Partners in Excellence

FEBRUARY 16, 2024

The logic behind this was sound, the author had produced a technique that outperformed all others, so the recommendation made sense. But in what world do we consider that acceptable? Even though it’s 2-4 times better than other approaches, why do we consider that an acceptable response rate?

Manufacturing 115

Manufacturing Technique Pitch Up-sell 115

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. And when we finally do reach someone, they don’t want to talk to us. Now less than 40% are doing this.

Sell 115

Sell Commission Up-sell Quota 115

Partners in Excellence

APRIL 25, 2024

This seems to dominate so much of the conversation I see. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” ” We cannot focus exclusively on Top of Funnel. What if we changed our deal size?

Pipeline 113

Pipeline Prospecting Closing Process 113

Partners in Excellence

APRIL 8, 2024

Yet there are so many challenges and barriers. The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” ” With managers going along with this, saying, “More top of funnel focus!” ” But, we shouldn’t be shocked or surprised.

Quota 117

Quota Trust Pitch Up-sell 117

Partners in Excellence

DECEMBER 26, 2023

We never have enough. And regardless what we do, we never will. Whatever time we tend free up, is immediately filled with something else and we become time poor, once again. We have endless tools and technologies, increasingly assisted by AI, enabling us to accomplish more in each hour.

Follow-up 135

Follow-up Prospecting Conversion Technology 135

Partners in Excellence

MAY 6, 2024

She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. Why do you stay in selling?

Sell 87

Sell Technical Sales Up-sell Technology 87

Martech

MAY 9, 2024

When we spoke, he was driving to an airport in Croatia, but he was still able to address the “trough of disillusionment” that might be just around the corner for some — not all — uses of generative AI. People were using it to make themselves more productive without following proper corporate guidance. A: Yes and no.

Appointment 81

Appointment Technology Technology Follow-up 81

Search Engine Land

MAY 3, 2024

I’m not sure whether you’d call it work shaming or effort shaming, but people are being called out for wanting to work more. I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. It is not always obvious if a love for work is tipping over into something more damaging. It seems crazy to me.”

Contract 94

Contract Start-ups Drivers/motivators Meeting 94

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems. We are helping our customers think differently about their businesses.

Manufacturing 117

Manufacturing Represent Clients Education 117

Search Engine Land

FEBRUARY 26, 2024

Fortunately, there are techniques you can use to make AI-written text more human-like, engaging and fun to read. This article will explore ways to get more life-like, conversational content from AI. Most people are more familiar with OpenAI’s ChatGPT than other AI interfaces. Let’s explore this in more detail. blog post).

Niche 129

Niche Follow-up Technique Education 129

Martech

MAY 16, 2024

There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. More importantly, it’s the feelings, emotions and perceptions customers have about those interactions. It’s important that everyone is clear on the definition of customer experience.

Customers 100

Customers B2C UX User Experience 100

Partners in Excellence

MAY 1, 2024

For my entire career, “we” are addicted to busyness. We seem to measure our worth by how we fill our calendars and that pleasant feeling of exhaustion at 10PM when we have finished a busy day. We revel in our ability to multitask, even though the data shows that multitasking makes us accomplish less.

Meeting 113

Meeting Quota Technology Technology 113

Martech

MAY 15, 2024

Q: Tell us about what you’re doing with Silicon Foundry. Prior to that, I was a corporate attorney — so a pivot, definitely. On the basic level, we work with Fortune 500 up to Global 2,000 corporations and help plug them into the startup ecosystem. We track early-stage startups too. No surprise.

Retail 86

Retail Cross-sell Technology Technology 86

Martech

APRIL 15, 2024

Stanley Black & Decker is a truly iconic brand, around for more than 180 years, with a global market and its name practically synonymous with power tools. For more than six years, MarTech contributor Ana Mourão has been a leader in digital engagement, data architecture, CRM and CDP at the brand. That really piqued my interest.

CRM 94

CRM Retail Technology Technology 94

SaaStr

MARCH 20, 2024

We were coming off an environment where startup funding was as fruitful as ever. It was more like 1 out of 100, and the filter to get into that top 100 is extremely high. As a founder, that high bar means you have to meet with more investors because of those flavors, even more so if you’re not in a hot category.

Quota 101

Quota Finance Drivers/motivators GTM 101

Partners in Excellence

NOVEMBER 7, 2023

On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing. The idea that sellers and buyers could be in perfect synchronization throughout the process, marching logically through it, culminating in a purchase decision has persisted for decades.

B2B 130

B2B Up-sell Contract Start-ups 130

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? We see win rates plummeting. Why is this happening?

Quota 120

Quota CRM Growth Meeting 120

Search Engine Land

MAY 13, 2024

There’s been much talk about core updates , helpful content , reputation abuse , etc. Whenever a new change happens, I first try to understand what the search engines are doing and why they’re trying to accomplish it. If you’re doing a small affiliate site that you can easily throw away and restart later, that risk might be worth it.

Engineering 133

Engineering Legal Start-ups Trust 133

Search Engine Land

MAY 9, 2024

We get to leverage both sides of our brains: The right brain when it comes to on-page, content and even link building campaigns. We lean into technical know-how and keyword optimization. We lean into technical know-how and keyword optimization. Can we use more creative thinking to pursue better optimization strategies?

A/B testing 96

A/B testing Entertainment Engineering Campaign 96

Partners in Excellence

FEBRUARY 27, 2024

The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. There were a few times in my selling career, I’d have to do deep research to begin to understand trends, challenges and issues facing my customers. We talked for hours about how a 0.1

Cross-sell 126

Cross-sell Presentation Drivers/motivators Engineering 126

SaaStr

MAY 8, 2024

Q: There’s a lot of chatter about the overall buying environment changing because there is no more zero interest. What metrics should we expect in this environment? Sales is much harder than in 2021. Until the second half of 2020, most companies had enough apps and weren’t looking on their own to spend more.

Quota 82

Quota GTM Price Finance 82

Partners in Excellence

FEBRUARY 2, 2024

. “All sorts of “”Experts” offer miracle cures and prompts to “give us the answers, doing all the work for us.” As I look at how too many sellers are using Generative AI, I wonder if we are using it to its full potential? Or are we misusing them, tragically? We will move beyond this.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

Martech

APRIL 30, 2024

So, I spent a couple years delaying growing up after college. 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. have set much tougher rules for bulk email senders , what has that meant for you? Interview edited for length and clarity.)

CRM 87

CRM Clients Start-ups Education 87

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. Think about that for a moment.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

MARCH 13, 2024

We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance.

Sell 117

Sell Finance Clients Up-sell 117

Search Engine Land

MAY 9, 2024

And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). As you can see, we have three different meanings for the same term. However, information foraging is more complex, so we need to examine it more thoroughly. In essence, we become information optimizers.

Engineering 91

Engineering Angle UX Trust 91

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. There’s more science than art here.

B2B 120

B2B Manufacturing Technology Technology 120

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Assuring we help the customers solve their problems. …… But what about the reciprocal, what value do our customers create for us? Usually, we think of that in terms of the revenue the opportunity will generate for us.

Customers 130

Customers Referrals Clients Strategize 130

Search Engine Land

FEBRUARY 21, 2024

So often, I see people bemoaning the fact that their content is great and high-quality. Which is why you’re seeing so many complaints lately (none of which are actually new, though they may be new to you) about: Big sites outranking smaller publishers. SEO can be very much feast or famine. If you haven’t read A.J.

Retail 133

Retail Start-ups Gaming Engineering 133

Search Engine Land

MAY 8, 2024

Understandably, the impact for UX is much greater, as UX is focused on optimizing the experience to drive better results. Still, without SEO, the website could be missing the traffic required to convert. In recent years, Google has made SEOs’ lives much easier by focusing on UX through E-E-A-T and Core Web Vitals.

UX 91

UX Objectives and Key Results User Experience Legal 91

Martech

MARCH 7, 2024

Can it be that it was all so simple then? In January 2020 Google announced it would deprecate cookies in the Chrome browser, and here we are, more than four years later. ” Perhaps more threatening to Google’s roadmap, the U.K.’s Where exactly are we with Privacy Sandbox?

Advertising/ Marketing 109

Advertising/ Marketing Click Through Rate Cross-sell Government 109

Martech

FEBRUARY 8, 2024

Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? Part one: The promise The birth of marketing technology brought so much potential to the marketing department. “We just signed up for this Eloqua thing. But management started asking us for more. “Go

B2B 112

B2B Technology Technology Pipeline 112

SalesProInsider

MAY 15, 2024

Never Accept This Payment: Promises Won’t Pay Your Bills True story: An advisor in NJ had two great conversations with a prospective client who could not believe the services they would receive working with him compared to another option. They winced, hemmed and hawed, and then said, “ Well, that’s more than I was thinking.

Clients 62

Clients Pitch Prospecting Service 62

Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. For decades, we’ve seen data and research contrasting these approaches. So why change?

Customers 115

Customers Pitch Meeting Sell 115

Partners in Excellence

OCTOBER 9, 2023

Normally, I would not publish something so introspective, but I think I’m asking for help. Regular readers know I go through alternating phases of being very optimistic about the future of our profession and the hope that I carry for the impact we can have with our customers, our companies, our peers, and our communities.

Consult 115

Consult Start-ups Conversion Up-sell 115

Search Engine Land

FEBRUARY 13, 2024

Having been a Google quality rater myself (almost a decade ago now), I quickly realized what E-E-A-T was: human language to describe the ultimate goal of the algorithm so raters without access to Google data can evaluate algorithms. That led me to do an X thread , and several people replied asking for a blog post, so here we are.

Engineering 124

Engineering Contact Start-ups Launch 124

Search Engine Land

SEPTEMBER 19, 2023

The search engine “frequently” changes the auctions it uses to sell search ads, increasing the cost of ads and reserve pricing by as much as 5% for the average advertiser. For some queries, the tech giant may have even raised prices by as much as 10%, according to Google Ad executive, Jerry Dischler at the federal antitrust trial.

Price 143

Price Meeting Quota Engineering 143