Partners in Excellence

DECEMBER 10, 2024

And the data shows this, declining results across virtually every metric we see. “If what we are doing now isn’t working, as well, all we need to do is more… ” But, increasingly, we seem to be failing to prepare our sellers to engage in high impact ways. They are already masters of these conversations.

Objectives and Key Results 89

Objectives and Key Results Objection handling High impact Conversion 89

Heinz Marketing

SEPTEMBER 24, 2024

Conversica is an AI-driven assistant that engages leads through conversational emails. Benefit : AI automates the repetitive task of sending follow-up emails, making it easier to scale outreach without sacrificing personalization. It allows SDRs to prioritize leads with the highest likelihood of conversion.

Objectives and Key Results 80

Objectives and Key Results GTM CRM Follow-up 80

Martech

DECEMBER 6, 2024

It assists them in creating high-quality content. These directors want to use AI to improve business results. This includes expanding initial AI efforts, finding high-impact use cases, training teams, and managing organizational change. However, the key to success lies in how you communicate with your AI co-pilot.

Angle 113

Angle Objectives and Key Results Education Strategize 113

ConversionXL

AUGUST 17, 2017

I’ve lost count of the number of times I have worked with companies who have launched slick-looking brand new websites only for their conversion rates to plummet at launch (not to mention what happens to search engine rankings and traffic volumes ). Radical site redesigns are often the result of: ‘digital transformation’ or re-platforming.

Process 103

Process A/B testing Objectives and Key Results UX 103

Salesforce

FEBRUARY 21, 2024

” And sales reps aren’t the only ones who worry about these conversations. It’s important to remember that reviews are a two-way conversation. This tells us two things: 1) retaining talent has become more difficult, and 2) connecting with sales reps is key to retention, motivation, and trust.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

ConversionXL

MARCH 13, 2019

But if your B2B ecommerce site differs on any of those elements—high prices, large quantities, or a need to serve B2C and B2B buyers—things change. B2B ecommerce: 2 key differences of B2B buyers. B2B buyers have two key differences that impact marketing and website design choices: A more complex sales cycle; Niche targeting.

B2B 130

B2B B2C Retail X-functional 130

Gong.io

SEPTEMBER 26, 2022

This can result in inconsistent messaging. Start by setting objectives for each rep, but be clear here. This is a guide that details best practices for various situations — how to prospect, how to overcome objections, when to follow up, etc. Strong product knowledge allows your reps to have engaging conversations with prospects.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

AUGUST 1, 2018

But I’m not certain the issue is the volume of questions, but the quality of the questions and the ensuing conversations and shared learning that should result from great discovery calls. Discovery is less about the questions, and more about the conversations the questions evoke.

High impact 55

High impact Conversion Pitch Sell 55

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. And the best part?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. However, there are key differences to keep in mind.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Sales Pop!

MAY 26, 2023

Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — This can result in shorter sales cycles, higher win rates, and increased revenue. The post What is Sales Enablement?

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Search Engine Land

AUGUST 23, 2024

The reasons are simple: If your KPIs aren’t tied to business objectives, you miss the chance to translate technical issues into a business language that earns support. Dig deeper: How to get faster SEO results Create your prioritization matrix There are many different approaches to setting a priority for your tasks.

X-functional 67

X-functional Objectives and Key Results Engineering High impact 67

Search Engine Land

FEBRUARY 13, 2023

Corcoran says that one area where page search managers can add value is by spending their time on high-impact items and deeper analysis to drive insights that other channels cannot provide. Impact and outcome The expected impact is a crucial aspect of testing, as it outlines the goals and objectives of the test.

Objectives and Key Results 80

Objectives and Key Results Territory Campaign Engineering 80

Gong.io

OCTOBER 18, 2021

In sales-speak, the nexus is a polarizing insight that changes how your customer thinks and feels about a key problem or opportunity and can eventually be tied back to your solution. Sales pitch example: Drift — a conversational sales and marketing platform — nails “The Problem” in a series of 3 direct, to-the-point slides: .

Pitch 71

Pitch Objectives and Key Results Sales Presentation 71

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. The more detailed and accurate your ICP is, the more resultative your sales will be. Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Outreach

FEBRUARY 7, 2022

Often, micromanagement is the result of company culture rather than a single person. For example, a buyer might have a price objection. One of the key benefits might be that the solution helps managers onboard new team members faster and increase team productivity by 30 percent. Delegate more. Recognize your team’s successes.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Sales 52

Highspot

JUNE 11, 2020

In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. What is smarketing?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Gong.io

DECEMBER 22, 2021

I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . But we can’t know that for sure unless we see whether it gets results. But they don’t get the results your A-players get, and they don’t know what to do about it.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

ConversionXL

AUGUST 21, 2014

Groove’s offer to help these users through the setup process resulted in a 26% response rate. Even those with “good” conversions could be better, and small improvements add up over time. Having successfully used webinars as conversion tools in the past , the company also saw them as a potential candidate for reducing churn.

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Highspot

JUNE 6, 2023

This decreases employee churn, and results in less time and resources spent on sales onboarding. Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Finally, let’s not forget about the most important part of your company – your people.

Closing 52

Closing Product Objectives and Key Results Quota 52

Hubspot

NOVEMBER 7, 2023

As a result, your customers suffer and so does your team. A repeatable sales process is key to testing new sales motions and strategies. As a result, it’s very easy to get lost or overwhelmed by the features available to you. Naturally, with a remote team, organization is key. Good implementation is key.

CRM 78

CRM Contact Contract Objectives and Key Results 78

ConversionXL

FEBRUARY 28, 2017

Does clicking the key functionality do anything? The most common objection to this pre-sale (or smoke test) process is that customers will be upset that full functionality is not available. The result? That resulted in… Image Source. Which only resulted in one customer over three months. Does the UI open?

Product 67

Product X-functional A/B testing Minimum Viable Product 67

PandaDoc

OCTOBER 30, 2023

Key takeaways Sales gamification can improve performance by drawing attention to specific metrics, sales targets, and KPIs. Points, scores, and objectives allow participants to get a clear understanding of the end goal while prizes and rewards motivate them to achieve it. Let’s jump in! People love to play games. Get the ebook 2.

Process 52

Process Objectives and Key Results Gaming Sales 52

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. Analytics gives you key insights into more than just sales performance but also how your sales enablement strategy is going.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Heinz Marketing

AUGUST 27, 2018

Sales leaders who are saying, “Is there really a strong correlation between great sales training and business results?” And we had some pretty interesting results. Sales leaders who are saying, “Is there really a strong correlation between great sales training and business results?”

Pipeline 48

Pipeline Objectives and Key Results Sales Inside sales 48

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Alyssa is passionate about promoting personal and leadership development, fostering candid conversations, and creating a unique culture of vulnerability and inclusiveness.

Sales 136

Sales Start-ups Up-sell Cross-sell 136

ConversionXL

APRIL 12, 2017

You may have one observation and then multiple inferences, which would result in multiple design options. Conversion rate is a ratio and ratios are a huge problem. We don’t know how the systems we use calculate conversion rate. Show the process, not just the result. Identify key segments of users to target.

Growth 86

Growth A/B testing Objectives and Key Results X-functional 86

SaaStr

FEBRUARY 1, 2019

As we all do, I’ve made a couple mistakes early on, and as a result, those experiences really taught me how to evolve my hiring processes. But I do have to say at Zendesk, while it was high-growth, we didn’t have the employee growth that some other high growth companies do. I think that’s key.

Customers 44

Customers Price Cross-sell Start-ups 44

ConversionXL

JUNE 19, 2019

Key Messaging: define the core messages and unique value proposition that you’ll communicate across every asset and channel. Conversions: what do we define as a quality conversion. The actual performance of impressions is the impact on visits/conversions that have seen impressions vs. visits/conversions that have not.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

Hubspot

DECEMBER 23, 2024

The thought of being your own boss, pursuing your passion, and making money as a result is as attractive a prospect as any and in the digital age, its as accessible as its ever been. That often makes differentiation key to your success and your ability to do that starts with you pinning down a viable niche you're passionate about.

Niche 68

Niche Objectives and Key Results Networking Territory 68