Partners in Excellence

APRIL 24, 2024

Part of this is legit, part is positioning, a lot is that we’ve trained them to object because they know we will always capitulate and give a discount. We and our customer forget about why they are buying in the first place. They are buying to solve a problem or address an opportunity.

Price 77

Price Contract Presentation Consult 77

Martech

MAY 14, 2024

Why is putting a figure on marketing ROI still a problem? In essence, many marketing leaders know how to drive marketing results. However, they do not focus on or do not know how to market internally. The problem of marketing ROI is simple, but it’s difficult to solve.

Click Through Rate 112

Click Through Rate Promote Finance Technology 112

SaaStr

JANUARY 5, 2024

Many will pull the chord and say, we have to do it. Growth slowed for everyone in 2023 and they now need to buy growth. Growth slowed for everyone in 2023 and they now need to buy growth. There will be less direct competitor buys and more ancillary product buys. CFOs do not have an AI line on their budget.

Growth 119

Growth Gaming Customers Product 119

Partners in Excellence

JANUARY 25, 2024

The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. The old Challenger data shows customers typically involve vendors when they are about 60% through their buying process. They have solved their problem, they have determined what they want to do.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

MAY 8, 2024

Customers are involving us later and later in the buying process. All we really want to do is present our product, our pricing, and hope that we get an order. We don’t understand how/why they have gotten to the point that they have. And, by the time they talk to us, there is very little we can do to shape their thinking.

Price 68

Price Up-sell Conversion Presentation 68

Partners in Excellence

JANUARY 31, 2024

Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort. That’s roughly 40 companies actively engaged in buying. That’s 500 companies.

Growth 120

Growth Pipeline Represent Closing 120

Partners in Excellence

FEBRUARY 8, 2024

Sadly, too much of this is from smart people who should know better. ” Today, I saw something from a very smart individual, someone who should know better. In others it’s “customers want rep-free buying experiences.” It’s rare that I see someone suggest, “Why do we accept this?

Consult 124

Consult Clients Follow-up Up-sell 124

Search Engine Land

MAY 13, 2024

Whenever a new change happens, I first try to understand what the search engines are doing and why they’re trying to accomplish it. SEO is real marketing now With every algorithm and change, we move further away from the old days of tricking the search engines and closer to having to do real marketing. That’s the wrong approach.

Engineering 136

Engineering Legal Start-ups Trust 136

Partners in Excellence

APRIL 11, 2024

If this is true, why do we see year after year of declining performance and results? To most of us, it’s unimaginable, but why do we see this persist YoY, even continuing to decline? To most of us, it’s unimaginable, but why do we see this persist YoY, even continuing to decline?

Quota 120

Quota CRM Growth Meeting 120

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” We would co-mingle procurement processes with complex B2B buying processes, thinking they were the same thing.

B2B 130

B2B Up-sell Contract Start-ups 130

Search Engine Land

MAY 17, 2024

AI will finally make that happen, which is why every major tech company is shifting its focus to it. We know the ones who captured the early buzz, such as OpenAI’s ChatGPT, Google’s Gemini, X’s Grok and Anthropic’s Claude. If I only had a brain’: Knowledge “Some people without brains do an awful lot of talking, don’t you think?” – L.

Manufacturing 78

Manufacturing Government Promote Retail 78

Partners in Excellence

NOVEMBER 3, 2023

One of my favorite things to do on Friday mornings is to listen to Matt Heinz and Brent Adamson’s “Coffee with Brent/Matt.” Business is would not exist if some group of people wanted to do something and another group of people could help them do that (either through buying or selling.)

Technology 116

Technology Technology Conversion Clients 116

Partners in Excellence

FEBRUARY 22, 2024

Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers. Discovery is a key part of the customer’s change/problem solving/buying process. And it’s something they struggle with–too often failing to do it well.

Technique 109

Technique B2B Start-ups Up-sell 109

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” ” If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing much better. Why don’t we demand win rates of at least 40%?

Quota 118

Quota Growth Sell Process 118

Salesforce

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

MAY 17, 2024

But how do you tactically achieve all of that? Building Trust as a New CPO As a CPO, the most important thing you have to do is build trust with your CEO or founder. Building Trust as a New CPO As a CPO, the most important thing you have to do is build trust with your CEO or founder. It’s obvious, but how do you do this?

Product 68

Product GTM Trust Growth 68

Search Engine Land

MARCH 13, 2024

Be clear on who the content is for and what motivates them Knowing your customer goes back to the basics of marketing, but often when we get into a rhythm of delivering website content for SEO, it can be forgotten. We can be demographically similar and have different reasons to buy. We do not understand why we do what we do.

Drivers/motivators 102

Drivers/motivators B2B B2C Quota 102

Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? Know what you need and why. The most important thing is to understand why you are using the solution in the first place. The most important thing is to understand why you are using the solution in the first place.

Contract 100

Contract Legal Price Technology 100

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. Some would say, “Dave, we’re hitting our goals, we’re scaling, why change?” So why change?

Customers 115

Customers Pitch Meeting Sell 115

Search Engine Land

FEBRUARY 8, 2024

You’ll learn exactly why and how SEO supports brand growth, sales, and leads. But how do you increase the rate at which you acquire new and light category buyers? You increase the brand’s: Mental availability : The likelihood of a brand being considered in a buying situation. Without trust, we don’t buy.

Service 126

Service Engineering Growth Trust 126

Partners in Excellence

MARCH 15, 2024

The key opportunity we sellers face is our customers posing a question to themselves, “Should we do things differently?” The customer recognizes these, asking themselves, “Should we do things differently?” They are so busy doing their day jobs they don’t take time to look around.

Consult 109

Consult Meeting Customers Process 109

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? Every SEO professional knows this, too. Every SEO professional knows this, too. For eight years, no one thought that would ever happen, but it did.

User Experience 113

User Experience Niche Service Closing 113

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. What’s it take to do this?

Sell 127

Sell Up-sell Start-ups Customers 127

Partners in Excellence

DECEMBER 19, 2023

If the value of our offerings is virtually undifferentiated, how do we create a unique value? It turns out, the only area where we can produce highly differentiated uniqueness is in how we engage the customer in their change and buying processes. It’s how we make customers feel about what they are doing.

X-functional 127

X-functional Price Presentation Product 127

Martech

APRIL 22, 2024

No fewer than 70% of consumers say they want to buy from the “right brand,” according to “The Science of Loyalty,” a new report from Intuit Mailchimp, the email and marketing automation platform with a focus on the SMB market. Why we care. Dig deeper: Why we care about loyalty marketing Loyalty tactics.

Government 102

Government Niche Customers Process 102

SaaStr

MARCH 16, 2024

Ok but you asked Why. Why do scale-ups and startups do this? Why do they block folks from selling shares, when someone wants to buy them, seemingly fair and square? Why do they block folks from selling shares, when someone wants to buy them, seemingly fair and square? #1.

Start-ups 85

Start-ups Up-sell Sell Cross-sell 85

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” Just look at Hank Barnes’ provocative research on planned versus unplanned buying efforts and buyer regret. The buying imitative may be real but if it’s not in our ICP, it’s someone else’s deal.

Customers 165

Customers Manufacturing B2C Technology 165

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 115

Sell Commission Up-sell Quota 115

Search Engine Land

OCTOBER 12, 2023

Let’s find out why. Share of search: What it is and why it matters Share of search is an SEO metric developed by expert marketers Les Binet and James Hankins a few years ago. Because brands people want to buy will likely be brands they search for. And if that’s the case, why are we not digging deeper?

Niche 119

Niche Growth Engineering Pitch 119

Martech

APRIL 11, 2024

Here’s why. Higher-ups want us to do more with less (efficiency). Facilitating a frictionless buying process as possible for those who are interested. That’s why we love good marketing but can’t stand sleazy, lazy or inconsiderate versions of it. The rise of cloud-based software. Demand conversion (e.g.,

B2B 125

B2B Manufacturing Technology Technology 125

Partners in Excellence

JANUARY 22, 2024

” The usual response is, “They sell stuff… ” Sometimes they even know what the company sells. But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money. “What work does your customer do?”

Customers 109

Customers GTM Trust Up-sell 109

Martech

MARCH 18, 2024

And among such tools, what could be more powerful than one that tells you who is ready to buy? However, the trouble with intent data is that even if the signals are fully accurate, knowing who is actively in-market to purchase will not save bad strategy. Of course, neither of these is in great supply in this environment.

B2B 104

B2B Lead generation Prospecting Market share 104

Martech

MARCH 20, 2024

Start with soul searching What is your why? Start by examining and then articulating your purpose because it’s the “why” that people actually buy. People are hardwired to take action — such as buying hardware and/or software — based on how they feel. And technology buyers also buy on emotion. Hybrid names (e.g.,

Strategize 106

Strategize B2B Legal Launch 106

Salesforce

OCTOBER 31, 2023

Meanwhile, a competitor does their research, knows what buyers want, and delivers it. How do you avoid this and capture customer interest? Why is a go-to-market strategy important? Find ready-to-buy prospects faster Learn how Sales Cloud can help you score your best leads and prioritize them by how likely they are to close.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? Why does it matter? Because without understanding the psychology behind buying and selling, you’re a mere outsider looking in. Why do people buy? People buy to solve problems.

Closing 52

Closing Legal Real Estate Trust 52

Martech

APRIL 4, 2024

Curiosity Curious marketers want to know everything. What makes our customers buy from us and not someone else? Do they like our emails? What can we do to make our emails more persuasive? What can we do to make our emails more persuasive? What are other brands doing? What’s missing?

Strategize 89

Strategize Growth Campaign Legal 89

Partners in Excellence

OCTOBER 3, 2022

In recent years, we’ve acknowledged the concept of a customer Buying Process. Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. The reason is, for complex B2B buying, it’s something they rarely do.

Process 117

Process Manufacturing Legal Contract 117