The Pipeline

DECEMBER 21, 2021

As you may have come to learn, for us this means applying and learning from our outcomes, leveraging the 360 Deal View. One side benefit to embracing the 360, is the ability to better communicate with more buyers. The tool goes to the What, Why and How of each deal you are in. By Tibor Shanto. Review To Preview.

Conversion 188

Conversion Buyer CRM Pipeline 188

Partners in Excellence

SEPTEMBER 25, 2023

We constantly seek better ways to accomplish more. In addition to technology, we revise and redesign our processes to make us more efficient. Role specialization helps us more efficiently manage our relationships with customers. Role specialization helps us more efficiently manage our relationships with customers.

Meeting 115

Meeting Customer Service Buyer Positioning 115

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary? For much of their buying, this makes sense. Amazon and others taught us this over the past decades, and many transactional products are better purchased with no seller involvement.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Sales Hacker

MARCH 8, 2024

You may have heard about a free tool that GTMnow and GTMfund launched with Cabal two weeks ago, called Warm Intro Navigator. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Let’s get into it.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. So let’s say you want to target larger enterprises in the US. Ultimately, they optimize resources (both in-office and on the field) and make goals more easily achievable. The Benefits of Sales Territory Mapping.

Territories 264

Territories Outside Sales Field Sales Segment 264

Partners in Excellence

MAY 3, 2023

For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time. History is filled with innovations intended to help us leverage our time much more impactfully. New tools and technologies continue to help us gain leverage over our time.

Proposal 86

Proposal Travel Tools Up-Sell 86

Zoominfo

JUNE 28, 2021

Conversational marketing is the strategy of leveraging 1:1 engagement between you and your customer in the form of real-time conversations. Conversational marketing is the strategy of leveraging 1:1 engagement between you and your customer in the form of real-time conversations. What is conversational marketing?

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Hubspot Sales

OCTOBER 4, 2023

Yet, it can actually give us a better understanding of our prospects, making that human connection stronger. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. How AI Can Help You Better Understand Your Prospects 1.

Prospecting 93

Prospecting Buyer Intent How To Intent 93

Janek Performance Group

FEBRUARY 27, 2024

Now, let’s explore how sales leaders can best enable their people and processes this year: AI and Data-Driven Decision Making For decision making, sales leaders have always relied on a mix of data and intuition. This makes it less magic and more science. Gartner notes AI use is growing.

Sales Leadership 62

Sales Leadership Face-to-face Trends Webinar Metrics 62

Sales Hacker

FEBRUARY 21, 2024

They convert better than any other sales channel and afford a more natural and authentic sales process. Both of us have built and spent our careers building networks and providing value to those networks. However, the process of making a warm introduction can be time-consuming and burdensome. A “referral playbook”?

Referrals 77

Referrals Buyer Persona Networking Consumer 77

Partners in Excellence

OCTOBER 9, 2023

Sam Coit summed it up well with the comment, “Understanding how different roles think and feel allows us to better cater our approach and offer the most possible value.” We’ve developed a tool they are leveraging, The Brock Questionert.*

Ideal Customer Profile 106

Ideal Customer Profile Customer Scale Face-to-face 106

Partners in Excellence

JUNE 8, 2023

We have been doing this for years, leveraging new processes and methodologies, segmenting and specializing jobs, providing layers of technology (which, inadvertently, provide huge diversions from our core responsibilities). We are embracing AI, mostly not because it can help us be better, but because it helps us become more efficient.

Vendor 68

Vendor CRM Face-to-face Data 68

Zoominfo

DECEMBER 7, 2022

Companies with a solid strategy for DE&I are likely to have: Better financial performance Better workplace culture Better employee engagement It benefits every company to go beyond simply promoting equality in the workplace. They need to be intentional, putting real dollars and resources into their DE&I efforts.

Hiring 130

Hiring Scale How To Top of Funnel 130

Partners in Excellence

DECEMBER 8, 2023

.” To use street venacular, it’s rolling with the punches, yet still achieving your goals. Sadly, so much of the direction we seem to be going, in sales, marketing, leadership, seems to be taking us away from being adaptively fluent. It requires us to adapt in the moment, not be stuck in our scripts.

Construction 100

Construction Objections Conversion Groups 100

Vengreso

JULY 12, 2022

From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. Subscribe to Modern Selling on the app of your choice! The past three years have seen radical shifts in the B2B sales landscape.

Churn 132

Churn SugarCRM Customer Epicor 132

LeadFuze

NOVEMBER 24, 2023

We’ll explore how AI tools are reshaping SEO strategies by making keyword targeting more precise and user experience highly personalized. Conclusion Understanding AI for SEO By leveraging the power of AI, SEO strategies can be made more efficient and effective. Is AI content good for SEO? Will SEO be taken over by AI?

Lead Rank 52

Lead Rank Lead Scoring How To Google Analytics 52

BuzzBoard

FEBRUARY 28, 2024

Exploring the Concept of Leveraging Technology for Small Agencies In this fast-paced era of increasing digitalization, utilizing technology for small agencies has become a necessity rather than a luxury. It also makes significant contributions in areas like project management, collaboration, content creation, and traffic analysis.

Small Business 52

Small Business Small Business Webinar Metrics Lead Rank 52

Hubspot Sales

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! It goes beyond just analyzing old data; it uses the data to draft new content, reveal new paths forward, and provide new insights. I was hooked. I don’t disagree with Yamini. It never came.

Hubspot 76

Hubspot Scale Inbound Sales Qualified Lead 76

Partners in Excellence

MAY 26, 2023

It does provide a warning for many of us blindly jumping on the ChatGPT bandwagon, it does make many very obvious errors and struggles to understand them. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills.

Case Study 99

Case Study Face-to-face Tools Study 99

Partners in Excellence

MAY 27, 2021

” To be honest, I think much of the justification we use in looking at Rev Ops misses the true opportunity. Another reason, a little better justification, is improving efficiencies within our organization. The most concerning thing I see in discussions about Rev Ops is the discussions are usually about us.

Demand Generation Agencies 121

Demand Generation Agencies Tools Channels Resources 121

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Then they must craft an effective approach that will quickly convey value and lead to conversion.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Hubspot Sales

SEPTEMBER 6, 2023

If you’re rolling your eyes at your screen right now, just hear us out. For eons, salespeople have been told to make more calls, send more emails, and take more meetings. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better."

Hiring 104

Hiring Hubspot Forecasting Up-Sell 104

BuzzBoard

DECEMBER 22, 2023

The key to successfully leveraging these technologies is thoughtful integration that aligns with overarching goals and complements human strengths. The key to successfully leveraging these technologies is thoughtful integration that aligns with overarching goals and complements human strengths. But hold on.

Maximizer 105

Maximizer Tools Lead Rank Pivotal 105

Partners in Excellence

SEPTEMBER 13, 2022

In other posts I’ve talked about how we apply systems thinking both to better understand our customers businesses, but also to help them improve, change, and grow. In other posts I’ve talked about how we apply systems thinking both to better understand our customers businesses, but also to help them improve, change, and grow.

Margin 81

Margin Analysis Face-to-face System 81

Partners in Excellence

JANUARY 30, 2024

Each of us experiences the same thing, grumbling at the terrible quality outreach. Then, too many of us turn around and inflict bad outbound prospecting on our own victims. How does it impact us? It’s Monday morning, I’ve just cleared my email and social feeds. Some of you may react, “But Dave, we do this.

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Partners in Excellence

NOVEMBER 30, 2023

The author started with the concept she had been taught, “Make it about the customer, tell them how you want to learn more about them, their strategies, and challenges.” Of course, I’m not naive enough to believe those claims, but it does make one wonder why so many believe we are that naive. What do you say?

Company 102

Company Ideal Customer Profile Scale Construction 102

Allego

NOVEMBER 17, 2022

Are you leveraging your partners to the fullest? How do you identify the right partners, leverage these relationships, and create a system that scales? I want to sign up partners that have that mutual strategy with us and are really going to jump in with us. “I 4 Steps to Build a Channel Partner Program.

Channels 105

Channels Scale Account Based Marketing SalesForce 105

Pipeliner

JULY 16, 2023

Using Artificial Intelligence to Predict Customer Behavior & Improve Engagement Artificial Intelligence (AI) has the potential to revolutionize customer engagement. By leveraging AI algorithms, businesses can gain valuable insights into customer behavior and preferences.

Ideal Customer Profile 52

Ideal Customer Profile Customer Segment Analytics 52

Hubspot Sales

AUGUST 23, 2023

78% of sales professionals agree that AI can make them more efficient at their job – including sales outreach. But while AI can open many opportunities for scaling and improving your outreach, this technology is still new to most of us, and that newness can lead to potential missteps. Approaching AI as a copy-and-paste tool.

Scale 66

Scale Remedy Hubspot Tools 66

Partners in Excellence

JULY 8, 2020

None of us can escape or have spam filters powerful enough to filter out the stupid, irrelevant prospecting that is inflicted on us on a daily basis. Some level of personalization is critical in making sure we are engaging prospects with the greatest impact. There is no excuse for stupid prospecting!

Ideal Customer Profile 103

Ideal Customer Profile Prospecting Channels Segment 103

LeadFuze

SEPTEMBER 30, 2023

How to use AI for outreach , though? In fact, using AI tools could be your secret weapon for crafting effective outreach strategies that not only land on target but also make an impact. What you’ll find are practical tips on using AI to boost your sales platforms and automate those tasks you’d rather not do.

Scale 52

Scale How To Lead Rank Marketo 52

SalesLoft

FEBRUARY 29, 2024

“I don’t think many of us come into sales management because we want to be CRM jockeys, right?” That sort of coaching , along with better access and insights into individual seller’s activities, also helped IBM create a more consistent sales approach. Certainly, that doesn’t apply to me.”

Coaching 52

Coaching Call-back Outbound Inbound 52

BuzzBoard

FEBRUARY 20, 2024

Our agency offers innovative solutions that use AI technology to optimize sales for small businesses. For a more detailed understanding of how our services can benefit your small business, contact us. Leverage AI to gain a competitive edge in the digital marketing world today.

Outsourcing Services 52

Outsourcing Services Sales Process Small Business Small Business 52

BuzzBoard

JANUARY 31, 2024

So, let us discover the ins and outs of constructing a targeted SMB prospecting list, along with a set of actionable insights and strategies to enhance your sales efforts. So, let us discover the ins and outs of constructing a targeted SMB prospecting list, along with a set of actionable insights and strategies to enhance your sales efforts.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media How To 52

Partners in Excellence

JULY 12, 2022

Is there something about the individual that might make this procedure different or change the risk? Doctors, rely on reports, blood work, Xrays, other things, but they always talk to the patient trying to get an edge trying to better understand the individual. Technology can give us summaries about the company and their situation.

Outsourcing Services 125

Outsourcing Services Face-to-face Segment Ideal Customer Profile 125