Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. It is impossible for us to grow our business.

High impact 109

High impact Service Growth Conversion 109

Martech

APRIL 15, 2024

Our “Spotlight on the expert” series digs deeper into the stories of our expert contributors. She is currently global customer CRM senior manager and CDP advisor. A: I never really liked economics in itself. That really piqued my interest. This interview has been edited for clarity and length. Europe and Asia.

CRM 101

CRM Retail Technology Technology 101

SalesLoft

MARCH 28, 2024

As the Director of Marketing Operations and Analytics at Advanced , Rob is no stranger to the give-and-take that happens in healthy customer supplier relationships. You taught us what we didn’t know and helped us improve on what we did know. And that’s really important,” Rob shared.

Technology 90

Technology Technology Gaming Trust 90

Partners in Excellence

APRIL 16, 2024

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 We know what we have to do, and, for the most part, each of us is well intended–we really want to do the things that cause us, our customers, and our companies to be successful.

Cross-sell 103

Cross-sell Pipeline Meeting Presentation 103

Martech

MARCH 1, 2024

National retailer Sur La Table draws customers to physical locations with cooking classes and a wide selection of high-end kitchenware to shop. Now, the company’s customer experience is similarly optimized online with a new AI tool that aids in product discovery and identifying ecommerce opportunities to boost sales.

Customers 100

Customers Retail Campaign Product 100

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? The core issue is our customers are struggling.

Customers 112

Customers Quota Up-sell Conversion 112

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 99

Customers Drivers/motivators Construction Legal 99

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. Our customers simply don’t care! ” What do they care about?

Manufacturing 107

Manufacturing Finance Presentation Technology 107

Martech

APRIL 18, 2024

The second-annual Green Media Summit at New York’s Javits Center last week showed the promise of greener pastures for marketers and customers concerned about harmful business practices overheating the planet. The company morale was super happy and everyone is really engaged.” Fifty percent of our energy now comes from renewables.

Transportation 104

Transportation Finance Strategize Promote 104

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? What are qualifying questions… ? What are trends… ? We are attracted to new, shiny objects, despite the fact they may not be really different or innovative.

Gaming 114

Gaming Engineering Presentation Start-ups 114

Martech

APRIL 19, 2024

As social media platforms combine their vast collections of first-party data with artificial intelligence and machine learning, they’re enhancing their offerings for marketers looking to connect with those ideal customers in a buying mood. Since then, we’ve invested in helping our customers with quality.” Meta saw 16.6%

B2C 114

B2C Lead generation B2B Campaign 114

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Sales Education Finance 52

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customers 101

Customers GTM Trust Up-sell 101

Partners in Excellence

APRIL 3, 2024

Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work. When I look at the time and energy people spend looking for shortcuts, I think, “This is just too much work… ” I start thinking, “What would be different if we really focused on ‘doing the work?'”

Objection handling 107

Objection handling Construction Technique Drivers/motivators 107

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 95

Sell Cross-sell Finance B2C 95

Partners in Excellence

JULY 31, 2023

Most of the time, as sellers, we focus on our self interests. As a result we spend a lot of time looking at our selling process and the things we want to do to our customers. We focus on the things that drive our success, perhaps not really understanding what the customer is trying to achieve and their success.

Customers 83

Customers Manufacturing CRM Contact 83

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. The customer/problem focused sellers always out perform the product focused sellers—enormously!

Customers 105

Customers Pitch Meeting Sell 105

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. While I have created extreme examples, actually too many of our conversations tend to resemble this. We focus on our agenda and goals, presenting the data and information and we wait for a response.

Construction 108

Construction Pipeline Gaming Conversion 108

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. What I missed was Lenny’s own summary of his Top Takeway from our deep dive. A great summary of so many of our learnings. More here. #4.

Sales 95

Sales Quota Closing Up-sell 95

Search Engine Land

MARCH 13, 2024

Be clear on who the content is for and what motivates them Knowing your customer goes back to the basics of marketing, but often when we get into a rhythm of delivering website content for SEO, it can be forgotten. We can be demographically similar and have different reasons to buy. We do not understand why we do what we do.

Drivers/motivators 99

Drivers/motivators B2B B2C Quota 99

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” ” If we achieve our growth/revenue goals, we think we are doing well. In what world is a win rate of 15-20% acceptable? Imagine what more could be produced if more of our people performed better.

Quota 109

Quota Growth Sell Process 109

Partners in Excellence

JANUARY 12, 2024

Who knows what it will be next year! They throw their preference for a Rep Free buying experience into our faces. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. My first hack was really counterintuitive.

Sell 106

Sell Commission Up-sell Quota 106

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. 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 keep pitching the product and what the product does.

X-functional 95

X-functional Pitch Price Customers 95

Martech

APRIL 11, 2024

In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. Here’s why.

B2B 128

B2B Manufacturing Technology Technology 128

Search Engine Land

OCTOBER 23, 2023

Shah offered his perspective on changing shopper behaviors and what brands can do to proactively reach them through RMNs in a discussion with me. The RMN boom is, in large part, a result of brands and retailers working together to find the best way to reach these customers as their habits shift toward delivery and pickup. (

Retail 118

Retail Networking Customers E-commerce 118

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. depends on what Selling is meant to be. depends on what Selling is meant to be.

Customers 102

Customers Contract Consult Electrical Engineering 102

Partners in Excellence

FEBRUARY 1, 2024

Without a doubt, selling is a really hard job. Regardless what role you hold in selling, it is very difficult. Finally, while we sell change, the rate at which we have to change to achieve our goals can be overwhelming. Unless you are really interested in what you do as a Seller, doing any job in selling can be crushing.

Sell 77

Sell Quota Conversion Meeting 77

Partners in Excellence

OCTOBER 3, 2022

It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” Understanding it, executing it well is the cornerstone to our success. In recent years, we’ve acknowledged the concept of a customer Buying Process.

Process 106

Process Manufacturing Legal Contract 106

Partners in Excellence

MARCH 14, 2024

Here’s what I wrote in the “old days.” I thought it useful share a few of the things we have learned with our clients or observed in the performances of other companies over the past year: Down markets bring all past “sins” to the forefront. Real value must be produced in order to motivate customers to buy.

Objectives and Key Results 111

Objectives and Key Results Clients Drivers/motivators Start-ups 111

Partners in Excellence

NOVEMBER 22, 2021

It’s always a structured approach to engaging the customer, working with them to make a buying decision. The process has always reminded me of critical things I should be considering, to maximize my impact in working with the customer. I’d try to get the customer to consider those issues. What gives???”

Process 120

Process Sell Customers Up-sell 120

SaaStr

FEBRUARY 1, 2024

I knew an SVP at a Top 20 Tech Company, and really as a favor, he told me he’d do a $25k+ deal with Adobe Sign / EchoSign in the early days. My co-founder who was our product guru was supposed to join me. I first did my standard demo of our web product, and I was good at it. First, our new Salesforce integration.

Product 89

Product Engineering B2B Pitch 89

Partners in Excellence

MARCH 6, 2023

Our product has these capabilities… ” They end it by asking to schedule a meeting or demo. ” We ask questions that enable us to immediately switch the conversation to our solution. ……… Well our solution improves sales performance in these ways, can we schedule a demo?”

Pitch 107

Pitch Presentation Trust Process 107

Martech

OCTOBER 5, 2023

In our discussion, Shah offers his perspective on changing shopper behaviors and what brands can do to proactively reach them through RMNs. The RMN boom is, in large part, a result of brands and retailers working together to find the best way to reach these customers as their habits shift toward delivery and pickup. (

Retail 109

Retail Networking Customers E-commerce 109

Martech

FEBRUARY 16, 2023

Programmatic ad campaigns live and die on getting customer segmentation right. We asked Annamarie Andrews, VP for global marketing at Cielo , an international talent acquisition partner, to walk us through two programmatic B2B ad campaigns — how they did it and what they learned along the way. Brand is the long game. One in the U.S.,

Campaign 113

Campaign B2B Construction B2C 113

Partners in Excellence

OCTOBER 24, 2023

” The level of trust necessary varies, primarily based on the risk perceived by the customer. If it’s a low risk problem, that is the impact of making a bad decision has low or no consequences to the customer, there has to be some level of trust, but not very high. But think about B2B buying.

Trust 103

Trust Gaming B2B Contact 103

Partners in Excellence

OCTOBER 5, 2023

” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? ” We are trained to pummel the customer with questions: Who is the decisionmaker? What are the key issues influencing the decision? Let me backtrack a little.

B2B 96

B2B Clients Pitch Consult 96

Partners in Excellence

SEPTEMBER 1, 2023

A line stood out, “Humanity hasn’t thrived all these centuries because we’re ruthlessly selfish; we’ve thrived because we’re really good at cooperation.” As I reflect on what we see happening in buying/selling, we see validation of this in virtually every interaction. See what a difference it makes.

Quota 100

Quota Customers Sell 100