Partners in Excellence

APRIL 11, 2024

If this is true, why do we see year after year of declining performance and results? For example, we see percent of people achieving goals declining—today roughly 40% of sellers are achieving or exceeding quota? 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

ClickFunnels

SEPTEMBER 12, 2021

Here’s what we are going to discuss today: The #1 mistake people make when selling online. Continue reading… Table of Contents The #1 Mistake People Make When Selling Online What Is a Sales Funnel? The Aida Sales Funnel The Value Ladder Sales Funnel Why Is the Value Ladder Sales Funnel So Effective?

Sales 255

Sales Up-sell Follow-up Price 255

Partners in Excellence

FEBRUARY 8, 2024

Sadly, too much of this is from smart people who should know better. The net of his broetry said, “Average leadership tenures are 17 months… To protect yourself get a side gig… Do consulting on the outside… Maybe over time move into consulting and fractional roles… ” There is so much flawed logic in this.

Consult 124

Consult Clients Follow-up Up-sell 124

Partners in Excellence

JANUARY 18, 2024

Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. When we look at the data on No Decision Made and Buyer Regret, we know how much our customers struggle with complex B2B change and buying initiatives. They don’t know how to buy. Have they done their homework?

Customers 129

Customers Up-sell B2B Trust 129

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 25, 2024

We know buying cycles are getting longer. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult. How are sellers contributing to the longer buying and sales cycles?

Customers 109

Customers Sales Presentation Start-ups 109

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” Why don’t these people already know this?” We should know they key people we should be talking to, their typical challenges, their typical responsibilities, how they are measured. Again, the question is, “Why don’t our people know these things?”

Gaming 124

Gaming Engineering Presentation Start-ups 124

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 and commerce exist because and for people! It’s all about people seeking to achieve, seeking to satisfy the wants, needs, dreams of each other. Why would they care?

Technology 116

Technology Technology Conversion Clients 116

Partners in Excellence

APRIL 30, 2024

All credit for this post goes to Scott Gillum and his fantastic post: Why Relying on AI Won’t Improve Customer Experience. Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process.

Represent 99

Represent Presentation Up-sell Start-ups 99

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.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 130

B2B Up-sell Contract Start-ups 130

Partners in Excellence

JANUARY 25, 2024

I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose. The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. With that as forewarning, let me dive into this.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

MAY 8, 2024

And the most interesting people and most interesting conversation are all gone. The people that remain are exhausted, not interested in talking more, they just want to escape. Customers are involving us later and later in the buying process. We don’t understand how/why they have gotten to the point that they have.

Price 68

Price Up-sell Conversion Presentation 68

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. They come with risks.

Engineering 136

Engineering Legal Start-ups Trust 136

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

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. Or will the AI landscape eventually fragment so people learn to go to different LLMs depending on the subject they’re looking for? As a parent, I love the idea of buying toys made in America. Here’s an example.

Manufacturing 78

Manufacturing Government Promote Retail 78

Partners in Excellence

MARCH 7, 2024

Over the years Dave and I have shared multiple emails and conversations where we have discussed, among other things the state of marketing and selling, so when he asked me if I would be interested in sharing my thoughts on why I am interested in selling I could not say no. I do believe that in many ways I am in a rare position.

Sell 119

Sell Tradeshows Pitch Up-sell 119

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

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

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

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

MARCH 13, 2024

I will share with you my top five tips to make your content feel more human and to ensure it speaks to the people digesting it. We can be demographically similar and have different reasons to buy. We do not understand why we do what we do. But this is not what truly motivates someone to buy.

Drivers/motivators 102

Drivers/motivators B2B B2C Quota 102

Partners in Excellence

DECEMBER 4, 2023

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? However, many segments are having increasing difficulty doing this. However, many segments are having increasing difficulty doing this.

Customers 115

Customers Pitch Meeting Sell 115

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.

Strategize 106

Strategize B2B Legal Launch 106

Search Engine Land

FEBRUARY 21, 2024

Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. They just can’t understand why it isn’t ranking. Google’s solution was brands.

Retail 134

Retail Start-ups Gaming Engineering 134

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

JANUARY 29, 2024

For those committed to a change, the focus will be on defining the problem, learning about it and it’s impact on the company, learning what others are doing, identifying the people that need to be involved in deciding what to do about the problem. ” Why do we refuse to change?

GTM 86

GTM Quota Presentation Up-sell 86

Partners in Excellence

DECEMBER 19, 2023

We train our people, endlessly, about all the capabilities of our products and their superiority over the competition. If the value of our offerings is virtually undifferentiated, how do we create a unique value? It’s how we make customers feel about what they are doing. We aren’t helping them succeed.

X-functional 127

X-functional Price Presentation Product 127

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

Heinz Marketing

SEPTEMBER 14, 2023

Most people just don’t like it. So how do you drive change in a way that works? How do you get buy-in from the key people and teams you need? What can you do to make sure change isn’t just adopted, but embraced? Gaining buy-in To be clear: we are skipping some important parts of change management here.

Objectives and Key Results 119

Objectives and Key Results Construction Strategize Gaming 119

Search Engine Land

OCTOBER 23, 2023

Shah offered his perspective on changing shopper behaviors and what brands can do to proactively reach them through RMNs in a discussion with me. Chris Wood (CW): Why did you decide to start advertising Georgia-Pacific brands on retail media networks? Overseeing these campaigns is Paras Shah , the company’s director of digital media.

Retail 117

Retail Networking Customers E-commerce 117

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.

Customers 165

Customers Manufacturing B2C Technology 165

The 5% Institute

OCTOBER 21, 2022

In this article, we’ll explore why so many Sales Professionals and Business Owners make mistakes when pitching sales, and what steps you need to include prior to delivering yours. They tend to start pitching sales with the hope that something may stick, and that the potential client will potentially buy. Are they a decision maker?

Pitch 136

Pitch Presentation Sales Clients 136

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. So, what should we do? The rise of cloud-based software.

B2B 125

B2B Manufacturing Technology Technology 125

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

Search Engine Land

FEBRUARY 5, 2024

There are people nervously considering side-moves into more stable professions. Why is there such unease in the SEO community at the moment? So why does this time feel different? Why generative AI feels threatening AI isn’t just threatening from the “what if it goes rogue and takes over the world” perspective.

Engineering 125

Engineering Pitch Growth Strategize 125

Partners in Excellence

FEBRUARY 14, 2024

“Why does your lock screen look so different, can I do that?” Ideally a simple upgrade and not needing to buy a new device.) ” More people are involved in the buying process. We have hybrid work environments, many WFH, others involved in buying are scattered around the world.

Technology 98

Technology Technology Up-sell Meeting 98

Partners in Excellence

APRIL 5, 2024

How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales! In Sales, of course, you have to get people both to buy into the long term vision of the company and deliver quarterly results.

Sell 115

Sell Territory Consult Contract 115