Partners in Excellence

APRIL 3, 2024

We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. We constantly experiment with different shortcuts, trying to figure out how to make them work for us (apparently they worked for others). And the answers ChatGPT gives us are the same it gives everyone else.

Objection handling 114

Objection handling Construction Technique Drivers/motivators 114

Partners in Excellence

JANUARY 24, 2024

A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. The issues we encounter are issues that AI cannot, at least for some time, address. How confident are they?

Represent 117

Represent Presentation Up-sell Engineering 117

Partners in Excellence

JANUARY 19, 2024

Our customers, partners, peers, managers ask us questions or make suggestions, we have to deal with each of them, immediately. And that activity makes us feel as though we have accomplished a huge amount. In our time management reading or courses, we’ve been taught to write down our priorities and what we want to achieve.

Clients 113

Clients Meeting Conversion Customers 113

Partners in Excellence

SEPTEMBER 25, 2023

It’s no surprise, we have more demands on our time than we have time to fulfill those demands. In addition to technology, we revise and redesign our processes to make us more efficient. In addition to technology, we revise and redesign our processes to make us more efficient. We are, at times, creative, curious.

Technology 123

Technology Technology High impact Meeting 123

SaaStr

MARCH 30, 2024

Last time we had a great one with Job van der Voort, CEO at Remote, check it out here. Notion is our knowledge-base, and – for a long time – was also where we’d do a lot of task management, and created some rudimentary CRMs for different purposes. What’s your core stack of apps today?

CRM 85

CRM Launch Growth Contact 85

Martech

MAY 7, 2024

Documenting the request is probably the most important step, and it can be done with a follow-up email, a follow-up Slack message or the creation of a task in a project management tool like Asana, Trello or JIRA. It’s not perfect, but it’s better, and it helps us set and meet each other’s expectations more often. The delivery date.

X-functional 95

X-functional Follow-up Meeting Strategize 95

Partners in Excellence

JANUARY 23, 2024

Time management has always been an important concept. I can remember reading all sorts of books on effective time management, even back to college days. I continue to devour them, adapting many of the principles to my own time management. We have reached a “crisis” in time management.

Objectives and Key Results 108

Objectives and Key Results Technique Presentation Closing 108

Partners in Excellence

JANUARY 22, 2024

” This time I’m referring to individuals in the enterprise. People respond, “They run IT, they manage sales, they design new products, they are marketing people…” But then when I ask, “What’s that mean? Customers (actually all of us) are hungry for these conversations.

Customers 107

Customers GTM Trust Up-sell 107

Partners in Excellence

DECEMBER 26, 2023

Time is a problem. Whatever time we tend free up, is immediately filled with something else and we become time poor, once again. We have endless tools and technologies, increasingly assisted by AI, enabling us to accomplish more in each hour. And, over time, we’ve seen response rates plummet.

Follow-up 133

Follow-up Prospecting Conversion Technology 133

Partners in Excellence

FEBRUARY 12, 2024

Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. Too often, sellers don’t take the time—often they don’t care—because understanding these things takes time.

Customers 118

Customers Negotiate Pitch Trust 118

SaaStr

JANUARY 22, 2024

(@jasonlk) January 3, 2024 So perhaps the best management advice you’ll hear again and again is this: #1. And yet, most of us only half listen. And these days, when almost all of us run distributed teams, this advice is ignored again and again. And a few other basic Unforced Management Errors — that we all still make.

Conversion 106

Conversion Cross-sell Up-sell Start-ups 106

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.

Sell 137

Sell CRM Technique Territory 137

Partners in Excellence

APRIL 25, 2024

What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? So if our 20% win rate company could somehow manage to get a 50% win rate, their top of funnel metrics change profoundly. But let’s go further.

Pipeline 111

Pipeline Prospecting Closing Process 111

Partners in Excellence

MAY 1, 2024

We revel in our ability to multitask, even though the data shows that multitasking makes us accomplish less. We focused, first, on scheduling one meeting at a time. In a relatively short time, he could see the organization accomplishing more, though it was “less busy.” “What do I do,” he asked.

Meeting 111

Meeting Quota Technology Technology 111

Partners in Excellence

MAY 3, 2023

We, our customers, colleagues, managers are time poor! In reality, we will always be that way, we will have more demands on our time than we have time to commit. For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time.

Sell 92

Sell CRM Up-sell Education 92

Search Engine Land

MAY 3, 2024

We can all be aware of our colleagues around us and look out for any warning signs. The ones that do better often have an operations manager-type role in place. Recognizing burnout within yourself Identifying burnout in ourselves requires self-awareness that can sometimes be clouded by the very stress we’re trying to manage.

Contract 100

Contract Start-ups Drivers/motivators Meeting 100

Partners in Excellence

MARCH 6, 2024

” They don’t need us creating a deadline incentive, “If you buy by the end of the quarter, we can give you a discount.” Like all of us, they are prisoners of their own experiences. They need to know they have support for the initiative from their management. Each is time poor.

Education 127

Education Trust Sell Product 127

Partners in Excellence

SEPTEMBER 28, 2023

When I started to write this post, I typed, “Is it a good use of their time?” We are constantly making choices based on time. But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals.

High impact 115

High impact Meeting Customers Closing 115

Martech

APRIL 16, 2024

If you’re like most marketers, you’ve been hearing the term “real-time” a lot lately. And you’ve probably been wondering, what is real-time marketing? Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it. Real-time does not have to mean right now.

E-commerce 104

E-commerce Hospitality Customers Strategize 104

Heinz Marketing

NOVEMBER 21, 2023

In a recent chat with our President & Founder, Matt Heinz and CMO AI Advisor Nicole Leffer , we uncovered some timely insights as we gear up for 2024. Advantages of AI for Time Management and Cognitive Load: AI offers a significant advantage in terms of productivity and time management. Want to join us ?

B2B 102

B2B Strategize Clients Consult 102

SaaStr

JANUARY 25, 2024

We had a great one last time with Mark Roberge, Co-Founder and Managing Director at Stage 2 Capital. Our fund gives us the flexibility of angel investors but allows us to leverage our experience as institutional investors to support the companies we invest in. Check that out here.

Construction 95

Construction Entertainment Finance Education 95

Hubspot

MAY 7, 2024

It was a difficult time, sure. He reminds us that while working on your own business and exploring new ideas can be exciting, the lack of structure and accountability for first-time entrepreneurs can be emotionally taxing. Naqvi reassures us that you can always go above and beyond your 3-5 weekly actions.

Start-ups 63

Start-ups Teamwork Follow-up Service 63

Membrain

FEBRUARY 11, 2024

Join Alan Versteeg, Global Chief Revenue Officer of Growth Matters, as he guides us through the transformative shift from 'cannonball management' to 'cruise missile management,' a strategy that demands real-time action correction to boost sales efficacy.

Sales 75

Sales Growth 75

Partners in Excellence

JANUARY 30, 2024

Each of us experiences the same thing, grumbling at the terrible quality outreach. Then, too many of us turn around and inflict bad outbound prospecting on our own victims. How does it impact us? How do we gain and manage consensus across all these people? 100% of the prospecting messages I see are product focused.

Product 97

Product Sell Pitch B2B 97

Search Engine Land

APRIL 16, 2024

en wondering, what is real-time marketing? Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it. Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it. Milliseconds?

E-commerce 83

E-commerce Hospitality Strategize Follow-up 83

SaaStr

JANUARY 9, 2024

Perhaps the biggest change though is how many folks want to manage a team, versus do the work themselves. And so did a bit of laziness that creeped into many of us during the past few years. Things really were easier for many of us in 2021. Not just hire and manage people?”. We used to do it this way. Constantly.

Campaign 102

Campaign Up-sell Start-ups Sell 102

Salesforce

APRIL 22, 2024

It’s time to create your own website and showcase a your professional portfolio of projects, resume, demo videos, and much more. My portfolio allowed me to demonstrate my technical expertise at a time when I didn’t have any Salesforce experience on my resume.” But hey, you have tech skills. You’re learning Salesforce skills every day.

Clients 111

Clients Consult Promote Contact 111

Martech

APRIL 15, 2024

She is currently global customer CRM senior manager and CDP advisor. Q: Although you’ve spent most of your career in Florida, you also worked as a digital marketing manager at 3M in Brazil for some time. Q: And just before that, some time at Univision, the major U.S. Q: You studied in São Paulo.

CRM 102

CRM Retail Technology Technology 102

Partners in Excellence

SEPTEMBER 21, 2023

Time management is a huge issue for all of us, but particularly important for sellers. A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively?

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

APRIL 18, 2024

The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%. Task forces would be in frenzied action trying to figure out why this was happening and what need be done to change that win rate, getting it up to more acceptable levels in the shortest time possible.

SQL 115

SQL Quota Presentation Prospecting 115

Membrain

AUGUST 6, 2023

Navigating through tough times can be quite a challenge, especially for CEOs looking to boost shareholder value and profits. Join us in today’s episode with SalesStar's Global Director of Learning, Alex Chan as we delve into how managers can hold their teams accountable and the importance of data-driven decision making.

Sales 118

Sales 118

SaaStr

JANUARY 21, 2024

I realized once I was an exec for the first time that a lot of us we working just as hard as the founders. At least, a few of us were. But were they really doing so, so much more than the rest of us? Hiring the entire management team. No way I deserved to make as much. Everything. ALL the revenue.

B2C 102

B2C Engineering Start-ups 102

Martech

MAY 7, 2024

With that sheer growth rate, it is fair to ask yourself and your team: “Do we control our martech, or does our martech control us?” Every year, we publish the Marketing Technology Supergraphic and we hear one question: “Will the Martech market consolidate any time soon? We used our dataset of 1,500+ real-life martech stacks.

Legal 114

Legal Growth Pitch Technology 114

SaaStr

DECEMBER 15, 2023

So over the past few weeks I’m doing a lot of end-of-the-year catch-ups and I’ve heard this one story again and again: “I replaced my entire management team this year” I push founders and the reason in the end is basically always the same. And it was simply time for new folks that, while not necessarily better — simply wanted the job.

Quota 98

Quota Drivers/motivators Start-ups 98

Partners in Excellence

APRIL 8, 2024

” With managers going along with this, saying, “More top of funnel focus!” Increasingly, however, through our diligence, customers are recognizing the don’t need sellers to buy, with over 80% preferring rep free buying experiences and total time allocated to all sellers is less than 17%.

Quota 114

Quota Trust Pitch Up-sell 114

SaaStr

APRIL 20, 2024

." @searchbrat @zapier @kippbodnar @HubSpot @jasonlk pic.twitter.com/dUudpe9s2Q — SaaStr (@saastr) April 16, 2024 HubSpot and Zapier’s CMO had us on their “Marketing Against the Grain” pod / videocast. Will AI let ICs do more, with fewer managers? Do things every week, not just when you have time.

Drivers/motivators 107

Drivers/motivators Growth Product Technology 107

Search Engine Land

JANUARY 30, 2024

The news coincides with reports of dissatisfaction with Google Ads’ support, which has been described as hitting “ an all-time low ” by frustrated advertisers. This makes it easier for advertisers to connect with customer support and set up consultations at a time that suits them. Why we care. What Yelp is saying.

Consult 107

Consult Territory Engineering Represent 107