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

Martech

MAY 14, 2024

Why is putting a figure on marketing ROI still a problem? While advances in marketing analytics and technology have been made, a significant portion of businesses still report facing difficulties in calculating ROI. The problem of marketing ROI is simple, but it’s difficult to solve. The costs of brand development add up.

Click Through Rate 107

Click Through Rate Promote Finance Technology 107

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 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? With Keenan and his team, selling success is all about the customer, not what we sell. Solving problems, I’m a problem solver.

Sell 118

Sell Up-sell Consult Drivers/motivators 118

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

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. This type of uncertainty isn’t just a B2C problem. This might not seem like a big issue.

Trust 105

Trust Customers Healthcare Service 105

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. What I like most about the sales profession is that it is similar to managing your own little business.

Sell 122

Sell Assembly Line Territory Sports 122

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

Salesforce

APRIL 9, 2024

For example, the unique approach of Data Cloud not only connects all your big data, regardless of source, but makes it accessible and actionable to all business users in the apps they use every day. All your data is, at long last, unified, harmonized, and accessible to every business app and user. It’s a far cry from where we’ve been.

SQL 110

SQL Retail Service Represent 110

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

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? We are, often, so busy we may not recognize threats or opportunities to change, improve grow. And when we do, we are overwhelmed with information and data about what we might do.

Customers 122

Customers Quota Up-sell Conversion 122

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. The LLMs will provide ideas, insights.

Represent 120

Represent Presentation Up-sell Engineering 120

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

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

Partners in Excellence

APRIL 9, 2024

Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. 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

Search Engine Land

MAY 3, 2024

Take this example of what the SERP in Altamonte, Florida looked like in November 2023 for [personal injury lawyer] – mostly generic pages, a homepage and even a Wikipedia article. Google’s local search results have been shifting quite a bit since the start of 2024. How does one combat that?

Service 101

Service Trust Clients Cross-sell 101

SaaStr

MAY 14, 2024

At SaaStr’s inaugural AI Day, the Senior Director of Product Management at Panoptica by Cisco, its incubation team, Alex Jauch, talks about how GenAI is powering app security, how Cisco is using it, and how you can use GenAI to protect other businesses. As a product manager, you bring features into the product and add value for customers.

UX 77

UX Intrinsic Product Conversion 77

Martech

MARCH 29, 2024

By shifting from an output-based approach to marketing to an outcome-based approach, Colt Technology Services realized up to 500% improvements in some of its most critical business measurements. And what does this mean for the future of agile? Dig deeper: 3 ways to align marketers to business outcomes 2.

Manufacturing 105

Manufacturing Promote Pipeline Technique 105

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

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

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. His research showed those being customer focused outperformed those being more product focused by more than 2-1.

Customers 115

Customers Pitch Meeting Sell 115

Martech

APRIL 10, 2024

We need solutions that break new ground, push the boundaries of what’s possible and redefine industry standards. The spark before the flame: Building martech with a heart It all begins with a spark — a yearning to help businesses not merely sell but connect. But those days are over. Innovation shouldn’t be a buzzword.

Pitch 100

Pitch Product Electricity Healthcare 100

Martech

MARCH 27, 2024

The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. That’s great and exciting. Can you blame them?

Territory 117

Territory CRM Manufacturing Pipeline 117

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. It is impossible for us to grow our business.

High impact 120

High impact Service Growth Conversion 120

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. The problem with most of our retention strategies is we become the status quo!

Cross-sell 133

Cross-sell Up-sell Sell Customers 133

Partners in Excellence

MAY 6, 2024

Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. My dad ran his own company when I was growing up, and he did a lot of selling to support his business. What’s your experience been as you’ve grown in your career?

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

MARCH 14, 2024

Businesses, industries and markets are being restructured, profoundly. Here’s what I wrote in the “old days.” Almost every business faces tough new realities. Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening.

Objectives and Key Results 121

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

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We may know the “problem” they solve. They might help our customers reduce costs. But does this mean we really understand our customers’ problems? But does this mean we really understand our customers’ problems? What is that impact?

Customers 106

Customers Follow-up Start-ups Product 106

Search Engine Land

FEBRUARY 13, 2024

This article breaks down what a full-funnel PPC strategy looks like, from top to bottom, so that you can use it as a blueprint for your own PPC strategy. This article breaks down what a full-funnel PPC strategy looks like, from top to bottom, so that you can use it as a blueprint for your own PPC strategy. That’s awareness.

Non-Profits 113

Non-Profits Campaign Strategize Growth 113

Partners in Excellence

NOVEMBER 7, 2023

” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. These would, through some magic, always align with the customers’ very structured process, Problem Definition, Needs Definition, Evaluate Alternatives, Select/Buy A Solution.

B2B 130

B2B Up-sell Contract Start-ups 130

Martech

MAY 9, 2024

No problem.” While I think his five-year timeline is optimistic, Altman is probably right that in the future, AI will handle a large portion of what we use agencies, strategists and creative professionals for today. Again, all free, instant and nearly perfect. Images, videos, campaign ideas?

Campaign 116

Campaign Niche Service Product 116

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. They’re looking for knowledgeable Salesforce Administrators, Developers, Business Analysts, Salespeople, and more to run their companies successfully.

Relationship building 116

Relationship building Niche Contact Trust 116

Partners in Excellence

FEBRUARY 12, 2024

Somehow, our customers are lost in the process. What does this mean? It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. It’s not just about the business case, ROI and other financial issues. They don’t feel heard.

Customers 121

Customers Negotiate Pitch Trust 121

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 105

Negotiate Price Prospecting Sell 105

Salesforce

OCTOBER 31, 2023

Meanwhile, a competitor does their research, knows what buyers want, and delivers it. Not only have you lost revenue, you’ve lost potential customers to the competition. How do you avoid this and capture customer interest? What you’ll learn: What is a go-to-market strategy? Why is a go-to-market strategy important?

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. We are really good at solving their urgent problems in this sphere. Here’s why. The rise of cloud-based software.

B2B 120

B2B Manufacturing Technology Technology 120

Salesforce

NOVEMBER 6, 2023

As a strategic account executive at Salesforce, I spend my days advising companies on how to use emerging technology to grow their business. I can tell you this: C-suite leaders are nervous about generative AI in business. They know they need to do something but don’t have clarity on what, or how. I’ll tell you what I tell them.

Strategize 111

Strategize Technology Technology Clients 111