Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 122

Technology Technology CRM Pipeline 122

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that? What roles do they want to play?

Product 92

Product GTM Trust Growth 92

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. Workloads seem to sky rocket as do demands on our time. But…… To often, I think much of the challenge we face is self inflicted.

CRM 133

CRM Technology Technology Pipeline 133

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Quota 123

Quota Trust Pitch Up-sell 123

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 130

Customers Quota Up-sell Conversion 130

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. Will my interactions with them leave me feeling misled, too? This might not seem like a big issue.

Trust 126

Trust Customers Healthcare Service 126

Search Engine Land

APRIL 5, 2024

It’s more an issue of both doing the audit and selling it the wrong way, which is the root cause of the perception that “SEO audits are a waste of time.” It’s more an issue of both doing the audit and selling it the wrong way, which is the root cause of the perception that “SEO audits are a waste of time.”

Hospitality 121

Hospitality Consult Clients Construction 121

Search Engine Land

MAY 3, 2024

Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. We are now seeing an influx of localized service area pages showing on the SERPs instead of generic, non-location-specific pages and homepages. Many people worry about duplicate content when creating many service area pages.

Service 130

Service Trust Clients Cross-sell 130

Partners in Excellence

JANUARY 18, 2024

As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. These are the discussions we strive to get since it is all about us and what we sell. But are they asking us the right questions?

Customers 135

Customers Up-sell B2B Trust 135

Martech

MAY 9, 2024

Ivan Ostojic is Chief Business Officer at Infobip, the omnichannel marketing platform focused on communications, conversations, chat and messaging. But I know you think they’re trying to implement some over-complicated solutions. Is that what is going to tip us into the trough of disillusionment ? A: You’re right.

Appointment 103

Appointment Technology Technology Follow-up 103

Partners in Excellence

MAY 22, 2024

Disagreement is part of life and business. After all, if we are always in agreement, we would never challenge ourselves and others to think differently, to consider something new. But we struggle with disagreement, too often we deal with it poorly. So how do we deal with disagreement?

Teamwork 73

Teamwork Construction Growth Conversion 73

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. 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? At the time, we all decried it as a land grab from Google. Every SEO professional knows this, too.

User Experience 131

User Experience Niche Service Closing 131

Partners in Excellence

FEBRUARY 12, 2024

We are driven to pitch our products and solutions. 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. We have closing strategies focused on getting the order.

Customers 129

Customers Negotiate Pitch Trust 129

Search Engine Land

MAY 3, 2024

I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. I don’t keep odd hours because I have to; I do it because that’s when I feel most productive and fulfilled.” There seems to be this new “thing” emerging online. Don’t get me wrong – burnout is real.

Contract 118

Contract Start-ups Drivers/motivators Meeting 118

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. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 125

Customers Objectives and Key Results Growth Objection handling 125

Martech

MAY 14, 2024

While advances in marketing analytics and technology have been made, a significant portion of businesses still report facing difficulties in calculating ROI. In essence, many marketing leaders know how to drive marketing results. However, they do not focus on or do not know how to market internally.

Click Through Rate 120

Click Through Rate Promote Finance Technology 120

Search Engine Land

MARCH 21, 2024

The decision to hire a new SEO agency brings high hopes for what might be achieved together. This article covers the three things you want to get right when onboarding a new SEO agency: Education: Educating your agency about your business. Unfortunately, too many agencies are not integrated in the way they had hoped.

Contract 119

Contract Education Clients Trust 119

Search Engine Land

APRIL 11, 2024

That’s according to Alphabet/Google CEO Sundar Pichai, who recently spoke about AI, Search and more at the 2024 Business, Government & Society Forum at Stanford University. Google hasn’t been “10 blue links” for a long time, Pichai said, adding: “When mobile came, we knew Google Search had to evolve a lot. Answers vs. search.

Electricity 131

Electricity Government Technology Technology 131

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. Economic or industry trends: Do you have the right awareness? Still, it is good to do your research.

Strategize 143

Strategize Launch Start-ups Engineering 143

SalesLoft

MARCH 28, 2024

During the London leg of Saleslove on Tour, we sat down with Rob to hear what he had to say about how impact can drive both ways between customers and vendors, and also how that leads to success. You taught us what we didn’t know and helped us improve on what we did know.

Technology 90

Technology Technology Gaming Trust 90

Search Engine Land

MARCH 22, 2024

This creates an opportunity for local businesses to stand out by producing authentic, helpful information that resonates with their audience and builds trust. This article covers strategies for creating localized business content that converts, such as: Providing transparent pricing details. Continuously updating outdated pages.

Real Estate 126

Real Estate Trust Healthcare Click Through Rate 126

Martech

APRIL 17, 2024

Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. We talked to Sharon Mostyn, CEO of Mostyn Marketing Group, to find out the current state of all things GA4-related.

Healthcare 121

Healthcare GTM Clients Price 121

Search Engine Land

MAY 20, 2024

The Value Proposition Canvas is a tool designed to help businesses create value for their customers. Introduction the Value Proposition Canvas (VPC) The Value Proposition Canvas (VPC) was developed by Dr. Alexander Osterwalder to help businesses create a strong fit between products and the marketplace.

Non-Profits 125

Non-Profits Drivers/motivators Finance Service 125

Partners in Excellence

JANUARY 19, 2024

We live in worlds of constant interruption. Our attentions are drawn to those, we go through them, dealing with each one. Some one has asked a question, we have to respond with an answer. Someone has raised an issue, we have to address it. We are busy, our days are filled with reacting and responding.

Clients 123

Clients Meeting Conversion Customers 123

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. We were coming off an environment where startup funding was as fruitful as ever. What he’s learned on both sides of the VC table is that the bar is really high for most VCs.

Quota 100

Quota Finance Drivers/motivators GTM 100

Martech

JANUARY 10, 2024

Some do it to position themselves as thought-leaders, gain new clients or just because they enjoy teaching. Don’t try to cover too much information You can’t cover everything about search engine optimization, marketing automation or any topic in 30 minutes. When you try to cover too much information, you can only touch the top layer.

Presentation 124

Presentation Engineering Clients Process 124

Search Engine Land

JANUARY 22, 2024

We’ll cover issues like: Chasing statistical significance at the expense of business impact. Something that goes along the lines of: “By adding urgency to my ecommerce ad copy, we anticipate CTR to increase by four percentage points”. What usually works : Placing that lead form above the fold on your landing page.

A/B testing 131

A/B testing CTR Conversion Campaign 131

Martech

APRIL 30, 2024

Q: What do you like about it? And then the biggest thing for me today is we have such an impressive and fun team to work with. None of our work can be accomplished by any specific team member, so getting to work across a team of people with different experiences, and different expertise is fun for me, too.

CRM 110

CRM Clients Start-ups Education 110

Martech

APRIL 16, 2024

And you’ve probably been wondering, what is real-time marketing? Are we delivering content in seconds? What matters is that you reach your customers when they need to be reached, with the right experience. Open the report What you’ll learn What is real-time marketing and how does it use real-time data?

E-commerce 117

E-commerce Hospitality Customers Strategize 117

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. In work, we constantly look for shortcuts. Technology has become our savior.

Pipeline 134

Pipeline Drivers/motivators Technology Technology 134

Martech

APRIL 19, 2024

Even with new channels and new tactics entering the fray on a regular basis, the debate around how to do lead gen rages on, including on social media channels. Our lead generation products have evolved over the years,” said Becky Bui, Senior Director of North American Small Business Sales at Meta. “In Meta saw 16.6%

B2C 126

B2C Lead generation B2B Campaign 126

Search Engine Land

MARCH 6, 2024

Synergy Team synergy goes a long way in everything you do, especially when trying to speak to a brand’s intended audience. Voice and tone, keyword usage and general branding should be consistent, and collaboration as SEOs and social media managers is an easy (and relatively low-cost) way to do it. Your audience relies on them.

Objectives and Key Results 120

Objectives and Key Results Cold Call Cross-sell Engineering 120

Search Engine Land

APRIL 16, 2024

en wondering, what is real-time marketing? Are we delivering content in seconds? What matters is that you reach your customers when they need to be reached, with the right experience. Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it.

E-commerce 107

E-commerce Hospitality Strategize Follow-up 107

Search Engine Land

JANUARY 22, 2024

But what you need to learn is the untold story. But the story that hasn’t been told is right under our noses. The one about right and wrong. It’s my ball, and I’ll take it home if you don’t do as I say…’ We’ve all been there as kids. You’ve probably heard all about it already.

Engineering 134

Engineering Legal Education Trust 134

Partners in Excellence

FEBRUARY 15, 2024

Let’s look at what this means: Our top performers are already very busy. They aren’t sitting around, twiddling their thumbs wondering what to do with their time, they are filling it with high quality/impact efforts. Now we dump our very best leads onto people that are already very busy.

Start-ups 116

Start-ups Up-sell Sell Product 116

Search Engine Land

MAY 9, 2024

And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). But what about information gain in relation to the information foraging theory? As you can see, we have three different meanings for the same term. Or, to put it another way, there’s just too much information out there.

Engineering 121

Engineering Angle UX Trust 121

Martech

JANUARY 18, 2024

“I was about to turn 40 and I didn’t believe that corporate America could give me what I needed.” ” Instead, he built a new career around speaking, authorship, teaching and what he calls “consulting in a coaching way.” Q: You talk about helping people take ownership of what they create.

Represent 117

Represent Consult Clients Service 117