Search Engine Land

MARCH 20, 2023

Every guide you’ve ever read on building a content strategy probably mentions goals somewhere. Instead of creating content randomly, you’ll create content for specific reasons, and each piece will contribute to growth. But it’s one thing to say, “Set goals for your content marketing.”

Education 101

Education Trust Engineering Up-sell 101

Gong.io

FEBRUARY 14, 2022

The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. If you look on the Gong blog , you will likely bump into many articles he’s written.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

Heinz Marketing

FEBRUARY 12, 2021

As marketers, we get busy, we tend to align our priorities to our sales goals, but website maintenance and upkeep gets left out. But chances are, it is causing you to lose sales. According to Quora users and other experts, a company should be spending anywhere from 2-5 hours a week maintaining their website.

B2B 128

B2B Follow-up Consult Conversion 128

Highspot

FEBRUARY 1, 2022

To succeed through digital channels, marketers must make intelligent decisions and leverage sophisticated technology to stay ahead of the crowd and ensure they’re converting every lead they can. With the increase in available channels and touch points, marketing and sales funnels are becoming more merged.

Campaign 105

Campaign Prospecting Relationship building Follow-up 105

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

ConversionXL

JUNE 16, 2022

You only have to look at top brands to see this in action: Apple’s sleekness, Coca-Cola’s playfulness, Disney’s magic. A marketing playbook helps you achieve brand consistency across channels and campaigns. In this article, we’ll explain how to create a marketing playbook to align your teams and boost your sales opportunities.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Partners in Excellence

DECEMBER 16, 2020

Every day, three times a day, I go through my inbox—both email and social channels. Somehow, this self centered approach must work, otherwise, why would otherwise smart people continue to do something that is known to be so ineffective? Bolding is my edit). Are we achieving the results we should be achieving?

Technique 157

Technique Prospecting Meeting Customers 157

Partners in Excellence

MAY 19, 2021

Too often, we get coaching wrong–if we do coaching at all. We tend to think of it as something we do to some poor victim, something we do for them. Seldom do we think of it as something we do with someone, and in that, we miss huge opportunities. “You need to get you numbers up!

Pipeline 96

Pipeline Meeting Conversion Customers 96

Veloxy

SEPTEMBER 30, 2021

Did you know that the average businessman or businesswoman receives over 115 emails per day ? In fact, 51% of executives would rather hear from sales reps via phone compared to email, LinkedIn, and in-person visits. What they need is someone who understands the complexity of a sales call, what needs to be said, and how to say it.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

Veloxy

SEPTEMBER 14, 2021

But if you’re new, you might be wondering what all the hubbub is about. Not to worry, we’ve put together this in-depth guide to show you exactly what Dreamforce is. We’ll also shed some light on what happens and why you definitely can’t afford to miss out this year. . Dreamforce is for each and every trailblazer out there.

CRM 162

CRM Entertainment Hospitality Follow-up 162

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. 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. Why Do You Need Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

SalesHandy

MARCH 21, 2023

Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Let’s jump right in!

Closing 98

Closing X-functional Sales Follow-up 98

Heinz Marketing

JUNE 30, 2020

And despite its name, it’s not only a tool for marketing or a second-thought hand-me-down for sales. In fact, content marketing isn’t really any one thing at all. And in doing so, helps grow your market share as well as your thought leadership in your industry. Content must also be personalized, timely, and relevant.

Campaign 97

Campaign Pipeline Engineering Prospecting 97

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes. The future of sales isn’t man versus machine.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Partners in Excellence

OCTOBER 26, 2022

Overlay on this, the fact that customers are averse to dealing with sales people. Every time I look at the research it changes, a few years ago, 43% of customers prefer a rep-free buying experience. Then there is all the stuff we do to ourselves, the things that make it much more difficult to engage the customer and create value.

Up-sell 68

Up-sell Prospecting Pitch Technique 68

ConversionXL

JULY 21, 2022

Get them wrong, and you risk damaging brand perception and trust. Omnichannel marketing is the combination of offline and digital marketing channels to create a consistent customer experience at every touchpoint and every stage of the buyer’s journey. Which touchpoints are customers using to interact with you?

Customers 118

Customers Non-Profits E-commerce Objectives and Key Results 118

Partners in Excellence

JULY 14, 2022

Every once in a while, some of us go to a 5-star restaurant. The chef makes the choices for everything from soup to nuts (literally), making sure we get a complete meal (where we might skip things ordering from the menu). Every time, the experience is far better than what I might have chosen myself.

Commission 84

Commission Objection handling Pipeline Quota 84

Heinz Marketing

OCTOBER 15, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. 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. Author Talks: Turn your work enemies into allies.

B2B 79

B2B Trust Follow-up Start-ups 79

ConversionXL

APRIL 25, 2019

And it has a massive impact on conversions. To maximize your conversions, you have to get the user flow right on your site. Do it by building a user flow that matches user’s needs. You need to decide what your new website will be like. To do this, you need to know two things : Business objectives.

Objectives and Key Results 128

Objectives and Key Results Clients Presentation Start-ups 128

ConversionXL

JUNE 2, 2022

Every business needs leads. Account-based marketing (ABM) and lead generation both offer a way to do this. DocuSign combines both to fuel its sales funnel. It flips the traditional sales funnel on its head, ditching the one-size-fits-all approach to marketing in favor of a land-and-expand approach. The result?

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

Hubspot

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed.

Cold Call 83

Cold Call Commission Inside sales Territory 83

Search Engine Land

APRIL 12, 2023

In this guide, you’ll learn how to optimize your profile to tap into that power and make LinkedIn work for you – driving more connections and better clients. It’s also more than just a place to list your credentials, add a little blurb about yourself and hope someone is intrigued enough to network with or hire you.

Real Estate 120

Real Estate Clients Networking Follow-up 120

Search Engine Land

APRIL 18, 2023

What is right for you? This article will provide an overview of the search landscape and the two key search engine marketing (SEM) tactics, plus five simple questions you can ask yourself to determine where your efforts should be spent. SEO: The pros How can you benefit from SEO? SEO or PPC?

Objectives and Key Results 101

Objectives and Key Results Minimum Viable Product A/B testing Engineering 101

Salesmate

JANUARY 26, 2021

“Strong customer relationships drive sales, sustainability, and growth.” – Tom Cates. Now, they’re not just making a purchase; customers are interacting with sales executives and following their updates on various social media platforms. So, how can you retain the customers? Kate Zabriskie.

Campaign 136

Campaign Prospecting Closing Trust 136

Lead Fuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? Close more deals.

Objectives and Key Results 105

Objectives and Key Results Sales Clients Up-sell 105

ConversionXL

OCTOBER 7, 2022

When should you use bandit tests, and when is A/B/n testing best? First, let’s dive into bandit testing and talk a bit about the history of the N-armed bandit problem. There are many different slot machines (known as ‘one-armed bandits,’ as they’re known for robbing you), each with a lever (and arm, if you will).

A/B testing 113

A/B testing Campaign Intrinsic Conversion 113

Salesmate

OCTOBER 28, 2020

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales. Thus, sales forecasting is essential for any sales-driven organization.

Territory 96

Territory X-functional Pipeline Appointment 96

Heinz Marketing

SEPTEMBER 28, 2021

Lead scoring is defined as a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness. It should be a foundational element of your sales and marketing alignment strategy, but it’s often overlooked, or deemed too complex to implement for a lot of organizations.

Start-ups 94

Start-ups Lead generation Technology Technology 94

Salesmate

JUNE 12, 2020

Well, you might have been taught by sales managers in your induction program that closing sales deals is an art and it is really simple. You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up!

Closing 96

Closing Quota Cross-sell Pitch 96

Martech

JUNE 14, 2023

If you don’t consider the emotional reaction to a product, service or feature, you’ll turn clients away in a flash. Constructing pleasant interactions must be the foundation of your communications and content. Constructing pleasant interactions must be the foundation of your communications and content.

UX 74

UX User Experience Construction Entertainment 74

PandaDoc

APRIL 6, 2023

VoIP (Voice over Internet Protocol) is a good friend of sales agents. The technology allows you to call prospects and clients using just an Internet connection. To achieve these results, you need to understand the value of this integration and its features. Below are examples of information you must (ideally) collect.

Contract 52

Contract CRM Legal Sales 52

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? In my 22 years in this industry, I’ve found that Telephobia is far more common than you think. And while certain things trigger fear in most of us, we can learn to become afraid of nearly anything.

Cold Call 120

Cold Call Sales Start-ups Technique 120

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes. The future of sales isn’t man versus machine.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Salesforce

FEBRUARY 25, 2022

Security-first concepts Taking security further Get certified! Salesforce Security is one of my favorite things to teach, but I know it can be challenging to learn. Now, read on for a quick rundown of the five key security concepts you need to know inside out. S ecurity-first concepts. Be patient with yourself.

Represent 98

Represent Contact Clients Education 98

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. Here’s the thing, though. Here’s what you can expect. You won’t want to miss this.

Gaming 104

Gaming Objectives and Key Results Sales Up-sell 104

Salesmate

SEPTEMBER 4, 2020

With the help of sales emails, you can connect with potential prospects, nurture and convert them into paying customers. With the help of “Effective” sales emails, you can grab the attention of potential prospects, engage them, and increase your conversion rate. They do not hesitate to hit the delete button.

Pipeline 103

Pipeline Appointment Sales Follow-up 103