Search Engine Land

JUNE 26, 2023

Regarding technology, as it pertains to SEO, it’s all about snagging the right services that support your SEO to keep your operations running smoothly. Think about it this way: by nailing the technology procurement game, companies can ensure they’re getting the gadgets, software, and IT support that fit like a glove.

Process 107

Process Negotiate Contract Legal 107

SaaStr

AUGUST 16, 2021

A few of the best: “Hire more relationship managers. Customers care about relationships, and nothing replaces a human available to help whenever you need something.” The best place to put that incremental dollar on the revenue team is in existing customers. ” — Sam Blond, CRO, Brex. If not, start ASAP.

Referrals 123

Referrals Relationship Management Account management Growth 123

CloserIQ

MARCH 4, 2019

The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention. Time spent actual selling in front of the customer is down 26%. How Sales Technology Impacts Recruiting. According to LinkedIn’s U.S. Factor in Cost of Turnover.

Technology 61

Technology Technology Quota Sales 61

Sales Hacker

AUGUST 7, 2020

Customer Success. Digital Sales and Development Manager. Orange Business Services. Managing Client Partner. Managing Director. Keynote Speaker – Sales Kickoff – Sales Conference – Sales Meetings – Game Changing Strategist. Manager Strategic Partner Development for the Americas.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SBI

MARCH 22, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Lyamen: PipelineDeals was founded in 2006 with the mission to give any business the power to build game-changing relationships. Real customer service. A unique suite of pipeline tools.

Relationship Management 22

Relationship Management Gaming CRM Pipeline 22

Sales Hacker

FEBRUARY 5, 2019

The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. However, when moving up-market to companies with 1,000+ employees, the game changes. SMB products tend to have similarly less flexibility or customization capability.

Product 58

Product Contract Cross-sell Account management 58

SBI

SEPTEMBER 27, 2019

We’re extremely proud to be recognized again in the Golden Bridge Awards for the impact our platform makes every day to elevate those strategies and for our commitment to driving perpetual sales readiness for our customers. Sales onboarding and continuous training – preparing sales teams to deliver value in every buyer interaction.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 85

Prospecting Customers Promote X-functional 85

Sales Hacker

DECEMBER 18, 2019

Now, the leading companies are hiring sales content experts, internally and externally, as consultants to uplevel their outreach game. The engine has learned— with neural networks, deep learning, and advanced learning algorithms — and it’s changing the game. How are you measuring if and how a customer uses your product?

Sales 58

Sales Consult Technology Technology 58

SBI

DECEMBER 4, 2019

With Rekener, Brainshark will provide cutting-edge visibility into sales team activities, behaviors and productivity, helping customers make real connections from improved readiness to increased revenue. Sales scorecards combine with Brainshark’s best-of-breed readiness and enablement solutions to radically improve sales performance.

Quota 29

Quota Strategize Sales Customer Relationship Management 29

SaaStr

MARCH 10, 2020

We move boxes around the world for our customers. Or you have a business that your customer, no matter how big they may be, they don’t have the budget, they’re not going to find the budget, they do not value the revolution that software is bringing. Our service model is fairly unique. We are in a different business.

Government 76

Government Up-sell Contract X-functional 76

Lead Fuze

AUGUST 12, 2021

Each step must be carefully crafted and integrated and then automated in order to create a business that sustains you vs. a service that drains you. Episode 31: Mastering Account Management as a Sales Professional. Best 3 Episodes: Episode #23: The 3 Primary Business Outcomes Your Customers Seek From You. The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

APRIL 3, 2019

What does he believes this does to the customer journey and relationship? How should one thing about role segmentation and allocation of accounts with this in mind? Why does Ben believe it is “total horseshit to say the best sellers don’t make the best managers”? It does not necessarily add up to the ideal customer experience.

Customers 40

Customers Quota Start-ups Up-sell 40

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. Why does it suggest misalignment between customer and vendor from Day 1? What elements is he not in favor of?

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

SaaStr

JANUARY 31, 2020

So tell me, how did you make your way into what we both know to be the wonderful world of SaaS and also come to found the game changer of identity management in Auth0? Often the best way to really onboard them is with that lighter touch trial and freemium version. Eugenio Pace: Well, my journey started just after college.

Price 67

Price Engineering Trust Product 67

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Doug Winter, Seismic co-founder and CEO.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

SEPTEMBER 30, 2020

To date, Ryan has raised over $44M with Truework from the likes of Sequoia, Khosla, Menlo and from the founders of companies such as Plaid, Seatgeek, Mino Games and Checkr. Prior to founding Truework, Ryan spent 3 years as a Senior Product Manager @ LinkedIn. We always wanted to be a company that services both enterprises and SMBs.

Price 49

Price Up-sell Start-ups Product 49

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. In working with Anita, sales Professionals learn to level up their performance and create customers for life using their humanity as a powerful differentiator. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

SEPTEMBER 13, 2020

Another collection of their customers actually turned their kitchens into service offerings. Really, cloud absorbs hardware, software and services. Then they found somewhere in like year 2014 and ’15 that they could layer in something like payments as an additional way to monetize their customer base.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. Originally we started thinking about our sales in terms of logo acquisition, because we’re looking for reference-able customers. So you want a lot of people onboard.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

OCTOBER 25, 2019

276: Liat Bycel is VP of Customer Engagement @ Airtable, the startup that works like a spreadsheet but gives you the power to organise anything. In Today’s Episode We Discuss: * How Liat made her way into the world of SaaS and came to be VP of Customer Engagement at one of Silicon Valley’s hottest startups in Airtable.

E-commerce 43

E-commerce Start-ups Product Price 43

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

Hubspot

JULY 18, 2016

After success with early clients, she then expanded the agency's services into social media marketing. They wanted to offer a well-rounded suite of services to their clients. You want a trusted team with skin in the game at your side as you move into the implementation phase. A customer calls to complain. Service by them.

Objectives and Key Results 48

Objectives and Key Results Clients Assembly Line Meeting 48

SaaStr

MARCH 1, 2019

How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Tom Tunguz: Oh, if you’re an SMB, the data suggests that transitioning your customers from a month to month to an annual shouldn’t have any impact on your conversion rate.

Contract 45

Contract Price Commission Conversion 45

SaaStr

JANUARY 3, 2020

How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Tom Tunguz: Oh, if you’re an SMB, the data suggests that transitioning your customers from a month to month to an annual shouldn’t have any impact on your conversion rate.

Contract 10

Contract Price Commission Conversion 10

Hubspot

OCTOBER 8, 2019

Best for: Building relationships with customers. It is the ultimate customer relationship building tool, allowing reps to get an up-to-the-minute view of their entire sales funnel on a clean, visual interface. Best for: Integrating sales and customer support. Best for: Onboarding new sales reps. HubSpot CRM. Price: Free.

Price 65

Price Contact CRM Sales 65