Partners in Excellence

DECEMBER 4, 2023

If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. Yet, virtually everything we see people doing is product focused. However, many segments are having increasing difficulty doing this. As a result, the job of sellers is only about the products!

Customers 115

Customers Pitch Meeting Sell 115

Heinz Marketing

DECEMBER 1, 2023

By Sarah Threet, Marketing Consultant Let’s say you’ve hired a consulting firm because you realize you keep hitting snags when trying to get your new marketing strategy out to market. The consulting agency has helped you piece together a revamped holistic go-to-market process. What’s the hold up?

Process 114

Process Government Consult Clients 114

Martech

JANUARY 22, 2024

But no matter how well-sourced and clean your data is, it cannot account for the significant number of people whose data is missing One such group is women. When you write an AI algorithm it’s not going to do one-time processing,” said Shakti. “It’s What do you do when it’s a case of non-existent data?

Government 111

Government Education Technology Technology 111

SaaStr

NOVEMBER 2, 2023

Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. Or puts in the effort to do so. You gotta watch the YouTube videos. Or you just plain never do once you start. And if you’re ready to extend an offer, talk to them before you do.

Process 88

Process Sales Up-sell Quota 88

Search Engine Land

JANUARY 12, 2024

” “I’ve called in over a dozen times – they tell me someone will call back, but they never do. ” “Recently, I posted a job on Upwork that pays a reward of $500 for anyone that can get us access and set up Instant Reserve TV ads for our account. To do this, they would need to talk to their rep.

Engineering 138

Engineering Clients Networking Represent 138

Partners in Excellence

SEPTEMBER 21, 2022

Think of the last cafeteria you ate in. You grab a tray, start walking down the line. You may have a choice of a couple of salads, the server behind the counter hands you what you ask for, then you hit side dishes. You go on, choosing mash potatoes or rice, someone puts a scoop on your plate.

GTM 116

GTM Sales Process Customers 116

Martech

JANUARY 25, 2024

So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. If you find yourself in the front seat of the struggle bus, do what I do. And when you come up with your three words, don’t keep them locked away on your phone or in a document on your desktop.

Government 133

Government Strategize Start-ups Technique 133

ClickFunnels

JANUARY 30, 2022

You need to make sales if you want to stay in business. So how can you convey the value of what you offer without the potential customers getting their guards up? You don’t need to be super aggressive about promoting your product and pitch it at every opportunity. You want to avoid that. #2

Sell 246

Sell Up-sell Networking Promote 246

Hubspot

JANUARY 7, 2024

And today, I want to, um, share some of what I’ve learned with you — if that’s okay? If you’re a salesperson and you speak like this, here’s a reality check: It is going to be very, very hard to convince prospects to buy. No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one.

Sales 84

Sales Education Inside sales Prospecting 84

Veloxy

JANUARY 30, 2024

Are you a field sales representative struggling to reach potential customers? One of the biggest roadblocks you might face is figuring out how to find someone’s phone number, especially when you’re in unfamiliar territory. Luckily, there are tools out there that can help. It’s time to get connected.

Legal 130

Legal Contact Technique Prospecting 130

Understanding the Sales Force

NOVEMBER 14, 2023

Did not trade as a full-time job or hobby. Were extremely committed to not only stay with it but to do whatever it takes to be successful. They include: Desire for Greater Success in Sales Commitment to Do What it Takes to Achieve that Success Outlook on Selling and Life Motivation – the “what” behind Desire.

Objectives and Key Results 77

Objectives and Key Results Entertainment Drivers/motivators Quota 77

Salesforce

MARCH 7, 2023

What does automation have to do with a flying squirrel? This Trail is a great learning module to help you get started. It helps to bring teams closer together, allowing them to do their job more efficiently. You may not believe it, but flying squirrels are one of the most reliable forest creatures out there.

Meeting 98

Meeting Represent Strategize Start-ups 98

SaaStr

JUNE 27, 2020

But if you see yourself making any of the mistakes below, it’s fairly easy to make a course correction. Just do it! Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process.

Quota 145

Quota B2C Sales Closing 145

Martech

NOVEMBER 22, 2022

Search “digital maturity” (with or without quotes) and you’ll see what I mean. Our digital maturity assessment will tell you…” The question to be asked by leaders of those supposedly immature organizations whose level of [fill in the blank] maturity is defined as lacking should be, “As compared to what?”

Technology 119

Technology Technology Campaign Service 119

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. For example, some marketing leaders are finding excellent budget trimming opportunities with ineffective paid media, while others whose GTM motions have a demand capture component are still seeing good returns.

GTM 100

GTM Growth B2C Territory 100

Salesforce

MAY 15, 2023

Customers are fearing for their jobs, tightening their belts, and “ starting to freak out.” After talking with other sellers, and using Dale Carnegie’s principle to “get them saying yes, immediately,” I’ve come up with four key sales tips that can help you land a deal, even in tough times.

Trust 98

Trust Price Construction Up-sell 98

Sales Pop!

FEBRUARY 21, 2022

Unlike an auto loan or a mortgage, when you take out a personal loan, you can choose what you spend it on. Using a personal loan to consolidate your debts is one of the most life-changing things you can do with a personal loan. You can use a personal loan to invest in yourself.

Up-sell 98

Up-sell Sell 98

Salesforce

JUNE 9, 2022

What can you do when you can’t find people to fill your open tech jobs? When the unemployment rate for tech jobs is one-third the national average, you need to think differently. read on to hear from a company that started an apprentice program, and from an apprentice who landed a dream job.

Niche 98

Niche Education Construction Manufacturing 98

Martech

OCTOBER 16, 2023

We email marketers are always searching for easier ways to do our jobs. We don’t want to skimp on quality, but we have had to learn how to do a lot with a little because we’re chronically understaffed and underfunded. As email marketers, we must continually review whether we’re doing marketing automation the right way.

Cross-sell 134

Cross-sell Retail B2C Strategize 134

Sales Pop!

AUGUST 2, 2021

While this option doesn’t work for every industry, there’s still an overwhelming percentage of jobs that can be done remotely. Many experts believe that the changes brought about by the pandemic are here to stay, and the best thing to do is to roll with them. You can follow us on Facebook , LinkedIn , and Twitter.

Strategize 98

Strategize Clients Technology Technology 98

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. To simplify it, we tend to divide what we do into a lot of different pieces. There are parts of the job that may be tedious, or that we just don’t like. Each of these components of our jobs are linked to the other areas (we need to think in systems).

Territory 73

Territory Pipeline Strategic planning Account management 73

Martech

AUGUST 22, 2022

And I hope that they do because we shouldn’t be using this technology to take over our job. It shouldn’t be so easy that you can spin up a 1000 word article, not check it, not worry about it and then push it out to your blog.”. The ethical issue is that you can get a bunch of bad actors in the space,” he says. “The

Legal 96

Legal Technique Technology Technology 96

Salesforce

AUGUST 4, 2022

If you ask them what was the most important thing they wanted to see from brand engagement, it was communicating honestly and transparently,” Solis said. If you’re thinking about how your business can do more of that, here are a few places to start. And if the experience is just mediocre, you may be forgotten.

Trust 98

Trust Customers Promote Start-ups 98

Spiro Technologies

AUGUST 4, 2022

And despite what some people say, sales is a skill that can be learned and mastered, whether you have natural ability or not. While being neurotic may help in some detail-oriented positions, in sales, it just creates additional stress in an already stressful job. IQ isn’t enough, you also need EQ. Neuroticism .

Sales 105

Sales Gaming Pitch Technique 105

Salesforce

AUGUST 20, 2021

If you’re like most people, you probably think there’s a good chance that AI or robots will have a significant impact on the global job market. But that doesn’t mean we’re all out of a job. Predicting the impact of automation technology on the future of jobs. Where AI is changing the job landscape.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

SaaStr

JANUARY 5, 2021

If you’ve got a good thing in a certain vertical, double down there. If you have mid-market customers but not many in the enterprise or low-end, focus there even more this year. But assuming you execute, and the leads continue to come in, etc. … you should grow say 100% over the next 12 months. Yuck, you say?

Growth 129

Growth Engineering Service Start-ups 129

Partners in Excellence

APRIL 29, 2021

Some thoughts: Have you ever asked the simple questions, “What are your expectations of me, as your manager,” and “How can I be most helpful to what you are trying to achieve?” ” And then, have you taken the time to listen, probe, and understand? How can you help?

Commission 96

Commission Trust Meeting Growth 96

Martech

JANUARY 6, 2023

How do we collectively evaluate a fit to make an offer? CMOs have one of the most difficult jobs on an executive team. Prove that you have taken an alternative approach to your predecessor and can still navigate existing relationships. Also, you can incentivize these candidates with coaching and mentoring.

GTM 115

GTM Growth Education Drivers/motivators 115

Understanding the Sales Force

JULY 10, 2023

In the past few weeks, I have experienced all kinds of customer service, including service you would expect, service that would surprise you, and service that wouldn’t change your mind about anything. Some products are so exclusive, and so desirable, that crappy customer service might not even stop you from buying again.

Customers 62

Customers Niche Construction Service 62

SaaStr

DECEMBER 11, 2021

They wait for two reasons: first, it’s another headcount, which costs money, which can seem expensive when you have say just $5k-$10k a month in MRR and 6 months of runway left before you’re out of cash. I.e., before you get to 10 employees. They thought you could have 1,000 concurrent users. Ok, let me help.

Customers 108

Customers Referrals Contract Promote 108

Salesforce

OCTOBER 12, 2021

It was a pivotal moment in my career, an opportunity to do work that brought data science together with activism on behalf of communities bearing the burdens of racism and inequality. Even something you don’t usually notice. This article originally appeared in Vantage Point, a Salesforce magazine. Take sidewalk ramps, for example.

Healthcare 98

Healthcare Territory Promote Growth 98

Salesforce

FEBRUARY 2, 2023

If your company uses multiple email service providers (ESPs), you know how much of a hurdle that can be for effective marketing campaigns. They’re not always uniform throughout one company, as you could have different departments using different systems. You wouldn’t pay two people to do one job, so why pay double for technology?

Service 98

Service Promote Territory Campaign 98

ConversionXL

DECEMBER 2, 2020

It assumes, however, that accurate advice on what you should do is as valuable as advice on how to do it—the “Should-How Fallacy.” So how do you get content to where it should be? A novice can churn out a comprehensive list of best practices that tells you exactly what you should do—without helping you do it.

Niche 161

Niche B2C Networking Contact 161

Search Engine Land

FEBRUARY 15, 2024

You’re ready to hire SEO help – where should you start? This guide goes A to Z on selecting and vetting an SEO agency, including the exact things you need to watch for as you search for the perfect one. What services do SEO agencies offer? In a perfect world, you would have both. How to evaluate an SEO agency.

Consult 118

Consult Clients Engineering Service 118

Martech

DECEMBER 26, 2023

Can your partners articulate the value of the product to the target audience, what the product can and cannot do, and explain that value proposition clearly and truthfully to the ICP? Examples: Have generative AI rewrite your content items in different versions for each partner type you work with.

B2B 110

B2B Cross-sell Hospitality GTM 110

Salesforce

MAY 16, 2022

workers whose jobs could be done remotely worked exclusively at home, while one-third worked in a hybrid fashion. How do you ensure equity, inclusion , and equal opportunity? How can you maintain a strong culture, engagement, productivity, and a sense of belonging when workers are reduced to little boxes on a screen?

Represent 98

Represent Education Growth Technology 98

Sales Hacker

NOVEMBER 21, 2022

We hear you, we see you, and we want to help make this suck a little less. . Let me share what I know from my own experiences to help you navigate this process. I truly hope you realize that a layoff does not mean your career is over or that your opportunities are stifled. Yep, you heard that right. Layoffs suck.

Negotiate 73

Negotiate Legal Commission Contract 73