Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. When we look at our approaches to selling, we can recognize too much of what we do and how we engage customers are represented by the first two points.

Customers 127

Customers High impact Technique Represent 127

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems!

Customers 130

Customers Objection handling Strategize Negotiate 130

Martech

SEPTEMBER 9, 2024

Answer: Calculating customer acquisition cost (CAC) is a straightforward process that involves determining the total costs associated with acquiring new customers and dividing that by the number of customers acquired during a specific period. Sales expenses: Salaries, commissions, bonuses, and overhead costs for the sales team.

Customers 107

Customers Commission Customer Relationship Management Retail 107

Martech

AUGUST 12, 2024

Prompt: How might a marketer for a large B2C company incorporate a CDP into their martech stack to improve the customer experience, increase customer engagement, and increase conversion rates? Centralized customer data management Unified customer profiles: A CDP aggregates data from various sources (e.g.,

Customers 111

Customers A/B testing B2C Cross-sell 111

Martech

NOVEMBER 26, 2024

ClassPass attracted “super users” — customers who took 20+ classes per month. The problem was worsened by marketing strategies emphasizing value and variety, drawing in deal-seekers rather than a sustainable customer base that appreciated the core offering of fitness exploration. But look where that mindset led ClassPass.

Customers 124

Customers Price Up-sell Start-ups 124

Martech

JANUARY 14, 2025

To paraphrase an old saying: New customers are silver; old customers are gold. Keeping customers you already have is less expensive, consumes less time and provides a reliable income stream. Despite this, marketers spend remarkably little effort on customer retention. Give me leads. ” 3.

B2B 129

B2B Customers Objectives and Key Results Cross-sell 129

Sales Pop!

NOVEMBER 1, 2024

In the fast-evolving landscape of content marketing and sales, podcasting has become a powerful medium for brand visibility and audience engagement. Platforms like Spotify and Apple Podcasts use sophisticated AI algorithms to recommend content based on user behavior—something sales teams can capitalize on for a new SEO and marketing edge.

Niche 240

Niche CTR Click Through Rate Sales 240

Martech

AUGUST 1, 2024

5 reasons why we’re not seeing the connection between content and the buyer’s journey Along with our analysis, we gathered data from both sales and marketing tools and conducted interviews with sales reps about won deals. One key reason is the lack of integration with sales tools like Gong and Outreach. Here’s what we learned.

Customers 115

Customers Construction Presentation Trust 115

Martech

NOVEMBER 21, 2024

This is in pilot right now, it will be available to our customers in an early calendar quarter in 2025. On the one hand, the aim of automating the customer experience (including automating the work of service reps) seemed very ambitious. And is customer experience really reducible to the service (or support or success) experience?

Customers 144

Customers B2C Service Clients 144

Martech

DECEMBER 11, 2024

“When you talk about AI, contact centers and customer experience, I think thats the best use case to illustrate return on investment,” said Luiz Domingos. He gave us an overview of the current business which is invested in providing customized communications capabilities, across all channels, for complex businesses.

Customers 108

Customers Contact Service Represent 108

Martech

MARCH 10, 2025

Only humans can provide the genuine interaction and empathy to build lasting customer relationships. While AI can help identify your ideal customers, you must go old school to nurture them. “AI is a magnificent tool,” said Kyle Tudor, head of sales at Perfection and Custom, at last fall’s MarTech Conference.

Customers 111

Customers A/B testing Click Through Rate Campaign 111

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Partners in Excellence

MARCH 5, 2025

One of the things I’ve started doing is counting how many times they use the word, “Customer.” When it is, it’s used in the context of the customer being the target of a set of strategies and activities. But most of the time, it seems the word, Customer, is a distraction from what we are trying to do.

Customers 100

Customers GTM Conversion Meeting 100

Martech

OCTOBER 30, 2024

I started with my usual first question, “Who is your customer?” The founders had theories and ideas but didn’t actually know who their customers were. This is not surprising, as most of the teams I speak with have misidentified their customers. They make common mistakes while developing their ideal customer profile (ICP).

A/B testing 115

A/B testing Customers Education Growth 115

Search Engine Land

OCTOBER 2, 2024

Whether you’re a small local business or a large brand, understanding Amazon’s advertising options can help you reach new customers and grow your business. One of the primary placements for this ad type is the search engine results page, which can provide the most significant lift in sales and organic ranking. Custom image.

Customers 103

Customers Sell Campaign Engineering 103

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. The first one, I know my sales cycle. Fred Viet: Yeah, we hope so.

GTM 117

GTM Sell Customers Cold Call 117

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. When your customer finally wins their deal, theyll feel comfortable turning to a friendyoufor the solution they need.

Sell 82

Sell Customers Contract Construction 82

Sales Pop!

FEBRUARY 3, 2025

If youre looking for new ways to increase your sales, you may be considering subscription-based products or services. Subscriptions help you earn long-term income from customers instead of relying on infrequent or sporadic purchases. Customization is something you can take from the insurance example.

Drivers/motivators 169

Drivers/motivators Consult Sales Service 169

SaaStr

FEBRUARY 8, 2025

The New Era of Customer Success: Deep Insights from Slack, Mulesoft and OpenAI Leaders What happens when you get customer success leaders from three of tech’s most iconic companies in one room? Why Traditional Customer Success Is Dead The old playbook of treating CS as your renewals team is officially obsolete.

Customers 107

Customers Government Contract Strategize 107

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting. At Veloxy, we believe AI is the game-changer every sales leader needs.

Prospecting 130

Prospecting Technique Pipeline Sales 130

SaaStr

JANUARY 15, 2025

During a recent SaaStr Workshop Wednesday , Mangomint’s VP of Sales Marchelle Mooney shared 10 ways sales is different in vertical SaaS. Marchelle’s personal journey took her from early adopter of Mangomint, to 6 years later, VP of Sales over a 25+ person SMB sales team. Find the one that has felt the pain.”

Contract 109

Contract Sales Cold Call Niche 109

Partners in Excellence

FEBRUARY 21, 2025

I listen to a lot of sales calls. What did the response mean to the customer?” But despite this, so many of our sales calls and scripts tend to be verbal ping-pong. Most importantly, in complex B2B buying, our customers are looking for conversations. Recordings of client sellers in calls/meetings.

Customers 97

Customers High impact Gaming B2B 97

Understanding the Sales Force

NOVEMBER 1, 2024

Which brings me to sales cycles. Do you know what actually determines the length of your sales cycle? A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Short Foliage Cycle. Understand this.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

Cerebral Selling

DECEMBER 5, 2024

We have a unique solution, leading technology, and an amazing, experienced team, but our customers still see us as a commodity! Training focuses on the wrong skills: in an increasingly product-centric world, much of the training sales teams receive is focused on product knowledge. But that’s not what customers care about!

Pitch 130

Pitch Sales Retail Technology 130

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. A well designed sales process has so many benefits. We are happy to help with that!

Process 131

Process Sales Conversion Sell 131

Sales Pop!

OCTOBER 24, 2024

Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad. First, some background.

Technique 238

Technique Represent Education Clients 238

Sales Pop!

OCTOBER 21, 2024

Sales periods offer a prime opportunity to maximize your grocery budget, but without a clear strategy, they can just as easily lead to overspending. In this article, you’ll find practical tips to help you make the best out of supermarket sales. Just be mindful of your storage space and the quantities you actually use.

Price 130

Price Sales Promote Up-sell 130

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. Deep Dive: Unexpected Learnings Time Management as Competitive Advantage Most sales organizations guess how reps should spend their time.

Growth 80

Growth Territory Teamwork Cross-sell 80

Sales Hacker

NOVEMBER 22, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

GTM 107

GTM Sales Represent Government 107

Martech

OCTOBER 1, 2024

In recent years, holiday spending has shifted to early sales events like October’s Amazon Prime Big Deal Days — this year, running October 8 and 9. Understanding where their customers fit in these trends will help a business make the most out of the holiday push. sales, according to Adobe. This means mobile will have a 53.2%

Retail 115

Retail Territory Price Sales 115