Partners in Excellence

MARCH 2, 2024

What I am passionate about is people, technology and making impact. Early in my career I started engineering roles like electronic engineer and applications engineer and realized what motivated me most was help people solving problems that allowed them to continue or improve their business.

Sell 113

Sell Education Territory Engineering 113

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. What roles do they want to play? It’s obvious, but how do you do this?

Product 74

Product GTM Trust Growth 74

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

Here, we’re going to give you the tried-and-true sales techniques that top salespeople use to convert prospects into customers. Here, we’re going to give you the tried-and-true sales techniques that top salespeople use to convert prospects into customers. Try ClickFunnels FREE For 14 Days! 9 of them, to be exact. Need Sales?

Technique 312

Technique Conversion Sales Trust 312

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. We now have to do the work of accelerating our strategies and tactics to architect a new sales conversation, one that solves the client’s problems with solving their problems.

Process 329

Process Sales Clients Conversion 329

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. Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Veloxy

SEPTEMBER 28, 2023

It isn’t for everyone, and you need to know what you’re doing if you want to succeed. Anyone who wants to sell anything needs to have a good understanding of what they’re selling. You want to cover what your product does, how it can help, why it’s better than other options on the market, and more.

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

Iannarino

JULY 21, 2021

the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. The Gist: There is never a reason to trash your competition.

Cold Call 290

Cold Call Cross-sell Gaming Clients 290

Partners in Excellence

APRIL 9, 2024

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? What if we could accomplish more with greater satisfaction, better results, by being more purposeful?

CRM 126

CRM Technology Technology Pipeline 126

Iannarino

JULY 4, 2021

The Lost Art of Closing shows you how to proactively lead your customer and close your sales. When your client engages with you, it is because they are trying to improve their results , not because they want to buy your solution. Too Committed to Identifying a Problem. But they’re not the only threat out there. Too Little Value.

Contract 335

Contract Contact Clients Conversion 335

Partners in Excellence

MARCH 9, 2024

” “Should I try to anticipate and pre-empt objections?” “Should I be worried about when the customer objects?” While I don’t provoke objections, I think customers raising them is an important indicator. It would be far worse, if the customer didn’t object.

Conversion 116

Conversion Customers Sell Sales 116

Iannarino

JULY 19, 2021

Discover a Problem. In the legacy solution approach, the primary function of the sales call was to identify or elicit a problem, then fix solve it by providing your solution. This phase would also include a conversation to make sure the solution fits the client’s problem. Rapport-Building. Our Company. Our Clients.

Conversion 326

Conversion Clients Sales Contract 326

Partners in Excellence

APRIL 24, 2024

Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. It’s the pricing/cost discussion.

Price 77

Price Contract Presentation Consult 77

Partners in Excellence

FEBRUARY 2, 2024

” All of what I see from sellers leveraging ChatGPT and similar tools are well written, most are unimpressive. And what we see now is no different, most of what we see is dull, uninspired, and often very inaccurate. Let me dive into what that means. Or are we misusing them, tragically? We will move beyond this.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

ClickFunnels

JULY 21, 2021

That’s what an elevator pitch tries to accomplish — by systematizing the elements required for an effective sales pitch, an elevator pitch attempts to catch interest and convert in as little time as possible. What happens after an elevator ride? How do you sell someone something in 90 seconds or less? Because humans are all similar.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

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? They need to understand: What is the problem, precisely?

Product 98

Product Sell Pitch B2B 98

Partners in Excellence

FEBRUARY 1, 2024

I’m driven to help clients address really tough problems. I’m driven to help clients address really tough problems. I see so much that we can and should do to drive our and our customer success. What could be more fun or better?” Perhaps that was a foundation to my obsession with problem solving.

Sell 105

Sell Up-sell Start-ups Follow-up 105

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. Sales in SaaS, done well and done right, is about adding true value by solving a customer / prospect’s important problem. Often, a Top 3 Problem.

Negotiate 106

Negotiate Price Prospecting Sell 106

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. More on that here: Everyone in SaaS Needs to Do Customer Support. It forces folks not just to listen to customers, often for the first time, but to actually go solve their problems! Every week.

Customers 99

Customers Engineering Prospecting Growth 99

Partners in Excellence

FEBRUARY 17, 2024

What is a Mis-diagnosis? At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.” Customers mis-diagnose their problems.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Partners in Excellence

MARCH 14, 2024

Here’s what I wrote in the “old days.” Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening. Businesses, industries and markets are being restructured, profoundly. We struggle with the idea, is there light at the end of the tunnel? Time to face reality.

Objectives and Key Results 121

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

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 to Buck Up and Go Long in SaaS?

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. In this week’s Workshop Wednesday, RevenueCat CEO Jacob Eiting and Growth Advocate David Barnard share their annual State of Subscription Apps report with us.

Growth 104

Growth B2B UX B2C 104

Search Engine Land

APRIL 2, 2024

This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. What problem drove your user to try your product?

Customers 81

Customers Real Estate Education Conversion 81

Partners in Excellence

DECEMBER 19, 2023

“We have these features and functions, no other alternative has those… ” Each of us would be presenting our unique list, thinking those would have an impact on our customers. Any of the alternatives customers consider will help them address their problem.

X-functional 127

X-functional Price Presentation Product 127

Martech

FEBRUARY 7, 2024

There will be a significant movement toward improving people’s problem-solving skills as they learn to use automation with their human brains. There will be a significant movement toward improving people’s problem-solving skills as they learn to use automation with their human brains.

X-functional 106

X-functional Cross-sell Territory Retail 106

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. Sales is service.

Sell 102

Sell Finance Quota Sales Experience 102

Search Engine Land

MAY 13, 2024

Try picturing a time when answers lived only in libraries – it seems archaic now. Through this exercise, you’ll understand: Why search engines started using entities : What problems did they solve? Customers constantly approach with questions (queries), eager for answers. This process may take hours.

Engineering 111

Engineering Construction Start-ups Process 111

Partners in Excellence

MARCH 1, 2024

“Selling Bad Breath” repulses the people we are trying to reach. Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up.

Sell 73

Sell Pitch Quota Up-sell 73

Salesforce

FEBRUARY 12, 2024

What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce. Have a look at what each entails and where on Trailhead you can learn about them for free. The Salesforce job market is only growing, powered by AI.

Relationship building 116

Relationship building Niche Contact Trust 116

Partners in Excellence

APRIL 18, 2022

In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.

Objectives and Key Results 142

Objectives and Key Results Quota Represent Education 142

Partners in Excellence

JANUARY 29, 2024

We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better? I’d love to learn more about what causes you to say this? What have you seen that tells you we need to improve?”

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. What about tools to help us and our customers manage the process?

High impact 120

High impact Service Growth Conversion 120

Partners in Excellence

MARCH 6, 2023

Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. These sellers never try to discover the problem, they assume the problem that supports their pitch. “Do you have a problem with sales performance?………

Pitch 117

Pitch Presentation Trust Process 117

Partners in Excellence

NOVEMBER 16, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. Sometimes, we create try to align the sales process with the customer buying journey.

Process 131

Process Customers Manufacturing Sales 131

Partners in Excellence

MAY 10, 2023

One morning I was meeting with him, he had just returned from a trip, calling on customers and meeting with people in the branch offices in Boston. It was from a very important customer and was toughly competed. In the conversation, he had asked them, “What did they buy the system for?”

Customers 94

Customers Manufacturing Finance Meeting 94

Martech

MARCH 29, 2024

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. And what does this mean for the future of agile? You may have heard “agile is dead.”

Manufacturing 105

Manufacturing Promote Pipeline Technique 105