Partners in Excellence

FEBRUARY 17, 2024

I have written a companion article on Missed-diagnosis. I have written a companion article on Missed-diagnosis. I encourage you to read both. For instance, as sellers, we are looking for customers that have the problems we solve. Stated differently, “If all we have is a hammer, everything begins to look like nails.”

Manufacturing 77

Manufacturing Clients Contract Presentation 77

SalesPop

MARCH 29, 2021

This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future. When it comes to sales, I’ve always used the analogy of a hammer and a nail. Effectiveness and Efficiency.

CRM 69

CRM Pipeline Transportation Angle 69

Veloxy

DECEMBER 14, 2021

You swallow spiders in your sleep. While George did have stained teeth and fried spiders are served in Cambodia—there is not a single ounce of truth behind the claim that cold calls no longer work. As you know, the opposite of a myth is truth. As you know, the opposite of a myth is truth. Cold Calling is NOT Dead!

Cold Call 208

Cold Call Consult Up-sell Prospecting 208

Martech

APRIL 3, 2024

When email expert Natalie Jackson took the leap from publishing into marketing technology, she took advantage of the professional thought leadership available to her in Kansas City, Missouri. Q: You have extensive career experience in email marketing, content and B2B strategy. What was the first step that got you on that track?

B2B 70

B2B Angle B2C Pitch 70

Hubspot

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. As you become more established, your customer base grows. Once you're there, you need to find a tool that will help you stay organized and on-task.

CRM 91

CRM Customer Relationship Management Teamwork Relationship Management 91

Veloxy

JUNE 27, 2022

Nothing pulls you out of a rut faster than an inspirational quote from your favorite movie. The 10 Best Sales Movies of All Time. Since 2020, salespeople have been battling COVID related sales restrictions, such as limited travel, lower response rates, and reduced budgets. The same is true for sales slumps. Glengarry Glen Ross.

Non-Profits 162

Non-Profits Cold Call Tradeshows Real Estate 162

Search Engine Land

OCTOBER 24, 2023

So, how can you lead an SEO team effectively, helping to grow their skill sets in the right direction? And, critically, how can you keep your team motivated in a world (wide web) of smoke and mirrors? You can still set SEO KPIs and meet targets without fixating on rankings. Get those conversions in, whichever way is easiest.

Drivers/motivators 104

Drivers/motivators Intrinsic SQL Education 104

A Sales Guy

JANUARY 22, 2014

That’s all. And, like most tools, you have to us it correctly if want get the most out of it. Have you ever seen a little kid use a hammer for the first time? They bang away at the nail, if you’re lucky it’s not a vase, your iPhone or the remote control, using the broad side of the hammer.

CRM 126

CRM Customer Relationship Management Relationship Management Quota 126

SalesPop

APRIL 9, 2021

We’ll bring it back to a salient point we made in our last article , which was that all departments need to work together to achieve a 360-degree view of the customer. In order for account management to utilize data from all of these disparate systems, they all need to be integrated and available in CRM.

Account management 97

Account management Government Follow-up Start-ups 97

Sales Pop!

JULY 22, 2022

Businesses in all industries look for ways to increase efficiency, boost productivity , improve revenue, and edge-out competitors. So, what can you do that not only bolsters your speed but also enhances endurance? After all, it is 2022. Now, you may relate to those concerns, or you may find them silly. What’s ITPA?

Teamwork 96

Teamwork Process Service Follow-up 96

SaaStr

JANUARY 10, 2024

These CMOs have all taken their companies from the early stages through IPOs and have been apart of multi-billion dollar organizations. Here are the 7 big mistakes they made, so you can avoid them. Coming in early on to start the marketing function at Zoom, it was all about driving revenue and surviving.

Pipeline 98

Pipeline Growth Strategize Start-ups 98

Understanding the Sales Force

MARCH 27, 2019

When you hear a phrase like the hard sell , do you instantly think of car salespeople? No offense intended to those of you in one of those three industries! Most salespeople have been trained to handle these objections and put-offs and therein lies the problem. Replacement windows?

Sell 105

Sell Up-sell Prospecting Follow-up 105

Sales Pop!

APRIL 10, 2022

Now we will—for you should really know about them. We have updated this feature and made it incredibly flexible. For example, when viewing opportunities, it might be that the Pipeliner Feature called Buying Center, which graphically maps relationships within prospect or client companies, is very important to a user or a sales team.

Pipeline 98

Pipeline CRM Account management Contact 98

Martech

MARCH 14, 2022

If you’re a data nerd like me, this year promises to be an exciting time — and a potentially dangerous one if you don’t have a game plan for adapting to the changes headed your way. This represents a huge change because third-party cookies have been a go-to solution for measuring digital ad performance. They don’t trust you.

Drivers/motivators 95

Drivers/motivators Represent Campaign Conversion 95

Veloxy

DECEMBER 9, 2021

You followed “best practices”. You used subject lines from a popular ebook. And you sent the email from a feature-rich email marketing software. If you read this blog post top to bottom, you’ll answer my questions with, “ My emails are hypnotic, that’s why! ” Am I right? hours every single day consuming content.

Quota 204

Quota Follow-up Up-sell Cold Call 204

Partners in Excellence

JUNE 11, 2015

There’s the familiar saying, “If all you have is a hammer, pretty soon everything starts looking like a nail.” ” I’ve adopted this, “If all you USE is a hammer, your success is limited to finding and pounding nails.” It’s their product knowledge.

Pitch 90

Pitch CRM Consult Networking 90

Martech

SEPTEMBER 1, 2022

Digital marketers still have a job of course. All you need to do is give an AI app a specific input. All you need to do is give an AI app a specific input. Do you replace people and automate their work? Or have the AI assist the human? However, Google may not have the means of detecting such copy. “AI

Engineering 110

Engineering Technology Technology Process 110

Martech

JULY 22, 2022

Understanding your current business processes, knowing how to measure success, and being able to identify where you are looking for improvements, are all critical pieces of the customer journey orchestration (CJO) tool decision-making process. The benefits of using CJO tools. Here are some of these benefits. Increased revenue.

Customers 89

Customers Cross-sell Service Education 89

Veloxy

NOVEMBER 29, 2021

This is a comprehensive guide, so we invite you to use the table of contents to skip to the juiciest parts. Before you continue reading. If you’re not already empowering your salespeople with Veloxy, you can rapidly deploy it and receive training at no cost for 30 days. It’s all about crushing quota!

Sales 290

Sales Quota Up-sell B2B 290

Adaptive Business Services

SEPTEMBER 22, 2021

You can be a good salesperson with two out of the three. Three of three and you are a killer. Characteristics, behaviors, and traits, are all reflected in attitudes which, IMHO, is probably the most important of the three. There is absolutely no reason why we can’t have a little fun! Desirable Traits. Humor – Relax!

Manufacturing 77

Manufacturing Technique Trust Up-sell 77

Sales Pop!

NOVEMBER 19, 2021

You Need It, Too. Once the pandemic happened, of course, at Pipeliner we were all set—no changes were needed. In reality, company data doesn’t exist in silos—it must flow all throughout the company like a river. You probably hate it, too—just remember the last time you had to phone up your bank.

CRM 98

CRM Manufacturing Government Technology 98

Search Engine Land

SEPTEMBER 25, 2023

Among them are Core Web Vitals, a set of performance signals that Google deems critical to all web experiences. A look at the evolution of web performance Gone are the days when improving site performance was straightforward. The page load won’t be complete, but it will have started. Today, connection speeds are faster.

User Experience 124

User Experience Intrinsic UX Start-ups 124

Veloxy

FEBRUARY 15, 2022

Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Heinz Marketing

OCTOBER 27, 2023

By Sarah Threet, Marketing Consultant at Heinz Marketing You might think you know everything about positioning, but you probably don’t know everything about how to DO positioning. Best-fit customers are those who rave about you, refer you, and will be a reference for you.

Process 70

Process Objectives and Key Results Growth Product 70

Hubspot

MARCH 11, 2019

Steinfeld is one of the most talented young actresses in Hollywood today, earning a Golden Globe nomination for Best Actress for her performance in The Edge of Seventeen and even an Oscar nomination for Best Supporting Actress for her role in True Grit when she was only 13 years old. It’s that she’s also just as accomplished as a singer.

Market share 95

Market share Trust Product Up-sell 95

Martech

JANUARY 23, 2023

As customer acquisition keeps getting more expensive, it makes sense to market more effectively to the customers you already have. Loss aversion, in which we act to avoid losing out on something important, doesn’t get as much attention, but it can be remarkably helpful when used appropriately and with the right audience.

Drivers/motivators 112

Drivers/motivators Profit margin Price Campaign 112

Anthony Cole Training

DECEMBER 5, 2014

As I have written before, I grew up on a farm in Hammonton, NJ., When growing up on a farm, it is beneficial to learn how to use certain tools. But "Antny, hand me the 9/16 inch wrench" - oh oh, that one was not so easy especially when I was looking at a tool box FULL of different wrenches. And you know what?

Drivers/motivators 196

Drivers/motivators Hospitality Pipeline Sales 196

Salesforce

SEPTEMBER 27, 2021

How did it all go down? In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. We wanted to act fast to help support their growth in a moment when they really needed a scalable solution,” Breidenthal said. I’ve put a lot of time into learning about crypto.

Closing 98

Closing Contract Legal Cross-sell 98

SaaStr

APRIL 2, 2023

I walk them through this when I hire them. And over time, I got better at parting ways quickly when we weren’t aligned. After receiving my gold watch and Silicon Valley AARP card, I had a chance to reflect on a decade of community-building, cheesy music videos, and #CustomerSuccess. We should give them a chance. They are humans too.

X-functional 105

X-functional Clients Growth Start-ups 105

Sales Hacker

SEPTEMBER 2, 2023

But lots to cover this week, whenever you read this, so let’s get right into it. What are today’s must-haves and what are the nice-to-haves ? Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Thanks for reading The GTM Newsletter!

GTM 80

GTM Negotiate Pipeline Contract 80

Martech

AUGUST 7, 2023

So why don’t marketers do a better job of winning back customers who once spent money but have gone silent? It treated all departed customers the same instead of recognizing important differences among them and crafting programs to speak to those differences. Lapsed : These customers have gone just beyond your purchase cycle.

Objectives and Key Results 93

Objectives and Key Results Promote Drivers/motivators Cross-sell 93

Search Engine Land

JUNE 27, 2023

Take the classic case: Your page ranks top three, netting you 10x the traffic and leads and customers than competitors from positions six to ten. So you publish publish publish to build on past success. These are easy to find once you know where to look. The only constant in SEO is change. No need to despair, though.

B2C 90

B2C Drivers/motivators Finance Start-ups 90

SaaStr

FEBRUARY 27, 2020

Most marketers I know struggle over the same competing messaging challenges: to what degree should we focus our messaging on the function of what our product can do, versus the emotion of how it makes me feel when I use it? We’re all human, so if brands can tap into a higher, more emotional meaning for us, we reward that with loyalty.

Campaign 89

Campaign Launch Product Growth 89

Anthony Cole Training

AUGUST 28, 2014

In case you missed my previous blog post, I talked about words of wisdom I learned from my dad, Ray Cole Sr. I started that post with the comment that I thought my dad could have been a good sales manager. I started that post with the comment that I thought my dad could have been a good sales manager. Also… don’t hire turds.

Government 181

Government Sales Drivers/motivators Start-ups 181

Hubspot

FEBRUARY 10, 2020

But this year, when the Super Bowl ended before 10:30 PM EST, some big-game party-goers wondered, "Were there fewer ads this year?". However, in recent years, ads of 30-seconds or less have become the norm. If you're a video marketer, you've probably had to deal with similar time-crunches when creating content on a smaller scale.

Sports 80

Sports Non-Profits Hospitality Gaming 80

Partners in Excellence

SEPTEMBER 7, 2022

While the design itself provides exact specifications, the part would have some variation when actually manufactured. When taken as components they meet spec, but collectively they fail. But we have massive “tolerance stack up problems.” And we intend to put a 7/8 inch bolt through that stack of plates.

Manufacturing 75

Manufacturing SQL Sales Meeting 75

Search Engine Land

JANUARY 16, 2023

You read them, I read them, we all read them – but which ones actually made an impact on you? Which blogs gave you useful information? Which ones made you think, or taught you something new? Most importantly, which drew you closer to the brand that created them? Do you really need to blog?”

Start-ups 99

Start-ups Trust Strategize Follow-up 99