Partners in Excellence

JULY 16, 2015

Unfortunately, they’ve bought a list from a disreputable list management firm, or they’ve scraped the web, or they’ve “deconstructed” our email format to build their lists. How stupid do these marketers and sales people think I (we) are? ” We have no remembrances to update.

Lead generation 90

Lead generation Prospecting Trust Up-sell 90

Partners in Excellence

OCTOBER 16, 2019

If I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. Since we are in Q4, I think it’s remarkable and very kind of customers to come in from their holidays on December 31, to hand us POs.

Customers 62

Customers Pipeline Gaming Price 62

Partners in Excellence

AUGUST 3, 2015

It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition are they looking at, what do they think of them? Too often, as a result, they tend to avoid the issue, addressing it only if the customer brings up the competition first.

Up-sell 91

Up-sell Customers Sell Sales 91

Partners in Excellence

SEPTEMBER 19, 2013

I’m so stupid. ” Managers are saying, “people have to use the system and keep everything updated,” “we need to know what’s going on,” “the sales people have information that’s vital to our organization, we need to capture it,” “they need to just do it—or else!

CRM 94

CRM Territory Cross-sell Pipeline 94

SaaStr

DECEMBER 23, 2020

In Today’s Episode We Discuss: How Tamar made her way from Google and Amazon into the world of bottoms up SaaS with one of the leading companies of our generation, Slack. How did Jeff Bezos’ approach to “the customer” impact Tamar’s operating mindset? How does Tamar analyze customer responses to product changes?

Product 95

Product Engineering Customers E-commerce 95

Lead Fuze

NOVEMBER 30, 2021

With one tap of a screen, we are exposed to an infinite amount of options that all promise us better lives. All we need to do is hop onto our favorite social media app and see all the perfect lives of others, which makes us feel inadequate. Sales is a difficult process, and you have to be patient with your customers.

Sales 52

Sales Follow-up Start-ups Drivers/motivators 52

Partners in Excellence

JULY 23, 2015

But, for the most part, I meet a lot of very smart, well intended marketing people who, somehow do terribly stupid things. Right now, I’m looking at a series of emails, some landed in my Inbox, some received by others in the company, and some that have landed in our company Spam filter. This email had at least 3 tragic flaws: 1.

Construction 92

Construction Consult Technology Technology 92

Hubspot

FEBRUARY 1, 2018

Why You Don’t Want to Be a Wantrepr -- ” ugh no, that’s stupid. The part of my brain that generates brilliance for others turns to mush when it comes to me. Every week I have the privilege of talking to founders from all over the world and we all have the same problem. We suck at marketing for ourselves. And we know it.

Clients 78

Clients Strategic planning Launch Strategize 78

Partners in Excellence

DECEMBER 10, 2018

We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. I kept thinking, “If my outlook is really that dark, why am I doing what I’m doing? All the time, ignoring the customer buying experience and their own journey.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” Even stupid approaches hit every once in a while, maybe you get a few people responding, you rejoice that your prospecting program has struck “gold.” Think about your own prospecting, do you consider your competitor a prospect?

Prospecting 93

Prospecting Pitch Campaign Appointment 93

Sales Hacker

JUNE 5, 2020

How to know when to walk away. Hopefully we can get through some really great ideas on how to build some great personal connections with your prospects. There we go. We are going to talk about building genuine connections with your prospects at every level. Then think about what YOU do. What You’ll Learn.

Gaming 68

Gaming Follow-up Start-ups Trust 68

Partners in Excellence

MAY 10, 2013

As sales professionals, we think we have to have all the answers. The customer has a question–we leap to answer, sometimes not really answering the customer’s real question. We find customers who have problems, we have all the answers—now if only we can get them to buy.

Trust 85

Trust Sell Customers Conversion 85

Partners in Excellence

JANUARY 27, 2015

They’re a little comical to watch because there’s just so much bad thinking all around. Bad Commission Plans Drive Bad (The Wrong) Sales Behaviors. (I feel a little like the old “When guns are outlawed, only outlaws will have guns.”). I hired a consultant (first mistake–or we hired the wrong consultant).

Commission 96

Commission Customers Drivers/motivators Sales 96

Partners in Excellence

MARCH 16, 2017

There are just too many stupid conversations about the digitally savvy customer going on. Yes, we know customers are self educating, yes we know they are self diagnosing (that by itself is a frightening prospect), yes we know they don’t want to talk to sales people who simply parrot what they already find thought Google.

Customers 48

Customers Education Pipeline Represent 48

Martech

OCTOBER 23, 2023

As the trial is set to cover many Google search-related issues, we have organized the updates by topic to make the timeline easier to follow. According to reporting from Big Tech on Trial (via X), Lehman said: “We try to avoid confirming that we use user data in the ranking of search results.”

Trust 88

Trust Objectives and Key Results Engineering Negotiate 88

ConversionXL

SEPTEMBER 27, 2016

We can’t test everything at once, and we all have a limited amount of traffic. And the stupid stuff should never get tested to begin with. How do we do that? There are a lot of models for prioritization, and while we found them helpful, we also found each one lacking in one way or another. ICE framework.

A/B testing 115

A/B testing Objectives and Key Results Clients User Experience 115

Heinz Marketing

FEBRUARY 15, 2021

We cover a wide range of topics, with a focus on sales development and inside sales priorities. ” about taking your virtual connections and turning them into paying customers. We also talk about what he’s noticed about the level of motivation and whether it is more difficult for sellers right now.

Pipeline 88

Pipeline Sales Up-sell Start-ups 88

Partners in Excellence

MARCH 17, 2016

But when you reflect, you have to consider the question, “Are so many sales people really that bad?” Now before you think I’ve gone all soft on you, there are plenty of really bad sales people–people who don’t deserve to be sales people. Or are we setting people up for failure?

Pitch 53

Pitch Legal Finance Prospecting 53

Heinz Marketing

MAY 11, 2020

We cover a wide range of topics, with a focus on sales development and inside sales priorities. It’s a lot of change– changing how they communicate with customers, changing their content strategy. Matt: How are we doing Paul? We’re sitting in two different places here. ” This and a lot more!

Pipeline 83

Pipeline Healthcare Sales Manufacturing 83

Hubspot

AUGUST 29, 2015

1) “Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead.”. 3) “Clarity on how to think without clarity on how to act can leave people unmoved.”. 5) “Think about the essence of what you’re exploring -- the one percent that gives life to the other 99.”. Don’t do stupid.”.

Trust 75

Trust Quota Sales Pitch 75

Partners in Excellence

AUGUST 31, 2016

When we do, it leads to a richer discussion where we both learn and converge on a new, shared point of view. I think it is a critical issue, and I think too few organizations and sales people do good jobs of disqualifying and focusing. We are most effective and create value for only certain customers.

Healthcare 49

Healthcare Education Territory Retail 49

Hubspot

SEPTEMBER 23, 2015

Each of us has our ways of whimpering and giving in to the monster, or rising to slay it with technological indignation. If we understand the psychology of checking email, we can create emails our recipients actually want to open and interact with. Operant conditioning is part of the normal way our mind learns things.

Technology 78

Technology Technology Campaign Closing 78

SaaStr

SEPTEMBER 26, 2019

So the last 10 minutes we’ll take your questions from the audience. So Laura asked me to sort of like bucket our different … Yeah, take pictures of that. And right after I joined, about three weeks after, we participated to Y-Combinator. So when I joined we’re pretty much pre-revenue. One and 10?

Territory 56

Territory Cross-sell Sales Cold Call 56

Partners in Excellence

SEPTEMBER 25, 2017

It’s hard to reach them, so I want to make sure I make the best use of our time. Some sales people claim they have to do similar amounts of research, but often, I actually think it’s an excuse for call avoidance, rather than preparation. ” Some are honest enough to say, “I don’t know, can you tell me?

Prospecting 53

Prospecting Manufacturing Cold Call Pitch 53

ConversionXL

NOVEMBER 6, 2014

People aren’t magically drawn to a button because it’s red, nor are we automatically pre-disposed to sign up just because you added the word “Free” in your headline. What are common traits among our paying customers? What hesitations do our leads have that prevent them from buying?

A/B testing 102

A/B testing UX Conversion Start-ups 102

Hubspot

SEPTEMBER 5, 2019

Welcome to The Science Behind Success -- a blog series that explores the best ways to help our brains perform better at work. If you're anything like me, you're probably thinking, "A good team consists of people who feel their work is purposeful, and are motivated by similar rewards.". Simple, right? How could that be possible?

Hospitality 75

Hospitality Cross-sell Angle Growth 75

ConversionXL

JANUARY 16, 2013

Color is an essential part of how we experience the world. Everything in our world is made up of things that are of various color. Can come colors make our website convert better? For sure there is some truth to all of this, but can we translate this to lifting conversions? Almost universally, red means stop.

A/B testing 134

A/B testing Sports Conversion Follow-up 134

SaaStr

APRIL 30, 2019

We are very, very sorry that we are late. What can we say? I’ve been there about seven years and our function of equality is about two years old. So Molly and I, we were actually on Twitter last week. And Molly was my PR lead, so we worked together all the time. Join us for SaaStr Annual 2020.

Start-ups 58

Start-ups Meeting Technology Technology 58

A Sales Guy

DECEMBER 13, 2012

These businesses rely on being sticky and keeping their customers. When customers leave it’s painful and expensive. But a less talked about (and arguably more important) goal is ensuring your customers remain customers. Talk to Your Customers. For some customers, this is optimal.

Engineering 113

Engineering Manufacturing Contact Price 113

Heinz Marketing

JULY 8, 2019

We cover a wide range of topics, with a focus on sales development and inside sales priorities. This time we have one of the most famous, one of the most, in my perspective, inspirational sales authors, speakers in the circuit today, Mike Weinberg , who is the author of New Sales Simplified and the new book Sales Truth.

Pipeline 59

Pipeline Sales Pitch Angle 59

Heinz Marketing

JANUARY 20, 2020

We cover a wide range of topics, with a focus on sales development and inside sales priorities. This week’s episode is entitled “ How Your Board and Investors Think About Marketing ” and our guest is Robert Pease Managing Director at the Cascade Seed Fund. Matt: We’ll have to ask our guest today.

Pipeline 55

Pipeline Sales Up-sell Start-ups 55

The Sales Hunter

DECEMBER 27, 2011

We’ve all seen list after list of things we need to do to increase our sales in 2012. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Ignore customers and the numerous requests they make. Leave a Comment.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

A Sales Guy

AUGUST 16, 2016

Therefore, my presentation was on why our ego’s get in the way and how that hurts our ABM messages. ” When I say that I’m a fixer is I love the idea and it’s innate in me to try to fix stuff. I wouldn’t stop because I’d trying to fix something. What do you think I care about?

Up-sell 64

Up-sell Start-ups Clients Trust 64

ConversionXL

FEBRUARY 9, 2015

Firstly I don’t want to come across as saying running an A/A test is wrong – just that my experience tells me that there are better ways to use your time when testing. To ensure velocity of testing throughput and what you learn, by completely removing wastage, stupidity and inefficiency from the process. Segmentation.

A/B testing 109

A/B testing Start-ups Trust Drivers/motivators 109

Hubspot

MARCH 10, 2014

I had read through all the sales training documents and shadowed one of our sales reps, Chad Prigmore , who graciously trained me. I had read through all the sales training documents and shadowed one of our sales reps, Chad Prigmore , who graciously trained me. You need to think on your feet. Chad stopped me.

Lead generation 68

Lead generation Sales Appointment Up-sell 68

Search Engine Land

NOVEMBER 17, 2023

When The Verge published “The people who ruined the internet” on Nov. I’ll show you why I consider their piece problematic, describe the impact it’s had on us in SEO, and then zoom out to what I see as the more interesting conversation: Who, if anyone, “ruined the internet” and how did it get us where we are now?

Engineering 129

Engineering Niche Promote Up-sell 129

Hubspot

FEBRUARY 29, 2016

When I was just starting out management didn't seem like a career choice; it seemed like an inevitable. Seeing the diversity of paths that careers can take, I stopped thinking about management as some sort of suit-sporting end-goal. Oftentimes when managers on my team have stumbled, it’s because they got that equation wrong.

Meeting 56

Meeting Sports Trust Start-ups 56