Search Engine Land

JANUARY 22, 2023

Google Dataset Search is out of beta and adds new features 2020: Google added new features to Google Dataset Search with this rollout. Expedia buys Travelocity In 2015, Expedia bought rival Travelocity for $280 million amid sluggish travel industry growth and pressure from insurgent travel providers.

Referrals 90

Referrals Hospitality Launch Engineering 90

Martech

FEBRUARY 3, 2022

Marketing automation platforms are a critical part of the martech ecosystem for many businesses, offering many benefits by streamlining manual B2B marketing tasks, including lead management, email campaign development and landing page creation. Do your sales reps need real-time access to marketing data? What are our goals?

Campaign 97

Campaign CRM Follow-up Service 97

PandaDoc

APRIL 5, 2023

There’s a simple reason behind automating sales processes — less time spent on low-value-added activities results in more time spent on actual selling. That goes for the rest of your sales team stuck following established steps — how much of that time could they have spent doing something more productive than administering routine tasks?

Process 52

Process Legal Represent Sales 52

Hubspot

MARCH 25, 2021

In our 2021 Executive Marketing Leadership Survey , 20% of marketing leaders described company blogs as one of their "most important channels" for hitting goals. The enduring importance placed on blogging isn't shocking. But, starting and running an effective, traffic-generating blog requires a lot of time and energy.

Trust 101

Trust Promote Entertainment Contact 101

SalesHandy

JULY 7, 2021

You might be new to SaaS products, or even been doing it for awhile – SaaS Sales aren’t easy. Figuring out how to generate sales for SaaS products might seem like a pretty daunting task. What SaaS sales is all about, and how do you go about selling your SaaS to qualified leads? What is SaaS Sales?

Process 98

Process Product Sell Inside sales 98

ConversionXL

JULY 21, 2022

When researching a new product, buyers use 10 or more channels to interact with companies. Optimize each channel, and you’ll win new customers, enjoy higher order rates , and retain customers. Each channel presents a chance to make a good impression. Get them wrong, and you risk damaging brand perception and trust.

Customers 118

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

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. Bland, no-salt-added sales emails often hit the thrash in seconds.

Pipeline 103

Pipeline Appointment Sales Follow-up 103

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Process 52

Process Objectives and Key Results X-functional Sales 52

SalesHandy

JULY 5, 2021

Apart from this – working professionals, who make up for B2B buyers and users, tend to spend less time on these channels. This drives down the conversions on these channels, and makes it difficult for lead generation and sales functions to keep up. So let’s explore how to sell B2B products and services through social platforms.

Sell 98

Sell Networking Follow-up B2B 98

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. With a proven sales prospecting process. In this article, we’ll explain what sales prospecting is and why it’s important. In this article, we’ll explain what sales prospecting is and why it’s important.

Prospecting 62

Prospecting Cold Call Pitch Pipeline 62

Pointclear

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Many sales pipelines include a stage labeled “qualified”. And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process.

Process 76

Process Pipeline Sales B2B 76

Lead Fuze

SEPTEMBER 30, 2021

We would like to present you with the different positions you can land for a sales job. In addition, we will list in this article the most asked for qualifications for these different job positions. In addition, we will list in this article the most asked for qualifications for these different job positions.

Lead generation 52

Lead generation B2C Cold Call Territory 52

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process. This is a long article.

Process 94

Process Sales Sales Support Sell 94

Sales Hacker

JUNE 24, 2019

If you’re new to sales or marketing, you may be asking yourself, “What is a lead?”. In this article, you’ll learn what a lead is, how to start working a new lead, and how to reach out to qualified leads. The start of a potential sales process is a lead, and there are many ways to obtain leads as there are stars in the sky.

Contact 69

Contact Follow-up B2B Pitch 69

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. Be open to new ideas, new perspectives and new possibilities. You’d think that the secret to having quality conversations would be being a good talker.

B2B 53

B2B Lead generation Follow-up Education 53

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

PandaDoc

AUGUST 9, 2023

On the surface, LinkedIn profiles share relevant facts and details such as job skills, qualifications, professional experience, and accomplishments. On the surface, LinkedIn profiles share relevant facts and details such as job skills, qualifications, professional experience, and accomplishments. It’s also great for prospecting.

Networking 83

Networking Legal Cross-sell Teamwork 83

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. A key to this trend is lead scoring. Part 2 (coming up).

B2B 96

B2B Contact Follow-up Prospecting 96

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. This is the same reason why having a B2B sales process is so important. What is a Sales Process? What is a Sales Process? The Value of a B2B Sales Process. There are many reasons why having a B2B sales process is valuable for an organization.

Process 59

Process B2B Territory CRM 59

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. The result?

B2B 53

B2B Sales Prospecting Follow-up 53

Heinz Marketing

SEPTEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities. This and a lot more.

Pipeline 132

Pipeline Outside Sales Sales Up-sell 132

Pointclear

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. What is the solution? And, it can be fixed.

Lead generation 58

Lead generation Pipeline Hospitality Healthcare 58

Heinz Marketing

AUGUST 31, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities. This and a LOT MORE!

Pipeline 132

Pipeline Sales Up-sell Start-ups 132

Heinz Marketing

OCTOBER 12, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities. This AND A LOT MORE.

Pipeline 132

Pipeline Cold Call Sales Clients 132

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates.

B2B 53

B2B Lead generation Campaign Clients 53

Score More Sales

JANUARY 31, 2014

Total perfection in managing your time is impossible – so try for a 1% improvement in keeping this focus: Important activities that lead you to more / better sales opportunities and ultimately to new revenue. Micro Sales Productivity Tips. Create email templates for various buyer types and stages of the sales cycle.

Product 90

Product Appointment Sales Represent 90

Pointclear

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

Lead generation 65

Lead generation CRM Clients Sales 65

Pointclear

JUNE 21, 2018

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results. Guess what. This is a key benchmark.

Contact 40

Contact Follow-up Lead generation Closing 40

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead generation 80

Lead generation Healthcare Strategize Appointment 80

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 122

Pipeline Sales Gaming Up-sell 122

Pointclear

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital. Kenandy has been founded by Sandy Kurtzig, the former CEO of ASK Group and the creator of ManMan.

Manufacturing 75

Manufacturing Lead generation Strategize B2B 75

Pointclear

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. Each of the categories features candid and detailed quotations from respondents to illustrate why they would ask their new questions. A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? ,

Lead generation 66

Lead generation Inside sales B2B Contact 66

ConversionXL

MARCH 4, 2016

We often talk about online conversion optimization without mentioning that many businesses, especially B2B, rely on offline sales to produce revenue. There’s a lot we can do online to help our sales teams close deals. It starts with sales enablement. What Is Sales Enablement and Why Should You Care? Image Source.

B2B 65

B2B A/B testing Sales Pitch 65

SaaStr

JUNE 19, 2020

Christoph has invested in more than 20 SaaS startups and lives and breathes SaaS, everything from “A as in AI-enhanced B2B software” to “Z as in Zendesk”. This podcast is an excerpt from Christoph’s session at SaaStr Summit: The New New in Venture. Christoph co-founded Point Nine Capital in 2011. Christoph Janz.

Pitch 62

Pitch Trust Meeting Follow-up 62

Pointclear

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

Sell 63

Sell Objectives and Key Results Cross-sell Price 63

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Before you start: Sales reps by the numbers.

Commission 52

Commission Sales Legal Contract 52

Heinz Marketing

JULY 1, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 76

Pipeline Sports B2B Sales 76