Partners in Excellence

JANUARY 9, 2024

Where AI/Robots are provide the promise to free people up to do the things AI/Robots can’t do, instead, too many seem to be following the example set by these tools. We don’t try to understand who they are, what they face, what they stand for, or their dreams. But we don’t connect with the human being.

Presentation 131

Presentation Follow-up Customers Trust 131

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 125

Customers Objectives and Key Results Growth Objection handling 125

Search Engine Land

MAY 13, 2024

This analogy will help us understand the systems powering entity search, giving you a newfound appreciation for the speed and accuracy we enjoy today. Through this exercise, you’ll understand: Why search engines started using entities : What problems did they solve? While it may seem complex, today we are going to break it down.

Engineering 115

Engineering Construction Start-ups Process 115

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. Enter retrieval augmented generation, better known simply as RAG. Want better answers from generative AI? That’s where RAG can help. The two go hand in hand.

Trust 122

Trust Represent Start-ups Technology 122

Partners in Excellence

MAY 15, 2024

In selling, is high performance “hitting our numbers?” ” Is it max’ing our comp plans? Is it about our personal success? Hitting our numbers is not necessarily an indicator of being a high performance organization. Markets change, better/different products emerge.

GTM 130

GTM Quota Technology Technology 130

Martech

MAY 17, 2024

Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. Rain Group also found a substantial training gap: 85% of sales professionals do not receive formal training on using AI in their roles.

B2B 119

B2B Strategize Technology Technology 119

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. to deliver a better experience.

Customers 117

Customers B2C UX User Experience 117

Partners in Excellence

JANUARY 29, 2024

The seller identified an issue he thought was impacting our company. We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better?” Can I schedule a demo?

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Martech

MAY 24, 2024

I live in Texas, where the highway speed limits are more like minimums than maximums. Our interstates could pass for the Indianapolis 500 (AKA the “Idiot 500” here in Dallas). Lots of things can put you on the wrong side of the law, whether it’s violating an ISP rule or annoying your subscribers and customers.

Cross-sell 103

Cross-sell Promote Represent Technology 103

Partners in Excellence

OCTOBER 3, 2023

.” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. Imagine engaging the customer much earlier.

Sell 134

Sell Up-sell Start-ups Customers 134

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? Macro trends may have been tackled in the wider business strategy.

Strategize 139

Strategize Launch Start-ups Engineering 139

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I Fear holds us back.

Cross-sell 121

Cross-sell Pipeline Meeting Presentation 121

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 112

Drivers/motivators Customers Technique Engineering 112

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. Some of the time is we are overburdened, we need to find a more efficient way of doing things.

Pipeline 134

Pipeline Drivers/motivators Technology Technology 134

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. Did you find that to be the case?

Healthcare 93

Healthcare Technology Technology Sports 93

Partners in Excellence

JANUARY 31, 2024

Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort. So for the 40 companies that are buying, we or our competitors close only 16 of them.

Growth 129

Growth Pipeline Represent Closing 129

Partners in Excellence

MARCH 14, 2024

Businesses, industries and markets are being restructured, profoundly. How do we survive (though some real leaders are asking themselves how we thrive.) How do we survive (though some real leaders are asking themselves how we thrive.) We’ve emerged better than before. We see a lot of uncertainty.

Objectives and Key Results 129

Objectives and Key Results Clients Drivers/motivators Start-ups 129

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. ” All we have to do is look into history, we’ve provided tool after tool. We brag about technology stacks, “Mine is bigger than yours!” ” But what results do we see?

CRM 134

CRM Technique Conversion Customers 134

Closing Bigger

MAY 21, 2024

This is episode 2 of 3 for the “AI and EI for Business Success” series with Keynote AI Speaker and sales author Shane Gibson and Nick Usborne of Nickusborne.com and BeMoreHuman.ai. “ In this episode, we focus on the concept of collaborating with AI, exploring how it can augment human capabilities rather than replace them. .

Objectives and Key Results 105

Objectives and Key Results Proposal Writing Strategize Sales 105

PandaDoc

MAY 28, 2024

A recent report found that only 49% of Americans trust businesses today. Modern consumers spend more time doing their own research and less time listening to sales pitches. Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Read this guide to learn the ins and outs of consultative sales.

Consult 52

Consult Process Sell Pitch 52

Partners in Excellence

MARCH 7, 2024

” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. I do believe that in many ways I am in a rare position. I believe the experience of being in both roles has helped me be a better marketer and also better in sales.

Sell 126

Sell Tradeshows Pitch Up-sell 126

Partners in Excellence

FEBRUARY 7, 2024

In the meetings, I’ve been doing an informal survey of leaders, at all levels. ” Too often, I get hemming and hawing, an aversion to eye contact, some shuffling back and forth, and usually, “Well I’m just so busy……… Oh. Customers are always a seller’s “real world.”

Meeting 124

Meeting Presentation Contact Customers 124

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 105

Contact CRM Technology Technology 105

Martech

JANUARY 25, 2024

So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. If you find yourself in the front seat of the struggle bus, do what I do. In my company, we spent 2023 looking for AI tools we could use to help us in our business. We didn’t give up.

Government 132

Government Strategize Start-ups Technique 132

Salesforce

OCTOBER 19, 2023

The general consensus is that AI will create more jobs than it kills. That said, here are four things you can do to make yourself more valuable to your employer in this age of data and AI. Learn how to write good prompts A prompt is what you ask GPT, or what you tell it to do. tips on how to write better AI prompts.

Customer Relationship Management 103

Customer Relationship Management Technology Technology Engineering 103

Martech

MARCH 28, 2024

Fortunately for marketers and business users in other areas of the business, software vendors are moving fast to incorporate AI into their existing applications. The AI-powered tools your team uses depend on what they’re trying to do and the access they have to the tools that will help them do it.

CRM 125

CRM Technology Technology Campaign 125

Martech

DECEMBER 4, 2023

I was at a recent marketing conference and as I scanned the agenda more than half of the sessions, including my own, had AI in the title or in the session description. In fact, we use it across our organization and it is foundational to how we support our clients. Artificial intelligence. It is everywhere, or so it would seem.

Drivers/motivators 122

Drivers/motivators B2B Technology Technology 122

Partners in Excellence

MAY 1, 2023

I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. This early intervention focuses on helping customer understand, characterize, and learn about the issues. By this time, all the hard work has been done.

Consult 114

Consult Trust Customers Clients 114

Search Engine Land

JANUARY 12, 2024

Google Ads customer service has plummeted to an unacceptable all-time low, according to search marketers. ” “I’ve called in over a dozen times – they tell me someone will call back, but they never do. To do this, they would need to talk to their rep. They don’t respond to emails either.

Engineering 139

Engineering Clients Networking Represent 139

Search Engine Land

MARCH 21, 2024

However, successful partnerships require more than just hopeful thinking; you have to put in the work from the start. This article covers the three things you want to get right when onboarding a new SEO agency: Education: Educating your agency about your business. Process: Understanding their process, workflow and digital strategy.

Contract 100

Contract Education Clients Trust 100

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do. At best, they obliquely address a real business problem. Do they build certain types of products?

Customers 121

Customers Territory Manufacturing Finance 121

Search Engine Land

FEBRUARY 15, 2024

In this article: In-house or SEO agency: Which is right for your business? What services do SEO agencies offer? In-house SEO or SEO agency: Which is right for your business? One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource?

Consult 120

Consult Clients Engineering Service 120

Search Engine Land

MAY 8, 2024

This article explores the SEO-UX paradox and how businesses can achieve visibility and user delight through a holistic approach that aligns with search engine algorithms and human needs. Understandably, the impact for UX is much greater, as UX is focused on optimizing the experience to drive better results.

UX 95

UX Objectives and Key Results User Experience Legal 95

Martech

FEBRUARY 7, 2024

If all your marketers do is spit out the same thing repeatedly, they’re not adding much human value. You need to hire or train people to do complex tasks that require thinking, so as leaders, this will require you to invest in cross-training team members and permitting them to try new things, even if they aren’t the experts.

X-functional 111

X-functional Cross-sell Territory Retail 111

Martech

JANUARY 30, 2024

How do you do digital marketing without third-party cookies? Elaine Szu, the company’s Vice President of Global Marketing, says that even with more than a year of planning, there were still things that surprised them. How will it impact your marketing and your marketing technology?

Education 121

Education Territory Growth Technology 121

Salesforce

DECEMBER 19, 2023

Generative artificial intelligence might be the only thing that’s had a bigger year than Taylor Swift. Business leaders were eager to embrace this exciting new technology, and hungry for ‌practical guidance on how to get the most out of it. They know they need to do something, but what, and how? Here’s our advice.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Partners in Excellence

SEPTEMBER 27, 2023

I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. Some of it is understandable–though still not acceptable. Without a doubt, we face more turbulence, complexity, volatility, and uncertainty than we have ever experienced.

Growth 143

Growth Gaming Technology Technology 143