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… ? ” I take these hacks, trying them out myself. How do I handle objections… ?”

Gaming 123

Gaming Engineering Presentation Start-ups 123

Partners in Excellence

MARCH 9, 2024

” “Should I try to anticipate and pre-empt objections?” ” “Should I ignore them, hoping they will go away? “Should I be worried about when the customer objects?” While I don’t provoke objections, I think customers raising them is an important indicator.

Conversion 115

Conversion Customers Sell Sales 115

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. As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We want the customer to recognize and exploit a new opportunity, which mandates the use of our products and services.

High impact 119

High impact Service Growth Conversion 119

SaaStr

MAY 13, 2024

I’ve re-learned something about marketing every year working on the SaaStr Annual for 10+ years. Well, the learning is to focus your marketing efforts primarily on what your VP of Marketing is good at. We’ve seen the same thing with our digital events. What does a VP of Marketing really do?

Quota 79

Quota Pipeline Follow-up Start-ups 79

Salesforce

APRIL 24, 2024

It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. Some of them are reluctant to adopt a customer data platform (CDP) because they don’t want to duplicate data. What you’ll learn What is zero copy integration? What is a data warehouse?

Customers 124

Customers Transportation Government UX 124

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. How are companies succeeding in this new era of marketing?

Government 110

Government Campaign Follow-up Conversion 110

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” Our goal here should be to create well-optimized, people-first content. People-first content template (Make a copy) People-first content: A writing process What follows is a six-step process for creating SEO-friendly content that is people first.

Process 118

Process Objectives and Key Results Angle Follow-up 118

Partners in Excellence

FEBRUARY 27, 2024

AI is changing the world (“Wow, what an astute observation, Dave.”). The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. It reduces what may have taken hours or even days to seconds. And it provides tremendous insight.”

Cross-sell 125

Cross-sell Presentation Drivers/motivators Engineering 125

Martech

APRIL 18, 2024

I’ll start with what hasn’t changed and provide an overview of what I consider a strategic approach to AI tool selection. What does your business need to do with AI? What’s your budget? What type of customer support are you looking for? Everything else has changed dramatically (the not-so-good news).

Strategize 134

Strategize Education Price Service 134

Partners in Excellence

SEPTEMBER 27, 2023

It’s not just in our business lives, but permeates all parts of our lives. Pushing back and resisting, trying to change is tough. In business, we see the “de-humanizing” of so much of what we do. We leverage technology and other means to reduce our dependency on a stable, knowledgeable workforce.

Growth 136

Growth Gaming Technology Technology 136

Salesforce

MARCH 19, 2024

The company was poised for rapid growth, but it couldn’t train customer service representatives (CSRs) quickly enough to keep up with its expansion. Here’s why: An AI model is only as good as what it’s taught. To tackle this challenge, the company turned to a novel solution: generative AI. That’s where RAG can help.

Trust 122

Trust Represent Start-ups Technology 122

Partners in Excellence

MARCH 27, 2024

We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. We only win when our customers succeed.

Conversion 104

Conversion Gaming Meeting Trust 104

Search Engine Land

MARCH 4, 2024

Over the last several decades, our industry has grown and flourished on an overabundance of data. Users have become increasingly aware of what data is collected and how it is used online. These factors are resulting in an increased use of ad blockers and settings controls that prevent our ads from reaching our intended audiences.

A/B testing 124

A/B testing Click Through Rate Campaign Trust 124

Salesforce

MARCH 4, 2024

Keep up with global trends in AI Salesforce commissioned Forrester Consulting to survey 773 global decision-makers to find out how they succeed with AI-powered CRM — and what it all means for you. In January 2024, Salesforce commissioned Forrester Consulting to find answers to these gaps and more in the rapidly developing AI landscape.

Commission 116

Commission CRM Education Trust 116

Partners in Excellence

DECEMBER 14, 2023

When one reads these articles, usually, the author is trying to sell the readers something. Hmmm, what am I missing? So what does this mean about selling? We use our personal buying experiences to support this. Customers increasingly want rep free buying experiences. There are all sorts of variations.

Sell 120

Sell Retail Promote Up-sell 120

Martech

SEPTEMBER 11, 2023

Organizations that want happier customers should look holistically at the entire customer journey. Marketers need the big picture when it comes to customer experiences. That’s because all the individual actions that customers take are now seen in context within the entire journey. asked de Quintanilha.

Customers 141

Customers Cross-sell B2B Service 141

Martech

MARCH 4, 2024

As a leader, you must be agile enough to pivot as you learn new information about the marketplace, your customers and disruptive new technology. We know with certainty that we’re in uncertain times and what we know today will be different tomorrow. Here are three actionable ways you can become an adaptive leader.

Technology 117

Technology Technology Launch Product 117

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 112

Cross-sell Pipeline Meeting Presentation 112

Martech

APRIL 17, 2024

Here’s what I was looking for: Stop depending on batch-and-blast. Use customer data to inform email programs. That’s what we should be doing (see the second point above). Email was the quick pivot, the messaging and the low-cost way to insert their companies into the customer experience in the inbox.

Technology 128

Technology Technology Niche Campaign 128

Search Engine Land

JANUARY 12, 2024

Google Ads customer service has plummeted to an unacceptable all-time low, according to search marketers. A ‘brutal’ process Mike Kelley, Chief Marketing Officer at Sylvan Learning, has been working in marketing for almost 20 years. And the problem only seems to be getting worse. They don’t respond to emails either.

Engineering 138

Engineering Clients Networking Represent 138

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. And most of the strategies seem built around customer retention. And most of the strategies seem built around customer retention. But are all of these enough?

Cross-sell 132

Cross-sell Up-sell Sell Customers 132

Martech

JANUARY 30, 2024

Szu and her team were reviewing how the company connects with its customers and were concerned about over-relying on Google for acquisition. That was largely driven by conversations about our overall customer acquisition strategy, the different sources we look at to get in front of our audience, and the customer journey overall.”

Education 125

Education Territory Growth Technology 125

Martech

NOVEMBER 29, 2023

Marketers who think of their customers’ and prospects’ best interests in everything they do tend to create marketing that resonates better and is overall more effective. While most marketers believe they’re customer-centric, certain behaviors demonstrate it. Let’s look at five ways to prove your team focuses on customers.

Customers 99

Customers A/B testing Campaign Up-sell 99

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 122

High impact Pitch Conversion Prospecting 122

Martech

SEPTEMBER 18, 2023

John Leonelli is head of sales, B2B Americas, at Babbel, a company that provides subscription-based language learning software and an e-learning platform. We spoke at HubSpot’s Inbound conference where he gave us a sales-side view of working with marketing, what tools are important to him, what he worries about and the impact of AI.

Agriculture 124

Agriculture Territory Construction Manufacturing 124

Partners in Excellence

AUGUST 11, 2023

“We do not learn from experience, We learn from reflecting on experience.” This is such an important principle for all of us in selling and leadership, but somehow we seem so preoccupied with activity and busyness, we fail to take the time to reflect and learn from those. They don’t respond to our outreach.

Quota 99

Quota High impact Sell Process 99

Search Engine Land

APRIL 30, 2024

What’s the best sushi restaurant near here? And what if you had a butler who was brilliant at every subject in the world and could give you the best answer to any question you had, not just an accurate answer but helpful, friendly and thoughtful? Sure, the definition of what a “search engine” is will change over time.

User Experience 113

User Experience Niche Service Closing 113

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 researched others, understanding their roles and what their companies did, creating personalized emails. Let’s call him “Stephen.”

Pitch 126

Pitch Prospecting Start-ups Conversion 126

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 108

Customers GTM Trust Up-sell 108

Partners in Excellence

SEPTEMBER 25, 2023

It’s no surprise, we have more demands on our time than we have time to fulfill those demands. For decades, technology continues to offer ways to improve our efficiency (and every once in a while, our effectiveness–but that’s a separate post). We change our minds and our positions constantly.

Technology 124

Technology Technology High impact Meeting 124

Partners in Excellence

FEBRUARY 2, 2024

” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive. Before I dive into this discussion, I do recognize we are in the very early stages of learning how to exploit these tools for greatest value. Let me dive into what that means. Or are we misusing them, tragically?

Manufacturing 116

Manufacturing Engineering Technology Technology 116

Partners in Excellence

MARCH 14, 2024

Here’s what I wrote in the “old days.” ” Surviving Tough Times, Things We Have Learned (early 2001 version) The past year has created new professional and personal challenges. Here’s what I wrote in the “old days.” Slowdowns are impacting many sectors of the economy.

Objectives and Key Results 120

Objectives and Key Results Clients Drivers/motivators Start-ups 120

Partners in Excellence

SEPTEMBER 28, 2023

But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals. What do I lose out on, if I choose to spend my time differently?” So we constantly make choices about how we spend our time.

High impact 117

High impact Meeting Customers Closing 117

Martech

JANUARY 19, 2024

Despite the development of new channels and the dynamic preferences of customers and prospects, email remains the best tactic for staying in touch with consumers. It comes from businesses trying to build relationships, trying to grow relationships and trying to keep their brand front and center in the minds of the audience.

A/B testing 130

A/B testing B2C Appointment Campaign 130

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 101

Customers Drivers/motivators Construction Legal 101

Partners in Excellence

MARCH 6, 2023

Our product has these capabilities… ” They end it by asking to schedule a meeting or demo. These sellers never try to discover the problem, they assume the problem that supports their pitch. These sellers never try to discover the problem, they assume the problem that supports their pitch.

Pitch 116

Pitch Presentation Trust Process 116

Martech

DECEMBER 13, 2023

Maybe some of you in ecommerce and retail are pushing the “send” button feverishly and trying not to lose your minds with all of the last-minute requests and pressure this time of year brings. If you’re on the B2B side, you’re trying to get in every sale you can to achieve your goals. You’re the lucky ones. That was fantastic to hear.

A/B testing 124

A/B testing Strategize Retail Clients 124