Partners in Excellence

MARCH 11, 2024

I leverage them constantly through my day, but for very different purposes than the majority of sellers. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH. For those roles, we understand the responsibilities of their jobs, how they are measured, etc.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Search Engine Land

MAY 13, 2024

Whenever a new change happens, I first try to understand what the search engines are doing and why they’re trying to accomplish it. SEO is real marketing now With every algorithm and change, we move further away from the old days of tricking the search engines and closer to having to do real marketing.

Engineering 133

Engineering Legal Start-ups Trust 133

Partners in Excellence

FEBRUARY 22, 2024

“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer.

Technique 109

Technique B2B Start-ups Up-sell 109

Search Engine Land

MAY 9, 2024

Information gain means different things to different people. And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). But what about information gain in relation to the information foraging theory? As you can see, we have three different meanings for the same term.

Engineering 91

Engineering Angle UX Trust 91

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. 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

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Partners in Excellence

OCTOBER 14, 2023

Everywhere, we see insights and advice. It may be something you see the top performer in your company doing. Or your manager may be telling you what to do. And we do these things. We may go out executing what we have been trained to do, or what our playbooks tell us to do.

Technique 131

Technique Process Customers Sell 131

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important. We may not prepare well, winging it.

CRM 125

CRM Presentation Meeting Closing 125

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers?

Education 129

Education Trust Sell Product 129

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 you do it for.

Engineering 110

Engineering Networking Clients Construction 110

Martech

MAY 7, 2024

We were in a meeting, and I said something like, “Alex, I think it would be helpful if we could cut the data in a different way to figure out what’s really happening.” I didn’t specifically ask Alex to look at the data differently, did I? So Alex didn’t do it. and “I want you to do X.”

X-functional 86

X-functional Follow-up Meeting Strategize 86

Partners in Excellence

APRIL 18, 2024

Task forces would be in frenzied action trying to figure out why this was happening and what need be done to change that win rate, getting it up to more acceptable levels in the shortest time possible. Sure we don’t want to waste time an resources on things way outside our ICP. Win rates are based on qualified deals only.

SQL 117

SQL Quota Presentation Prospecting 117

Partners in Excellence

MAY 17, 2024

As individual contributors, we are conditioned to think about what we owe our managers and leaders. Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. What do we “owe” our people?

Trust 77

Trust Start-ups Meeting Customers 77

Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? Know what you need and why. What are the use cases for it? Even if true, this should be taken with a grain of salt. Don’t let the potential end product decide what you need to do. What technological changes are expected?

Contract 95

Contract Legal Price Technology 95

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Our goal here should be to create well-optimized, people-first content.

Process 114

Process Objectives and Key Results Angle Follow-up 114

Partners in Excellence

MARCH 26, 2024

During the Q&A, a salesperson asked me, “What are your favorite books on sales? What should we be reading?” While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them. Where do your customers go to learn?

Manufacturing 125

Manufacturing Technique Sell Customers 125

Search Engine Land

MAY 6, 2024

We were expecting the enforcement to begin this week, we posted a reminder last week. Meaning sites impacted by this site reputation abuse policy should have received notifications of these penalties in their Search Console profiles. Danny Sullivan from Google told me , “we’re only doing manual actions right now.

Education 143

Education Launch Trust Closing 143

Search Engine Land

MARCH 13, 2024

The naming conventions B2B and B2C have forced us to think that each need a completely different approach, but often they don’t. 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.

Drivers/motivators 98

Drivers/motivators B2B B2C Quota 98

Partners in Excellence

NOVEMBER 27, 2023

I was excited to see the CMO of one of my clients speaking about a pillar their culture, “Pursuing Better, Differently… ” It’s such a critical concept, particularly if we want to stand out to our customers and differentiate our companies. It’s, also, so obvious–or should be.

Clients 112

Clients Growth Product Customers 112

Partners in Excellence

FEBRUARY 6, 2024

We have all sorts of technologies that give us the “answers.” Where years ago, we struggled to find answers, now they are abundant. But we have some new challenges, “Do we understand what the answers mean and can we apply them to the specific situation? What does it mean?

Presentation 119

Presentation Technology Technology Conversion 119

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. Open the report What you’ll learn What is real-time marketing and how does it use real-time data? Even faster?

E-commerce 95

E-commerce Hospitality Customers Strategize 95

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

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. To make quota, imagine what we have to do!

Cold Call 125

Cold Call Quota Prospecting Represent 125

Search Engine Land

FEBRUARY 19, 2024

To succeed in this environment, you need a clear, actionable SEO strategy that ensures your content does something different, stands out, and deserves to rank highly. What is an SEO strategy? What does better mean? Sometimes, different is better. Step 2: SEO strategy – How to do something different or unique to stand out.

Strategize 115

Strategize Niche Angle UX 115

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. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. The customer wanted to change.

Cross-sell 133

Cross-sell Up-sell Sell Customers 133

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. But each requires different approaches with our customers. They are so busy doing their jobs, they fail to see there might be a better way of doing things. We are helping our customers think differently about their businesses.

Manufacturing 117

Manufacturing Represent Clients Education 117

Martech

APRIL 17, 2024

Back in 2017, I wrote an article for MarTech, “ Message to email marketers: Show me something different in 2018.” Here’s what I was looking for: Stop depending on batch-and-blast. So here we are, nearly seven years later and we haven’t moved far on complexity. We are at an inflection point in our industry.

Technology 120

Technology Technology Niche Campaign 120

Search Engine Land

MARCH 22, 2024

I know, because not long ago we were in that garage. The next Google won’t do what Google does, just as Google didn’t do what AOL did. Inventions are always dynamic and the resulting upheavals should make us confident that the future won’t be static.” Why we care.

Engineering 119

Engineering Launch Product Market share 119

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. Alternatively, they actually reach out, asking to talk.

Manufacturing 77

Manufacturing GTM Represent CRM 77

Martech

MAY 16, 2024

What is customer experience (CX)? It’s one of those interactions in the definition and it’s also how we interact with customers, i.e., we service them. Still, the CX team is not doing the work to improve systems, processes, policies, etc. to deliver a better experience.

Customers 100

Customers B2C UX User Experience 100

Partners in Excellence

OCTOBER 3, 2023

.” It’s related to much of what I’ve written about Inciting Customers To Change. They’ve done all the heavy lifting of trying to figure out what questions they should be asking, who should be involved, the risks, the necessity of changing. And this is really what they care about!

Sell 127

Sell Up-sell Start-ups Customers 127

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. Sadly, too much of this is from smart people who should know better. It’s rare that I see someone suggest, “Why do we accept this?

Consult 124

Consult Clients Follow-up Up-sell 124

Search Engine Land

MAY 8, 2024

Why you should focus on delighting your users Delighting users should be a core focus for all websites. ” The peak-end rule refers to the fact that, as humans, we are much more likely to remember the peak (emotionally) of an experience and the end of it. Understanding user intent is key to this.

UX 91

UX Objectives and Key Results User Experience Legal 91

SalesProInsider

OCTOBER 18, 2023

“ You get what you’re looking for.” We do get what we’re looking for in many life circumstances, and in sales efforts. What are the too-common concerns or objections where advisors might lack conviction? So, what can we do? And now as an adult, I can see how true this statement is.

Conversion 139

Conversion Sales Pitch Clients 139

Martech

FEBRUARY 5, 2024

They’re useful, and we use the return data in our email program, customer profiles and product development B. We don’t get much helpful info from them and readers generally ignore them. Meh … They don’t do much for our email program, but we send them anyway to stay in the inbox and every once in a while, we get interesting comments.

Profit margin 120

Profit margin Contact Campaign Service 120

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. Too often, however, we could/should be doing much better. Yet they fail!

Quota 118

Quota Growth Sell Process 118

Search Engine Land

FEBRUARY 23, 2024

There is a significant difference between removing dead weight and smart redirections and link management. Fill out the gaps about the ‘what’ SEO experts are sometimes viewed as introverts, hidden behind big Excel tables, strange tools and mumbling incomprehensible words about their “Google god.”

X-functional 115

X-functional Territory Launch Follow-up 115

Martech

MAY 16, 2024

As prospects engage with your brand across different touchpoints your automation software delivers different messages. When different customers in your micro-segments take different actions, your automations must adapt without intervention. Do you want me to send you directions?” And why should they?

A/B testing 116

A/B testing Campaign Lead generation Technology 116