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

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? Or the number of change projects than end in doing nothing.

Customers 122

Customers Quota Up-sell Conversion 122

Martech

APRIL 29, 2024

They’ll tell you that in fields like marketing and sales, where the payoff isn’t always immediate, you’ve got to put in the work first. He said, “The essence of strategy is choosing what not to do.” It’s about making tough calls and trade-offs to focus on what matters.

Strategize 98

Strategize Negotiate Follow-up Growth 98

SaaStr

MAY 7, 2024

How About a 3 Year Contract? First — you don’t want a true net discount at all. What I mean what you want is a pricing structure that anticipates discounts so the net effect is revenue positive. Before then, think instead about marking up the prices of non-annual contracts to account for churn.

Contract 90

Contract Price Commission Closing 90

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Step 1: Goals What is your goal for this content?

Process 115

Process Objectives and Key Results Angle Follow-up 115

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. ” That technology has provided us with endless data and reports about everything we do.

Technology 115

Technology Technology CRM Pipeline 115

Martech

MARCH 12, 2024

The “What Will You Design Today?” Why we care. Something we’re keen to do as we move into the B2B space is that we think about it as ‘B2H’, or business-to-human, because we all are humans at the end of the day,” Canva’s Executive Creative Director Cat van der Werff told MarTech. Magic Studio. Expanding B2B approach.

B2B 111

B2B Customers Teamwork Campaign 111

Partners in Excellence

JUNE 14, 2023

Pop Quiz time…… Put everything away, pull out a pen/sheet of paper, open a blank document on your computer, or open the notes app on your phone. Answer this question, you have 90 seconds: What does your customer care about? Look at what you’ve written down. This is so obvious.

Customers 102

Customers Promote Up-sell Sell 102

Martech

MARCH 28, 2024

Is your marketing team tired of hearing about AI? Most notably, the introduction of ChatGPT put AI in the hands of just about anyone who wanted to use it. The AI-powered tools your team uses depend on what they’re trying to do and the access they have to the tools that will help them do it. Increased ROI.

CRM 121

CRM Technology Technology Campaign 121

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

Search Engine Land

FEBRUARY 6, 2024

Because this is the SEO industry, we lose about 5% of our business every month from clients changing their goals or just wanting something else, so they move on. So, we need about 20 quality leads a month to close seven deals. Knowing the numbers helps you develop your plan. You always grow what you focus on.

Clients 123

Clients Strategic planning Trust Niche 123

Partners in Excellence

OCTOBER 9, 2023

I’d really appreciate your feedback and ideas. Regular readers know I go through alternating phases of being very optimistic about the future of our profession and the hope that I carry for the impact we can have with our customers, our companies, our peers, and our communities. His articulation to this stunned me.

Consult 115

Consult Start-ups Conversion Up-sell 115

Search Engine Land

MARCH 6, 2024

One partnership that commonly gets overlooked is between SEO and social media teams – both organic and paid – and how they can collaborate to maximize output, performance, ROI and, most importantly, customer connections. Here are 13 ways SEO and social media teams can work together to produce enhanced results: 1.

Objectives and Key Results 114

Objectives and Key Results Cold Call Cross-sell Engineering 114

Search Engine Land

MAY 16, 2024

If you run a local business and find that your Google Business Profile has been suspended , it can have a devastating effect on your business. Your phone may stop ringing. Customers may stop coming to your location. But you must know what you’re doing before you start that process.

Electricity 94

Electricity Service Start-ups Follow-up 94

Partners in Excellence

FEBRUARY 21, 2024

Sometimes a simple change in a single word changes our mindset and those who we work with. For example, are Performance Management, Enablement, Technology/Tools or Coaching something we do to our people, for them, or with them. With our customers, the same issue applies. Doing something “With” someone is so powerful.

Technology 97

Technology Technology Customers Process 97

Martech

APRIL 23, 2024

Have you sensed that your martech solution or vendor is losing interest? Or do you have concerns that recent updates might indicate a change in strategy that could threaten your own interests? If you find yourself in that frame of mind, here are three things to consider before pulling the plug.

Government 88

Government Technology Technology Trust 88

Salesforce

JANUARY 17, 2024

When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. And you understand the need for building community with others who know what it’s like to walk in your shoes.

Service 132

Service Customers Networking Negotiate 132

Martech

FEBRUARY 27, 2024

Share your purpose, not just features. We learned to wear masks during the pandemic, safeguarding ourselves and each other from a physical threat. Now it’s time to shed a different kind of mask: the one we wear over our emotions. It exposes our anxieties and unveils our passions, desires and the connections we crave.

Campaign 102

Campaign Clients Trust Drivers/motivators 102

Partners in Excellence

OCTOBER 5, 2023

We know trust and trustworthiness are critical in our ability to engage prospects and customers. Integrity, consistency, meeting commitments, knowledge, honesty, values and value, caring are all elements of establishing and maintaining trust. What do we trust, what do we ignore. What it returned was fascinating.

Trust 125

Trust Construction Represent Technology 125

Search Engine Land

MARCH 22, 2024

Engaging on forums can be a great way to help people get to know your brand, but tread lightly. It looks like Google has taken note and is working to decide how to reward that in the age of over-produced, AI-heavy content. Building relationships and earning trust are key to earning lasting relationships with customers.

Real Estate 108

Real Estate Trust Healthcare Click Through Rate 108

Salesforce

MARCH 19, 2024

You understand the pivotal role technology plays in shaping the future of customer service. And you love building community with others who know what it’s like to walk in your shoes. If you’re looking for new ways to connect with your peers, the Salesforce Serviceblazer Community is a great place to start.

Networking 135

Networking Negotiate Service Contact 135

Search Engine Land

MAY 3, 2024

How to optimize local pages to win more local traffic All of your service area pages should target your most important keyword patterns, along with any long-tail supporting keywords you want to rank for in those areas (i.e., “[service] in [city]”). Many people worry about duplicate content when creating many service area pages.

Service 102

Service Trust Clients Cross-sell 102

SalesLoft

APRIL 25, 2024

Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? But we’re doing it from a slightly different lens.

Engineering 52

Engineering Sales Education Finance 52

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. It is all about them and has little to do with the customer.

Sell 73

Sell Pitch Quota Up-sell 73

Search Engine Land

MAY 10, 2024

But get this: Poor online feedback is not the end of the world, regardless of whether it comes from a former employee or a current customer. How you navigate negative reviews reveals a lot about what type of business you are. The same goes for if you have good reviews.) So, take the issue head-on.

Trust 96

Trust Represent Start-ups Consult 96

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? Until they care about it, they don’t care about it! Some of you may react, “But Dave, we do this.

Product 98

Product Sell Pitch B2B 98

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 115

Sell Commission Up-sell Quota 115

Partners in Excellence

JUNE 16, 2023

Over the past week or so, I’ve been writing a lot about our commitment to the status quo. How we seem to continue to do the same things, over and over, even when they are failing. I’ve written about how we are trapped in “business as usual.” There are so many things we need to address, where do we start?

Conversion 105

Conversion Follow-up Prospecting Start-ups 105

Martech

OCTOBER 13, 2023

Marketing technology is progressing at such an accelerated pace that it’s hard to keep up and easy to let the tech do the driving. Are you getting the results you want? Are you safe using AI-generated content ? Are you safe using AI-generated content ? Are you being honest? It depends. Distrust but verify.

Campaign 133

Campaign Drivers/motivators Clients Technology 133

SaaStr

MAY 8, 2024

Q: There’s a lot of chatter about the overall buying environment changing because there is no more zero interest. For folks on social who complain about how hard the market is, most of them aren’t hireable. Some people are unwilling to work in the current environment and blame it on customers and the macro.

Quota 82

Quota GTM Price Finance 82

Partners in Excellence

SEPTEMBER 14, 2023

Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. There is a certain amount of administrative work.

Sell 139

Sell CRM Technique Territory 139

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. Q: What Are You Most Excited About with AI?

Price 94

Price X-functional Growth B2B 94

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. Higher-ups want us to do more with less (efficiency). Much of the excitement about AI centers on the promise of increased productivity.

B2B 120

B2B Manufacturing Technology Technology 120

SalesLoft

MAY 14, 2024

So how do you make every conversation count? By making sure you’ve got an AI-assisted Conversation Intelligence (CI) tool in every aspect of your workflow. By making sure you’ve got an AI-assisted Conversation Intelligence (CI) tool in every aspect of your workflow. From web to phone and email to chat (think Drift!),

Conversion 52

Conversion Quota Meeting Up-sell 52

Martech

DECEMBER 13, 2023

Maybe some of you in ecommerce and retail are pushing the “send” button feverishly and trying not to lose your minds with all of the last-minute requests and pressure this time of year brings. If you’re on the B2B side, you’re trying to get in every sale you can to achieve your goals. You’re the lucky ones.

A/B testing 116

A/B testing Strategize Retail Clients 116

SaaStr

APRIL 26, 2024

At SaaStr AI Day , Mike Tamir, Head of AI at Shopify, and Rudina Seseri, founder and Managing Partner at Glasswing Ventures, level-set about where we are in the cycle for Enterprises adopting AI and the critical work being done at Shopify to leverage AI and solve real problems. When you train a model, it’s trial and error.

Product 84

Product E-commerce Cross-sell Engineering 84

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101