Search Engine Land

JANUARY 22, 2024

SEO robbery in broad daylight I’m not going over old ground here, but in case you missed it, here are the details. It’s my ball, and I’ll take it home if you don’t do as I say…’ We’ve all been there as kids. ‘It’s Google is openly building a search engine much the same way.

Engineering 116

Engineering Legal Education Trust 116

Martech

APRIL 18, 2024

I’ve been writing about marketing tools for over a decade, and some of my earliest published articles were about the new breed of social media monitoring tools. Once the basics are out of the way, I’ll provide my thoughts on how these new AI tools are total disrupters and explain the large language model (LLM) and app ecosystem.

Strategize 128

Strategize Education Price Service 128

Veloxy

APRIL 25, 2022

While there are statistics that share voicemail’s decline in the business world , we can’t avoid the fact that 80% of all cold calls will reach the decision maker’s voicemail inbox. the buyer’s have either become smart to your tactics, a new generation of buyers and their preferences has displaced an old one, or a hybrid of the two.

Cold Call 214

Cold Call Commission Construction Contact 214

ClickFunnels

JANUARY 26, 2022

Meaning: Someone who visited your website but did not give you their contact details isn’t a lead. In this article, we are going to be focusing on lead generation. Companies that generate leads online typically do so via lead generation funnels. Lead generation isn’t free. It costs time, energy, and money. Continue reading….

Cross-sell 244

Cross-sell Lead generation Pitch Niche 244

Iannarino

JUNE 12, 2021

I started making cold calls for a charity as a fifteen-year-old boy. A few years later, my cold calls were to businesses. The first person to suffer through my attempt to acquire a meeting hung up on me. But before he did, he left me with this opening: “Call me back when you don’t need a script.”

Cold Call 161

Cold Call Objectives and Key Results Consult Clients 161

Partners in Excellence

MARCH 24, 2022

For years, I’ve had a desire to be unemployed—that is to work myself out of my current job. I’m fortunate to have these organizations and people continue to reach out to engage me and our company in thinking differently about their organizations, businesses, growth, and how they engage customers. You should watch it.

Manufacturing 112

Manufacturing Consult Technique Growth 112

SaaStr

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. What metrics should we expect in this environment? We can’t do that anymore.

Quota 82

Quota GTM Price Finance 82

Martech

MARCH 25, 2024

Suddenly, I’m 11 years younger, my hairline is half an inch lower and I’m telling marketers who ask me for advice or joined my recent two-day SMX Master Class why they shouldn’t freak out when their email campaigns go to the Promotions tab. But what did I hear? But not because it was such a memorable year.

Promote 73

Promote Campaign Retail Conversion 73

Understanding the Sales Force

SEPTEMBER 5, 2023

Also last week, we celebrated the life of my best friend and longtime business partner, Matt Hogan, who passed away on Friday, August 25. Over time we became best friends. As a strong relationship builder, Matt did the following ten things: He was selfless – it wasn’t about him. You know, relationships!

Relationship building 77

Relationship building Sports Networking Up-sell 77

SaaStr

APRIL 3, 2024

Jennifer has been at PagerDuty since 2016, a disruptive company that took automation to the next level before AI was hot in 2024. PagerDuty has a long history with AI because they’ve used analytical AI and a foundational model long before Jennifer even joined the company. As a startup, you can look at it a few ways.

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

SaaStr

OCTOBER 20, 2023

AI is rapidly changing the way we work. How did they get here? Aliisa took to the stage at SaaStr Annual to share how far AI has come since the launch of ChatGPT, how it can change the way we work for the better, and what the future holds. How Did We Get Here — OpenAI OpenAI started as a research lab in 2015.

Growth 93

Growth Launch Territory Legal 93

Partners in Excellence

DECEMBER 12, 2023

Too often, when going to college, I discovered that studying, reading books, and writing thoughtful analysis really interfered with my education. It cut into my time socializing, drinking beer, partying and sports. I wasn’t the only one, it seemed all my friends suffered with the same problem. I found I struggled though.

Construction 109

Construction Sports Education Strategize 109

SaaStr

JANUARY 11, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We had a great one last week with Erica Brescia, Managing Director at Redpoint Ventures. Why did you do the deal? We co-led a $5.2M Check that out here.

Mechanical Engineering 108

Mechanical Engineering GTM B2B Technology 108

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing.

B2B 130

B2B Up-sell Contract Start-ups 130

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Back in 2015, when didn’t have the data or NRR or GRR of 115 public SaaS companies. We still want to drive retention and growth and make money. Yet, we don’t know what the new world is, but it won’t be the same.

Customers 98

Customers GTM Growth Clients 98

Martech

DECEMBER 8, 2023

I was there on the frontlines back when we were developing chips for CPUs. I was there on the frontlines back when we were developing chips for CPUs. A: It’s strange because my dad owned a computer company when I was in high school. I had to work there every Saturday — and I hated that company.

Inside sales 75

Inside sales Government Technology Technology 75

Sales Hacker

JUNE 20, 2023

After 10 to 20 more shots, reality set in, and so did the chaos. My company had a clear value proposition I supported. I had a calendar full of meetings that had been generated by our BDR team and my life was good. I had a calendar full of meetings that had been generated by our BDR team and my life was good.

Sell 92

Sell Commission Pitch Quota 92

Partners in Excellence

MARCH 25, 2021

Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We simply emulate them.

Up-sell 139

Up-sell Sell Process Customers 139

Hubspot

MARCH 5, 2024

But Beatriz Acevedo did it twice, and in wildly different sectors – digital media and fintech. SUMA Wealth : A fintech app that aims to help young Latinos build wealth in a fun, culture-forward way, which recently raised $2.2m Here are three things she did right to bring SUMA Wealth to where it is today. and hit 1m+ users.

Finance 67

Finance Education Networking Growth 67

Martech

AUGUST 17, 2023

I recently spoke to a CMO who said, “We have to be more aligned with sales and customer success. But, I also know that my team has a hand in every stage of the customer lifecycle and driving revenue.” I am fortunate enough to have many conversations with CMOs, but not every time does one bring a smile to my face; this one did.

Growth 93

Growth Technology Technology Start-ups 93

Gong.io

JANUARY 25, 2022

Speaking of data, Gong is a data-first company. So how do we get all of this data? We couple that data with our AI tool to analyze the buyer and seller relationship — specifically how various actions (and inactions) and behaviors impact success rates. . My friend’s 9-year-old used to introduce himself as Cal. “Hi,

Cold Call 118

Cold Call Meeting Pitch Negotiate 118

Partners in Excellence

JUNE 6, 2022

Too often, we think we are innovating, when all we are doing is copying. We look at our competitors, seeing what drives their success and we copy them. We try to do the very same things that makes them successful. Whether it’s the same tools, programs, methods, content, we think we innovate by copying.

Gaming 108

Gaming Process Sell Sales 108

Sales Hacker

JUNE 7, 2023

Richard also discusses manager-employee relationships and how we can learn plenty, even from bad leaders. Company : The Harris Consulting Group Noteworthy : Richard is a seasoned SaaS sales leader, inside sales trainer, and advisor with 20+ years of experience. ” People leave managers, not companies. .”

Process 88

Process Cold Call Strategize Consult 88

Sales Hacker

AUGUST 4, 2023

We’ve been getting a ton of question since we announced the acquisition so this week we’re going to have Max Altschuler break down the whole story. Subscribe for free to receive new posts and support my work. It’s very unusual that when you sell a company, you get a say in what happens after that. It truly changed my life.

GTM 61

GTM Non-Profits Sales Start-ups 61

SaaStr

MAY 20, 2020

I did a version of this Old Me-Young Me post in 2018. I thought it could bear with an update, given the unique times we are in. This is the conversation I would have had, wished I could have had, with my younger SaaS CEO self — jason. Old Me, 2020 : It does feel that way. Old Me, 2020: I hear you.

Cross-sell 109

Cross-sell Market share Up-sell Conversion 109

Hubspot

JANUARY 4, 2024

However, it's not the slump itself that really matters, but what we do to address it. However, it's not the slump itself that really matters, but what we do to address it. Consider this year, we all saw a dip in sales and massive layouts due to the global recession. We have no pill for this. What makes a bad sales month?

Quota 79

Quota Pipeline Sales Prospecting 79

Search Engine Land

FEBRUARY 23, 2024

Where did all these projects come from? Picture this: an SEO project dashboard for a multi-faceted company. In-house teams constantly juggle a never-ending pipeline of SEO projects, from competitor analysis and technical maintenance to launching new products and website migrations.

X-functional 115

X-functional Territory Launch Follow-up 115

SaaStr

JUNE 7, 2021

As we gear up for SaaStr Annual 2021 in the SF Bay Area , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. One such example would be his insistence on thinking about the very near future, 90 days, for the first year and a half of the company.

Non-Profits 134

Non-Profits E-commerce Start-ups Up-sell 134

The Lost Book of Sales

JANUARY 31, 2024

Even as modern companies have increasingly embraced customer success teams emphasizing a smooth handover to implementation or customer care functions, there are many reasons for you to stay on your toes. If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you're wrong!

Sports 105

Sports Drivers/motivators Clients Contract 105

Spiro Technologies

JANUARY 23, 2024

Transcript Eddie Russnow: We did all the electrification for the overhead on the Green Line Extension to Somerville. We’re going to bring it into the 20th century. We make amazing AI software for companies in the supply chain, but we’re not talking about that today. Eddie Russnow: That was huge.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

Sales Hacker

AUGUST 11, 2023

Subscribe for free to receive new posts and support my work. Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! How did you bootstrap your career? Ang The start of my sales career was focused on chasing financial rewards and trying to outshine everyone on the leaderboards.

GTM 63

GTM Sales Launch Pipeline 63

SaaStr

NOVEMBER 16, 2022

You can watch the full video below, and we’ve included a transcript of the episode. All the early SaaStr content was only around folks sort of for one to 5 million and we added more diversity to some stages than others. And I think we could better organize it. Why did your first rep not work out? Bootstrapping.

Quota 87

Quota Niche Growth Up-sell 87

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. Sales Outreach: Why Old School Hunting Doesn't Work. And we were saying that old school hunting doesn't work.

Sales 98

Sales Prospecting Up-sell Education 98

Martech

JULY 30, 2021

Man, every time I turn around I hear about someone moving to another company. In the old days, my grandmother wrote my family’s addresses in pencil in her address book because we moved around so much. I need a service to automatically update my contact cards because they keep going out of date.

Drivers/motivators 130

Drivers/motivators Education Start-ups Strategize 130

Search Engine Land

FEBRUARY 16, 2023

Fast forward to 2023, we still don’t have proper jetpacks, flying cars or hoverboards, but modern SEO is a far cry from 20 years ago. Fast forward to 2023, we still don’t have proper jetpacks, flying cars or hoverboards, but modern SEO is a far cry from 20 years ago. Yet we’re not yet fully there.

UX 97

UX Objectives and Key Results Consult Start-ups 97

Search Engine Land

FEBRUARY 6, 2023

We also have gotten our first look at AI-powered features in Google Search. We knew this was coming because Pichai mentioned it on the latest Google earnings call. We knew this was coming because Pichai mentioned it on the latest Google earnings call. Google is now testing Bard, its answer to OpenAI’s ChatGPT.

Launch 98

Launch Technology Technology User Experience 98

Partners in Excellence

JANUARY 17, 2023

Calm down, give me a few moments to defend my case. I know it’s an absurd concept–selling the way our customers want to buy. Afterall, we have our quotas. We have our cadences, sequences, we have to reach out to hundreds or thousands of people a day, we have to constantly be pitching.

Customers 86

Customers Quota Pitch Technique 86