Understanding the Sales Force

APRIL 11, 2024

Should I adhere to a policy designed to snag sucky salespeople who waste people’s time, and keep them away from decision makers? You should not either. Pick up the phone and call the person you need to be talking with. Eventually, I found it and reintroduced it to the great outdoors. They didn’t answer?

Strategize 81

Strategize Pitch Start-ups Gaming 81

Partners in Excellence

MAY 1, 2024

.” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 115

Technology Technology CRM Pipeline 115

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. We struggle to connect with our customers. We are trained, expertly, to talk about what we want to talk about.

Customers 109

Customers GTM Trust Up-sell 109

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 skip them, thinking they aren’t important.

CRM 125

CRM Presentation Meeting Closing 125

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

SalesProInsider

APRIL 30, 2024

Maybe you’re thinking, “Oh, the dreaded small talk!” Well, “small talk” is only small if you make it so. How to Stop the Small Talk Now, here’s some straight talk…if you don’t like small talk, don’t talk small! Instead talk smart. Who have you met that was interesting? (or

Sports 62

Sports Conversion Networking Pitch 62

Search Engine Land

MAY 9, 2024

We also need to care about AI. Who will give the answers? Who you do it for. But today, it’s not only about what users might think. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. This is made much easier by chatbot platforms like Botpress or Messagebird.

Engineering 112

Engineering Networking Clients Construction 112

Martech

APRIL 11, 2024

Effectiveness should be mastered and constantly invested in ahead of efficiency. But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. We’re not just the cheapest, nor just the ones with the most proximity who are in their path. The rise of cloud-based software.

B2B 133

B2B Manufacturing Technology Technology 133

Martech

FEBRUARY 20, 2024

One takeaway is that we are all human and fallible. In email, a mistake can seem like the end of the world because so many people can see where we messed up. Talk about an “oops!” We’re trying to get one campaign out the door while planning for the next. But we need to stop and think.

Objectives and Key Results 126

Objectives and Key Results Retail Campaign Appointment 126

Search Engine Land

NOVEMBER 13, 2023

This comes from a talk Sullivan gave at an event last Friday, where he was quoted as saying that these “major changes” are coming and that some may need to “buckle up.” ” And that these things all correspond to improvements we have in the works. .” ” Quotes. Or something like that.

Engineering 141

Engineering 141

Partners in Excellence

OCTOBER 5, 2023

Recently, working with a client, we were talking about a major change initiative. ” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? Who should I be involving in the decision? Who else will be involved?

B2B 102

B2B Clients Pitch Consult 102

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Quota 117

Quota Trust Pitch Up-sell 117

Martech

APRIL 17, 2024

So here we are, nearly seven years later and we haven’t moved far on complexity. Yes, we have made incremental gains, and yes, some dramatic leaps in innovation. Yes, we have made incremental gains, and yes, some dramatic leaps in innovation. That’s what we should be doing (see the second point above).

Technology 130

Technology Technology Niche Campaign 130

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. Who would think of that, particularly in selling? We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results?

Quota 120

Quota CRM Growth Meeting 120

Partners in Excellence

SEPTEMBER 22, 2023

To effectively engage our customers in business conversations, we have to understand the and be able to talk to them about their business problem first. To effectively engage our customers in business conversations, we have to understand the and be able to talk to them about their business problem first. Do they care?

Customers 113

Customers Territory Manufacturing Finance 113

Partners in Excellence

JANUARY 29, 2024

He opened with, “We see this challenge…… impacting organizations like yours. 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?”

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Search Engine Land

JANUARY 23, 2024

” “This might explain why so many agency and in-house professionals are frustrated – we expect genuine help and unbiased perspective. ” “When you figure out that you’re talking to a vendor’s sales person, you are aware that their interests are making more sales.”

Commission 124

Commission Construction Represent Contact 124

Search Engine Land

MAY 9, 2024

And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). When SEOs talk about information gain, they mainly refer to the Google patent. It applies the models of how animals search for food ( optimal foraging theory ) to how humans search for information (which we’ll talk about later).

Engineering 100

Engineering Angle UX Trust 100

Partners in Excellence

AUGUST 23, 2023

Strategic thinking with most sales leaders seems to be focused on, “How are we going to finish the month?” As a result, we spend too much time playing catch up, unprepared to address the challenges and opportunities for the coming 1-3 years. Who should I be talking to about those challenges?

Strategize 103

Strategize Growth Follow-up Closing 103

Martech

MAY 2, 2024

The point is that your marketing messages should vary based on each member’s particular interests. But who knows if the person in that job is involved in buying your particular product or service? This group can comprise anywhere from a handful to over a dozen members, each with their own roles, responsibilities and agendas.

B2B 117

B2B Drivers/motivators CRM GTM 117

Search Engine Land

MARCH 13, 2024

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. When I talk about personas, these personas are created with motivation at the heart rather than demographics. Humans are not rational.

Drivers/motivators 106

Drivers/motivators B2B B2C Quota 106

Understanding the Sales Force

APRIL 1, 2024

The Priest was talking about Catholics who attend church only on Christmas and Easter. He was pleased to see a full house at all of the Easter masses and that those of us in attendance should urge our friends and family members to come to church. Others are members who don’t attend at all.

Consult 62

Consult Up-sell Service Sell 62

Search Engine Land

MAY 3, 2024

Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. We are now seeing an influx of localized service area pages showing on the SERPs instead of generic, non-location-specific pages and homepages. There are only so many unique ways to talk about your most important services.

Service 110

Service Trust Clients Cross-sell 110

Search Engine Land

MARCH 6, 2024

Marketing channels and the teams managing them should be constantly collaborating and avoiding operating within silos. Voice and tone, keyword usage and general branding should be consistent, and collaboration as SEOs and social media managers is an easy (and relatively low-cost) way to do it. But it’s easier said than done sometimes.

Objectives and Key Results 118

Objectives and Key Results Cold Call Cross-sell Engineering 118

Partners in Excellence

MARCH 6, 2024

We seem to be on diverging paths, and this creates problems for both buyers and sellers. We always seem to lead with our products and focus our conversations on those. We don’t help them by repeating what they already know. But we already know that because of the plummeting responses. We focus on selling a product.

Education 129

Education Trust Sell Product 129

The 5% Institute

JULY 5, 2022

Talk tracks – they’re regularly taught in sales training programs and are used plentifully by Sales Professionals in all sorts of industries. But do talk tracks work? And if not, what should you be doing instead? Talk Tracks – Do They Still Work In Sales? But do talk tracks work? We mean verbatim.

Objection handling 141

Objection handling Sales Clients Presentation 141

Martech

MARCH 20, 2024

Don’t default to talking about the products or services your company provides or how it delivers them. We worked with executive team members and product management to rewrite all that content to unveil our new look within about 14 weeks — just in time to commemorate the company’s 40th anniversary. However, the ROI can be enormous.

Strategize 114

Strategize B2B Legal Launch 114

Partners in Excellence

OCTOBER 9, 2023

Regular readers know I go through alternating phases of being very optimistic about the future of our profession and the hope that I carry for the impact we can have with our customers, our companies, our peers, and our communities. Yet underlying this criticism it the deeply held belief we can move past it.

Consult 115

Consult Start-ups Conversion Up-sell 115

Martech

FEBRUARY 28, 2024

At its core, lead generation should be about bringing people who are interested in your solution, your category or the pain point you solve — in that order. B2B marketing has become overly focused on measurement and attribution, appearing and claiming to be more science than art. Everyone wants to believe it’s a science.

B2B 140

B2B Lead generation Education Follow-up 140

Martech

MARCH 11, 2024

While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy. Using the same approach to all our target audience risks alienating the remaining 95% who are not yet in-market. Adtech We will still need adtech.

Pipeline 96

Pipeline Contact Prospecting B2B 96

Martech

DECEMBER 18, 2023

Why are we doing this data program? Talk about it often and ensure leaders know your process to achieve this. We’d like to know how it’s been for you. We’d like to know how it’s been for you. Please take this short survey so we can have your input on the state of martech salaries and careers.

Government 144

Government Campaign Strategize Customers 144

Partners in Excellence

OCTOBER 3, 2023

Too often, sellers catch customers who are very late in their buying cycle. 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. But we miss a huge opportunity by waiting for our customers to figure things out.

Sell 127

Sell Up-sell Start-ups Customers 127

Search Engine Land

SEPTEMBER 19, 2023

We all love Netflix binge-watching now, but do you remember how you first learned about Netflix? Start by interviewing the early customers of your new product, your customer service team, and the product managers who helped define the product-market fit. And try to dig up industry reports that talk about how things are shifting.

Transportation 137

Transportation Represent Service Drivers/motivators 137

Martech

APRIL 29, 2024

Shiny object syndrome is most often diagnosed when money is flowing freely and colleagues and competitors are talking about new tools that are all the rage. That should bother people because the free-spending days ended with a lot of people losing their jobs. For a lot of marketers, especially in the B2B sector, that time is not now.

Technology 102

Technology Technology B2B Process 102

Martech

DECEMBER 20, 2023

This includes who creates them and why, who has access to them, and how and where they’re being used. Quarterly audits are ideal for keeping on top of things, but if you’re pressed for resources you should commit to at least one a year. These lessons from those who’ve done this before can help you avoid some of their struggles.

Territory 115

Territory Follow-up Start-ups Launch 115

Understanding the Sales Force

MARCH 13, 2024

Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball.

Manufacturing 77

Manufacturing Territory Price Finance 77

SaaStr

NOVEMBER 8, 2023

In SaaS, we talk a lot about hyper-growth, uber-successful companies, but many founders, including hyper-growth founders, make mistakes over and over. In this talk, Nick shares his top 10 failures as a CEO while getting to $200M ARR. Can you hold the people who work for you to those same standards? This list goes on.

X-functional 94

X-functional Contract Growth Quota 94