Partners in Excellence

APRIL 8, 2024

In spite of everything, customers are still buying, though the economy drives them to focus on mission critical purchases. But as we emerge from the downturn, we are seeing increases in buying. For much of their buying, this makes sense. We’ve, particularly in SaaS, proactively pushed for the consumerization of buying.

Quota 119

Quota Trust Pitch Up-sell 119

Partners in Excellence

MAY 10, 2024

It’s highly transactional, the customer is relatively experienced in buying these items, the risk associated with a bad decision is very low, and very few people are involved in the buying process. The first can be highly transactional the second is very complex. It must be driven by the customer buying process.

Service 62

Service GTM Contract Price 62

Iannarino

JUNE 21, 2021

Legacy Laggard: Transactional Approach. Those sales organizations and salespeople who have a transactional approach to sales generally believe this is the level of value they need to create for their clients. The best way to understand this is through an example. Part 8 | Locus of Value. Do Good Work.

Strategize 174

Strategize Clients B2B Sales 174

Sales Gravy

MARCH 24, 2024

Proactive Engagement: The need for businesses to proactively engage with customers to understand and adapt to their evolving needs. Long-term Relationships: The focus on building long-term relationships with customers rather than short-term transactions. It's about creating a space where people feel valued, heard, and connected.

Growth 80

Growth Customers Strategize Technology 80

Iannarino

JUNE 18, 2021

You are thoroughly familiar with its condition, and I can understand how it may appear to you to be worth more. The transactional approach is found in the last line of the quote: “ask for the order–often.” Prospect: “My old car is worth at least $100.00 more than you offer me.”

Objectives and Key Results 240

Objectives and Key Results Clients Price Sales 240

Partners in Excellence

MAY 30, 2023

We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 116

Objection handling Quota Entertainment Up-sell 116

Partners in Excellence

JANUARY 30, 2024

But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention. They need to understand the problem before they can even think about the solution. They need to understand: What is the problem, precisely? We’ve seen this in their buying processes.

Product 100

Product Sell Pitch B2B 100

Search Engine Land

AUGUST 17, 2023

Understanding what your audience needs and what they are looking for based on where they are in the customer journey or funnel is the key to SEO. 4 most common search intents Search intent is commonly categorized into four buckets: commercial, transactional, informational and navigational. Best serve their customers – the searcher.

Entertainment 98

Entertainment Engineering Finance Retail 98

Martech

FEBRUARY 15, 2023

Trying to understand what a technology can do, as opposed to what it promises to do, requires perception and discernment. We thought it would be a good time to talk with him again to gain a better understanding of how NFTs, crypto and blockchain work together to propel Web3. The Web3 hype is tangible.

Launch 119

Launch Technology Technology Follow-up 119

Salesforce

FEBRUARY 15, 2024

They help you understand the customer journey at every touchpoint, so you can reach out to customers with relevant communications, targeted promotions, and efficient service. Use it to power chatbots and virtual assistants that understand natural language to better communicate with customers.

Retail 92

Retail Promote Strategic planning Price 92

Search Engine Land

SEPTEMBER 1, 2023

It involves understanding the trifecta of volume, difficulty, and intent. Completing a transaction. Transactional Intent Users with transactional intent are ready to take action. They want to make a purchase, sign up for a service, or complete a transaction. Difficulty gauges the competition you’ll face.

Objectives and Key Results 134

Objectives and Key Results UX Niche Engineering 134

Martech

NOVEMBER 22, 2021

You have to really understand content and all it means to your customer,” De Libero stated. And you really need to understand the enabling power of marketing technology and how it can help you drive these things forward. E-commerce is not a purely transactional relationship. You need a really solid grip on data management.

E-commerce 132

E-commerce Construction Consult Technology 132

Martech

NOVEMBER 6, 2023

Unpleasant buying processes and subpar service deter B2B customers. To achieve this, they must understand what motivates B2B buyers. Unlike most B2C transactions, when a B2B buyer begins the customer journey, they aren’t just representing themselves but a whole suite of decision-makers within their organization.

B2B 134

B2B Customers B2C Cold Call 134

Partners in Excellence

MARCH 23, 2023

Somebody wanted to talk to me about the consumerization of B2B buying and selling. The sender had the position that, “most B2B transactions like buying, selling, and customer onboarding will feel the same as B2C transactions today – asynchronous, delightful, and quick.” What are these B2B transactions?

B2B 62

B2B B2C Quota Promote 62

Iannarino

JULY 11, 2021

Any inclination to pitch your company and its bona fides, whether directed by your marketing department or your own sense of comfort, should be immediately replaced with a conversation that helps your client acquire a better understanding of their world. The more time you spend with your contacts, the better their results—and yours.

Pitch 286

Pitch Clients Conversion Consult 286

Martech

AUGUST 16, 2023

Understanding modern customer experience expectations How we can use marketing technology not just to meet but exceed these sky-high expectations? They expect ease in their interactions In the B2B environment , customers are often dealing with complex products and services, and that’s after dealing with difficult buying journeys.

B2B 95

B2B Customers CRM Contact 95

SaaStr

MARCH 11, 2024

You Wouldn’t Buy From Them A classic SaaStr theme, as true today as it ever was. If you honestly wouldn’t buy from them — well neither will your prospects. Only hire sales reps you'd buy your own product from pic.twitter.com/zeKkOHPkiB — Jason ✨Be Kind✨ Lemkin  ?? At least not in the early days.

Sales 95

Sales Up-sell Promote Meeting 95

Iannarino

AUGUST 6, 2021

Notably, starting by providing information about your company, your clients, and your solutions projects one thing: you have something to sell and you believe this person should buy it. When something is commoditized and transactional , the way to improve it is to increase its value. Making Email Valuable.

Campaign 323

Campaign Pitch Clients Prospecting 323

Force Management

DECEMBER 14, 2023

It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do. Actions like pre-call planning, asking deep discovery questions and role playing all help increase transaction sizes across the board. years in business) 5.

Negotiate 137

Negotiate Education Market share Growth 137

Martech

JULY 24, 2023

Transactional emails Customers value transactional emails the same as they value welcome emails. Transactional emails shouldn’t simply report the financial details. They should include everything a customer needs to know about that transaction. You know it when you need it. Is it easy to read? Now, that was nice.

Cross-sell 87

Cross-sell Real Estate Retail Represent 87

Martech

NOVEMBER 11, 2022

B2C marketers must understand the impact 24/7 internet access has on how and why consumers buy what they do – and provide relevant, personalized content and experiences with which their customers want to engage. Whereas, B2C transactions are often instantaneous or close to it. Tracking what they ultimately end up buying.

B2C 116

B2C Retail B2B Campaign 116

Martech

OCTOBER 23, 2023

Downturns can hit industries unexpectedly, causing brands to reevaluate strategies, especially when it comes to marketing and media buying. Embracing a long-term perspective is not about spending blindly during slowdowns but understanding the broader strategy. A slowdown doesn’t necessarily mean pulling the plug.

Finance 123

Finance Trust Market share Strategize 123

Martech

APRIL 5, 2023

“Understanding the customers is absolutely everything,” he says. Gather more customer and transactional data and listen to what they’re telling you As I mentioned in my previous MarTech article ( 3 ways data can steer you wrong — and how to glean better insights ), we need more than data.

Profit margin 127

Profit margin Objectives and Key Results A/B testing Strategic planning 127

Eliminate Your Competition

MARCH 14, 2024

In situations where complex deals and large buying teams are the norms, the path to closing a deal often feels like navigating a labyrinth. My discussions with clients have illuminated the critical role of a well-structured approach in guiding selling and buying teams through this maze.

Process 52

Process Negotiate Strategize Sales 52

Partners in Excellence

OCTOBER 9, 2022

For highly transactional, inbound buying. And the data shows increasing preference by customers for eliminating these interactions, engaging sellers near the end of the buying process. We need to build our understanding of each person and how they interact. I don’t buy that. It might work better, though.

Cold Call 127

Cold Call B2B Prospecting Up-sell 127

Partners in Excellence

MARCH 7, 2022

We misunderstand the customer digital buying journey and what it means to our customers and to sellers. Too many focus on the ability of customers to create a Rep-Free buying experience. For those transactional items, it was easier to look at the catalog, select a product, and order it.

Represent 73

Represent Pitch Up-sell Start-ups 73

Partners in Excellence

JANUARY 31, 2023

I think, however, we misunderstand digital engagement, leveraging AI, and the automation of the buying/selling process. There are some transactional buying processes that should be fully automated. This is not a surprise, we’ve seen this in consumer buying and many types of B2B buying for decades (How long has EDI existed?)

Sell 62

Sell Up-sell B2B Technology 62

Martech

OCTOBER 10, 2023

The pandemic redefined our cultural norms and launched a seismic shift in buying behavior. Terakeet also analyzed more than 86 million monthly searches over three years and found that, on average, informational and transactional searches increased by 46.3% Consumers now demand more information and brand trust before buying.

Trust 118

Trust Retail Meeting Launch 118

Search Engine Land

MAY 9, 2024

Language models are very likely to use various sources on the web to feed their algorithms to get text samples and understand the facts. The free Kalicube Copywriting Analyzer Tool allows everybody to ask Google’s NLP engine through their API about its understanding of a sample text. Amazon = “Other”) “I just love Amazon in Brazil.”

Engineering 103

Engineering Networking Clients Construction 103

SaaStr

APRIL 5, 2024

The amount of energy it takes to stick to a “no discounts” policy once you pass transactional pricing is … high. The world won’t end if I wait a quarter to buy your SaaS product. If the rep provides tons of value upfront, and the pricing is fair and has context, the prospect generally will then buy. That takes risk out of deals.

Commission 64

Commission Price Negotiate Gaming 64

Search Engine Land

APRIL 9, 2024

But do you understand how to implement this strategy in your accounts? Keyword research Identify keywords that are transaction or purchase-based. These tend to be longer-tail keywords and could include the product name, model number or words like “buy.” Buy Now” or “Request a Quote” CTAs are great here.

A/B testing 108

A/B testing Campaign Click Through Rate Promote 108

Partners in Excellence

APRIL 18, 2022

In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. It doesn’t require us to understand the customer, at least not deeply. Every interaction with the customer is a transaction.

Objectives and Key Results 144

Objectives and Key Results Quota Represent Education 144

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. Not every transaction is created equal. Instead, you want your teams to gain a deeper understanding of your products and how they meet customer needs. In most cases, bigger purchases have longer buying cycles.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Sales Pop!

SEPTEMBER 2, 2023

Bridging transactions with relationships. Understanding the intricacies of one’s ideal customer profile can be the fulcrum that tilts the balance toward success. Emotions, psychology, and human nuances cradle every transaction. It’s about helping someone buy something.”

B2B 64

B2B Consult Sales Follow-up 64

Martech

JULY 14, 2022

They buy differently.”. This means initiating the buying cycle, getting sales talking to the prospects and giving them the data they need to do the deal. You also have to understand how these purchases are done. “As You have to get the sales people to really buy in here. You have to sell to them differently.

E-commerce 111

E-commerce Cross-sell Contract Up-sell 111

Martech

MARCH 24, 2023

Note: Engaging customers throughout the entirety of their lifecycle actually begins before they buy anything.) Organizations must understand what customers want to feel and experience at each stage. We work with people, and people want a great experience at every stage of their journey. How do you collect these insights?

B2B 121

B2B Customers Technology Technology 121

Martech

JANUARY 11, 2024

Without good data collection, access and analysis, it is harder for brands to understand their customers. Transactional data This includes crucial sales and revenue metrics, such as average order value (AOV), clearly showing your business’s financial performance. Improved customer satisfaction and loyalty.

Growth 85

Growth Cross-sell User Experience Technique 85