcasts. No matter your location, you can download and listen to a podcast at any time — information and entertainment wherever you want it at the touch of a button. Planet Money.

Entertainment 87

Entertainment Education Technology Technology 87

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. It's one of those books that you have to read if you work in sales or technology. Here are some previous issues of the newsletter. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

SEPTEMBER 13, 2019

264: Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. To date Gainsight have raised over $184m from some of the world’s best VCs in the form of Lightspeed, Bessemer, Insight Venture Partners, Battery Ventures and Salesforce Ventures just to name a few.

Engineering 11

Engineering Objectives and Key Results Strategic planning Strategize 11