Partners in Excellence

FEBRUARY 3, 2022

But 54% of committed customer buying efforts end in no decision made. Of course they had to justify their decisions, but their organizations were committed to addressing the issues. Perhaps, if updated, it would be even worse. It should cause all of us pause. It should force us to think differently. It’s a huge loss!

Growth 77

Growth Represent Gaming Customers 77

Partners in Excellence

SEPTEMBER 17, 2020

It’s not necessarily because they don’t want to be more diverse or inclusive, many leaders want to do what’s right, but they simply are unaware of the biases that drive their decisions. While progress is being made, there are deep problems. In the Fortune 500, there are only 4 black CEOs.

Government 126

Government Quota Education Trust 126

Partners in Excellence

DECEMBER 4, 2019

It’s been a tactic many exploit in competitive situations, perhaps the thinking being creating FUD within the customer about the competitive vendor, or creating FUD around making a decision not in favor of us. ” It provoked my thoughts about FUD, particularly around the issues of sensemaking and decision confidence.

Presentation 62

Presentation Sell Customers Meeting 62

Partners in Excellence

JANUARY 10, 2019

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.” Or what about the very high percentage of buying journeys that end in no decision made? Or what about the very high percentage of buying journeys that end in no decision made?

Customers 79

Customers Pitch Presentation Prospecting 79

SalesBlog!

FEBRUARY 1, 2022

Issues like employment, money, relationships, illness and/or tragedy can put anyone’s life into a tailspin. I made a conscience decision to change my life and to succeed. Life is chaos at the best of times. Yet the bills keep coming in. Your responsibilities don’t stop. Lack of employment being an issue for me.

Networking 52

Networking Sales Represent Gaming 52

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems.

Customers 82

Customers B2B Trust Process 82

Partners in Excellence

DECEMBER 3, 2018

Yeah, I know it’s a tired analogy, but icebergs are still useful in thinking about marketing and selling. We all know about icebergs, the part of the iceberg we see is dwarfed by the part of the iceberg that’s under the water and we don’t see. We face the same with our marketing and sales efforts. And typically. And typically.

Sell 76

Sell Drivers/motivators Represent Growth 76

Partners in Excellence

MAY 3, 2022

IT views the problem in a certain way. 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. The problem impacts the way they get the job done. As will procurement, and so forth.

Strategize 86

Strategize Territory Cross-sell Growth 86

Partners in Excellence

NOVEMBER 27, 2017

They struggle with the activities they must undertake to define, agree on a solution, make a decision, and move forward to implementing a solution. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs. There’s another way to look at this.

Process 54

Process Customers Assembly Line Manufacturing 54

Partners in Excellence

SEPTEMBER 8, 2017

Perhaps, I’m guilty of wordsmithing, or perhaps I’m looking at the other side of the coin, but the make versus buy decision is a rational process our customers go through in solving their problems. Among the things they must consider, and make decisions about are: What are the alternative solution paths?

CRM 56

CRM Represent Sell Customers 56

Partners in Excellence

MARCH 16, 2017

CEB data shows over 60% of pipeline deals end in no decision made, with buying groups blowing up when they are 37% through the buying process. The terrible tragedy of all this is the customer hasn’t solved their problem! There are just too many stupid conversations about the digitally savvy customer going on.

Customers 48

Customers Education Pipeline Represent 48

Partners in Excellence

SEPTEMBER 20, 2017

One of my biggest weaknesses is my impatience. I do all sorts of things to control it, or at least mask it. I sit on my hands, bite my tongue, count to 1000 then start over again. Sometimes it’s a losing battle with myself. Recently, I was sitting with a group of sales people. It was a pretty large group of all different ages.

Sell 63

Sell Cross-sell Pitch Up-sell 63

Hubspot

AUGUST 20, 2018

Here’s how: By tapping into another major component of the consumer’s attention span and purchase decision — emotion. What does it mean to do something “like a girl”? This is the question Always asks in its empowering 2014 #LikeAGirl campaign , which sought to exploit and forever bury the term “.like like a girl”. Right now, it’s 8:30 a.m.

Campaign 78

Campaign Promote Product Education 78

ConversionXL

OCTOBER 6, 2015

Every industry is plagued by myths, misunderstanding and half truths – and conversion optimization is no different. They can create misunderstanding among practitioners and confusion for beginners. With the help of some of the top experts in conversion optimization, here is a list of the 7 most poisonous conversion optimization myths: 1.

Conversion 114

Conversion A/B testing Objectives and Key Results Non-Profits 114

The Lost Book of Sales

OCTOBER 22, 2020

Below you can study some of the highlights that I made myself while reading it. I couldn’t stop taking notes and shuffling my many thoughts that kept rising during these intense moments. Here the definite highlights are the exploration of neuroticism and transference. If you get the book, get ready for an incredible ride.

Drivers/motivators 105

Drivers/motivators Follow-up Represent Price 105

SaaStr

JUNE 15, 2021

We’ve done a ton of terrific sessions with the Twilio leadership over the years, including 4 different deep dives with Jeff Lawson, CEO and co-founder. The first time Jeff joined us might have been the most special. Twilio had just IPO’d and we were able to do a deep dive on the first $100m+ in ARR. Grab the final 2-for-1 passes here !

Engineering 114

Engineering Start-ups Drivers/motivators Price 114

ConversionXL

OCTOBER 23, 2019

This is especially true in digital marketing, and conversion optimization is no exception. Why do they persist? In part because content marketers are rewarded for producing highly shareable and linkable content—not always 100% accurate content. Myths create misunderstanding among practitioners and confuse beginners. Some are worse than others.

Conversion 81

Conversion A/B testing Objectives and Key Results Non-Profits 81

Hubspot

FEBRUARY 15, 2016

There’s something called the “hero complex,” where individuals think of themselves as critical to each and every decision that needs to be made in order for work to move forward. And people ask both me and our Director of Talent all the time, “What does it take to work at Element Three?”. So, here we go. 1) Have a Vision for the Day.

Start-ups 48

Start-ups Gaming Follow-up Drivers/motivators 48

Sales Hacker

OCTOBER 20, 2020

Today we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they’re articulated, I’ve seen really meaningful results from them. I’m talking about John Mark Shaw. As I mentioned, he’s my personal coach. We’re on iTunes.

Gaming 69

Gaming Hospitality Objectives and Key Results Clients 69

Hubspot

AUGUST 12, 2015

You made it. The entertainment consists of moving pictures, boxing bouts, chorus singing of popular songs and dramatics from vaudeville to tragedy and the tango." Ah, happy hour. For many, it's considered the best hour, as it's tied directly to the triumphant feeling you get when you realize that the work day is, in fact, over.

Hospitality 78

Hospitality Entertainment Transportation Price 78