Martech

APRIL 15, 2024

Q: You studied in São Paulo. Is that where you are from? Q: You did a bachelor’s in economics and then — fashion marketing? A: I never really liked economics in itself. That really piqued my interest. Dig deeper: MarTech Spotlight interviews Q: How did you come to join Stanley Black & Decker?

CRM 107

CRM Retail Technology Technology 107

Martech

SEPTEMBER 27, 2021

You’ll see Apple is using this as a brand value differentiator there. The idea here is that you want to have an advantage and interest in interaction with the end-users.”. Slowly, everybody became really competitive in that space as well, and then the question was, ‘How can we provide you with a better experience?

Trust 127

Trust Customers Presentation Price 127

Partners in Excellence

APRIL 26, 2023

What really differentiates sellers in helping customers in complex B2B buying processes? When there is no other basis of differentiation, price will always win. So a differentiating capability, helping customers successfully move forward is helping them think deeply about these issues. Is it the products they represent?

Technique 97

Technique Represent Price B2B 97

SaaStr

MAY 9, 2024

Why did you do the deal? What’s different about your fund / how you invest and support founders? What’s different about your fund / how you invest and support founders? Our differentiator is focus. I’m really proud of Deliverr, which was acquired by Shopify for $2.1B What’s your most recent disclosed investment?

Growth 83

Growth B2B Pipeline Strategize 83

Martech

MARCH 12, 2024

You also know who those “best” customers are. But do you know who your next best customers are? I propose that you deploy very specific strategies to identify them and nurture them to their potential, even before they’ve signed their first contract. The ICP is the prompt you put in your ABM satellite navigation.

Customers 108

Customers Drivers/motivators Construction Legal 108

Search Engine Land

APRIL 30, 2024

If you’ve ever tried using avatars or buyer personas to write a Google Ads headline, you know it can be frustrating and fruitless. You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” Persist a bit and you might refine it to “Ages 25-45 in metropolitan areas.”

CTR 110

CTR Real Estate Legal Clients 110

Partners in Excellence

MARCH 11, 2024

Most focused on efficiency, few focused on impact, differentiation, and value. There are prompts for “researching and understanding” any role you might be selling to. If we understand our ICPs, we already should understand: (If you don’t, reassess your sales enablement strategies.) Or any market or industry.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Understanding the Sales Force

JULY 27, 2022

When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars. You also know there are fast cars and slow cars, flashy cars and vanilla cars, big cars and little cars, white cars, black cars and every color in between.

Sell 118

Sell Territory Sports Account management 118

Heinz Marketing

MARCH 23, 2023

It can be challenging to craft messaging that resonates with your target audience, but with the right approach, you can create messaging that converts leads into customers. Features are important, but what really matters to your target audience are the benefits your product or service provides. Who are they? What are their pain points?

B2B 113

B2B A/B testing Drivers/motivators Up-sell 113

Partners in Excellence

JANUARY 25, 2024

Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?” I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

SaaStr

OCTOBER 1, 2022

VPs of Marketing, Success, Product, Sales and more that really have done it. I see so many VPs of Sales and Customer Success who don’t really want to talk to customers themselves anymore. Not really. Often without really doing much of any of it themselves. But still, it’s the risk you probably have to take.

Quota 116

Quota Campaign Customers Process 116

Partners in Excellence

JULY 23, 2020

But we did a quick review of a number of the deals, discussing why they had really been lost. As I look at the data from all your peers, and historic data, you seem to be the only one that has this challenge with everyone of your deals, what am I missing?” ” I’ll stop here, you know how this came out.

Price 109

Price Sell Closing Customers 109

Search Engine Land

AUGUST 22, 2023

However, in the chase for SEO success, it remains critical to always provide quality content for your target audience (your users, customers, clients or readers) and make sure you satisfy them first. And that you’ve actually been there,” Sullivan said. The big picture. ” Authentic content. User-centricity.

Engineering 98

Engineering Clients Conversion Customers 98

SalesLoft

FEBRUARY 29, 2024

Someone who’s a top performer and who knows the role and the tool stack really well.” She mentioned that Salesloft helps make life and consistency of touches a lot easier as far as technology goes — for reps and leaders. “I know that’s not exciting, but the volumes of our business are such that you have to have a method.

Technology 52

Technology Technology Clients CRM 52

SaaStr

JANUARY 2, 2024

On top of that, if you look at their top accounts globally, 33 of the top 50 customers by ARR are startups. You have to think about how you will differentiate and craft your offers from the rest of your marketing. Some things to think about as you craft your offer are: Does it align with your sales motion?

GTM 75

GTM Growth Start-ups Follow-up 75

Martech

AUGUST 22, 2023

It doesn’t matter what technologies you use if the teams do not have the right content, the right messaging, and they’re not having the right interactions and delivering the right experiences,” said Kristina Jaramillo, President of consulting firm Personal ABM at The MarTech Conference.

Technology 98

Technology Technology Intrinsic Pipeline 98

Heinz Marketing

MARCH 30, 2022

Isn’t it absolutely fascinating when you give a class of kindergarteners the same art prompt, they all come up with a completely different masterpiece? I also really love words and so I especially enjoyed a recent LinkedIn post from Brandon Redlinger , Sr. To build a lasting company, you must focus on BOTH! Do you agree?

Strategize 103

Strategize Promote Up-sell Service 103

Salesforce

FEBRUARY 21, 2022

And KIND has the benefit of a differentiated brand experience and a way to weather future disruptions. And KIND has the benefit of a differentiated brand experience and a way to weather future disruptions. Owning the ecommerce experience helps KIND connect with customers and differentiate from other snack brands. The next step?

B2B 98

B2B Cross-sell Retail Up-sell 98

Search Engine Land

SEPTEMBER 13, 2023

I mean, if we think SEO is hard (and it is) imagine if you were trying to build a search engine in a world where: The users vary dramatically and change their preferences over time. Now imagine if the main technologies you need to lean on to advance came with their own limitations – and, perhaps worse, massive costs.

Engineering 134

Engineering Technique Education Technology 134

Partners in Excellence

JULY 18, 2023

Focusing on your ICP in your prospecting and throughout your qualification process means you are doing everything you can to “pre-program” things for success. When things get tough, for instance the economy, or even you may be behind in your numbers, narrow your focus even more. Even if your customer asks you!

Pipeline 80

Pipeline Price Strategize Up-sell 80

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. The lower the level of value you create, the more likely that you have a legacy approach. The greater value you create, the more modern your approach.

Strategize 173

Strategize Clients B2B Sales 173

Salesforce

NOVEMBER 30, 2023

If you have a mobile device, you could take it out right now — from wherever you are — and buy anything from a carton of milk to a luxury car (yes, really). Mobile commerce is just one part of an omni-channel experience Here’s how to create seamless shopping — wherever you sell. That’s the power of mobile commerce.

Retail 119

Retail UX Trust Up-sell 119

SaaStr

SEPTEMBER 12, 2022

I really worry when 9–12 months later, the founders do not understand their market better. Especially, when they are a bit too arrogant about how they will kill the leaders — when they don’t really understand why they win. I worry if you can even recruit them at all. If you can’t — you will never scale.

Gaming 112

Gaming Up-sell Sell Customers 112

Force Management

AUGUST 14, 2019

However, at times, that differentiation is simply talk and no action. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do. That's step one. Step two is another area where many organizations fall short.

Customers 90

Customers Process Sales 90

SaaStr

JULY 3, 2022

Boy, you will learn. You will learn: How to hear “No” 100 times in a row. If you can turn 100 “No’s” into 1–2 Yeses. That very few products are truly differentiated. They people don’t really need to buy anything new. You probably will be terrible at it. Q: Dear SaaStr: Is It Worth Working as a Sales Rep?

Sales 91

Sales Engineering Presentation Prospecting 91

Heinz Marketing

MAY 7, 2022

We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Finding success with networking focuses on the well-tended relationships developed as you get there. Thank you, Larry Robertson , for helping us understand the value of our network. .

B2B 95

B2B Closing Networking Drivers/motivators 95

Understanding the Sales Force

JUNE 12, 2023

Isn’t that a great analogy for what happens when you miss, or skip a crucial step in the sales process? This fairly wide swath of genres got me wondering about the common thread that causes me to love – really LOVE a song so much that I want to keep playing it – even after 50 years!

Prospecting 62

Prospecting Represent Price Process 62

Partners in Excellence

OCTOBER 17, 2022

It turns out the greatest and most differentiated value we can create has very little to do with our solution. We create differentiated value by helping them with this process. When everything about the alternative values realized is not very differentiated, how do we create differentiated value.

Price 62

Price Process Presentation Customers 62

ConversionXL

NOVEMBER 23, 2022

The most important factor for differentiation in CXL Live is its unique format. They focused almost exclusively on curating an environment where you get to talk about substantial topics with the brightest people in our industry. You can’t beat category kings, and the only exception for this is through tech disruption.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Lead Fuze

MAY 26, 2023

You’ll also learn about offering comprehensive services such as lead generation and social media advertising while maintaining professionalism when attracting clients. To start, you need to establish an impressive online presence by designing a professional website that reflects your brand identity.

Objectives and Key Results 98

Objectives and Key Results Price Strategize Clients 98

Search Engine Land

AUGUST 2, 2023

The way you tell that story is entirely up to you… but why not bear in mind some first-hand advice from 2023 judges while you’re at it? Show us how you thought outside the box to achieve your goals!” ” – Brad Geddes, Co-founder, Adalysis “ You really have to differentiate yourself. .”

Engineering 96

Engineering Follow-up Campaign Clients 96

Gong.io

SEPTEMBER 1, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. I had assumed that the product and features were key differentiators, and I still think they are. But video was a differentiator that had nothing to do with the product. I never felt like I really met the other rep.

Commission 152

Commission Sales Up-sell Follow-up 152

Search Engine Land

NOVEMBER 30, 2023

Differentiation and diversification Although many consultants advise you to focus on agency specialization to drive higher efficiency and valuations, I think it can create risk in terms of long-term resiliency. For the agency to thrive, you should only take on work that you can be great at. That last part is critical.

Contract 104

Contract Clients Pitch Growth 104

Martech

DECEMBER 28, 2023

A common refrain from thought leaders is that marketers need to get up to speed on AI as quickly as possible and that it’s not going to be a differentiator for your marketing department, but instead, table stakes. We’d like to know how it’s been for you. Ask the CEO/CMO why she wants you to use AI?

Government 114

Government Technology Technology Start-ups 114

Martech

AUGUST 17, 2021

And while the way in which you tell that story is entirely up to you, we thought we’d look back on some advice from past judges about what really wows them, what they would love to see more of, and what areas are best avoided. ” – Ginny Marvin. ” – Brad Geddes. ” – Greg Sterling.

Engineering 115

Engineering Campaign Clients Market share 115

SaaStr

JUNE 9, 2022

Noreen Allen, the CMO at Bandwidth, shares how you can create the perfect strategy and messaging to help boost your SaaS company, whether you’re in Series A or approaching your IPO. Figure out how you fit into your category by defining your unique differentiator. As Allen emphasizes, “You want more than just the data.

Growth 75

Growth Presentation Meeting Customers 75

Partners in Excellence

APRIL 22, 2021

Can you spell ICP? We create the greatest value and differentiation by helping our customers recognize and solve their problems. We create the greatest value and differentiation when we help them in the change process. What if we changed our point of view? These problems define our products and services.

Growth 139

Growth Quota Customers Promote 139