Partners in Excellence

AUGUST 8, 2022

” While some of the basic ideas about creating great customer experience by “eliminating friction,” are very good, I think the concept of eliminating friction demonstrates a huge misunderstanding of friction and how important it is. First, what is friction? Differences in ideas, priorities, strategies, goals.

Contact 86

Contact Up-sell Customers Sell 86

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. I’m continuing my series on the importance of understanding selling as a complex system.

Territory 73

Territory Pipeline Account management Inside sales 73

Partners in Excellence

AUGUST 9, 2013

It’s probably hard to conceive of a sales guy, like me, using a multi-syllabic word like Reductionism. ” While it wasn’t the focus of the post, he talked a lot about Reductionism. I had to go to the dictionary on Reductionism: 1. Likewise, our customers live in similar worlds.

Sell 78

Sell Objectives and Key Results Mechanical Engineering Quota 78

Partners in Excellence

JUNE 5, 2019

But there’s another important aspect of friction that’s absolutely critical and essential to our shared success with our customers. But there’s another important aspect of friction that’s absolutely critical and essential to our shared success with our customers. At least we look at it to narrowly.

Sales 59

Sales Engineering Up-sell Sell 59

Partners in Excellence

NOVEMBER 2, 2017

It seems to be fashionable to talk about creating “frictionless buying experiences?” ” I suppose the concept draws readers, perhaps it’s an extreme expression of removing barriers to the customer buying process. Is it what customers want? But does the concept make sense?

Customers 50

Customers Transportation Meeting Process 50

SaaStr

JUNE 3, 2020

Michael Katz is the Founder & CEO @ mParticle, the customer data platform for brands leading the customer data revolution with clients from Airbnb to Spotify to Postmates. In Today’s Episode We Discuss: * How Michael made his way into the world of SaaS and enterprise SaaS having founded and IPO’d an adtech business previously. *

Pipeline 72

Pipeline Meeting Start-ups Up-sell 72

ConversionXL

APRIL 12, 2017

Finally, day three covered all things customer success and growth. What we saw, why we think it happened, what we will do based on that info. You may have one observation and then multiple inferences, which would result in multiple design options. What else could it be?” link] pic.twitter.com/g46Kb7tHF7.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86