Partners in Excellence

AUGUST 8, 2022

” While some of the basic ideas about creating great customer experience by “eliminating friction,” are very good, I think the concept of eliminating friction demonstrates a huge misunderstanding of friction and how important it is. First, what is friction? Differences in ideas, priorities, strategies, goals.

Top of Funnel 78

Top of Funnel Funnel Relationals Objections 78

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. I’m continuing my series on the importance of understanding selling as a complex system.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Partners in Excellence

AUGUST 9, 2013

It’s probably hard to conceive of a sales guy, like me, using a multi-syllabic word like Reductionism. ” While it wasn’t the focus of the post, he talked a lot about Reductionism. I had to go to the dictionary on Reductionism: 1. Likewise, our customers live in similar worlds.

Energy 76

Energy Demand Generation Agencies Quota Engineering 76

Partners in Excellence

JUNE 5, 2019

But there’s another important aspect of friction that’s absolutely critical and essential to our shared success with our customers. But there’s another important aspect of friction that’s absolutely critical and essential to our shared success with our customers. At least we look at it to narrowly.

Marketing 59

Marketing Face-to-face Top of Funnel Engineering 59

Partners in Excellence

NOVEMBER 2, 2017

It seems to be fashionable to talk about creating “frictionless buying experiences?” ” I suppose the concept draws readers, perhaps it’s an extreme expression of removing barriers to the customer buying process. Is it what customers want? But does the concept make sense?

Customer 49

Customer Energy Transportation Fashion 49