Sales and Marketing Management

APRIL 13, 2020

Potential customers are risk-averse and reevaluating their budgets and priorities while trying to decipher the winds of the market. Most teams are rapidly adapting to remote work environments and the adoption of technologies to facilitate more collaboration and face time. These universal challenges are exacerbated by many smaller ones.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Mr. Inside Sales

AUGUST 18, 2023

Customize this to what you’re selling, i.e., “Use that,” etc.) Need More Proven Responses to the Selling Situations You Face Every Day? If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Try it and see for yourself!

Face-to-face 255

Face-to-face How To Gatekeeper Decision Maker 255

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.

Customer 132

Customer Face-to-face Margin Revenue 132

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products. Who does this issue impact?

Face-to-face 126

Face-to-face Opportunity Customer Closing 126

Partners in Excellence

APRIL 9, 2024

Workloads seem to sky rocket as do demands on our time. Distractions whether device based, app based or self inflicted consume our time. But…… To often, I think much of the challenge we face is self inflicted. We make our work harder than it should be, then as a result find our calendars overwhelmed.

Ideal Customer Profile 128

Ideal Customer Profile Face-to-face CRM Opportunity 128

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before. You already know that.

Customer 124

Customer Face-to-face Buying Cycle Loyalty 124

Zoominfo

FEBRUARY 15, 2023

To better understand the challenges and opportunities facing our customers and their businesses, we surveyed thousands of ZoomInfo users. The results, published in ZoomInfo’s new Customer Impact Report, reveal how our platform helps customers solve some of today’s biggest business problems.

Survey 130

Survey Prospecting Customer Face-to-face 130

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customer 111

Customer Face-to-face Enterprise Enterprise 111

Partners in Excellence

MAY 1, 2024

” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. We can analyze every word our people and our customers speak on phone or Zoom calls.

Revelation 117

Revelation Lead Gen Scale Face-to-face 117

Partners in Excellence

MARCH 14, 2024

Almost every business faces tough new realities. I thought it useful share a few of the things we have learned with our clients or observed in the performances of other companies over the past year: Down markets bring all past “sins” to the forefront. Time to face reality. Get the data, understand it, and face the music.

Face-to-face 123

Face-to-face Lead Rank Lead Scoring Churn 123

Partners in Excellence

FEBRUARY 7, 2024

and I don’t want to seem like I am micromanaging…… ” And I get a lot of, “Most of our meetings are on Zoom or Teams, that doesn’t seem it would work too well… ” As a leader, I have always biased my time to working with my people and supporting their efforts in working with their customers.

Face-to-face 118

Face-to-face Call-back Meeting Coaching 118

Partners in Excellence

MARCH 15, 2024

The key opportunity we sellers face is our customers posing a question to themselves, “Should we do things differently?” Sometimes, there are things that provoke the customer to pose that question of themselves. The customer recognizes these, asking themselves, “Should we do things differently?”

Face-to-face 111

Face-to-face Competition Opportunity Customer 111

Partners in Excellence

NOVEMBER 7, 2023

” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. These would, through some magic, always align with the customers’ very structured process, Problem Definition, Needs Definition, Evaluate Alternatives, Select/Buy A Solution.

Buyer 132

Buyer Face-to-face B2B Up-Sell 132

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. The “last mile” represented issues unique to the customer. The LLMs will provide ideas, insights.

Distribution 122

Distribution Lead Rank Face-to-face Analysis 122

Sales Gravy

FEBRUARY 25, 2024

The Essence of Courage and Wisdom Patricia's philosophy revolves around the courage to face adversity and the wisdom to learn from every experience. Overcoming Adversity with Grace The conversation took a deeply personal turn as Patricia recounted the challenges she faced following the unexpected loss of her husband and co-founder of KaTom.

Company 95

Company Leads Marketing Qualified Lead Face-to-face 95

Partners in Excellence

JANUARY 9, 2024

As sellers, we aren’t connecting with our customers–the human beings that drive the strategies, creativity, innovation, and produce the results for the companies. We don’t try to understand who they are, what they face, what they stand for, or their dreams. But a reverse problem has been accelerating.

Face-to-face 126

Face-to-face Analysis Intent Coaching 126

SalesFuel

MAY 9, 2024

Employing discovery questions for sales and probing questions for sales, customers feel valued and understood…” And the stronger the questions, the better. You gain a deeper understanding of vital details, like the buyer’s pain points , motivations, customers, and goals. Each question has the power to unlock valuable insights.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness.

Face-to-face 129

Face-to-face Report ROI Research 129

Partners in Excellence

FEBRUARY 27, 2024

The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. There were a few times in my selling career, I’d have to do deep research to begin to understand trends, challenges and issues facing my customers. And it provides tremendous insight.”

Face-to-face 128

Face-to-face Journal Research Tools 128

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

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. We’ve had all sorts of tools providing deep customer insights, research, knowledge. These tools have freed up time, theoretically allowing sellers to spend more time leveraging the information to work with customers.

Face-to-face 129

Face-to-face Revelation Tools CRM 129

Partners in Excellence

APRIL 18, 2023

We invest billions in developing the competencies of our sellers. We have tools giving them the data and information they need to have meaningful conversations with customers. We have conversational intelligence tools, providing “coaching” to improve their ability to talk to customers. Our confidence is shaken.

Face-to-face 113

Face-to-face Tools Training Conversion 113

Partners in Excellence

JANUARY 27, 2021

We are surrounded by complexity–in our business, in our communities, in our lives. Ironically, too often our approach to dealing with complex situations is to make them more complex. We do this, because we don’t understand what we face or what we may be trying to do. If we change our point of view.

Meeting 151

Meeting Face-to-face Revelation Google 151

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. Yet there are so many challenges and barriers.

Top of Funnel 119

Top of Funnel Face-to-face Data Buying Cycle 119

Partners in Excellence

JANUARY 5, 2023

In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” Customers have, for months, been: Much more selective about what projects they move forward with. What does it take to succeed? Buyer fear will skyrocket!

Face-to-face 108

Face-to-face Customer Cancellation Groups 108

Partners in Excellence

JANUARY 10, 2024

We choose to do nothing primarily because we don’t want to face uncertainty. However strongly we seek to be certain–certainty is out of our control. Burying our heads in the sand doesn’t cause the uncertainty to disappear. Burying our heads in the sand doesn’t cause the uncertainty to disappear.

Face-to-face 100

Face-to-face Follow-up Resources Research 100

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? We should know the trends, issues, challenges faced by organizations in our ICP. What are qualifying questions… ? What are trends… ? How do I handle objections…

Ideal Customer Profile 126

Ideal Customer Profile Revelation Decision Maker Face-to-face 126

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. But each requires different approaches with our customers. This article will focus on Missed-Diagnosis, or inciting customers to change. Missed diagnoses represent a monstrous opportunity to create value with our customers.

Face-to-face 119

Face-to-face Opportunity Education Customer 119

Partners in Excellence

FEBRUARY 29, 2024

He was very focused on the customers and people he was prospecting. ” He responded, “Well they should care, they are in our ICP, we sell to all sorts of organizations similar to this organization… ” I repeated my question, “How do you know the customer cares? Let’s call him “Stephen.”

Ideal Customer Profile 129

Ideal Customer Profile Face-to-face Trade Show Prospecting 129

Partners in Excellence

APRIL 5, 2023

As I look at the plethora of tools we leverage to engage customers and each other, I worry. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.

Face-to-face 115

Face-to-face Data Tools Conversion 115

Partners in Excellence

JANUARY 29, 2024

The seller identified an issue he thought was impacting our company. We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better? It was a provocative outreach. Can I schedule a demo?”

Conversion 81

Conversion Microsoft Face-to-face Google 81

Partners in Excellence

AUGUST 21, 2023

In selling, I suspect too much of the mindset is, “When the going gets tough, the tough build more pipeline… ” Yet appreciation is integral to our success–both within our organizations, with our partners, and our customers. To other functions in the company, to partners, to customers.

Face-to-face 102

Face-to-face ACT Report Pipeline 102

SalesLoft

APRIL 8, 2024

We met up with him recently at Saleslove on Tour in London to get his take on the top issues his revenue team faced before implementing our revenue workflow platform , as well as learning what was ultimately the tipping point for why OpenText adopted Salesloft. Let’s get into the pain points first. But something felt off.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Partners in Excellence

OCTOBER 24, 2023

We face huge challenges in becoming “trusted advisors.” ” The level of trust necessary varies, primarily based on the risk perceived by the customer. Most of us seek to engage customers “for life.” We want to expand our relationships with our customers, finding new opportunities to work with them.

Face-to-face 114

Face-to-face Retention B2B Groups 114

Partners in Excellence

APRIL 21, 2023

It’s human nature to “keep our heads down.” In times where we need to adjust our strategies and execution to fit with the current economic environment, we find security in what we’ve always done before. Many of us, both sellers and leaders, have never faced this type of economy before. What do we do?

Face-to-face 107

Face-to-face Ideal Customer Profile Resources Up-Sell 107