Martech

MAY 17, 2024

Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. But here’s where reality rudely interrupts our dream: It’s not easy, and much of the advice you read is ungrounded.

B2B 76

B2B Strategize Technology Technology 76

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. They may get us closer to issues that might be a concern to our customers, but they only get us (and everyone else doing similar things) to a certain point. These issues are specific to the customer situation.

Represent 120

Represent Presentation Up-sell Engineering 120

Search Engine Land

MAY 10, 2024

Getting this sort of detrimental feedback online can feel like a sucker punch. 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.

Trust 95

Trust Represent Start-ups Consult 95

Sales Gravy

JANUARY 23, 2024

They dive into how curiosity and empathy are pivotal for transforming your sales approach. It's about understanding the customer's journey, their challenges, and what they truly value. It's about seeing the world from the customer's perspective, feeling what they feel.

Sell 91

Sell Up-sell Engineering Conversion 91

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

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” Yet there are so many challenges and barriers.

Quota 117

Quota Trust Pitch Up-sell 117

Search Engine Land

MAY 13, 2024

Search tools have become so powerful that they grasp the meaning behind your questions, not just the individual words. This analogy will help us understand the systems powering entity search, giving you a newfound appreciation for the speed and accuracy we enjoy today. How can this augment your search results?

Engineering 111

Engineering Construction Start-ups Process 111

SaaStr

FEBRUARY 10, 2024

Dear SaaStr: What’s Your Best Advice for Struggling Entrepreneurs? This is the #1 thing you can do to move the needle. Especially if you are struggling. And if you can, just go hire 1 great leader, one great VP or even 1 incredible individual contributor. You may be doing better than you think.

Growth 121

Growth Product Customers 121

Martech

NOVEMBER 6, 2023

In the crowded B2B space, reaching your target audience is challenging. But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B and B2C customers, despite their different needs, are still human decision-makers. Scalability.

B2B 131

B2B Customers B2C Cold Call 131

Partners in Excellence

MARCH 14, 2024

In tough times, doing the right things with the right customers at the right time is the only way to survive. Focus on the markets and customers where you produce the greatest value and return. Real value must be produced in order to motivate customers to buy. Slowdowns are impacting many sectors of the economy.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Martech

FEBRUARY 7, 2024

Well, that was in 1996, and as you can imagine, a few years later, they could no longer fight it because the world had changed. There will be a significant movement toward improving people’s problem-solving skills as they learn to use automation with their human brains. It seems like AI is causing that next paradigm shift.

X-functional 106

X-functional Cross-sell Territory Retail 106

Martech

OCTOBER 13, 2023

Are you getting the results you want? Are you safe using AI-generated content ? Are you in danger of losing your voice and jeopardizing your client engagement online? Are you being honest? And listening to the most important computer in marketing today — the one between your ears. It depends.

Campaign 133

Campaign Drivers/motivators Clients Technology 133

SaaStr

APRIL 3, 2024

Before diving into all things AI, Jason asked Jennifer, “How do you keep going long in this industry when so many CEOs have left?” How do you go long in SaaS? Start with your motives and why you want to be a CEO. It all comes down to what you believe and what you’re willing to stand behind over time.

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

Martech

MAY 16, 2024

It’s important that everyone is clear on the definition of customer experience. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand. Consequently, you impact the experience.

Customers 100

Customers B2C UX User Experience 100

Martech

APRIL 10, 2024

I’ve sat through countless demos, each promising the moon and the stars, only to feel underwhelmed when it’s over. This translates into product development, where features aren’t simply bolted on but crafted to address the needs of marketers and their customers. But those days are over.

Pitch 100

Pitch Product Electricity Healthcare 100

Search Engine Land

APRIL 2, 2024

You might have a great product, but if the initial encounter is unpleasant, you won’t get a second chance. This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. Nobody wants a beginner to walk away feeling defeated.

Customers 80

Customers Real Estate Education Conversion 80

Sales Pop!

MAY 14, 2024

Most simply shortlist a few services that catch their eye and opt for the one that feels right. Your website often serves as the initial meeting point with potential clients. No matter if you’re a yoga instructor, a marketing guru, or a legal consultant, the way you present your services on your site can make or break your business.

Presentation 52

Presentation Service Product Niche 52

Salesforce

FEBRUARY 12, 2024

Use these four in-demand Salesforce ecosystem job skill trends — identified in the Jobs in the Salesforce Ecosystem report — to build your skill set. What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce.

Relationship building 116

Relationship building Niche Contact Trust 116

SalesLoft

APRIL 18, 2024

Your revenue tech stack contains a wealth of information – but that data often lacks context, an actionable next step, and collaborative workflows where reps engage their buyers. This ultimately leaves you with an inflated tech spend, poor ROI, and an unhappy team.

GTM 98

GTM CRM Up-sell Technology 98

ConversionXL

OCTOBER 11, 2022

The average ecommerce store devotes more than 80% of its marketing budget to customer acquisition. But getting customers in at the expense of keeping them is the equivalent of filling a leaky bucket : You can keep filling it, but you’re much better off stopping the leak. Understand your customers’ needs and expectations 2.

Trust 111

Trust Price Service UX 111

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Most likely, your mobile team is already doing this without much guidance or forethought. We’ve found that 65% of mobile workers are successfully selling to existing customers.

Service 105

Service Growth Cross-sell Appointment 105

SaaStr

JUNE 9, 2023

Dear SaaStr: Is It Normal to Feel Like a Pest When Prospecting for Customers for a Startup? Especially if you haven’t done a lot of sales yourself. It’s have literal, or virtual, doors shut on your face. Yes, once you have a brand, and inbound leads, the engine gets more established. You’re helping.

Prospecting 101

Prospecting Customers Quota Pitch 101

Heinz Marketing

FEBRUARY 27, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Are you familiar with the idea of “collaboration drag?” That’s a significant hit to the bottom line, making it a critical issue for all marketing, sales, and customer success leaders. Are you experiencing higher-than-average turnover? Is team morale low?

Objectives and Key Results 67

Objectives and Key Results Represent Drivers/motivators Promote 67

Salesforce

APRIL 18, 2024

If you asked any communication service provider , they are focused on improving customer service experiences to increase loyalty and decrease churn. But there is so much uncertainty out there around AI for telecom customer service because it exposes those organizations to new risks and uncertain returns.

Service 52

Service Customers Technology Technology 52

Gong.io

JULY 5, 2022

B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel. Let‘s say, for example, you use a B2B sales funnel model with the following stages: Awareness.

B2B 133

B2B Pipeline Represent Sales 133

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. The customer is on board. In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patience.

Commission 52

Commission Contract Legal Strategize 52

Sales Hacker

OCTOBER 13, 2022

For salespeople, this means feeling aligned with why they’re selling a product or service and authentically engaging with customers. For salespeople, this means feeling aligned with why they’re selling a product or service and authentically engaging with customers. You can read his newsletter about it here.).

Sell 86

Sell Trust Prospecting Relationship building 86

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. Find 10 people, then 100 people, then 1,000 people who love your product. Get a few paying customers who really love your product and build from there. So how do you get there? It’s how you build a strong product.

Conversion 88

Conversion Product Sales Price 88

Search Engine Land

MARCH 7, 2024

Do you understand who your customers are? Do you know what problems you’re solving for your users? User testing can help you determine exactly who your website is for and what communication they’ll respond to. Sample questions to ask: What research have you already done?

Territory 81

Territory UX Start-ups Follow-up 81

Search Engine Land

JULY 28, 2023

Google has launched a new customer support feature on Merchant Center. The new tool enables retailers to input their customer support information and returns policy. Consumers often feel frustrated and dissatisfied when they can’t easily access customer support and returns-related information while shopping online.

Customers 95

Customers Retail User Experience Trust 95

Martech

FEBRUARY 27, 2024

Yet, pursuing “true fulfillment” in marketing feels hollow when we chase fleeting. Yet, pursuing “true fulfillment” in marketing feels hollow when we chase fleeting. Solve problems, not just promote. Share your purpose, not just features. Embrace your values and be your authentic self.

Campaign 102

Campaign Clients Trust Drivers/motivators 102

Partners in Excellence

FEBRUARY 9, 2024

In complex B2B, it can take 3-9 months to ramp up to where you can take on the job and start producing. Customers don’t want to talk, we struggle to find enough qualified prospects to build healthy pipelines. I suspect you are beginning to see part of the problem. It’s been plummeting for years.

Pipeline 119

Pipeline Growth Up-sell Territory 119

Search Engine Land

OCTOBER 5, 2023

After that, how you can improve prompts to get even better answers from me. Get your vehicle diagnosed by the experts. Get a detailed analysis of your vehicle’s issues. Book your diagnostic appointment today. I am the first generative AI chatbot for search marketers. I am trained with Search Engine Land content.

Service 101

Service Appointment Trust Engineering 101

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

Salesforce

JANUARY 23, 2024

Consider the value your most experienced, high-performing agents and field service technicians bring to your organization. They understand your product or service and know how to quickly address common customer issues and questions. Without their knowledge and expertise, you put customer satisfaction at risk.

Service 104

Service CRM Start-ups Customer Relationship Management 104

PandaDoc

MAY 15, 2024

Did you know that companies with a strong lead nurturing strategy generate 50% more sales-ready leads than companies that don’t do this? So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. What is lead nurturing? We’ve listed a few of them below.

Appointment 52

Appointment Objectives and Key Results Campaign Legal 52

ConversionXL

JULY 25, 2022

CTA testing is paramount because it’s not always obvious what needs to happen for your business. Landing page platform Unbounce boosted conversion rates by 90% by changing their CTA copy from “Start your 30-day trial” to “Start my free 30-day trial.”. Your call to action is the prompt you give readers or users to take a desired action.

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146