Veloxy

JANUARY 19, 2022

In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. Why do you need a first impression for cold calling ? Rather, let the results, numbers, and value do what most mere names cannot—close the deal!

Cold Call 358

Cold Call Territory Quota Up-sell 358

Search Engine Land

MARCH 13, 2024

The naming conventions B2B and B2C have forced us to think that each need a completely different approach, but often they don’t. 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.

Drivers/motivators 107

Drivers/motivators B2B B2C Quota 107

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. Or we have other excuses. 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. But perhaps we should look inwardly.

Customers 101

Customers Sales Presentation Start-ups 101

Partners in Excellence

FEBRUARY 22, 2024

“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer.

Technique 102

Technique B2B Start-ups Up-sell 102

Partners in Excellence

MARCH 9, 2024

I don’t know how many conversations I get into on “objections.” “How do I avoid or minimize objections?” ” “How do I best handle them?” ” “Should I do everything I can to avoid them?” “Should I be worried about when the customer objects?”

Conversion 107

Conversion Customers Sell Sales 107

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. Lahat has an amazing talent to start drawing new ideas and thinking. This post is one of the things he had me thinking about this morning.

Customers 108

Customers Objectives and Key Results Growth Objection handling 108

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?” ” This is the critical question that initiates a change process, creating opportunities that we can pursue. ” Sometimes, customers may be oblivious to this.

Consult 101

Consult Meeting Customers Process 101

Martech

APRIL 15, 2024

Our “Spotlight on the expert” series digs deeper into the stories of our expert contributors. She is currently global customer CRM senior manager and CDP advisor. When I was finishing up college I had the opportunity to do an internship at a project that was funded by the Brazilian government. Q: You studied in São Paulo.

CRM 96

CRM Retail Technology Technology 96

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Our goal here should be to create well-optimized, people-first content.

Process 123

Process Objectives and Key Results Angle Follow-up 123

Martech

FEBRUARY 5, 2024

They’re useful, and we use the return data in our email program, customer profiles and product development B. We don’t get much helpful info from them and readers generally ignore them. Why am I asking? How could we do a better job with these familiar emails? The boss told us to do it.

Profit margin 123

Profit margin Contact Campaign Service 123

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling.

Cross-sell 124

Cross-sell Up-sell Sell Customers 124

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. Sadly, too much of this is from smart people who should know better. In others it’s “customers want rep-free buying experiences.”

Consult 114

Consult Clients Follow-up Up-sell 114

Martech

APRIL 17, 2024

Here’s what I was looking for: Stop depending on batch-and-blast. Use customer data to inform email programs. So here we are, nearly seven years later and we haven’t moved far on complexity. So here we are, nearly seven years later and we haven’t moved far on complexity.

Technology 122

Technology Technology Niche Campaign 122

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. This gap became bigger with Challenger, as we equipped our people to provide “Insights.”

High impact 114

High impact Pitch Conversion Prospecting 114

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness.

X-functional 118

X-functional Price Presentation Product 118

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. In my company, we spent 2023 looking for AI tools we could use to help us in our business.

Government 130

Government Strategize Start-ups Technique 130

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.

Quota 110

Quota Growth Sell Process 110

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. If engaged fans are such a significant business advantage then why aren’t most brands investing into fan-oriented campaigns? What is fan-driven marketing? Sounds great, doesn’t it?

Niche 139

Niche Intrinsic Campaign B2B 139

Martech

FEBRUARY 20, 2024

Back in January, I was appointed CEO of our email agency. Within a week, I made a mistake that cost our company money. It’s not much, but it’s enough to make me not want to do it again. One takeaway is that we are all human and fallible. But we need to stop and think. A typo in the subject line.

Objectives and Key Results 115

Objectives and Key Results Retail Campaign Appointment 115

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” They disqualify deals that aren’t in their sweet spot, they are driven to use their and their customers’ time well. At the same time, they are viciously focused on doing the work. We focus too much on shortcuts, hacks.

Territory 108

Territory Sports Technique Represent 108

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customers 102

Customers GTM Trust Up-sell 102

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 121

B2B Up-sell Contract Start-ups 121

Partners in Excellence

OCTOBER 3, 2023

.” It’s related to much of what I’ve written about Inciting Customers To Change. 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. Imagine engaging the customer much earlier.

Sell 118

Sell Up-sell Start-ups Customers 118

Partners in Excellence

SEPTEMBER 27, 2023

Unfortunately, I think it’s well earned by too many. I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. Without a doubt, we face more turbulence, complexity, volatility, and uncertainty than we have ever experienced.

Growth 129

Growth Gaming Technology Technology 129

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. So for the 40 companies that are buying, we or our competitors close only 16 of them.

Growth 111

Growth Pipeline Represent Closing 111

Martech

JANUARY 30, 2024

How do you do digital marketing without third-party cookies? Despite several years of warnings, half of marketing professionals don’t think their organizations are ready for deprecation, according to a study by Basis Technologies. We took a slightly different approach. We’ve been thinking about it since 2022.

Education 120

Education Territory Growth Technology 120

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. ” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. .” Marketers sell!

Sell 109

Sell Tradeshows Pitch Up-sell 109

Martech

DECEMBER 8, 2023

The art of capturing the hearts and minds of your customers starts with crafting a brand strategy that evokes emotions and behaviors that benefit your company. Do you want to be the market leader in your category? What do you need people to do to help you achieve your goal?

Electricity 133

Electricity Represent Niche Campaign 133

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. In work, we constantly look for shortcuts. Technology has become our savior.

Pipeline 120

Pipeline Drivers/motivators Technology Technology 120

Partners in Excellence

APRIL 11, 2024

She has been a very willing coach, helping me think and execute at higher levels. Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in our communities, and in society.

Sell 106

Sell Manufacturing Up-sell Launch 106

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. Economic or industry trends: Do you have the right awareness? Still, it is good to do your research.

Strategize 139

Strategize Launch Start-ups Engineering 139

Partners in Excellence

NOVEMBER 2, 2023

We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more! We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!”

Pipeline 105

Pipeline Meeting Technology Technology 105

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. Consider these ways customers often react at different touchpoints when AI is involved. This might not seem like a big issue.

Trust 108

Trust Customers Healthcare Service 108

Partners in Excellence

MARCH 1, 2024

“Selling Bad Breath” repulses the people we are trying to reach. Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up.

Sell 73

Sell Pitch Quota Up-sell 73

Martech

OCTOBER 9, 2023

In the second part, we’ll see how the LLM responded. Persuasion is at the heart of so much of what we do as marketers, no matter which channel we’re working in. This is not a license to try to manipulate your customers into doing what you want them to do. This is a must.

A/B testing 133

A/B testing Retail Campaign Price 133

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others?

Construction 109

Construction Pipeline Gaming Conversion 109

Martech

DECEMBER 19, 2023

I often do the bulk of my reading for the year between October and March because then it’s outside time (which isn’t to say you can’t read outside). We live in a time when we’re surrounded by marketing. Everything and everyone seems to be vying for our attention. They decided instead to focus on serious runners.

Hospitality 113

Hospitality B2C B2B Construction 113