Search Engine Land

MARCH 27, 2024

But is ABM the right approach for your business? This article explores the potential benefits and challenges of implementing an ABM strategy, along with key factors to consider when evaluating its suitability for your organization. The personalized approach tends to resonate more with decision-makers, facilitating the sales process.

B2B 103

B2B Objectives and Key Results Strategize CRM 103

Search Engine Land

JANUARY 10, 2024

Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. This article outlines key strategic aspects you must review, from high-level business considerations to the specific data, tools, content and technical elements that drive results.

Strategize 136

Strategize Launch Start-ups Engineering 136

Martech

MARCH 27, 2024

But is ABM the right approach for your business? This article explores the potential benefits and challenges of implementing an ABM strategy, along with key factors to consider when evaluating its suitability for your organization. The personalized approach tends to resonate more with decision-makers, facilitating the sales process.

B2B 104

B2B Objectives and Key Results Strategize CRM 104

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention.

Product 98

Product Sell Pitch B2B 98

Martech

MAY 9, 2024

Understanding the “entry points” where your ideal customers first experience the acute pains your product or service can solve is critical for marketing success. Your customer likely experiences this pain frequently, perhaps continuously. So, why don’t you come to mind?

Presentation 79

Presentation Represent Prospecting Customers 79

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. I will share with you my top five tips to make your content feel more human and to ensure it speaks to the people digesting it. When you get this right, the impact can skyrocket.

Drivers/motivators 98

Drivers/motivators B2B B2C Quota 98

Search Engine Land

SEPTEMBER 25, 2023

Before embarking on a shopping journey, customers often find themselves in a state of awareness where a specific need or desire has sprouted in their minds. During the purchasing decision process, a customer navigates a rich landscape of exploration and contemplation.

Customers 127

Customers User Experience B2C Engineering 127

Search Engine Land

MAY 8, 2024

This article explores the SEO-UX paradox and how businesses can achieve visibility and user delight through a holistic approach that aligns with search engine algorithms and human needs. Therefore, focusing on both SEO and UX within your digital marketing strategy is critical.

UX 91

UX Objectives and Key Results User Experience Legal 91

Search Engine Land

APRIL 25, 2024

Understanding when a narrow vs. broad approach aligns with your goals and audience is key. Understanding when a narrow vs. broad approach aligns with your goals and audience is key. However, this hyper-focused keyword approach is now considered outdated in many cases.

Niche 114

Niche Clients Education Service 114

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Do they provide guidance that makes the buying process easier?

Sell 90

Sell GTM Sales Up-sell 90

Salesforce

DECEMBER 7, 2023

With the rise of AI , everyone has seen how businesses can use AI to simplify and improve their processes. First, recognize enduring principles, such as prioritizing customer success and ensuring a personalized user experience. Then, learn how to use AI to reach your goals. Then, learn how to use AI to reach your goals.

Objectives and Key Results 119

Objectives and Key Results Government User Experience Trust 119

Martech

DECEMBER 27, 2023

This disconnect isn’t just a minor inconvenience; it’s a significant barrier to strategic alignment and shared success. This disconnect isn’t just a minor inconvenience; it’s a significant barrier to strategic alignment and shared success. Why the disconnect? That includes speaking in terms of what matters to them.

Intrinsic 111

Intrinsic CTR Strategize Presentation 111

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority.

B2B 115

B2B Cross-sell Pharmaceutical Account management 115

Partners in Excellence

FEBRUARY 14, 2024

“Why does your lock screen look so different, can I do that? Ideally a simple upgrade and not needing to buy a new device.) How customers want to be engaged has changed profoundly. How customers want to be engaged has changed profoundly. The methods, tools, processes have changed dramatically.

Technology 98

Technology Technology Up-sell Meeting 98

SaaStr

APRIL 7, 2024

They really are a great checklist when you are starting to scale sales in SaaS: #1. Hire your first salesperson when you have closed the first 10 customers and are spending more than 20% of your time on sales. Try to close the first 10-20 customers yourself beyond you hire 1-2 reps, so you know how to do it.

Sales 97

Sales Quota Closing Up-sell 97

Search Engine Land

FEBRUARY 14, 2024

Online shopping is a dynamic experience for customers, sparked by the awareness of a specific need or desire. As explored in “Mapping the customer journey for SEO and marketing success,” understanding your customers’ purchase path is vital. What is a customer journey map for ecommerce?

Customers 97

Customers User Experience Referrals B2B 97

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What’s missing is a strategic approach that unites all your revenue-generating teams.

Cross-sell 52

Cross-sell GTM Technology Technology 52

SaaStr

DECEMBER 12, 2023

If we’re designing a process that will work well, it needs to start with the buyer. What you need to do instead is leverage more content and intent data. Let’s start at the beginning — with the customer. Step 1: Identify Your Ideal Customer Profile (ICP) Who are you selling to?

GTM 97

GTM CRM Pipeline Referrals 97

Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? This can change many things, including price, customer service, contract enforcement and more. Here are 10 things that will let you be proactive if this happens. Know what you need and why. What are the use cases for it?

Contract 95

Contract Legal Price Technology 95

Salesforce

NOVEMBER 29, 2023

Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. In it, you’ll learn the basics of channel sales and how it can work for you. For those already well-versed in working with partners, feel free to skip ahead to the sections most helpful to you.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Martech

OCTOBER 10, 2023

The first article in this three-part series was “ Collaboration across people, processes, data and platforms.” ” Creating a compelling and rewarding customer experience is top of mind for most brands these days, as it is common knowledge that consumers value the journey almost as much as the products and services they buy.

Government 113

Government Customers Healthcare Promote 113

Search Engine Land

MARCH 13, 2024

After that, how you can improve prompts to get even better answers from me. Answer: Choosing suitable topics for your blog posts is crucial for attracting and engaging your target audience. Here are some steps to help you choose suitable topics: 1. This will help you create content that resonates with them.

Real Estate 103

Real Estate Click Through Rate CTR Angle 103

Search Engine Land

OCTOBER 23, 2023

This article builds on my previous one, emphasizing the importance of aligning SEO with the customer journey , specifically for companies that provide software as a service (SaaS) that market to other businesses (B2B). Understanding SEO and content for a smooth customer journey 1.

B2B 112

B2B Customers Objectives and Key Results Price 112

Search Engine Land

OCTOBER 17, 2023

These include: Product/business reviews SparkToro Reddit Analysis of your competitors’ owned media Standard SEO competitive research tools First, let’s review what SEOs should be using (with a couple of bonus use cases). You likely know this list: Ahrefs, BuzzSumo and Semrush. Paid traffic. Trends over time.

Angle 121

Angle Strategize Strategic planning Territory 121

Search Engine Land

APRIL 9, 2024

But do you understand how to implement this strategy in your accounts? This article will take you step-by-step through the marketing funnel, giving you tactical recommendations on how to keep the marketing funnel in mind when building your PPC strategy and some recommendations on how to measure success.

A/B testing 107

A/B testing Campaign Click Through Rate Promote 107

Martech

SEPTEMBER 14, 2023

Here, in reverse order, are the top four deeper dive areas where we found direct success. #4 Eighty-four percent of B2B buyers start the purchasing process with a referral, and peer recommendations influence more than 90% of all B2B buying decisions. ” Here’s the problem with that mindset. .”

GTM 113

GTM Market share Growth Technology 113

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. When you capture the attention of a potential customer, this is the moment a lead is born. However, how that lead plays out, whether that person becomes a paying customer or client, is another matter.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Search Engine Land

DECEMBER 6, 2023

While SEO, focused on shaping the customer experience, may overlook the human stories conveyed by PR. Search engines, media and blogs are key touchpoints in the online consumer journey that influence buying or content consumption behavior. This partnership has its challenges. PR may not always acknowledge the intricacies of SEO.

Objectives and Key Results 110

Objectives and Key Results Technique Engineering Strategize 110

Martech

DECEMBER 21, 2023

This article outlines four steps essential to undertake at the start of your go-to-market effort before you even mention your product. There are two things to do before starting this process. Nail your value proposition. Encourage your teams to study and question the plan. Which channels should you use?

Launch 104

Launch Product GTM Education 104

Search Engine Land

FEBRUARY 20, 2024

This article explores how SEO can strategically influence user activation, retention, and community building to drive long-term growth and customer loyalty. This means that our website content needs to allow users to adequately and accurately forecast their potential experience with your company.

Construction 95

Construction Growth Engineering Service 95

Martech

OCTOBER 10, 2023

The pandemic redefined our cultural norms and launched a seismic shift in buying behavior. Here’s why brands must adopt a new approach to customer connection and how we can meet the demands of empowered consumers in this landscape. Consumers now demand more information and brand trust before buying. across three industries.

Trust 113

Trust Retail Meeting Launch 113

Martech

DECEMBER 14, 2023

Let’s discuss the elephant in the room: is your martech stack aligned with your business goals? It’s about making sure your marketing technology investments are more than just fancy tools. They should be strategic assets, a vital and consistent part of your overall business strategy.

Strategize 107

Strategize Technology Technology Retail 107

Partners in Excellence

NOVEMBER 22, 2021

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. Usually, I’d end up regretting that.

Process 131

Process Sell Customers Up-sell 131

Search Engine Land

JANUARY 30, 2024

Google search interest in the topic of CTR far exceeds that of conversion rate (CVR), even though conversions more directly align with the health and success of a business. ” Once again, the most relevant headline is unlikely to have the highest CTR when the search terms aren’t in true alignment with the keyword.

CTR 107

CTR Real Estate Click Through Rate Launch 107

Heinz Marketing

JUNE 22, 2023

By Sarah Threet , Marketing Consultant You’re building your buying committee based off your ideal customer profile, but you’re feeling stuck… What if one buying committee doesn’t feel all-encompassing of who has been reported to you by your sales department?

Finance 104

Finance Strategize Account management Engineering 104

Salesforce

FEBRUARY 16, 2024

To keep your sales team motivated when things are tough, you need to reward them for their victories. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play. What you’ll learn: What is sales commission?

Commission 104

Commission Territory Quota Drivers/motivators 104

Search Engine Land

DECEMBER 6, 2023

AI’s exceptional capacity to analyze data, forecast trends, aid content creation and automate tasks can help shift your SEO approach from reactive to proactive. Discover 10 ways to enhance your SEO using generative AI tools like ChatGPT, Bing Chat and Claude by Anthropic.

Niche 127

Niche User Experience CTR Click Through Rate 127