Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

High impact 120

High impact Service Growth Conversion 120

Partners in Excellence

MAY 16, 2024

It’s focuses on exploiting any list we get, including “Dear occupant or current resident… ” And the act of cold calling is all about pitching a product, not understanding a customer. They may be working at a current customer, but a part of the organization you have never explored.

Cold Call 77

Cold Call Technique High impact Pitch 77

Martech

MAY 15, 2024

We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. How did this lead you to customer experience? And really all the pieces of a business come together to serve the customer better. Interview edited for length and clarity.)

Healthcare 89

Healthcare Technology Technology Sports 89

Force Management

MARCH 14, 2024

These organizations ensure that the entire customer-facing team understands how to communicate the value of their solution in a way that’s meaningful to the buyer’s needs and outcomes. Start by equipping every member of your go-to-market team with the customer-first mindset associated with the business conversation.

Conversion 152

Conversion Sell Market share Go To Market 152

Partners in Excellence

MARCH 18, 2024

But are we addressing the most important issues our customers face? Until the customer has clearly answered the questions, “What are the key issues we seek to address, why do we need to do this,” they have neither defined nor understood all the issues around the problem or change initiative.

Presentation 125

Presentation Closing Product Customers 125

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 129

Education Trust Sell Product 129

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Our fixation on mechanizing everything in selling, minimizing the human connection, and our failure to connect with customers on their problems/challenges.

Quota 117

Quota Trust Pitch Up-sell 117

Heinz Marketing

MARCH 15, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing B2B purchases are complex, involving multiple decision-makers, each with specific needs. The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today.

Growth 110

Growth Customers Objectives and Key Results Teamwork 110

Martech

NOVEMBER 6, 2023

But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B and B2C customers, despite their different needs, are still human decision-makers. A great customer experience matters for B2B, just as in B2C. Scalability.

B2B 131

B2B Customers B2C Cold Call 131

Martech

MARCH 13, 2024

Surveys and focus groups are the go-to methods for gathering customer insights to drive marketing strategy. Today, AI-powered tools like data mining and sentiment analysis offer a powerful way to augment and improve customer research. As a result, the survey findings often mismatch with actual customer behavior and preferences.

Drivers/motivators 107

Drivers/motivators Customers Technique Engineering 107

Partners in Excellence

FEBRUARY 6, 2024

But we have some new challenges, “Do we understand what the answers mean and can we apply them to the specific situation?” ” ‘Do we understand which answer we might choose or recommend, and why we should make those choices?” I ask, “Why is this important to the customer? What does it mean?

Presentation 119

Presentation Technology Technology Conversion 119

Martech

APRIL 10, 2024

We need tools that not only function flawlessly but surpass expectations. We need a revolution, an injection of genuine creativity. We need solutions that break new ground, push the boundaries of what’s possible and redefine industry standards. Functional : Fulfilling basic needs (e.g., Unwavering customer focus?

Pitch 100

Pitch Product Electricity Healthcare 100

Partners in Excellence

JANUARY 30, 2024

Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. They need to understand the problem before they can even think about the solution.

Product 98

Product Sell Pitch B2B 98

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. My reaction to the majority responses these hacks produce is, “Nothing new, OK not great…” It’s stuff, if we work to master our profession, we should have known without needing ChatGPT. Or any market or industry.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Salesforce

MAY 15, 2024

Today’s customers are tired of repeating themselves. They want a connected experience across all customer service channels, from live chat to voice. That’s why an omnichannel contact center needs to be part of your customer service strategy. What you’ll learn: What is an omnichannel contact center?

Contact 96

Contact CRM Technology Technology 96

Martech

APRIL 19, 2024

Brands need to connect their messaging directly with the specific communities they serve and media to their target demo. This budget-friendly nature does not diminish the need for strategic planning; instead, it emphasizes allocating resources wisely to maximize returns.

Retail 104

Retail Campaign Strategize Strategic planning 104

Partners in Excellence

APRIL 2, 2024

Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. But, as we work in organizations and work with our customers, sometimes this can be the source of a giant disconnect. The problem is, the “end in mind” for our customers is seldom about buying a solution.

Customers 122

Customers Closing Presentation Product 122

Search Engine Land

JANUARY 10, 2024

Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. Gain clarity on business priorities for 2024 and beyond Before assessing your SEO strategy, you must understand where the business intends to go in 2024 and beyond. When did you last map the customer journey?

Strategize 136

Strategize Launch Start-ups Engineering 136

Partners in Excellence

FEBRUARY 29, 2024

He was very focused on the customers and people he was prospecting. He researched others, understanding their roles and what their companies did, creating personalized emails. ” I asked, “What are the issues, challenges that customers have that might drive the need for your solutions?”

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Salesforce

MAY 6, 2024

We’re talking about an AI audit, a kind of check-up on your AI systems to ensure they’re operating ethically, transparently, and within regulatory guidelines, with an eye toward understanding how they make decisions. Key terminology on AI safety There is no magic wand to make your AI safe and trustworthy. They simply disappear.

Legal 116

Legal Territory Trust Technology 116

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. Sellers obsessed in understanding what our prospects and customers think about us, our companies, and our solutions.

Manufacturing 117

Manufacturing Finance Presentation Technology 117

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Search Engine Land

MAY 14, 2024

A new era of customized AI models is emerging. Known as custom GPTs (generative pre-trained transformers), these tools enable SEO professionals to harness the capabilities of language models like ChatGPT and tailor them to their unique processes and philosophies. With the sunsetting of ChatGPT’s plugins, custom GPTs took center stage.

Customers 92

Customers Niche Strategize Represent 92

Partners in Excellence

APRIL 22, 2024

And the absence of this results in our inability to deeply understand and impact those things for which we are responsible. It is the active, deliberate, and empathetic engagement with others, whether it’s our people, our peers, our customers, our business partners. Attentiveness makes people feel understood and valued.

Drivers/motivators 116

Drivers/motivators Closing Customers Sales 116

Partners in Excellence

MAY 1, 2024

Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. We can analyze every word our people and our customers speak on phone or Zoom calls. Losing maybe messier, but the best performers take the time to understand what happened and what they might change.

Technology 115

Technology Technology CRM Pipeline 115

Martech

MAY 17, 2024

Still, they aren’t very effective at understanding how your solutions are better, different or more valuable than your competitors’ So, what’s the next step? Have a plan You don’t need to fix something into granite, but you can’t go without an opinion. I typically call out “use cases” in this part of the dialog.

B2B 74

B2B Strategize Technology Technology 74

Martech

MAY 13, 2024

Understanding user communities About six years ago, I led a global team at a B2B SaaS startup company. We reached $40 million in recurring revenue but lacked a forum for collaboration and idea-sharing with our several thousand customers. Customer support User communities often serve as an extension of customer support.

Growth 95

Growth B2B Launch Follow-up 95

Search Engine Land

FEBRUARY 14, 2024

Online shopping is a dynamic experience for customers, sparked by the awareness of a specific need or desire. As explored in “Mapping the customer journey for SEO and marketing success,” understanding your customers’ purchase path is vital. What is a customer journey map for ecommerce?

Customers 97

Customers User Experience Referrals B2B 97

Sales Gravy

JANUARY 23, 2024

Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element. This isn't about interrogating; it's about engaging in a conversation that uncovers deeper needs and desires. It's about understanding the customer's journey, their challenges, and what they truly value.

Sell 91

Sell Up-sell Engineering Conversion 91

Martech

DECEMBER 18, 2023

If marketing is to be responsible for customer data, then marketing must insist that it is responsible for this wherever it exists in the company. You need to demonstrate why integrating data is valuable. Tracking the number of data sources with customer names may be an excellent first metric. But be careful what you ask for.

Government 140

Government Campaign Strategize Customers 140

Search Engine Land

FEBRUARY 5, 2024

By doing so, we can go beyond static measurements like organic traffic volume and keyword rankings and tap into behavioral insights that reflect the fluidity of user needs and search trends. Below are examples of how customer-centricity can support and enrich SEO KPIs. Business email address Subscribe Processing.

Lead generation 123

Lead generation User Experience Conversion Meeting 123

Salesforce

MARCH 4, 2024

Before we explore these key success factors and recommendations, let’s understand the current state of AI-powered CRM. Learn what's new Gaps in basic AI understanding reveal room for growth The research reveals organizations worldwide are embracing AI across various CRM use cases. Three foundations for strong AI-powered CRM 1.

Commission 116

Commission CRM Education Trust 116

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead.

Closing 52

Closing Legal Real Estate Trust 52

Martech

FEBRUARY 21, 2024

In my last article , we looked at how to best use data during the purchase stage of the customer journey and how effective use of data can enhance outcomes for both the customer and the brand. This is the third stage of the customer journey, where we work to retain and engage our existing customers over time.

Growth 91

Growth Cross-sell Promote Price 91

Salesforce

JANUARY 17, 2024

The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. They seek understanding, simplicity, and empathy. Let’s begin.

Drivers/motivators 116

Drivers/motivators Trust Territory Technology 116

Salesforce

MARCH 19, 2024

The company was poised for rapid growth, but it couldn’t train customer service representatives (CSRs) quickly enough to keep up with its expansion. For it to thrive, it needs the proper context and reams of factual data — and not generic information. Users must still understand the fundamentals of writing a clear prompt.

Trust 122

Trust Represent Start-ups Technology 122

Martech

JANUARY 9, 2024

One reason for this is the need to improve personalization and drive it to all parts of marketing. The AI-powered MAPs help businesses identify potential customers and automate the process of capturing leads and nurturing them to sales readiness using channels like email, social media, webpages and display ads.

Campaign 119

Campaign Consult Prospecting Technology 119