Partners in Excellence

MARCH 1, 2024

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. It is all about them and has little to do with the customer. What is Selling Bad Breath?

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Zoominfo

FEBRUARY 17, 2021

Access the prospect’s profile information and gather some qualifying information (like the problem your product can fix, the company’s budget-potential, and possible decision-makers). Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? Thanks, [your name].

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Sales Gravy

JANUARY 23, 2024

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. 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

SalesLoft

APRIL 25, 2024

Not just equipped with a perspective on the industry and our product, but also with a very deep perspective on what a customer’s business does and how to align to that business’s strategic priorities and goals to drive net new value. So I’d say in a nutshell, it’s our job to get the customer to say “yes.”

Engineering 52

Engineering Industry Face-to-face Education 52

Partners in Excellence

FEBRUARY 2, 2024

As we started the company, we realized this technology could be used in dozens of industries applying it to hundreds of different problems. As we started the company, we realized this technology could be used in dozens of industries applying it to hundreds of different problems. Or are we misusing them, tragically?

Engineering 107

Engineering Ideal Customer Profile Lead Rank Airlines 107

Zoominfo

FEBRUARY 15, 2023

To better understand the challenges and opportunities facing our customers and their businesses, we surveyed thousands of ZoomInfo users. To better understand the challenges and opportunities facing our customers and their businesses, we surveyed thousands of ZoomInfo users.

Survey 130

Survey Prospecting Customer Face-to-face 130

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. ” And more recently, with new customer research and AI tools, the gap has become even greater.

Analysis 113

Analysis Conversion Training Examples 113

Zoominfo

MARCH 5, 2021

A content marketing strategy is your action plan to attract prospects to your brand and convert them into customers using marketing content. A content marketing strategy is your action plan to attract prospects to your brand and convert them into customers using marketing content. These are representations of your ideal customer.

Strategy 257

Strategy Marketing Buyer Persona Sales Qualified Lead 257

Autoklose

APRIL 8, 2024

Understanding your potential customers’ pain points and identifying their needs will help you figure out how your product or service can best solve their problems. Understanding your potential customers’ pain points and identifying their needs will help you figure out how your product or service can best solve their problems.

Meeting 98

Meeting Objections Research Face-to-face 98

Partners in Excellence

MARCH 12, 2024

Today, he is responsible for some of SAPs largest enterprise accounts. John is viciously focused–he deeply understands the customer and their drivers. He will always do the right thing for the customer. Within a couple of years, he grew to be the top performer, globally.

SAP 73

SAP Real Estate Enterprise Enterprise 73

Partners in Excellence

OCTOBER 6, 2022

A core part of our jobs is solving problems. Whether it’s helping our customers solve their problems and grow, or doing the same around our own performance or growth. We tend to be proud of our ability to leap into action, responding to a customer’s query, or taking action on new growth opportunities.

Positioning 81

Positioning Customer Pipeline Relationals 81

Partners in Excellence

NOVEMBER 9, 2023

As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. Or we don’t do our homework, understanding the customer, their business, and what they want to achieve. ” (I did get a lot of value from the book.)

Discount 119

Discount Pipeline Opportunity Tools 119

Hubspot Sales

MARCH 4, 2024

As sellers, we should strive to make buying as easy as possible by providing the right tools the customer needs to make the right decision at the right time. Each customer is different, and each sale is different, therefore each sales process needs to be different.” Let’s dive in. Create a sales process you enjoy buying from.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Zoominfo

FEBRUARY 25, 2021

Swim lanes are a visual representation of workflows that show who’s responsible for which tasks. B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals. Use Swim lanes to Define Roles and Responsibilities. Hey, Marketing. What are swim lanes?

Sales Qualified Lead 214

Sales Qualified Lead Marketing Qualified Lead Lead Rank Marketing 214

Partners in Excellence

MAY 10, 2023

One morning I was meeting with him, he had just returned from a trip, calling on customers and meeting with people in the branch offices in Boston. It was from a very important customer and was toughly competed. ” The response came quickly, “$45M!” But that’s not what customers are buying.

Customer 86

Customer Proposal System Engineering 86

Partners in Excellence

DECEMBER 26, 2023

Time is a problem. And we can automate sequencing to resend those emails a couple of days later with the sentence, “In case you missed this……” During this time, response rates have plummeted. We never have enough. And regardless what we do, we never will. The goal of each of these is increasing our efficiency.

Retention 126

Retention Maximizer Buying Cycle Social Media 126

Partners in Excellence

MARCH 6, 2023

Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. These sellers never try to discover the problem, they assume the problem that supports their pitch. “Do you have a problem with sales performance?………

Face-to-face 107

Face-to-face Buying Cycle Customer Positioning 107

Partners in Excellence

MAY 5, 2023

Often, we have solutions and capabilities that address a wide range of customer challenges or problems. Or we may have a portfolio of solutions that address a range of things that are helpful to the customer. Too often, in our outreach to customers, we inflict all the things we can do for them.

Enterprise 94

Enterprise Enterprise Study Customer 94

Partners in Excellence

JULY 31, 2020

What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group. I kept asking, “Who owns the business problem? A few questioned, “Why should we do that, the IT people are our customers?

Customer 138

Customer Cancellation Buyer Groups 138

Sales Management Plus -- SMP

APRIL 11, 2024

Professional organizations have tools in place to get instant answers and drive quick responses for clients and new prospects. The SMP platform makes it easy to demonstrate value through your professional processes to customers, key vendors and private equity. You cannot cut your way to real value.

Enterprise 52

Enterprise Enterprise Lead Rank Lead Scoring 52

Alice Heiman

DECEMBER 20, 2022

Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. If you sell B2B, you have to assume that a potential customer already has a trusted supplier. If you sell B2B, you have to assume that a potential customer already has a trusted supplier.

SalesForce 131

SalesForce B2B Motivation Referrals 131

Partners in Excellence

JANUARY 12, 2024

It’s harder and harder to get a response. 5 years ago, it took 200-400 touches to get a response. I thought, rather than finding people interested in what I wanted to talk about, what if I started focusing on the prospects and customers, talking about what they care about? Confession time. I’m terribly lazy.

Face-to-face 107

Face-to-face Commission Up-Sell Discount 107

Partners in Excellence

MAY 22, 2023

We use discovery to understand the customer’s needs, problems, requirements. Our focus on discovery is making an assessment, “Does the customer have needs and requirements that our products address, do we think we might have a strong possibility of competing and winning. But what about the customer?

Proposal 112

Proposal Education Resources Customer 112

Hubspot Sales

AUGUST 24, 2023

In addition to managing customer contacts, reps are responsible for preparing reports, generating leads, and all other related administrative tasks. Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. Generative AI is changing the game.

Lead Rank 76

Lead Rank Lead Scoring Face-to-face Forecasting 76

Partners in Excellence

NOVEMBER 2, 2023

And every once in a while, they see a customer with their sales people. The universal response to anemic pipelines is, “They need to do more prospecting!” When I go further, “What might you do to increase the win rates,” the response is, “We need to win more deals!” I talk to them about it.

Coaching 104

Coaching Lead Rank Pipeline Data 104

Partners in Excellence

JULY 6, 2023

We continue to focus on pitching products, when we know we have to focus on the customer business problems. We know we have to engage customers in things they care about, yet we focus on what we care about–getting the order. We have to help customers buy, yet customers don’t find us helpful.

Microsoft 85

Microsoft Face-to-face Quota Sales 85

Gong.io

JANUARY 2, 2023

How do you know if a potential customer is a good fit for your solution? It typically involves comparing a prospect against an ideal customer profile (ICP) — a description of the company that would benefit from your solution. B2B buyers are 34% more likely to buy from sellers that master customer experience.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Apptivo

JANUARY 23, 2023

Allow customers and agents to give feedback 5. Summary “Can you please hold… while I check up on that information?” – Dreaded words to hear as a customer when contacting support. Consumer behaviorists have looked at this problem and have defined it as, “You are the Expert” expectation that customers have when approaching support.

Knowledge Base 102

Knowledge Base How To System Enterprise 102

Partners in Excellence

JANUARY 6, 2021

We make complex problems more complex than they really are. The problems our customers face are complex. We understand them, we understand how to deal with the complexity, we start taking it for granted, not realizing we may be confusing the customer. But our customers don’t deal with these issues every day.

Revelation 125

Revelation Face-to-face Enterprise Enterprise 125

Babette Ten Haken

SEPTEMBER 17, 2018

Do we really understand the difference between customer service delivery and customer experience delivery? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. That means we assume customer service is someone else’s responsibility.

Customer Service 229

Customer Service Ideal Customer Profile Customer Face-to-face 229

Partners in Excellence

MAY 27, 2021

In a lot of it, I wonder, “What problem are we really trying to solve?” Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience. I’m really doubtful that organizational changes solve alignment and collaboration problems.

Demand Generation Agencies 121

Demand Generation Agencies Tools Channels Resources 121

BuzzBoard

JANUARY 23, 2024

Picture this: your sales team harnesses AI-driven analytics to predict market trends, enabling them to tailor products and services to customer needs before they arise. Picture this: your sales team harnesses AI-driven analytics to predict market trends, enabling them to tailor products and services to customer needs before they arise.

Lead Rank 105

Lead Rank Analytics Analysis Trends 105

Alice Heiman

MAY 13, 2020

1: Understand your customer’s biggest problems. . Often, when I ask a client to tell me what their customer’s problem is, they describe the problem in relation to the product my customer is selling. “They need a software system that does ….” They have a problem.

B2C 150

B2C Referrals Selling Skills Segment 150

Act!

FEBRUARY 28, 2024

What happens when businesses stop listening to their customers ? The data confirms it: 80 percent of customers prefer working with companies that offer a personalized user experience that aligns with their customer preferences. What is a customer feedback loop and why is it important? Better competitors replace them.

Customer 52

Customer Analysis ACT Incentives 52

Gong.io

FEBRUARY 14, 2022

His current gig is JB Sales, an organization founded “as a response to the incredibly limited amount of formal academic sales training that exists for the #1 global profession.” 80% of customers you pitch your Nexus to will agree with it wholeheartedly and love you even more for it. He’s now the Multi-Product Lead.

Examples 121

Examples Strategy Hiring Cold Calling 121

Sales Hacker

DECEMBER 29, 2022

Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem. Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Alice Heiman

MAY 19, 2022

Response rates have plummeted. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. JodyGlidden, #CEO of @Introhive, joins #Sales Talk for CEOs to discuss how to approach sales discovery and win new #customers! Click to tweet.

Face-to-face 136

Face-to-face Software Software LinkedIn 136