Partners in Excellence

APRIL 2, 2024

” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve.

Customers 122

Customers Closing Presentation Product 122

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? What’s the best sushi restaurant near here? At the time, we all decried it as a land grab from Google. They just want an answer.

User Experience 108

User Experience Niche Service Closing 108

Tibor Shanto

FEBRUARY 8, 2022

Beyond words, actions will tell you where the prospect is, and what they will require to progress. Nothing says interest than actions, words have no meaning, actions do. Nothing says interest than actions, words have no meaning, actions do. This week we mostly look at time, awareness and momentum questions.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Search Engine Land

APRIL 11, 2024

The future of information and answers. Google hasn’t been “10 blue links” for a long time, Pichai said, adding: “When mobile came, we knew Google Search had to evolve a lot. We call it featured snippets, but for almost 10 years now you go to Google for many questions we kind of use AI to answer them.

Electricity 110

Electricity Government Technology Technology 110

Partners in Excellence

JANUARY 18, 2024

As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. These are the discussions we strive to get since it is all about us and what we sell. They don’t know how to buy.

Customers 129

Customers Up-sell B2B Trust 129

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. But the only people we target are people in the dead center of our ICP. Those who believe inbound is the only thing that works.

Cold Call 77

Cold Call Technique High impact Pitch 77

Partners in Excellence

MARCH 11, 2024

And 100% of the time, I get answers that are, at best, mediocre. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Partners in Excellence

JANUARY 22, 2024

It’s disappointing, but the majority of sellers I speak with can’t answer anything but the most basic questions about their customers and their businesses. ” The usual response is, “They sell stuff… ” Sometimes they even know what the company sells. “What work does your customer do?”

Customers 109

Customers GTM Trust Up-sell 109

Partners in Excellence

FEBRUARY 12, 2024

We are driven to pitch our products and solutions. Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order.

Customers 121

Customers Negotiate Pitch Trust 121

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.” ” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive. Or are we misusing them, tragically?

Manufacturing 117

Manufacturing Engineering Technology Technology 117

Search Engine Land

MARCH 13, 2024

When we turn up to work, we aren’t able to put ourselves into robot corporate mode. We are still that human that was at home in the morning and has many different motivational drivers. We are still that human that was at home in the morning and has many different motivational drivers. Humans are not rational.

Drivers/motivators 97

Drivers/motivators B2B B2C Quota 97

Search Engine Land

FEBRUARY 19, 2024

What is voice search?” “Hi, Voice search means optimizing your website for voice search queries. The evolution of voice search When we think about how voice search will be used in the future, it’s not necessarily how I’m using it but looking at how the next generations are using it. “OK, Google. I think the data will come.

Entertainment 123

Entertainment Technology Technology Gaming 123

Partners in Excellence

AUGUST 7, 2023

How do I know this? They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve.

X-functional 105

X-functional Pitch Price Customers 105

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 122

Customers Quota Up-sell Conversion 122

SaaStr

MAY 17, 2024

But how do you tactically achieve all of that? Building Trust as a New CPO As a CPO, the most important thing you have to do is build trust with your CEO or founder. It’s obvious, but how do you do this? Your role is to listen and gently help the team be more efficient at what they’re already doing.

Product 93

Product GTM Trust Growth 93

Search Engine Land

NOVEMBER 22, 2023

Google is: Refining what it means to provide high-quality search results. This level of nuance can help explain why we see certain volatility during core updates (as well as periods outside of announced algorithm updates ). Here are high-level insights into what has changed in the latest search quality rater guidelines update.

Meeting 140

Meeting Represent Engineering Conversion 140

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. This gap became bigger with Challenger, as we equipped our people to provide “Insights.”

High impact 123

High impact Pitch Conversion Prospecting 123

Martech

MAY 6, 2024

At the same time, customers are increasingly concerned about the what, why, and how of their data. They want to know what’s being collected, why we’re collecting it and how it’s being used. This is likely a change we would’ve had to embrace with or without Google’s cookie deprecation.

Customers 105

Customers Trust Campaign Closing 105

Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. He invested so much time in helping others hone public speaking chops, as well as how we interact with people. I was very lucky to get to know Mark while working at the same ad tech company.

X-functional 114

X-functional Sports Represent Start-ups 114

Partners in Excellence

OCTOBER 20, 2023

What this means is to find a single opportunity, there are 1000-1400 touches across many potential customers. As we think about this, with average win rates, in SaaS trending below 20%, to close a single opportunity, we have to qualify at least 5 deals, meaning 5000-7000 touches. Clearly, something is broken.

Cold Call 125

Cold Call Quota Prospecting Represent 125

Martech

APRIL 16, 2024

And you’ve probably been wondering, what is real-time marketing? Are we delivering content in seconds? What matters is that you reach your customers when they need to be reached, with the right experience. What matters is that you reach your customers when they need to be reached, with the right experience. Milliseconds?

E-commerce 95

E-commerce Hospitality Customers Strategize 95

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. We also need to care about AI. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. Who will give the answers?

Engineering 110

Engineering Networking Clients Construction 110

Partners in Excellence

AUGUST 18, 2021

But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Look at the number of budgeted buying initiatives that never result in an order (even though the customer could give the right answer to all the BANT questions).

Customers 165

Customers Manufacturing B2C Technology 165

Salesforce

NOVEMBER 3, 2023

We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice. “We So it can be difficult for individuals to know if they can trust the answers generative AI is giving them.”

Pharmaceutical 127

Pharmaceutical Legal Trust Technique 127

Partners in Excellence

DECEMBER 8, 2023

Sadly, so much of the direction we seem to be going, in sales, marketing, leadership, seems to be taking us away from being adaptively fluent. We are so committed to “scripting” all of our interactions with others. We are so committed to “scripting” all of our interactions with others.

Construction 104

Construction Conversion Prospecting Presentation 104

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. First of all, what is E-E-A-T? For the longest time, I’ve avoided writing or talking about E-E-A-T.

Engineering 123

Engineering Contact Start-ups Launch 123

Salesforce

MAY 6, 2024

But there does not exist — yet — any national standard or baseline for doing so. Is your business ready for an audit? No, not the kind involving accountants and IRS agents. Salesforce, for example, supports a strong but nuanced approach to AI regulation. In the absence of national regulation, individual states have stepped up.

Legal 116

Legal Territory Trust Technology 116

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others?

Construction 118

Construction Pipeline Gaming Conversion 118

Partners in Excellence

APRIL 5, 2023

As I look at the plethora of tools we leverage to engage customers and each other, I worry. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. While we have information about them and their performance that took time to develop years ago.

Presentation 113

Presentation Conversion Growth Prospecting 113

Martech

AUGUST 31, 2023

The increased income would mean more money for all sides and that would settle the strike. And a lot of the language we’ve seen coming from the studios, the content owners, is about the unclear economics of streaming. So you think, “OK, how do we get more if we want the strike to end and we want talent to be paid?”

Negotiate 95

Negotiate Legal Campaign Conversion 95

Search Engine Land

FEBRUARY 22, 2024

What to consider before targeting locations in Google Ads Does your business have specific products or services by location? How many times have you, as a consumer, seen an ad, and you know it’s not available in your location? Interest means the user is outside of the physical target but has shown interest in that area in the past.

Territory 113

Territory Campaign Lead generation Strategize 113

Partners in Excellence

NOVEMBER 3, 2023

One of my favorite things to do on Friday mornings is to listen to Matt Heinz and Brent Adamson’s “Coffee with Brent/Matt.” But on reflection, I realized that his observation is an indication of how “we”–all of us, have lost our way. What objectives would they have in doing it?

Technology 116

Technology Technology Conversion Clients 116

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. We were coming off an environment where startup funding was as fruitful as ever. What he’s learned on both sides of the VC table is that the bar is really high for most VCs.

Quota 101

Quota Finance Drivers/motivators GTM 101

Salesforce

DECEMBER 6, 2023

Knowing what paths a user might take and considering possible content variations can help inform designs. Conversation Design Guidelines for SLDS Get the Overview Use Existing Patterns For example, when creating prompts to generate emails, we might use existing conversational patterns for chatbot greetings.

Conversion 126

Conversion Technique Represent Launch 126

Search Engine Land

APRIL 16, 2024

en wondering, what is real-time marketing? Are we delivering content in seconds? What matters is that you reach your customers when they need to be reached, with the right experience. Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it.

E-commerce 78

E-commerce Hospitality Strategize Follow-up 78

Martech

MARCH 13, 2024

He knows AI both through his work and working with clients as they deploy it. He gave us a look at what he expects in the very near future with artificial intelligence. Q: What do you see happening right now with business and AI? Q: What do you see happening right now with business and AI?

Hospitality 78

Hospitality Appointment Technology Technology 78

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? Some of you may react, “But Dave, we do this.

Product 98

Product Sell Pitch B2B 98