Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. Now, think about this. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? What’s the best sushi restaurant near here? At the time, we all decried it as a land grab from Google.

User Experience 113

User Experience Niche Service Closing 113

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? What will they tell their friends or colleagues about their experience — will they even mention it? Do you think customers will talk about how they were “wowed” by their AI experience?

Customers 124

Customers Hospitality Technology Technology 124

Search Engine Land

MAY 3, 2024

I’m not sure whether you’d call it work shaming or effort shaming, but people are being called out for wanting to work more. I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. When I say anything, the response I get is concern from people. Don’t get me wrong – burnout is real.

Contract 98

Contract Start-ups Drivers/motivators Meeting 98

Martech

MAY 13, 2024

We sat down with their U.K.-based based CMO Amit Kotecha in their New York office for a conversation about recent developments, including the latest delay in cookie deprecation and the new report from the U.K.’s I do think all the concerns that have been raised need to be addressed, but the deadlines are a bit useless.

Conversion 107

Conversion Follow-up Engineering Technology 107

Search Engine Land

APRIL 26, 2024

Google has served “billions of queries” with its generative AI features and plans to “expand the type of queries we can serve our users” even further. ” Later during the Q&A portion, Pichai was asked about user behavior and engagement within SGE. People worried about latency.

User Experience 125

User Experience Follow-up Product 125

Martech

FEBRUARY 28, 2024

He knew from a very young age that running a business was what he wanted to do. He just wasn’t sure what that meant. That led him on a circuitous path to learning a lot about business and marketing, and then having to unlearn some of it. You always think about building things.” What attracted you to it?

Clients 106

Clients Management Consulting Start-ups Consult 106

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 114

Technology Technology CRM Pipeline 114

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. Like all of us, he was struggling to get the engagement he wanted. ” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. “What is he interested in talking about?

Pitch 126

Pitch Prospecting Start-ups Conversion 126

Search Engine Land

APRIL 11, 2024

Google is trialing a new People Also Consider badge on ads served within branded search results. ‘People Also Consider’ badge on a search for our brand.” ” “What else is there for people to also consider on a search for my brand? ” What Google is saying. Why we care.

User Experience 106

User Experience Engineering Service Process 106

Martech

MAY 7, 2024

.” So said Democritus, but he wasn’t talking about the marketing technology landscape. What surrounds them might be atoms; often tiny atoms; often a lot of them. “We’ve rarely seen such little churn,” said Scott Brinker in the Martech Day keynote. the long tail of martech seems to be here to stay.

Hospitality 103

Hospitality Manufacturing Retail Technology 103

Martech

FEBRUARY 7, 2024

His curiosity about music promotion and connecting with other bands led him quickly to the early days of the web and digital experience. I actually got a degree in photography back when photographers would be in darkrooms all day. I started teaching myself HTML and all about the web and building websites for anybody I could.

UX 110

UX Technology Technology Up-sell 110

SalesProInsider

APRIL 16, 2024

Yet, that’s what can happen when discussing fees for service with prospective clients. The advisor, shared the fee and connected it to the specific, valuable services this prospect was so positive about. What if I bring you more clients, could I get 10 bps off for each new client I bring you? Wow what a promise!

Pitch 126

Pitch Clients Prospecting Service 126

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 114

Sell Commission Up-sell Quota 114

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? What are qualifying questions… ? What are trends… ? How do I handle objections… ?” Why don’t these people already know this?”

Gaming 123

Gaming Engineering Presentation Start-ups 123

Martech

APRIL 29, 2024

Shiny object syndrome is most often diagnosed when money is flowing freely and colleagues and competitors are talking about new tools that are all the rage. Scott Brinker already addressed this one on LinkedIn , and he didn’t need to use many words to do so. And the majority of those people were not in the C-suite.

Technology 94

Technology Technology B2B Process 94

Partners in Excellence

MAY 8, 2024

The best drinks are gone, all that’s left is the cheap beer. One is left with picking a few crumbs of potato chips from the bottom a the bowl, all the good food has been eaten. And the most interesting people and most interesting conversation are all gone. But we don’t understand what has happened.

Price 68

Price Up-sell Conversion Presentation 68

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. Workloads seem to sky rocket as do demands on our time. But…… To often, I think much of the challenge we face is self inflicted. We tend to make things more complex or more difficult than they need be. Define and viciously focus on your ICP.

CRM 125

CRM Technology Technology Pipeline 125

Martech

APRIL 17, 2024

In March of last year, Google automatically migrated all UA properties to GA4. Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. Google didn’t help itself or its users by wrapping all this in a UI which, to use a technical term, “Sucks.” That’s not all.

Healthcare 116

Healthcare GTM Clients Price 116

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. So it remains stimulating and exciting after many years.

Sell 114

Sell Territory Consult Contract 114

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there.

Engineering 102

Engineering Price Cross-sell Niche 102

Partners in Excellence

MAY 6, 2024

Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA.

Sell 87

Sell Technical Sales Up-sell Technology 87

Martech

APRIL 11, 2024

But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. 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)? We are really good at solving their urgent problems in this sphere.

B2B 128

B2B Manufacturing Technology Technology 128

Partners in Excellence

NOVEMBER 6, 2023

Sometimes our success limits our thinking about what we could be achieving. We think we are doing well, but we really should be doing so much more. I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals.

Territory 142

Territory Growth Presentation Meeting 142

Partners in Excellence

DECEMBER 7, 2021

Everything we read about and encounter is about some sort of digital transformation. Years ago, usually it was scientists and engineers that talked about algorithms–now they pervade every aspect of our lives. Too often, we seem more comfortable communicating with or through our digital surrogates.

Drivers/motivators 68

Drivers/motivators B2B Engineering Sell 68

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling.

Customers 116

Customers Objectives and Key Results Growth Objection handling 116

Martech

JANUARY 23, 2024

The holidays were a really strong season for us,” said Barbara Hagen, VP of sales and marketing for ThriftBooks. When I think about what really contributed to that, I see it as part of our core value proposition.” Hagen added: “We didn’t have any discounts over the holiday, and we were up over 20%.

Technology 107

Technology Technology Price Referrals 107

SaaStr

DECEMBER 13, 2023

Numbers don’t lie, but sometimes the stories we tell around them do. First, let’s deep dive into the 15 ways that people misuse and abuse SaaS metrics. This is when SaaS metrics aren’t used as a tool of understanding to improve your business but to club people with numbers. We ended at 96% of the plan. 3: Deja vu.

X-functional 120

X-functional Trust Presentation Drivers/motivators 120

Search Engine Land

APRIL 16, 2024

We wrote about this exact same thing just over a year ago in How The Verge gamed Google with its ‘best printer 2023’ article. Why we care. Why we care. Google has been telling us to write for people, not Google, a lot lately. “People seem to really enjoy it,” Mueller posted on X.

Gaming 109

Gaming Engineering Technology Technology 109

Martech

JANUARY 30, 2024

As marketers, we need to adapt to that.” “If you’re going to do a master class,” said Phelan, “it’s really not for a beginner. .” “If you’re going to do a master class,” said Phelan, “it’s really not for a beginner. ” Register here for the master class.

Technique 120

Technique Education Gaming Start-ups 120

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?”

Pipeline 112

Pipeline Prospecting Closing Process 112

Search Engine Land

FEBRUARY 21, 2024

Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. They all think their content is great and high quality. But it isn’t. It just isn’t. Then Google.

Retail 133

Retail Start-ups Gaming Engineering 133

Search Engine Land

APRIL 26, 2024

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. As always, we appreciate and encourage feedback from users and site owners alike.” 45% reduction. 45% reduction. ” Other changes. ” Other changes.

Engineering 144

Engineering User Experience Launch Start-ups 144

Partners in Excellence

NOVEMBER 7, 2023

” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing. But when we think about it, they are really different.

B2B 129

B2B Up-sell Contract Start-ups 129

Martech

JANUARY 26, 2024

As CEO of The Marketing AI Institute, Paul Roetzer is about as plugged into businesses’ use of artificial intelligence as you can get. While there’s a lot of long-term analysis/navel gazing going on about AI, we wanted to get his take on what to expect in the coming year. A: We’re still in the experimentation phase.

Technology 91

Technology Technology Trust Start-ups 91

Search Engine Land

MARCH 22, 2024

I know, because not long ago we were in that garage. The next Google won’t do what Google does, just as Google didn’t do what AOL did. Why we care. Here’s what Altman had to say about Google, search, LLMs and more in an interview with Lex Fridman, released this week. .”

Engineering 122

Engineering Launch Product Market share 122

Partners in Excellence

FEBRUARY 16, 2024

I read a fascinating article about the response rates for a variety of outbound email prospecting techniques. The argument the author was making was the technique that produced 1.25% was the best approach (which aligned with what they sold). What troubled me was the view that these levels of response rates were acceptable.

Manufacturing 114

Manufacturing Technique Pitch Up-sell 114

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. Without some sort of change, we never get a purchase order.

High impact 119

High impact Service Growth Conversion 119