Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. I loved it.

Sell 73

Sell Retail Cold Call Commission 73

Partners in Excellence

MARCH 4, 2024

Since then, we have constant conversations–and a few debates—about selling. Why am I so interested in selling? by: G Page Singletary Dave Brock understands ‘selling’ at a level few ever will. by: G Page Singletary Dave Brock understands ‘selling’ at a level few ever will.

Sell 73

Sell Mechanical Engineering Up-sell Technology 73

Search Engine Land

JULY 13, 2023

The ‘deal’ between search engines and websites We begin with how a modern search engine, like Google or Bing, works. In overly simplified terms, a search engine works like this: The search engine has a list of URLs. Once the content is fetched, it is indexed.

Engineering 98

Engineering Legal Appointment Finance 98

Salesforce

JANUARY 27, 2023

They have a different view of normal and how to use your products and services,” said Guive Balooch, global VP of L’Oreal’s technology incubator. That means whatever you’re selling must provide added value vs. flash. Set your teams up for success Want to save money, improve results, and become more productive?

Technology 98

Technology Technology Minimum Viable Product Angle 98

SalesBlog!

MAY 23, 2022

Sales engineering is truly an art-form. To be awesome, a sales engineer needs to invest effort into the technology, the business opportunity, and most importantly their personal style. Here are my 5 points of discussion of becoming an awesome sales engineer. Top 5 traits of an awesome sales engineer.

Engineering 52

Engineering Sales Presentation Appointment 52

Partners in Excellence

MAY 2, 2023

I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. And the selling I did do was mostly answering questions about the products on display. But none in selling.

Sell 106

Sell Retail Consult Strategic planning 106

Sales Hacker

SEPTEMBER 18, 2020

Their goal is to build a cohesive revenue engine with ever-growing disjointed parts. That’s why I’ve built out the Revenue Engine Framework to help drive you to success. Revenue Engine Optimizers Focus on the Entire Customer Lifecycle. PEAS explains the what of the Revenue Engine. This is the how of the revenue engine.

Engineering 124

Engineering Teamwork Manufacturing Technology 124

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Selling? What is Sales?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

Spiro Technologies

OCTOBER 12, 2023

Transcript Adam Honig: I’m going to introduce you and say that you’re the Director of Sales and Marketing of Marlin Technologies, is that still the right title to use? I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way.

Technology 59

Technology Technology Customers Manufacturing 59

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. That took into consideration things like use cases, and the personas that they’re selling to.

Engineering 72

Engineering GTM Territory Management Consulting 72

Search Engine Land

NOVEMBER 17, 2023

Brand Explorer : This new tool allows Instacart’s retail partners to easily search and discover sell sheets, connecting with new products and up-and-coming brands directly in the Instacart Platform Portal.

Retail 128

Retail Cold Call Up-sell Growth 128

Gong.io

MAY 6, 2020

Today, the US Patent and Trademark Office issued patent #10,642,889 titled “Unsupervised automated topic detection, segmentation and labeling of conversations”, which protects our technology for understanding topics in customer conversations. I thought it would be useful to share the essence of the technology, and how it came about.

Technology 96

Technology Technology Price CRM 96

Search Engine Land

JUNE 14, 2023

Google may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. Following a lengthy investigation, the European Commission suggested that “mandatory divestment” is the only way the search engine can resolve the issue. What has Google said?

Commission 98

Commission Retail Advertising/ Marketing Engineering 98

Partners in Excellence

AUGUST 24, 2022

Those were the years when we were introducing software solutions, not just selling naked hardware. We had invested in developing relationships with key suppliers of engineering design tools, ERP, process control systems, and others. We adopted a principle, “Sell what you use, Use what you sell!”

Sell 52

Sell Manufacturing Up-sell Presentation 52

Search Engine Land

MAY 21, 2024

Traditional marketing methods are struggling to keep pace with the heightened expectations of modern consumers and rapid technological advancements. It’s an industry addicted to selling seats rather than outcomes. It’s no longer about tools for humans to drive, but rather engines that autonomously feed on data to deliver results.

Networking 107

Networking Technology Technology Engineering 107

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 114

Customers Contract Consult Electrical Engineering 114

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling Up During The Pandemic [11:40]. All that’s lit up based on the integration that we have with the email server and calendar. powered by Sounder.

Sell 104

Sell CRM Appointment Up-sell 104

SaaStr

NOVEMBER 17, 2023

We’re on the brink of one of the biggest technological advancements of our lifetime — AI. We’re seeing similar early signals today with crazy valuations and iterative technologies, and embedding AI into workflows today isn’t disruption. But he didn’t start out selling everything. The early adopters didn’t win either.

GTM 104

GTM Technology Technology Up-sell 104

Martech

FEBRUARY 7, 2024

Greg Kihlstrom is a best-selling author, speaker, entrepreneur and valued contributor to MarTech. And not only marketing but also technology. I was working with marketing and with the engineering team, building a product. It really taught me about this intersection of, back then, UX and marketing and technology.

UX 109

UX Technology Technology Up-sell 109

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. I try some prompt engineering beyond what’s recommended (I’ve gotten pretty good at that) and the result is MEH. My feeds are filled with tricks and hacks. Or any market or industry. the responses were remarkably un-nuanced.

Healthcare 118

Healthcare Drivers/motivators Engineering Presentation 118

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Search Engine Land

NOVEMBER 29, 2023

The tech giant was not able to disclose what the “new challenge” is or whether he would remain within the business, but did tell Search Engine Land that the decision was not related to the recent federal antitrust trial. Stepping up. Dischler’s leadership. Antitrust trial comments.

Price 130

Price Engineering Launch User Experience 130

Search Engine Land

MAY 11, 2023

The art of attracting and selling to customers is undergoing rapid and unprecedented transformation. To stay relevant and competitive, brands must keep up with technological advances and ever-evolving consumer behavior. Click here to view more Search Engine Land webinars.

Customers 104

Customers Engineering Presentation Technology 104

Veloxy

NOVEMBER 29, 2021

Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply. Sales acceleration isn’t merely selling faster to sell more. What is Sales Acceleration? Let’s start by sharing what Sales Acceleration isn’t.

Sales 290

Sales Quota Up-sell B2B 290

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Search Engine Land

MAY 3, 2023

The art of attracting and selling to customers is undergoing rapid and unprecedented transformation. To stay relevant and competitive, brands must keep up with technological advances and ever-evolving consumer behavior. Click here to view more Search Engine Land webinars.

Engineering 103

Engineering Presentation Technology Technology 103

Martech

FEBRUARY 8, 2024

Part one: The promise The birth of marketing technology brought so much potential to the marketing department. “We just signed up for this Eloqua thing. We need you to set it up, and figure out how we use it.” Selling at scale. Google, LinkedIn and Facebook are driving CPC up. It was the early aughts.

B2B 118

B2B Technology Technology Pipeline 118

Search Engine Land

OCTOBER 9, 2023

The official complaints against Google’s anticompetitive conduct include: Acquiring competitors: Engaging in a pattern of acquisitions to obtain control over key digital advertising tools used by website publishers to sell advertising space. The DOJ could break up Google's monopoly by breaking out DV360 and the Display Ads network.

Legal 129

Legal Engineering Price Launch 129

Sales Hacker

MAY 8, 2020

Luckily technology makes it much easier. If you sell complex enterprise software, a show-and-tell format may not be useful or persuasive enough to demonstrate your solution. These can be purpose-built to enable sales engineers to quickly spin-up customized, real-world environments necessary to close deals. Make it short.

Quota 79

Quota Sell Up-sell Sales 79

Search Engine Land

NOVEMBER 2, 2023

Splitting the AdSense revenue-share into separate rates for buying and selling. The platform has said that these changes offer publishers a consistent way to compare fees across different monetization technologies and will enhance transparency in the media-buying process. AdSense rules. SUBSCRIBE See terms. What Google is saying.

Technology 123

Technology Technology Follow-up Engineering 123

Partners in Excellence

NOVEMBER 28, 2023

Not long ago, I reviewed the engagement strategies of a large technology company. The first 15 pages, were all about the technology company. Recently, thanks to Brent Adamson and Matt Heinz, this self oriented obsession came up again in the discussion. In that discussion, the unfortunate reality came up.

Manufacturing 118

Manufacturing Finance Presentation Technology 118

CloserIQ

MARCH 4, 2019

Adopting new sales technology is a big deal. How Sales Technology Impacts Recruiting. The War for Sales Talent is heating up – and shows no signs of slowing down. For example: Just 39% of a sales rep’s time is spent selling or interacting with prospects and clients. According to LinkedIn’s U.S.

Technology 61

Technology Technology Quota Sales 61

Martech

MAY 21, 2024

Traditional marketing methods are struggling to keep pace with the heightened expectations of modern consumers and rapid technological advancements. It’s an industry addicted to selling seats rather than outcomes. It’s no longer about tools for humans to drive, but rather engines that autonomously feed on data to deliver results.

Networking 93

Networking Technology Technology Engineering 93

Martech

AUGUST 22, 2023

They use search engines and visit industry publications and associations online well before any conversation with a live salesperson. SEO to meet buyer research The VoC research clearly showed how prospects research solutions online, or perhaps they ask a trusted partner for solution ideas and then follow up via online validation.

B2B 76

B2B Process Manufacturing Customers 76

Salesforce

JUNE 7, 2022

Are your sales reps spending their time selling? Sales operations can help automate those extra to-dos, getting your reps back to doing what they do best: selling. Here are three ways sales ops and technology can help eliminate time-consuming tasks. Discover innovative tips and tricks to sell more, better. Sign up now.

Sell 98

Sell Finance Contract Quota 98

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sell 93

Sell Objection handling Assembly Line Territory 93

Martech

JANUARY 10, 2024

We spoke about his circuitous path to marketing through electrical engineering and the early days of ecommerce at GE Healthcare, where he worked for many years, reporting to both the CMO and CIO. I get some of those same feelings about being exposed, with everybody showing up at a public talk. I was in high school debate and forensics.

Electrical Engineering 106

Electrical Engineering Healthcare Electricity Technology 106