Search Engine Land

MAY 20, 2024

The Value Proposition Canvas is a tool designed to help businesses create value for their customers. However, I have found the framework incredibly useful for content ideation, with customer fit and value at the heart of the process (as it should be). Typically, this relates to products or services.

Non-Profits 116

Non-Profits Drivers/motivators Finance Service 116

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We’ve got to create value in every interaction.

Cross-sell 114

Cross-sell Pipeline Meeting Presentation 114

SaaStr

APRIL 27, 2023

Dear SaaStr: How Do I Create Urgency in Sales. When There Really Isn’t Any? Creating urgency is an art. They are great at explaining not just what the product does, but what it can do to solve your problems. What a great sales pro will learn is how the heck to add thoughtful urgency to a sales process.

Contract 93

Contract Sales Closing Prospecting 93

Martech

MARCH 19, 2024

Furthermore, Sales and Marketing, combined, was flagged as one of four functional groups likely to deliver 75% of that value. And you can have other stages, but that’s how I think about it.” “And you can have other stages, but that’s how I think about it.” And these insights can bring in more leads.

Customers 95

Customers Campaign Repeat business Referrals 95

Search Engine Land

MAY 3, 2024

Many people worry about duplicate content when creating many service area pages. In reality, duplicate content really isn’t an issue, as Google likely will not penalize your site for having it, and it actually works when it comes to ranking service area pages in multiple locations. This: Creates more unique content for the page.

Service 116

Service Trust Clients Cross-sell 116

Martech

APRIL 23, 2024

True Classic customers can order from 192 countries — the company is a truly global brand. We were looking last year to solve a really big problem as we scaled globally, and that was how with limited resources we could address post-purchase experience,” said Breanna Moreno, True Classic’s VP of customer experience. “We

Click Through Rate 90

Click Through Rate Territory Retail Service 90

Martech

MARCH 12, 2024

The metric that illuminates your best customers is customer lifetime value. Understanding ABM ABM is a targeted, personalized and measurable process focusing on a specific set of high-value customers-to-be by creating and immersing them in a personalized customer experience. You also know who those “best” customers are.

Customers 91

Customers Drivers/motivators Construction Legal 91

Martech

MAY 18, 2023

One survey found that most people prefer content over social media, reviews or contact with a sales rep. So, how can you ensure your content marketing makes the right impact? Dig into the following information to discover the benefit of promoting engagement over pushing sales in your written content.

Entertainment 126

Entertainment Promote Clients Campaign 126

Search Engine Land

MARCH 4, 2024

A world of excess: Is more really better? Overall, the industry is migrating toward creating a feeling of authenticity, trust and meaningful connection with customers. Continuing to utilize data-driven insights to measure success, evaluate targeting options and optimize toward what is working will ensure we can continue evolving.

A/B testing 129

A/B testing Click Through Rate Campaign Trust 129

Partners in Excellence

MAY 7, 2024

I was having a round table discussion with a bunch of sales people. What happens if they can’t get it done in a certain period of time? ” “If your solutions can help improve their productivity and efficiency, freeing them up to work on more important things, that creates huge value to them!”

Start-ups 117

Start-ups Up-sell Conversion Product 117

Partners in Excellence

FEBRUARY 17, 2021

Something like, “Buy by the end of the month and I can discount 15%!” Discounting is a demonstration in our own lack of confidence in the value we create with our solutions! Do we understand that value… and believe it? Do we know how to communicate that value in terms relevant to the customer?

Price 160

Price Up-sell Sell Presentation 160

Martech

MARCH 1, 2024

Now, the company’s customer experience is similarly optimized online with a new AI tool that aids in product discovery and identifying ecommerce opportunities to boost sales. It’s designed for enterprise organizations, but can also be managed by small teams within those businesses, making Discovery feasible for Sur La Table. “We

Customers 92

Customers Retail Campaign Product 92

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Customer lifetime value (LTV). Our head of sales also has two primary KPIs: new revenue and CR from SQL to the client.

Product 123

Product Contract Drivers/motivators SQL 123

Salesforce

APRIL 9, 2024

Yes, that’s how long companies have struggled to make sense of and extract value from what’s now called big data — datasets so large they can only be analyzed via computer. This relevant, trusted data is automatically sent to an AI model, giving it the context it needs to create high-quality outputs. How did we get here?

SQL 110

SQL Retail Service Represent 110

Martech

MAY 23, 2024

Having spent more than a decade working with tools like HubSpot, I’ve seen how powerful these platforms can be for marketing and sales growth. This new platform component packs a lot of opportunity into one area — in theory, it makes creating and managing content easier. Content is still king.

Growth 105

Growth Conversion Launch Gaming 105

Partners in Excellence

MAY 8, 2024

All we really want to do is present our product, our pricing, and hope that we get an order. And, I’m thinking, what we really want is to skip all of that and just take the order. And, by the time they talk to us, there is very little we can do to shape their thinking. It’s so much simpler that way.

Price 68

Price Up-sell Conversion Presentation 68

Salesforce

JANUARY 29, 2024

That famous quote from Field of Dreams refers to a baseball field for ghosts, but can it also be applied to an email list? It sure can. How do you maximize the value of your email list? You can get started right away by sharing the value of your products or services. If you build it, they will come.

CTR 124

CTR CRM Promote Campaign 124

Partners in Excellence

MAY 22, 2024

The degree to which AI replaces buyers will have a greater impact on sellers than AI taking sales related tasks, consequently reducing the need for sellers. And this becomes an area in which AI can provide huge value to buyers. All of this can be totally replace by an intelligent buying agent. 10,000 a day, bring it on!

B2B 102

B2B Technology Technology Sell 102

SaaStr

OCTOBER 31, 2022

Dear SaaStr: What are some benefits you can add to get people to buy a product besides discounts and add-ons? You can help them actually deploy your app. To actually, truly get the value out of it. Mediocre sales reps focus way too much on the buying, and not enough on the deploying. To make sure it really goes well.

Customers 103

Customers Gaming Sales Product 103

Partners in Excellence

APRIL 17, 2024

We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? ” The post Change, Do We Really Understand It?

High impact 121

High impact Service Growth Conversion 121

Search Engine Land

NOVEMBER 13, 2023

Allow you only to see data and settings you can control, whether in part or full. business-specific data inputs, ad creative, landing pages, sales experience, etc). Paid social has historically been able to both create and capture demand, creating a true full-funnel approach that modern paid search seeks to replicate.

Campaign 118

Campaign Lead generation Conversion Growth 118

Partners in Excellence

JANUARY 25, 2024

Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems. The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys.

Customers 118

Customers Objectives and Key Results Growth Objection handling 118

Martech

DECEMBER 12, 2022

You have to understand how to use and extract value from it. So if you have a really bad process for getting data into your marketing automation platform, then it’s probably going to be garbage coming out to your sales team, to your marketing partners and anyone else that utilizes that data.” Consolidating web forms.

X-functional 99

X-functional Strategize Contact Process 99

Search Engine Land

APRIL 26, 2024

You can also visit the GA4 Demographics report for information about age, country and interests. Lastly, create a profile of your ideal customer. You can easily start with HubSpot’s Make My Persona tool. Dig deeper: Do personas REALLY matter in content marketing? Cluster it with the help of a Python script. Search volume.

Product 111

Product Launch CRM Start-ups 111

Partners in Excellence

MARCH 14, 2024

” Surviving Tough Times, Things We Have Learned (early 2001 version) The past year has created new professional and personal challenges. Focus on the markets and customers where you produce the greatest value and return. Real value must be produced in order to motivate customers to buy. And the same lessons seem to apply.

Objectives and Key Results 123

Objectives and Key Results Clients Drivers/motivators Start-ups 123

SaaStr

JANUARY 31, 2024

As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. ” In essence – re-train your sales team to think about pipeline requirements based on actual data vs. gut instinct.

Pipeline 97

Pipeline Sales Up-sell Meeting 97

Martech

MAY 25, 2023

Many companies do well in creating value for their customers, but the real key to a consistent growth engine is found in expanding value. Meaningful engagements drive customer lifetime value In its simplest form, customer engagement refers to how brands interact with customers at every stage of the customer journey.

Customers 102

Customers B2C Government Growth 102

Partners in Excellence

DECEMBER 21, 2023

And sellers can provide that help. Do we really care about our customers and their success, or are we more focused on our success–and getting customers to buy is the inconvenience that impacts our ability to achieve our goals. It changes the meaning we create for each other. You already know that. they are crying for help!

Customers 123

Customers Quota Up-sell Conversion 123

Partners in Excellence

MARCH 4, 2024

Preface : Emre Vatansever and I met a couple of years ago on LinkedIn (See it can work). He got into selling, without really intending to do so. I started to sell because I was building a new business alone without any prior sales training. It was what people could achieve with the machine that really counted.

Sell 77

Sell Territory Manufacturing Represent 77

Martech

SEPTEMBER 8, 2023

The event was incredibly successful: Sales booked dozens of on-site meetings, NPS scores were high and brand awareness skyrocketed. But I couldn’t help wondering — subject-matter experts had spent months creating sessions that would engage ideal prospects and existing customers. And we were getting paid for it.

Campaign 118

Campaign Relationship building Pipeline Strategize 118

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

MARCH 6, 2023

“Do you have a problem with sales performance?……… ……… Well our solution improves sales performance in these ways, can we schedule a demo?” Once they thoroughly understand it, they can then present the solution in the context what they have learned from the customer.

Pitch 117

Pitch Presentation Trust Process 117

Spiro Technologies

JANUARY 3, 2024

Transcript Adam Honig: I think it’s a challenge that a lot of companies face, especially when you do a really good job in one thing. We can be a strong extension to the product development arm of many of our medical device customers. You get identified as, oh, you’re the best maker of this. Adam Honig: That’s great.

Process 59

Process Hospitality Manufacturing Sales 59

Search Engine Land

NOVEMBER 13, 2023

Too much client churn can be a death blow to your agency since it costs up to four times as much to earn a new client as to retain an existing one. This can seriously stunt your agencyʼs growth since recurring client revenue is fundamental. Reason 2: Financial strain Financial instability can be a major red flag for clients.

Clients 105

Clients Objectives and Key Results Referrals Non-Profits 105

ConversionXL

SEPTEMBER 20, 2018

Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. Or would you prefer to go through a lengthy sales process to see if it’s a good fit? HackerNoon even goes so far as to claim that you can now build a SaaS product with $0.). Do you agree?

Go To Market 289

Go To Market GTM Profit margin Education 289

SaaStr

FEBRUARY 28, 2023

The economy is settling into a new normal (at least this year’s version of normal) and after two years of rocketing sales, some newer salespeople are experiencing their first sales cyles that aren’t influenced by the recent funding boom. Nicole has spent almost five years leading sales at Stripe.

Cross-sell 84

Cross-sell Sales Cold Call Legal 84

Salesforce

OCTOBER 31, 2023

Imagine a world where you create a new product that everyone wants. This includes market, customer, and competitive research that uncovers problems your product can solve. Creating a buyer persona lets you target prospects with key messaging that emphasizes your product’s unique problem-solving value.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119