Partners in Excellence

MARCH 25, 2024

I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals.

Sell 118

Sell Up-sell Consult Drivers/motivators 118

Iannarino

AUGUST 8, 2021

The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. I confess that I tricked you, but only to make a point. A Circular Argument.

Intrinsic 322

Intrinsic Quota Clients B2B 322

Iannarino

AUGUST 2, 2021

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. These outdated and misplaced priorities do nothing to address the increasing challenges our clients face every time they have to change. You need to make sales. You need help now.

Process 329

Process Sales Clients Conversion 329

Veloxy

SEPTEMBER 28, 2023

It isn’t for everyone, and you need to know what you’re doing if you want to succeed. You’re not just selling a product or service, you’re selling yourself. There are various things you can do to become successful as a door-to-door salesman.

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

Iannarino

JULY 19, 2021

Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility. Discover a Problem. This phase would also include a conversation to make sure the solution fits the client’s problem. You need help now.

Conversion 326

Conversion Clients Sales Contract 326

Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. “We spoke to the customer a number of times and identified their key issues.

Customers 193

Customers Objectives and Key Results Objection handling Drivers/motivators 193

ClickFunnels

JULY 7, 2021

And before you can master the art, you must master the science — in the same way that before you can draw a forest, you must learn how to draw basic shapes. Here, we’re going to give you the tried-and-true sales techniques that top salespeople use to convert prospects into customers. How can you help them?

Technique 312

Technique Conversion Sales Trust 312

Iannarino

JULY 21, 2021

You best approach to differentiating yourself from your competition is enriching the sales conversation. the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. You need to make sales. You need help now. A Self-Oriented Approach.

Cold Call 290

Cold Call Cross-sell Gaming Clients 290

Partners in Excellence

APRIL 9, 2024

Workloads seem to sky rocket as do demands on our time. We get into vicious cycles of overwhelm and have the tendency to solve this by doing more. What if we tried simplifying, for ourselves, our people, our organizations, and our customers? This wastes time and resources both on the customer side and our side.

CRM 126

CRM Technology Technology Pipeline 126

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. to deliver a better experience.

Customers 104

Customers B2C UX User Experience 104

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? How do we recognize that we have the problem?

Product 98

Product Sell Pitch B2B 98

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” We are reaping the results of what we have sowed.

Quota 117

Quota Trust Pitch Up-sell 117

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 it’s a useful argument, if you want to sell something. They may be a in a company you have never talked to.

Cold Call 77

Cold Call Technique High impact Pitch 77

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. These tend to fall into two categories: “Mis-diagnoses,” incorrectly identifying the problem/solution; and Missed Diagnoses, not recognizing that something might be changed or improved. They don’t perceive any problems.

Manufacturing 117

Manufacturing Represent Clients Education 117

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” ” Another thing struck me: “And I love what professional selling is not. You are on the front line, making things happen.

Sell 122

Sell Assembly Line Territory Sports 122

Salesforce

MARCH 19, 2024

You understand the pivotal role technology plays in shaping the future of customer service. And you love building community with others who know what it’s like to walk in your shoes. Let’s take a few minutes to explore what this community is, why it’s important, and why so many Serviceblazers get so much out of it.

Networking 135

Networking Negotiate Service Contact 135

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. You have to accept that your partner controls the time frame, message to the customer, and, ultimately, your forecast. How do we specifically solve these problems with your solution? •

Negotiate 137

Negotiate Education Market share Growth 137

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do.

Customers 113

Customers Territory Manufacturing Finance 113

Partners in Excellence

MARCH 14, 2024

How do we survive (though some real leaders are asking themselves how we thrive.) Here’s what I wrote in the “old days.” Stopping programs that do not directly contribute to the organization’s goals is critical, but it is one of the most difficult things to do. We’ve emerged better than before.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point. There’s always a gap.

Represent 120

Represent Presentation Up-sell Engineering 120

SaaStr

APRIL 3, 2024

As the kickoff to our first fully digital SaaStr AI Day, Jennifer Tejada , the CEO of PagerDuty, chatted with Jason Lemkin, SaaStr CEO and Founder, about navigating the shift to Generative AI and what Artificial Intelligence in SaaS might look like in the next 6 months, as well as years to come. How do you go long in SaaS?

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

Partners in Excellence

DECEMBER 21, 2023

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? And when we do, we are overwhelmed with information and data about what we might do. Or the number of change projects than end in doing nothing.

Customers 122

Customers Quota Up-sell Conversion 122

Partners in Excellence

FEBRUARY 29, 2024

He was very focused on the customers and people he was prospecting. He researched others, understanding their roles and what their companies did, creating personalized emails. He tried to connect what he learned they were doing with his prospecting efforts. “What is he interested in talking about?”

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Salesforce

APRIL 9, 2024

In the 1990s, when the term “big data” was first popularized, the hope was that organizations could analyze this data to uncover valuable customer and market insights, deliver hyperpersonalized experiences, forecast demand more accurately, and enhance product development, among other things. But major challenges remain. Let’s face it.

SQL 110

SQL Retail Service Represent 110

SaaStr

MARCH 7, 2024

So years ago on SaaStr, I wrote a post on how everyone in your company should do customer support once a month. I learned this from Intuit, brought it back to my startup, and forced everyone to do it. More on that here: Everyone in SaaS Needs to Do Customer Support. At Least Until You Have 50-100 Employees.

Customers 99

Customers Engineering Prospecting Growth 99

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 130

B2B Up-sell Contract Start-ups 130

Partners in Excellence

MARCH 9, 2024

“How do I avoid or minimize objections?” ” “How do I best handle them?” ” “Should I do everything I can to avoid them?” “Should I be worried about when the customer objects?” It would be far worse, if the customer didn’t object.

Conversion 116

Conversion Customers Sell Sales 116

Partners in Excellence

MARCH 31, 2024

There are words Daniel uses in his story which are common to my own experience and what so many other participants in this series say, “solving problems……energizing… passion… imagining possibilities… personal growth… fun!” Thanks for you contribution, Daniel!

Sell 124

Sell Electricity Manufacturing Quota 124

Partners in Excellence

MARCH 2, 2024

Many of you know my Sales Execution Framework (SEF), it wouldn’t have been possible without Rene’s deep thinking on these topics. What I am passionate about is people, technology and making impact. .” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Sell 113

Sell Education Territory Engineering 113

Martech

MAY 14, 2024

Why is putting a figure on marketing ROI still a problem? The problem of marketing ROI is simple, but it’s difficult to solve. The problem of marketing ROI is simple, but it’s difficult to solve. However, they do not focus on or do not know how to market internally.

Click Through Rate 112

Click Through Rate Promote Finance Technology 112

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Solve my problem. Just truly solve my problem. The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. Often, a Top 3 Problem.

Negotiate 106

Negotiate Price Prospecting Sell 106

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customers 130

Customers Referrals Clients Strategize 130

Martech

MARCH 29, 2024

You may have heard “agile is dead.” I’m here to tell you there’s truth in these accusations. By not just focusing on getting things done faster but on delivering value faster, as measured by business outcomes, Huntington National Bank was able to increase loan application conversion rates and improve the customer experience.

Manufacturing 111

Manufacturing Promote Pipeline Technique 111

Martech

FEBRUARY 7, 2024

Well, that was in 1996, and as you can imagine, a few years later, they could no longer fight it because the world had changed. And instead of being a fresh college graduate, I’m now one of those old people who’s a bit skeptical of what’s happening. I remember when the web was brand new, unknown and scary to many people.

X-functional 112

X-functional Cross-sell Territory Retail 112

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. ” Talk about vanity!

Manufacturing 117

Manufacturing Finance Presentation Technology 117

Salesforce

JANUARY 17, 2024

When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. And you understand the need for building community with others who know what it’s like to walk in your shoes.

Service 132

Service Customers Networking Negotiate 132

Partners in Excellence

APRIL 1, 2024

Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series. After this first sales experience, learning fast, solving problems for and serving customers (and my team), I was hooked. Never stop learning!

Sell 102

Sell Finance Quota Sales Experience 102