Partners in Excellence

DECEMBER 15, 2014

In Hacking Selling , I said the easiest way to do this is to hack the customer’s business, focusing on what they need, rather than what we sell. Most of these hacks have been around a long time–for some reason people don’t do them. I got a lot of messages on the post. I’m constantly amazed.

Sell 93

Sell Pipeline Meeting Up-sell 93

Martech

OCTOBER 23, 2023

20) Former 17-year employee of Google, Eric Lehman , who worked as a software engineer on search quality and ranking told the trial that “pretty much everyone knows we’re using clicks in rankings.” Google is on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine.

Trust 77

Trust Objectives and Key Results Engineering Negotiate 77

Sales Hacker

SEPTEMBER 6, 2018

You’re having trouble closing leads that you used to be able to do without thinking. So, What Do You Do? You can’t just take a month off of work to relax. 1) Approach your work with a plan of attack (and research). 1) Approach your work with a plan of attack (and research). 3) You’re not eating.

Quota 68

Quota Sales Follow-up Meeting 68

PandaDoc

JUNE 20, 2018

They’re now an essential part of any sales enablement strategy and empower sellers to act more efficiently and effectively. With increased focus on catering to modern buyers’ expectations, today’s marketers work hard to create content that makes sense for each step in buyers’ journeys. The importance of sales and marketing alignment.

Cross-sell 68

Cross-sell Sales Healthcare Territory 68

Partners in Excellence

AUGUST 16, 2015

” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it. Simply put perfect prospecting means “doing the work.” ” actually, “doing the right work.” Do that day after day. ” Let me explain. Sloppy prospecting is too easy.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

SaaStr

AUGUST 13, 2019

How’s everybody doing? And when they do well, they tell the tale. But for every one of those companies that have done well, there are hundreds of companies that do not actually go through that chasm. Want to see more content like this? Welcome back from lunch. The energy at Saastr all was great. Congratulations.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SalesLoft

OCTOBER 26, 2015

If you do your research and spend enough time customizing your emails , your prospects will appreciate what you send (even if they’re not interested). In today’s competitive sales landscape, SDRs must be more strategic with the content of their emails. Let’s stop this vicious cycle with more targeted messages today.

Construction 52

Construction Sales Strategize Prospecting 52

Partners in Excellence

APRIL 7, 2019

We provide all sorts of tools and technologies to help them do their jobs; sophisticated software, AI tools to prompt them, predictive dialers to enable them to make 1000’s of dials a day. If I assume, each SDR has an 8 hour work day, and they don’t eat lunch, take breaks, or pee, they can have 50 conversations at 9.6

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Sales Hacker

DECEMBER 5, 2017

How do you fix this? Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. One constant struggle I hear is the SDR to AE handoff. The problem is mostly centered around accountability, process and compensation. Small changes may be needed to adapt this to inbound.

Cold Call 82

Cold Call E-commerce Pipeline Sales 82

Partners in Excellence

JUNE 1, 2012

The kaizen sessions are focused workshops on continuous improvement, eliminating work that does not create value. . Many people mistake “Lean” as a process of eliminating unnecessary or wasteful work. They were focused on identifying great improvements in my client’s go to market and sales strategies.

Manufacturing 88

Manufacturing Sales Legal Clients 88

Partners in Excellence

FEBRUARY 17, 2014

These are the measures of what we are doing today, this week, or this month. As sales people and managers, we are often obsessed with the “numbers.” ” There are constant review of pipelines and forecasts. Some look at the daily and weekly activity metrics. Everyone is focused on quota performance.

Quota 93

Quota Territory Pipeline Up-sell 93

Partners in Excellence

JULY 5, 2016

15 years ago, there may have been many more people responsible for accomplishing what each of us is expected to do today. We cut headcount viscioulsly (and probably appropriately), but much of the work didn’t disappear. The same work was spread across fewer people.

Networking 50

Networking Technology Technology Engineering 50

Partners in Excellence

JULY 5, 2012

We want the line to run as efficiently as possible in fulfilling customer demand. It could be something the customer is doing–their urgency may have diminished, they are having trouble managing their own buying process and what do to. We need to do everything possible to help the customer move forward in the process.

Manufacturing 89

Manufacturing Pipeline Sales Meeting 89

SaaStr

OCTOBER 24, 2019

Work smarter, not harder. Jos White of Notion and Christian Lanng of Tradeshift team up to show you how to work within, and sometimes around, rules in the workplace. Join this discussion to learn how to maximize efficiency within your company. INTRO by Christian Lanng : We do cloud based splicing for the Fortune 5000.

Growth 40

Growth Launch B2B Networking 40

ConversionXL

AUGUST 13, 2019

That same research found that “super growers” were eight times more likely than “stallers” to grow from $100 million to $1 billion, and three times more likely to do so than “growers.”. If growth is the best way to get out alive, marketing metrics do little unless they correlate with sales. The nuts and bolts of measuring SaaS growth.

Growth 117

Growth SQL A/B testing Conversion 117