Martech

MAY 15, 2024

She tells us that the attention given to AI start-ups drove Silicon Foundry to start looking closely at marketing use cases. Q: Tell us about what you’re doing with Silicon Foundry. We track early-stage startups too. We track early-stage startups too.

Retail 91

Retail Cross-sell Technology Technology 91

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. The rise of cloud-based software.

B2B 120

B2B Manufacturing Technology Technology 120

Partners in Excellence

SEPTEMBER 21, 2023

Collaborative conversations are at the core of about everything we achieve in business. We, me included, tend to be very glib about these. We tend to talk about them, assuming everyone immediately knows what what we mean and how we execute them. In reality, we are pretty bad.

Conversion 81

Conversion Construction High impact Trust 81

SalesProInsider

AUGUST 11, 2022

And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words allow us to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope. Here’s the most common wimpy, or passive, words I hear.

Closing 133

Closing Education Sales Pitch 133

Veloxy

JUNE 21, 2021

Cold call scripts are not one-size-fits-all, so what works for one team may not work for the next. You can use these scripts, tips, and tricks to up your cold call game. If you know the name of the person you’re calling, use it! The second thing it does is tell the customer you value their time. Introduction.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Search Engine Land

MAY 16, 2024

During Google I/O, Alphabet/Google CEO Sundar Pichai told us AI Overviews have resulted in an “increase in Search usage.” Namely, giving users the answer or information they want, faster? No blue links Google’s Search in the Gemini era video was telling. Watch this: What did you notice was missing?

Gambling 132

Gambling Launch Follow-up Engineering 132

Spiro Technologies

JUNE 3, 2024

Transcript Ray Dick: If we can’t get to young people and inspire them in fifth or sixth grade or younger, we’ve already really missed our chance. What we really have to do is show people, young people and those that influence them, parents, counselors, peers, friends, that manufacturing really is cool.

Manufacturing 59

Manufacturing Electricity Education Territory 59

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Quota 118

Quota Trust Pitch Up-sell 118

Spiro Technologies

SEPTEMBER 27, 2023

We make amazing AI software for companies in the supply chain, but not talking about that today. Instead, today, we’re talking to Achyut Dhakal, the Senior Vice President of Information Systems of Luxury Brand Partners. A lot of the people like us, we manufacture this widget and we go sell it.

Technology 105

Technology Technology Manufacturing Retail 105

Partners in Excellence

FEBRUARY 17, 2024

We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. What is a Mis-diagnosis? For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.” In this article, I’ll focus on Mis-diagnosis.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. ” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. .” Preface : Surprise!! Marketers sell!

Sell 120

Sell Tradeshows Pitch Up-sell 120

Hubspot

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Construction 77

Construction Sales B2C B2B 77

Spiro Technologies

JANUARY 23, 2024

Transcript Eddie Russnow: We did all the electrification for the overhead on the Green Line Extension to Somerville. We’re going to bring it into the 20th century. Adam Honig: That’s great to hear. We make amazing AI software for companies in the supply chain, but we’re not talking about that today.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

Partners in Excellence

SEPTEMBER 14, 2020

We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often get into “tell” mode. Even when we ask questions, they are carefully constructed to elicit the answers we want. Duuggghhhh!

Construction 147

Construction Pitch Technique Conversion 147

Search Engine Land

JUNE 28, 2023

Even though Google has been telling marketers for months to make the switch “ as soon as possible “, most websites around the world ignored the warnings and were still using UA as of June 21. The one that I’m seeing with a lot of healthcare clients is that Google has said blatantly we are not HIPAA compliant.

Healthcare 99

Healthcare Engineering Start-ups Follow-up 99

Partners in Excellence

SEPTEMBER 13, 2021

It’s too much time to find that 5% who want to talk, and if they really do, they’ll reach out to you anyway, inbound is so much easier. Technology has saved us a lot of time, it does much of the work for us. Technology has saved us a lot of time, it does much of the work for us. What were the results?

Prospecting 99

Prospecting Referrals Follow-up Product 99

SalesProInsider

AUGUST 16, 2023

I hate to use this example of the pitfalls of “but why?” — though it’s a powerful and relevant example — because it’s such a stereotype. Until it wasn’t… The problem started when they took us to the finance room. We reviewed that my role was to only join in if she signaled me. I was shopping for a car with my daughter.

Finance 71

Finance Sales Pitch Prospecting 71

Martech

MARCH 25, 2024

Suddenly, I’m 11 years younger, my hairline is half an inch lower and I’m telling marketers who ask me for advice or joined my recent two-day SMX Master Class why they shouldn’t freak out when their email campaigns go to the Promotions tab. But what did I hear? “Don’t put me in the Promotions tab!

Promote 74

Promote Campaign Retail Conversion 74

Martech

JUNE 28, 2023

Even though Google has been telling marketers for months to make the switch “ as soon as possible “, most websites around the world ignored the warnings and were still using UA as of June 21. The one that I’m seeing with a lot of healthcare clients is that Google has said blatantly we are not HIPAA compliant. Be bluntly honest.

Healthcare 89

Healthcare Start-ups Follow-up Clients 89

SaaStr

DECEMBER 13, 2020

We know this. But let me tell you it’s a terrible idea. We expect it. What people don’t expect is not getting a heads-up on the unexpected. And tell us what you are doing to mitigate it. But there’s no reason to not hear about it when it happens. Three have become unicorns.

Start-ups 142

Start-ups Strategize Meeting Gaming 142

Sales Hacker

DECEMBER 29, 2023

What better way to cap off the year 2023 than with some. Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. ” For what? What problem are you trying to solve? This week, however, is full of hot takes.

GTM 72

GTM Cold Call UX Price 72

criteria for success

OCTOBER 20, 2022

If you want to make a real difference in sales performance, the key for many salespeople is coaching. Improving your team’s ability to ask great questions starts with knowing what the questions are. For example, if your widget reduces waste by 15%, a great question would be, “Tell me about the impact of excess waste on your business.”

Consult 96

Consult Sell Commission Up-sell 96

SalesPop

JULY 2, 2021

This Expert Insight Interview discusses: The difference between questioning vs. telling, selling, and allowing. Telling, Selling, and Allowing. We all think we’re great at asking questions, but it often works out that people aren’t as good as they think. The other thing we tend to do without even realizing is selling.

Up-sell 98

Up-sell CRM Pipeline Drivers/motivators 98

Sales Hacker

DECEMBER 8, 2023

He elaborates that it should include who it’s aimed at, what it is, what it does / what the benefit is, and how it’s different or superior. As Ted Smith (VP Product Marketing at Zendesk ) expresses, “features sound cool, but customers want solutions to problems.” Show, don’t tell. Let’s get into it. It’s showtime.

Launch 103

Launch Product GTM Technology 103

Heinz Marketing

MAY 29, 2023

We cover a wide range of topics, with a focus on sales development and inside sales priorities. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? How has the temperament of sellers shifted in recent years and what factors may be contributing to this shift?

Pipeline 102

Pipeline Angle Sales Trust 102

SalesProInsider

JUNE 9, 2022

What’s the net or result of this? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations. Why do we need to understand the buyer Tribal Types? Why do we need to understand the buyer Tribal Types? Want to get things going very quickly. Action oriented. Word choice.

Meeting 133

Meeting Customers Referrals Pitch 133

Sales Hacker

AUGUST 29, 2022

Leveraging data to maximize growth is what we get into in this episode of Revenue Innovators with Neil Hoyne. His passion is to help companies grow by using their data. The reality is most of us understand how to properly collect data. But we have lots of room for improvement when it comes to leveraging its full power.

Growth 91

Growth Legal Start-ups Follow-up 91

Salesforce

OCTOBER 18, 2022

If you want to fly, give up everything that weighs you down. During this year’s Dreamforce , our annual event that brings together the Salesforce community, a common topic across sessions was the concept of control — and how giving up some of it might be exactly what you need to become a better leader and build trust with your teams.

Trust 98

Trust Strategize Meeting Start-ups 98

Salesforce

JULY 6, 2021

So we’re creating a platform and a community where people can tap in and help.”. Much of what Jones does helps people find their voice and gain confidence in their work. The beauty of us as humans is our differences,” Jones said. Especially in the space that I work in, which is helping people tell their stories.

Start-ups 98

Start-ups Conversion Meeting Presentation 98

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Real Estate 72

Real Estate Negotiate Price Territory 72

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. So let’s take a look at what fan-driven marketing actually is, how it returns such an outsized ROI on marketing spend and why you should incorporate it into your marketing work. What is fan-driven marketing?

Niche 139

Niche Intrinsic Campaign B2B 139

Salesforce

AUGUST 31, 2021

Thurston has the ability to integrate and synthesize themes of race, culture, politics, and technology to explain where our nation is and where we can take it. Thurston shares more on the importance of our words and how we can all drive change. The news doesn’t seem set up to tell those stories.

Construction 98

Construction Education Technology Technology 98

SaaStr

JUNE 20, 2023

Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? If I’m buying a product I haven’t used before, the AE is my guide. If he/she tells me things that aren’t true to close the deal, I’m out. Not only does that make the company look insecure — it makes me want to go test the competitor instead.

Contract 78

Contract Legal Sales Price 78

Partners in Excellence

MAY 8, 2022

How we’ve saved them millions, how they’ve been able to achieve their goals because of the what we’ve provided them. Usually we see them sprinkled through web sites, a picture of a customer or a company logo, with a pithy comment about how wonderful our company is, or how great our solutions are.

Customers 94

Customers Represent Meeting Prospecting 94

Salesforce

JANUARY 24, 2023

When I was a freshman in college, one of my professors had us write a letter to future selves. We wouldn’t see the letter again until senior year, right around the time we graduated. He wanted us to write words of encouragement and map out what we wanted to achieve over the four years.

Follow-up 98

Follow-up Up-sell Start-ups Product 98

SalesProInsider

FEBRUARY 12, 2020

We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of the five of us hightailed it and ran.

Conversion 129

Conversion Trust Clients Service 129

Martech

JULY 30, 2021

Man, every time I turn around I hear about someone moving to another company. In the old days, my grandmother wrote my family’s addresses in pencil in her address book because we moved around so much. If you’re in the same position — or you want to be — my column this month is for you. One friend had an okay job.

Drivers/motivators 131

Drivers/motivators Education Start-ups Strategize 131