Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. It’s our mindless focus on volumes/velocity and pitching our products through endless sequences. And AI, when leveraged by customers, makes that even easier.

Top of Funnel 107

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

Janek Performance Group

APRIL 17, 2024

They can be instrumental in accelerating revenue generation and fostering customer relationships. Further, they can seek and establish connections with new contacts and introduce them to your products and services. These include conducting product demonstrations, negotiating contracts, and closing deals.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Competition 107

Competition Customer Buying Cycle Vendor 107

SalesFuel

APRIL 16, 2024

You can increase team productivity by personalizing coaching and improving efficiency in sales team processes. How to Personalize Coaching to Increase Team Productivity A new Mindtickle report indicates that sales managers have stepped up the pace of coaching. They may benefit from listening in on a colleague's closing session.

Coaching 115

Coaching Top of Funnel How To Hiring 115

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Why is customer onboarding essential?

Positioning 127

Positioning Customer Churn Face-to-face 127

BuzzBoard

JANUARY 2, 2024

The goal is to create a personalized experience for each user, ultimately driving engagement, conversion rates, and customer satisfaction. The goal is to create a personalized experience for each user, ultimately driving engagement, conversion rates, and customer satisfaction.

Advertising 98

Advertising Advertising Examples ROI 98

BuzzBoard

JANUARY 8, 2024

Elevating customer engagement within this landscape requires more than just transactions—it demands a personalized touch that resonates deeply with every small business individually and connects back to the local community they serve and thrive in. The heartbeat of small, local businesses thrives on relationships.

Customer 104

Customer Loyalty Small Business Small Business 104

Allego

MARCH 12, 2024

We discussed how traditional sales models are being disrupted by the need for more integrated and customer-centric approaches. This data-driven strategy enables sales reps to anticipate needs and offer solutions before the buyer even articulates them, thereby creating a more proactive and engaging buying experience, she said.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Force Management

JANUARY 25, 2024

The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. This includes Lead Gen, Pre-Sales, Sales, Post-Sales, Channel, Marketing, and Product roles.

Lead Gen 114

Lead Gen Face-to-face Direct Sales Team Channels 114

Janek Performance Group

MARCH 26, 2024

In sales, a business development strategy is central to understanding and engaging with your customers. Here, we’ll go a step further and show how to utilize them to meet your customers’ needs. These are the players sellers most need to meet, engage, and interest. This gains insights into their needs and preferences.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Highspot

MARCH 21, 2024

Sales and marketing emails share a common goal – to engage buyers in a meaningful way that ultimately leads to conversions. Their success comes down to crafting a message that resonates with the customer’s journey, ensuring the message is received and welcomed. It’s essential to know what makes your product or service stand out.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. Not long ago, I reviewed the engagement strategies of a large technology company.

Engineering 108

Engineering Up-Sell Lead Rank Lead Scoring 108

Partners in Excellence

OCTOBER 26, 2023

We seek, overtly, to pitch our offerings and products to prospects and customers. Over time, the term evolved further to refer to the act of promoting or advertising a product or service, as in making a sales pitch. Pitching prevents us from engaging in collaborative conversations. It is one way!

ACT 111

ACT Advertising Advertising Promotion 111

Smooth Sale

NOVEMBER 28, 2023

When customers can readily access engaging content, quickly find what they’re looking for, and easily discover product details, they’re more likely to walk away satisfied and return to make additional purchases. Application programming interfaces (APIs) help facilitate digital experiences and transform how customers shop online.

Discount 106

Discount Lead Rank Promotion Hiring 106

Partners in Excellence

FEBRUARY 29, 2024

Like all of us, he was struggling to get the engagement he wanted. He was very focused on the customers and people he was prospecting. ” I asked, “What are the issues, challenges that customers have that might drive the need for your solutions?” We were talking about his prospecting challenges.

Ideal Customer Profile 117

Ideal Customer Profile Face-to-face Trade Show Prospecting 117

Partners in Excellence

DECEMBER 14, 2023

Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. But then one thinks, even if this happens, who buys their products? Or in many of the retail stores I go to, there are sales people–people who help me find the product I need.

Retail 111

Retail Scale Margin Promotion 111

Partners in Excellence

JANUARY 30, 2024

100% of the prospecting messages I see are product focused. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? Then, too many of us turn around and inflict bad outbound prospecting on our own victims.

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Sales Hacker

APRIL 23, 2024

Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. How Common Room unifies siloed data to enable a 360-degree view of the customer.

Intent Data 67

Intent Data Scale Company Account Based Marketing 67

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. There are a lot of definitions to this, including: Proving our product is the best choice of all the alternatives. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems.

Customer 120

Customer Face-to-face Margin Revenue 120

Smooth Sale

MARCH 20, 2024

From construction yards to FinTech, advancements are required for health and safety, meeting customer expectations, and staying relevant. The Internet of Things (IoT) Smart devices and the connected nature of the world and business mean you must embrace these technologies to meet customer expectations.

Hiring 102

Hiring Retail Lead Rank System 102

Sales Gravy

JANUARY 23, 2024

This isn't about interrogating; it's about engaging in a conversation that uncovers deeper needs and desires. It's about understanding the customer's journey, their challenges, and what they truly value. It's a step towards a solution that's not just a product but a tailored answer to their unique problem.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Allego

APRIL 18, 2024

By analyzing large sets of data, AI algorithms can quickly identify patterns and characteristics of ideal customers to make the prospecting process more accurate and less time-consuming. Lead Generation: Automating the lead generation process, AI tools can sift through data across digital platforms to identify potential customers.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. As we spoke, it struck me how we revel in these questions.

Customer 119

Customer Revelation Buying Cycle Lead Rank 119

Partners in Excellence

JANUARY 11, 2024

We invest a lot of time and effort in differentiating our products and services from the alternatives. When we meet with customers we focus on the differentiation of our offerings in those conversations. We talk about the results our customers get, we talk about our great NPS scores, customer experience, retention.

Scale 94

Scale Construction Comparison Face-to-face 94

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers.

Customer 101

Customer Face-to-face Enterprise Enterprise 101

Hubspot Sales

OCTOBER 9, 2023

In many cases, a salesperson in that position panics and starts spewing out product features that don’t match the need and are inappropriate in that conversation. That means not all customers need or want your products in the way you might want to sell them. Grow revenue from new products? Increase profit? Reduce costs?

Prospecting 101

Prospecting Consumer Margin Objections 101

Sales Gravy

MARCH 24, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Retention 80

Retention Revenue Customer Loyalty 80

SalesFuel

MARCH 29, 2024

Creating website content marketing that engages the consumers who do visit your client’s website has never been more important. Product Pages According to Contentsquare, your client’s product/service detail pages are some of the most important on their site. Here are a few tips for creating content that will help drive sales.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

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. They are not interested.

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

Partners in Excellence

DECEMBER 19, 2023

.” For decades, we have thought about our value proposition in the context of our products/solutions. We would go through endless detail about the unique and differentiated capabilities of our products and solutions. Any of the alternatives customers consider will help them address their problem. It’s that simple!

Face-to-face 117

Face-to-face Report ROI Research 117

Smooth Sale

MARCH 21, 2024

Attending Trade Show Events Participating in trade shows allows businesses to do more than merely showcase their products. Trade shows are opportunities for personal interactions, which can be invaluable when building long-lasting customer relationships. These are just a few ways your trade show booth can impact customers.

Trade Show 88

Trade Show Marketing Social Media Referrals 88