Membrain

MARCH 24, 2021

As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.

Commission 163

Commission Quota B2B Sales 163

Concentrix Catalyst

JULY 12, 2021

The post What did Neil Armstrong teach us about website content strategy? A well-thought-out website content strategy develops the system for organizations to reach the moon—allegorically speaking. When a content strategy is engineered with care and craftsmanship, and is an experience, it […]. appeared first on PK.

Engineering 98

Engineering 98

ConversionXL

MARCH 24, 2021

However, as form specialists , we wanted to hone in on what eye tracking could tell us about web forms and how to improve their user experience. Before we dive in, it’s first important to highlight how we came about our research. They took the approach of not notifying the user about any errors until the form was submitted.

UX 106

UX User Experience Start-ups Technology 106

Sales Pop!

OCTOBER 20, 2022

With cyber-attacks increasing, you should be especially proactive about enhancing cybersecurity. The post What Covid-19 Taught Us About Business Insurance appeared first on SalesPOP! Even though you likely won’t find coverage for pandemics, there are likely other areas where your business could be better protected.

Government 52

Government Sales 52

Partners in Excellence

MARCH 13, 2019

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” Why do we still see so many sales strategies dominated by, “It’s really about me, my product, and achieving my goals?” Yet, why do so many organizations fail to do this?

Product 92

Product Sell Territory Manufacturing 92

Understanding the Sales Force

AUGUST 26, 2019

While this should be a fun, end of summer article I'm guessing that you don't actually believe that the Beatles taught us about selling. The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other artists to bring the total to 20! The Beatles. Of course you can.

Sell 95

Sell Appointment Meeting Prospecting 95

Salesforce

JANUARY 12, 2022

Retail shopping returned to somewhat regular operations last year as consumers emerged from COVID-19 lockdowns, but the holiday season shopping results were anything but normal. The biggest concern was the supply chain, which was stretched beyond its limit in the last months of the year.

Retail 93

Retail Finance Price Growth 93

Heinz Marketing

MARCH 4, 2022

So let’s dive in to what decision research can tell us about how buyers analyze choices. Maybe another few millennia of careless driving will engrain a stronger fear of high speed, metal death machines in us, but who knows? Slide 11 – Let’s take a second to talk about “optimization under constraint”. Well, surprise!

Objectives and Key Results 52

Objectives and Key Results B2B Finance Growth 52

Anthony Cole Training

AUGUST 22, 2016

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association).

Clients 120

Clients Prospecting Sell Customers 120

Hubspot

JULY 24, 2015

When you’re building a website, it’s tempting to get distracted by all the bells and whistles of the design process and forget all about creating compelling content. Why, with your 'About Us' page, of course! Download more awesome 'About Us' page examples here, and get tips for making yours great, too.

Trust 78

Trust Start-ups Campaign User Experience 78

Hubspot

MAY 7, 2015

As we set out to put together the video above, I started thinking about all the great insights we’ve learned from our customers over the last eight years. Steve at Yale Appliance told me about how inbound changed his business -- not because he could turn the cost savings into profit, but because he could reinvest the savings in his team.

Customers 70

Customers Campaign Product Start-ups 70

SalesforLife

JANUARY 1, 2018

Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in behavior change. After many client engagements around the globe, we found several key factors that drive behavior change and adoption. Here are the top five:

Clients 60

Clients Sales 60

Hubspot

MAY 16, 2013

When you’re building a website, it’s tempting to get distracted by all the bells and whistles of the design process and forget all about creating compelling content. Why, with your ''About Us'' page, of course! Why the ''About Us'' Page Rocks: It tells us a story. Put it on your ''About Us'' page.

Trust 78

Trust Service Product Presentation 78

Understanding the Sales Force

JANUARY 28, 2015

As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.

Presentation 102

Presentation Sales Product 102

The Sales Hunter

JUNE 5, 2014

With that said, here are 5 things such a purchase teaches us about sales negotiation. $2 billion for a basketball team seems stupid to me. But that is what Steve Balmer, the ex-CEO of Microsoft, paid for the Los Angeles Clippers. Value is in the eyes of the buyer. It doesn’t matter what anyone […].

Negotiate 82

Negotiate Sell Sales 82

Understanding the Sales Force

NOVEMBER 26, 2012

That's because humans love talking about people when they are down. Why talk about how fortunate the Patriots were when we can talk about how unfortunate the Jets were? The more common reaction though is, "How quickly it all unraveled for the Jets". We heard more of that than "How quickly it all came together for the Patriots".

Pipeline 98

Pipeline Gaming Sales Follow-up 98

Hubspot

JULY 11, 2016

The industry raves about Ann Handley’s bestseller Everybody Writes , an exemplary writing guide and content marketing handbook. Content marketers must consistently produce quality content in order to tell their brand’s story while engaging a target audience and influencing the customer experience. because sometimes words are hard.

Education 49

Education Negotiate Campaign Strategize 49

Hubspot

OCTOBER 31, 2011

She can be found tweeting about marketing, content, Boston, and other ramblings @lindquik. It turns out all of those little super heroes and skeletons can actually teach us a thing or two about our own inbound marketing efforts. Pull in the candy-grubbers with a great, consistent tale about your home and goodies.

Entertainment 66

Entertainment Follow-up Campaign Technology 66

Iannarino

MAY 14, 2023

Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. As a result, some of us in the red ocean remove any conversation about our companies and our offerings.

Sell 291

Sell Clients Conversion Prospecting 291

Partners in Excellence

APRIL 16, 2024

We know what we have to do, and, for the most part, each of us is well intended–we really want to do the things that cause us, our customers, and our companies to be successful. It’s about changing habits–individually and organizationally. Fear holds us back. I contribute my fair share to the clutter.)

Cross-sell 103

Cross-sell Pipeline Meeting Presentation 103

Partners in Excellence

APRIL 8, 2024

” While all of us are fairly high energy people, Shari brought an energy level and passion beyond all of us–causing us to raise the level of our discussion. But there are a couple of things about Shari that are very special to me–her deep compassion, and she “gets” my weird sense of humor. .”

Sell 118

Sell Up-sell Pitch Education 118

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. Doing the little things give us practice so that we can do better on more little things, and those things that are bigger. What may seem like a little thing to us, may be a very big thing to someone else. It’s always about details and often not very exciting, maybe even boring.

CRM 73

CRM Presentation Meeting Closing 73

Hubspot

MAY 28, 2013

Last week, my colleague Ginny Soskey wrote a fantastic piece about the marketing campaign around Netflix’s re-launch of Arrested Development. What’s really exciting to me about the Arrested Development campaign is that, to some extent, it''s broken through the shell of what a “show” is. If you haven’t read it, you really need to.

Launch 72

Launch Networking Represent Campaign 72

Partners in Excellence

FEBRUARY 13, 2024

…… But what about the reciprocal, what value do our customers create for us? Usually, we think of that in terms of the revenue the opportunity will generate for us. What are they teaching us about their markets and the changes they and their peers face in the markets?

Customers 120

Customers Referrals Clients Strategize 120

Hubspot

FEBRUARY 4, 2016

Serving as one of the oldest digital mediums still in use, email is known for delivering the highest ROI among digital marketing channels. Last year, we saw significant changes in marketing technology. But one channel continued to hold the reputation of ‘ol reliable among marketing teams: email.

Represent 53

Represent Clients Campaign Prospecting 53

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. It is impossible for us to grow our business.

High impact 109

High impact Service Growth Conversion 109

Partners in Excellence

APRIL 2, 2024

” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. The problem is, the “end in mind” for our customers is seldom about buying a solution. We are, too often, working at cross purposes.

Customers 111

Customers Closing Presentation Product 111

Martech

APRIL 11, 2024

Higher-ups want us to do more with less (efficiency). But does that mean they don’t care about us meeting the company’s marketing objectives (effectiveness)? Much of the excitement about AI centers on the promise of increased productivity. They should not inundate us with every shiny new tool, AI or otherwise.

B2B 125

B2B Manufacturing Technology Technology 125

Salesforce

MARCH 19, 2024

By now, many of us have already used a generative-AI LLM through chat apps like OpenAI’s ChatGPT or Google’s Gemini (formerly Bard) to help write an email or craft clever social media copy. And we’re not just talking about structured data like a spreadsheet or a relational database. The two go hand in hand.

Trust 122

Trust Represent Start-ups Technology 122

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. But are they asking us the right questions?

Customers 119

Customers Up-sell B2B Trust 119

Search Engine Land

JANUARY 11, 2024

What other sites say about you carries more weight. Understanding Google’s ‘About this result’ feature We can find out by checking out the sources Google is using with the “ About this result ” feature. Here’s a quick way to check what other sites say about you: Google your website.

Trust 126

Trust Engineering Represent Follow-up 126

Partners in Excellence

APRIL 24, 2024

Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. As a result, we have nothing else to talk about or to defend one position or another. We and our customer forget about why they are buying in the first place.

Price 77

Price Contract Presentation Consult 77

Search Engine Land

APRIL 26, 2024

in late March and the UK earlier this month for a small slice of queries, are also increasing Search usage, according to Pichai: “Based on our testing, we are encouraged that we are seeing an increase in search usage among people who use the new AI overviews as well as increased user satisfaction with the results.”

User Experience 98

User Experience Follow-up Product 98

Search Engine Land

APRIL 26, 2024

Google did not tell us until April 26th, 52 days after the rollout began, that it finished on April 19th. A Google spokesperson told us, “As the web and spam tactics continue to evolve, we’ll continue to work to reduce low quality, unoriginal content in Search. 45% reduction. ” Other changes.

Engineering 142

Engineering User Experience Launch Start-ups 142

Search Engine Land

MARCH 22, 2024

Google will show AI overviews to a small subset of US users. In general, Google told us it would show AI overviews when it’s truly additive and in the instances when people would get a better response than what they’d see on Search today. Like you were worried about that… Why we care. Now some users in the U.S.

Launch 145

Launch Engineering Technology Technology 145

Search Engine Land

APRIL 15, 2024

Example Initial goal: Write a blog post about our eco-friendly kitchen products. Revised goal: Our objective is to create an informative blog post about eco-friendly kitchen products that educate users about kitchen sustainability. This will help us drive organic traffic to the site, increasing engagement and leads.

Process 117

Process Objectives and Key Results Angle Follow-up 117

Search Engine Land

APRIL 5, 2024

But, not all learning needs to be about link building, content or technical aspects of SEO. Kahneman introduced two distinct cognitive systems through this framework, guiding us in refining our decision-making skills. This book shows us why that isn’t always what we think it might be.

Drivers/motivators 120

Drivers/motivators Negotiate Objectives and Key Results Intrinsic 120