Partners in Excellence

APRIL 26, 2024

We may not even recognize what they are. Things like showing up on time, being prepared, the thank you note. Even if it’s something no one else sees, there are little things we have to do. The big things are never one big thing, they are a collection of little things, each of which must be executed well.

CRM 118

CRM Presentation Meeting Closing 118

SaaStr

MARCH 1, 2024

At the end of the day, the top SaaS companies IPO and end up trading at “standard” ARR multiples. Not great, but it is what it is. A startup doing $300k in ARR is rarely valued at $1.8m post-money these days. Multiples start off high, and then plummet in each round. And misunderstand. But they don’t start there.

Presentation 111

Presentation Start-ups Closing Growth 111

Partners in Excellence

DECEMBER 26, 2023

And regardless what we do, we never will. We have endless tools and technologies, increasingly assisted by AI, enabling us to accomplish more in each hour. The goal of each of these is increasing our efficiency. ” In a few hours or a day, I would get a typed draft of my prospecting letter.

Follow-up 130

Follow-up Prospecting Conversion Technology 130

Partners in Excellence

JANUARY 19, 2024

Each morning, our inboxes and feeds are filled. Our attentions are drawn to those, we go through them, dealing with each one. Our customers, partners, peers, managers ask us questions or make suggestions, we have to deal with each of them, immediately. We are busy, our days are filled with reacting and responding.

Clients 109

Clients Meeting Conversion Customers 109

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” 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. Step 1: Goals What is your goal for this content?

Process 121

Process Objectives and Key Results Angle Follow-up 121

Adaptive Business Services

MAY 1, 2024

However, you need to have adequate numbers (activity) in all of these areas in order for ratios to hold any value. Instead, I might need to make 20 presentations each month and close 60% of those presentations. What are some of the variables? Those kinds of ratios. It all depends on the numbers. The sales math.

Appointment 77

Appointment Cold Call Sales CRM 77

Partners in Excellence

MARCH 7, 2024

My friend David Brock sent me an email that started with “Carlos, yeah, yeah, I know you are a marketer, but you are also a terrific seller.” I do believe that in many ways I am in a rare position. Now onto why I am interested in selling. But selling goes far beyond the titles. Carlos is one of those.

Sell 112

Sell Tradeshows Pitch Up-sell 112

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? What will they tell their friends or colleagues about their experience — will they even mention it? Do you think customers will talk about how they were “wowed” by their AI experience? Another star earned, thanks to Lincoln.

Customers 128

Customers Hospitality Technology Technology 128

Martech

MARCH 20, 2024

Start with soul searching What is your why? Start by examining and then articulating your purpose because it’s the “why” that people actually buy. Revisiting your why will guide your rebrand and the development of your messaging framework, including your brand story. If you do business outside the U.S.,

Strategize 113

Strategize B2B Legal Launch 113

Search Engine Land

APRIL 19, 2024

Have you ever been in a situation where not everyone was on the same page? Giving the client an idea of how your team operates will help you both decide if the relationship is a good fit. Agree on what work will be performed What services will you be providing to the client? Or is it a hybrid? Be detailed.

Contract 108

Contract Clients CRM Meeting 108

Search Engine Land

APRIL 30, 2024

Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? What’s the best sushi restaurant near here? You can probably take it off around noon.” Think of a five-letter word that means ‘tired’ ” Oh, and your butler refuses to take any money from you. Is SEO dead?

User Experience 114

User Experience Niche Service Closing 114

Partners in Excellence

MAY 1, 2024

We seem to measure our worth by how we fill our calendars and that pleasant feeling of exhaustion at 10PM when we have finished a busy day. And we feel we have accomplished huge amounts with each to-do, task, meeting we check off as complete. What should I do?” As I jumped in, I saw the CEO. Then he paused.

Meeting 103

Meeting Quota Technology Technology 103

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” ” I have several dozen stories so far, releasing a few each day. But as you read through their individual stories, some common themes start to emerge. At the same time, they are viciously focused on doing the work.

Territory 110

Territory Sports Technique Represent 110

Martech

APRIL 10, 2024

But those days are over. I’ve sat through countless demos, each promising the moon and the stars, only to feel underwhelmed when it’s over. I’ve sat through countless demos, each promising the moon and the stars, only to feel underwhelmed when it’s over. Well, not anymore.

Pitch 111

Pitch Product Electricity Healthcare 111

Partners in Excellence

APRIL 16, 2024

Each was a senior sales executive responsible for $100s of millions to billions in revenue. The interviews were to be about 30 minutes, but each person became fascinated with Inshal and her ability to “connect” with them. And each intends to offer her a job when she graduates. Her story demonstrates that, vividly!

Sell 106

Sell Pitch Account management Up-sell 106

Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. So if you want the bullet points, here’s my best attempt: A mentor : Mark understood the world and how to win within its parameters better than anyone. When I was asked to write this…I was stuck.

X-functional 116

X-functional Sports Represent Start-ups 116

PandaDoc

MAY 9, 2024

This guide will explain the sales velocity formula and what it means for your business. What is sales velocity? So what does sales velocity mean? So what does sales velocity mean? Number of opportunities Sales velocity opportunities do not equal the total number of leads. Not every transaction is created equal.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Partners in Excellence

MARCH 15, 2024

The key opportunity we sellers face is our customers posing a question to themselves, “Should we do things differently?” The customer recognizes these, asking themselves, “Should we do things differently?” They are so busy doing their day jobs they don’t take time to look around.

Consult 103

Consult Meeting Customers Process 103

SaaStr

FEBRUARY 28, 2024

As a founder, you may wonder what venture capitalists are looking for these days. So what drives that decision? Akriti has spent six years doing VC with thousands of teams. She’s also sat on boards with 15 or 16 companies, figuring out what does and doesn’t work for her as an investor. Only three came back.

Pitch 89

Pitch B2B Up-sell Meeting 89

Search Engine Land

MAY 3, 2024

But there is a real difference between working because you have to and working because you enjoy your work. I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said.

Contract 86

Contract Start-ups Drivers/motivators Meeting 86

Search Engine Land

FEBRUARY 27, 2024

How many total paid search clients does the agency have and what is the average annual spend of their clients? What percentage of the company’s revenue does paid media management represent? What percentage of the company’s revenue does paid media management represent? Will you own your accounts or would they?

Retail 106

Retail Clients Contract Campaign 106

Partners in Excellence

MARCH 11, 2024

I leverage them constantly through my day, but for very different purposes than the majority of sellers. There are prompts for “researching and understanding” any role you might be selling to. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH.

Healthcare 111

Healthcare Drivers/motivators Engineering Presentation 111

Understanding the Sales Force

APRIL 22, 2024

During most of April, I’ve been frequenting a Smoothie Bar near the place we are staying and when I take my first sip each day, one thought occurs to me each time. “Why don’t the smoothies I make at home taste this good and why doesn’t the texture of my made-at-home smoothie compare?”

Drivers/motivators 81

Drivers/motivators Construction Sales CRM 81

Partners in Excellence

MARCH 10, 2024

Every once in a while you see something so special, moving, and important, you have to change things. I hope it drives each of you to do the same. I knew she follows much of what I write. ” It is such a privilege to share this, thank you Chloe! Chloe’s story is just that.

Sell 114

Sell Up-sell Start-ups Growth 114

Search Engine Land

MARCH 12, 2024

With so many changes happening simultaneously in Google Search, it is hard to keep track of what is impacting what. He repeated that in 2022 saying, “We’ve worked very hard to keep updates separated from each other, or as little overlap as possible, to help creators understand more.” Not done yet.

User Experience 133

User Experience Engineering 133

Search Engine Land

APRIL 6, 2023

Now, what do you see? If you’re like most websites, the top trafficked pages are also often at least 12 months old. Your results six months from now depend on what you did at the end of last year. Here’s why. What’s more common is some variation of the following: Day 0 = Not indexed.

CTR 131

CTR Start-ups Clients Follow-up 131

Search Engine Land

OCTOBER 24, 2023

In this article, I’ll go through with you a few things on how to collaborate well with developers, including: My now standard operating procedure with developers, which could/should be your new baseline expectation. Following their process and providing all the information they need to get the job done or tell me why they can’t do it.

Intrinsic 105

Intrinsic Manufacturing Trust User Experience 105

Search Engine Land

MARCH 11, 2024

By understanding Google’s Knowledge Graph and entity relationships, you can strategically optimize content for increased topical authority and relevance beyond keyword-centric pages. This article will: Explain why entities are key to a strong SEO strategy. What does it mean that search engines think in entities?

Niche 125

Niche Strategize Engineering Represent 125

SaaStr

JANUARY 5, 2024

Getting Outbound off the Ground in the Early Days Whatever stage your company is in, you can map wherever you are to outbound and use this article to either create, scale up or improve your outbound SaaS sales. Start with who you are targeting in your own network. Instead, they approached it more strategically.

Quota 108

Quota Commission Networking Drivers/motivators 108

Salesforce

JANUARY 3, 2024

As a sales professional, you don’t have to coerce or pressure. Instead, you need to be a curious problem solver who uses your emotional intelligence to be of service. What you’ll learn: What is a sales pitch? Why are sales pitches important? What are the core elements of a sales pitch?

Pitch 109

Pitch Sales Prospecting Clients 109

Search Engine Land

SEPTEMBER 15, 2023

You have a high level of control over the company’s creative messaging, which gives you the power to truly launch a brand. Whether you’re a solopreneur, the first marketing hire at an early-stage startup, or the sole marketing employee at an emerging business, these tips are for you. Start with the company website.

Objectives and Key Results 139

Objectives and Key Results Campaign Launch Follow-up 139

SalesProInsider

APRIL 30, 2024

“How are you today?” Sorry to hear about the Packer’s loss last weekend, what was your highlight of the season?” “How How has your day been so far in the new location?” “How What do you think about those questions? Well, “small talk” is only small if you make it so. Make it about them, not you.

Sports 62

Sports Conversion Networking Pitch 62

Search Engine Land

APRIL 8, 2024

But what exactly defines a “quality” SEO service? Did you know that popular methods for measuring service quality, like SERVQUAL , don’t factor in the price? How to deliver quality services to your SEO clients from day one There’s no one way to define quality. This also applies if you work in-house.

Service 102

Service Trust Clients Price 102

Search Engine Land

NOVEMBER 28, 2023

The November core update finished on November 28, 2023, 26 days after it started to roll out. The November core update finished on November 28, 2023, 26 days after it started to roll out. What we saw. I covered what some of the SEOs noticed early on at the Search Engine Roundtable. Why we care. Overlapping update.

Engineering 144

Engineering Conversion 144

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing?

Assembly Line 100

Assembly Line Trust Up-sell Start-ups 100

SalesProInsider

OCTOBER 13, 2022

Or maybe there is no one who “gets you” and what you are trying to do with your business. Or maybe there is no one who “gets you” and what you are trying to do with your business. In late 1998, I took the leap to start, what I thought would be, a very part-time consultancy.

Consult 126

Consult Networking Start-ups Promote 126

Search Engine Land

APRIL 19, 2024

Let’s dive into seven proven strategies that can help you elevate your Google responsive search ads game. Less is sometimes more We’re starting with a concept rather than a feature here, but just because you can add 15 headlines and four descriptions doesn’t mean you should also populate all of those slots.

CTR 109

CTR A/B testing Objectives and Key Results Campaign 109