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 114

Competition Customer Buying Cycle Vendor 114

Allego

APRIL 30, 2024

With the advent of artificial intelligence (AI), sales enablement has undergone a remarkable transformation, empowering businesses to boost productivity, enhance customer engagement, and drive revenue growth like never before. The benefits of AI-powered sales enablement extend to all facets of the sales organization.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

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 114

Top of Funnel Face-to-face Data Buying Cycle 114

SalesFuel

MARCH 21, 2024

When a customer comes back and a client continues to do business with you, they’re happy — right? Customers may be less than satisfied but they’re too busy to find another vendor at this time. Each industry is challenged to provide a personalized client experience (CX) for their set of unique customers. How would you know?

Lead Rank 109

Lead Rank Lead Scoring Loyalty Health Care 109

Pipeliner

MAY 2, 2024

As e-commerce competition intensifies, particularly on platforms like Amazon, companies are finding innovative ways to leverage different social media channels to attract and retain customers. Each company tailored its strategy to its unique brand identity and customer base, utilizing platforms ranging from Instagram to LinkedIn.

Company 52

Company Social Media Apparel Webinar Metrics 52

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

SalesFuel

MAY 9, 2024

And each question presents an opportunity to learn and engage with a prospect. Employing discovery questions for sales and probing questions for sales, customers feel valued and understood…” And the stronger the questions, the better. Can you describe a typical day in your role and how our product/service might fit into it?”

Prospecting 101

Prospecting Hiring Remedy Face-to-face 101

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 115

Engineering Up-Sell Lead Rank Lead Scoring 115

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

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 118

ACT Advertising Advertising Promotion 118

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

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

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

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 110

Discount Lead Rank Promotion Hiring 110

Cincom Smart Selling

MAY 8, 2024

With advanced guided selling, deal management, and configuration capabilities, CPQ enables enterprises to scale sales operations, increase efficiency, and improve customer relationships. This frustrates customers and limits sales capacity. Businesses need to quickly adapt offerings to suit customer needs. What Is CPQ Software?

Enterprise 62

Enterprise Enterprise Sales Process Scale 62

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

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 124

Ideal Customer Profile Face-to-face Trade Show Prospecting 124

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 119

Retail Scale Margin Promotion 119

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

MAY 13, 2024

It seems like everything I read about sales productivity is focused on doing more. I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. We have tools that improve our productivity in generating emails, making calls, outreach to prospects. But what do we do with that time?

62

62

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 97

Face-to-face Buying Cycle Outbound B2B 97

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 128

Customer Face-to-face Margin Revenue 128

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 105

Coaching Top of Funnel How To Hiring 105

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 126

Customer Revelation Buying Cycle Lead Rank 126

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 99

Scale Construction Comparison Face-to-face 99

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 85

Intent Data Scale Company Account Based Marketing 85

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 103

Prospecting Consumer Margin Objections 103

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 106

Hiring Retail Lead Rank System 106

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 107

Customer Face-to-face Enterprise Enterprise 107

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