Partners in Excellence

JULY 26, 2024

Let’s step out of our selling roles for a moment and talk about conversations. Think about the conversations you have within your own organizations. Think about the conversations you have with colleagues and partners. Let’s look at the most impactful conversations and meetings.

Conversion 139

Conversion Meeting High impact Pitch 139

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. The majority of salespeople are more comfortable talking and presenting than listening and asking questions. The difference?

Presentation 140

Presentation Sales Consult Pitch 140

Partners in Excellence

MARCH 27, 2024

Without a doubt it was likely to be a very difficult conversation. It’s difficult to move forward when we or the customer are have mindsets that result in combative conversations. ” Stated differently, what would happen if rather than having combative conversations, we had collaborative conversations?

Conversion 138

Conversion Gaming Meeting Up-sell 138

Martech

SEPTEMBER 11, 2024

BDRs/SDRs used industry case studies or solution-specific use cases to build credibility early in the conversation. In interviews, the cynical side of me also picked up that perhaps prospects were requesting they end the conversation — but that might just be me. Over six months, tease the speakers, venue, attendees, presentation, etc.

B2B 133

B2B Campaign Represent Presentation 133

Closing Bigger

NOVEMBER 3, 2024

Fathom automatically summarizes conversations and highlights action items or decisions based on the meeting type. The post Excerpt from AI Keynote, “Amplifying Your MSP Growth with AI,” presented at ChannelNext West. It saves time and ensures no critical detail is lost, helping salespeople and managers stay efficient and productive.

Presentation 52

Presentation Growth CRM Meeting 52

Martech

SEPTEMBER 4, 2024

The new plans allow advertisers to better align their full marketing strategy with campaign goals, offering customizable options for budget, ad format, buying method, and campaign objectives—whether aiming for conversions or building brand awareness. Prioritize conversions with a mix of Video Reach, Video View, and Demand Gen campaigns.

Campaign 121

Campaign Promote Launch Gaming 121

Martech

AUGUST 5, 2024

To address this challenge, Adobe, REVOLT, and Protiviti Digital will be presenting “ Embrace the Future of Content Management with a CMS Makeover ,” on Thursday, August 8. This live panel discussion will explore strategies to maximize content impact, increase audience engagement, drive conversions, and boost brand awareness.

Presentation 116

Presentation Conversion 116

Sales Pop!

MAY 14, 2024

This decision often comes down to which service is presented in the most clear, accessible, and engaging way. No matter if you’re a yoga instructor, a marketing guru, or a legal consultant, the way you present your services on your site can make or break your business. Making this encounter as impactful as possible is essential.

Presentation 130

Presentation Service Product Niche 130

Iannarino

JULY 7, 2021

.” At the twenty-five-minute mark of your meeting, your contact will decide your fate: either you will be allowed to schedule another appointment, or your contact will end the conversation without making any future commitments. The single factor your contact is allowed to consider is how valuable they found the conversation.

Sell 328

Sell Cold Call Contact Clients 328

Martech

SEPTEMBER 5, 2024

Demos: See the software in action, usually with a product specialist and a seller present. The results Among the findings: A demo CTA generally drew a higher conversion rate, but the free trial call to action drove a higher click-through rate (CTR). Calculating conversions by 1,000 impressions shows free trials nearly double demos.

B2B 123

B2B Non-Profits CTR Click Through Rate 123

Iannarino

JULY 5, 2021

The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. It’s also important that you have the right conversations at the right time. Time each conversation based on its ability to create value for decision-makers and your other contacts.

Contact 341

Contact Clients Territory Conversion 341

Iannarino

JULY 4, 2021

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. In early conversations, your intentions must focus on creating value for your contacts.

Contract 337

Contract Contact Clients Prospecting 337

Understanding the Sales Force

JANUARY 18, 2025

On Christmas eve or Christmas day, you present the gift. You should have a plan that identifies the number of attempts, conversations and new meetings you must schedule each day in order to meet your new business goals based on your current win rate. That means you must have five conversations to book 1 new meeting.

Quota 132

Quota Appointment Meeting Sales 132

Iannarino

MAY 23, 2022

The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous value inside the sales conversation, while the One-Down salesperson's approach feels like a waste of time.

Presentation 298

Presentation Conversion Sales 298

Search Engine Land

SEPTEMBER 20, 2024

Ultimately, both are focused on increasing conversions from Google and other search engines, so it makes sense to bring these teams together for greater success. While clicks are often a key performance indicator (KPI), they hold little value if they don’t lead to conversions. Set budgets to 10-20% of your total Google budget.

CTR 108

CTR UX Campaign Education 108

Martech

AUGUST 1, 2024

Champions were present from the middle to the end of the process. Skeptics appeared late, often brought into the conversation by others. Dig deeper: How to map marketing science to the customer journey To identify who is present and when, you’ll need to enlist the help of the sales organization.

Customers 117

Customers Construction Presentation Trust 117

Martech

AUGUST 28, 2024

The aim is to replace manual gathering of disparate information with customizable visualizations in a generative AI-powered interface (think natural language prompts and conversations). The conversational interface allows users to question details across campaigns. Spreadsheet view.

Campaign 117

Campaign Territory Conversion Presentation 117

Martech

OCTOBER 31, 2024

These are good credit risk customers; they simply present in different ways. Instead of sifting through long forms, the bot interacts using a conversational format, guiding users step by step. Prohibiting it from engaging in conversations outside the context of a pre-approval application.

Objectives and Key Results 131

Objectives and Key Results Retail Finance Launch 131

Veloxy

JANUARY 7, 2025

It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages. Presenting: Showing the value of what you sell. Qualification: Evaluating a leads needs and fit.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Partners in Excellence

NOVEMBER 6, 2024

They are presenting the strategic goals and numbers for the coming year. The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. But RevOps has the data that can drive the conversations!

X-functional 127

X-functional Strategize Quota Pipeline 127

Martech

FEBRUARY 24, 2025

Data visualization: R excels in creating high-quality visualizations, which can help marketers present data insights in a clear and compelling manner. Data visualization: Marketers can create compelling visualizations using R to present data insights to stakeholders.

A/B testing 120

A/B testing Campaign Technique Presentation 120

Martech

JULY 25, 2024

By understanding how and why people make decisions, you can craft strategies that resonate deeply with their audience, leading to better engagement and increased conversions. Anchoring Presenting a higher-priced option first can make subsequent options seem more affordable.

Drivers/motivators 123

Drivers/motivators Technique Price Trust 123

Martech

AUGUST 19, 2024

The benefits of programmatic ABM for small B2B marketing teams ABM presents multiple benefits for small B2B marketing teams striving to optimize resources and drive engagement. Personalized engagement : Using tailored messaging addresses specific challenges, increasing the likelihood of conversion.

B2B 115

B2B Objectives and Key Results Campaign Contact 115

Iannarino

AUGUST 5, 2021

Too much small talk will quickly shift the meeting from a pleasant conversation to a waste of your contact’s time. Now that you know less is more when it comes to rapport-building, your next decision where to start the conversation with a decision-maker. But the longer you spend on rapport, the less effective it gets.

Clients 337

Clients Meeting Conversion Strategize 337

SaaStr

JANUARY 7, 2025

Here are eight takeaways from our conversation. Have open conversations with your CEO about the companys growth trajectory and how your role might evolve. Prepare your presentations with this in mind, balancing metrics with high-level strategic insights. Everyone wants to see a new CRO or VP of Sales succeed.

Strategize 111

Strategize Networking Trust Presentation 111

Partners in Excellence

NOVEMBER 15, 2024

Charlie Green and I had a fascinating conversation about a person he’s coaching. And in engaging them in these discussions, we can begin asking, “What if… What would happen… Why does this occur… What challenges does it present… ?” ” Figuratively, our customers are shouting at us!

Pitch 127

Pitch Prospecting Presentation Growth 127

Martech

AUGUST 23, 2024

There was one person who took charge, but as soon as the solution required the help of a colleague from a different group, conversations stalled. A deeper conversation with my contacts revealed that employees felt their voices were not heard and that they did not feel valued.

Customers 119

Customers Drivers/motivators Teamwork Retail 119

Martech

AUGUST 6, 2024

This has happened at a perfect time for their competitors because you’ve got OpenAI, you’ve got Microsoft and the fundamentally different conversational search underpinned by AI, which I think completely transforms the consumer experience,” Amelia Waddington, chief product officer for search intelligence vendor Captify, told MarTech. “As

Non-Profits 132

Non-Profits Engineering Price Market share 132

Iannarino

AUGUST 2, 2021

We now have to do the work of accelerating our strategies and tactics to architect a new sales conversation, one that solves the client’s problems with solving their problems. Some of those conversations went very fast, taking just a few meetings, while others took much longer. You need to make sales. You need help now.

Process 328

Process Sales Clients Conversion 328

Search Engine Land

SEPTEMBER 12, 2024

SearchGPT is an AI-powered search engine that combines the strengths of traditional search engines with the advanced conversational abilities of large language models. Key features of SearchGPT include: Conversational interface: Users can interact with SearchGPT in a more natural, dialogue-like manner. Conversational search.

Engineering 100

Engineering Click Through Rate CTR Conversion 100

Martech

OCTOBER 24, 2024

Sales reps might save time on creating presentations with SlidesAI and spend more time on customer visits. Personalization, powered by genAI, allows marketers to create tailored interactions that increase conversions, customer loyalty and revenue. GenAI tailors experiences based on customer behavior, increasing conversion rates.

Niche 123

Niche Growth Pipeline CRM 123

Search Engine Land

AUGUST 6, 2024

I got the opportunity to present at SMX Advanced 2024 on a topic I live and breathe every week with my agency’s clients: advanced PPC analytics and measurement. Part of that initiative is implementing Consent Mode v2 because you’ll have less accurate reporting from limited conversion tracking without it.

Technique 74

Technique SQL GTM Campaign 74

Search Engine Land

AUGUST 14, 2024

Lead generation advertisers today have access to tools like broad match keywords and offline conversions – powerful when used right, but chaotic and expensive if left unchecked. We might call these conversions, but it’s important to remember that no actual sale is being made. I love the challenge of learning something new.

CRM 116

CRM Campaign Niche Negotiate 116

Search Engine Land

JULY 11, 2024

In-depth interviews Conduct one-on-one conversations with a participant to explore specific topics and ask in-depth questions. The key to a great focus group is a strong moderator who can ensure there are no overly dominant voices and that the conversation moves in the direction intended. Don’t forget to promote your research.

Objectives and Key Results 112

Objectives and Key Results Promote Trust Presentation 112

Partners in Excellence

MARCH 6, 2025

” The result might be a document or a presentation, sometimes I thought their value was assessed by the number of pages or the pounds/kilos the document weighed. And most of the time, the documents were abandoned, or perhaps the next year, people blew the dust off the plan, updated it, presented it to management, then filed it away.

Strategic planning 86

Strategic planning Strategize Presentation Follow-up 86

Search Engine Land

SEPTEMBER 11, 2024

Advertisers should keep a close eye on metrics like CTR and conversion rates as these experiments evolve. This move, should it become permanent, could make ads more noticeable, potentially influencing user behavior and click rates, as Google continues to fine-tune its ad presentation for clarity and transparency. Bottom line.

CTR 93

CTR User Experience Promote Presentation 93

Partners in Excellence

DECEMBER 11, 2024

We can track everything our people are doing, we monitor each conversation, look at their activities, look at how many bathroom breaks they take (think of the number of person weeks of productivity we lose due to bathroom breaks!). ” Indicators popping out in red show trouble—-we kind of ignore everything else.

Pipeline 118

Pipeline Gaming Presentation Follow-up 118