SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that?

Product 100

Product GTM Trust Growth 100

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. I continue to imagine, “Wouldn’t it be great if I could achieve my desired level of fitness, without having to go to the gym for an hour every day! In work, we constantly look for shortcuts. .”

Pipeline 137

Pipeline Drivers/motivators Technology Technology 137

Martech

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. We spoke with marketers from Cox Automotive and Sobeys about charting their own paths forward and how they’re finding ways to connect with customers in this complex landscape.

Government 69

Government Campaign Customers Follow-up 69

Partners in Excellence

FEBRUARY 16, 2022

There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. ” This question changes how we work with customers.

Customers 143

Customers Sell Process Meeting 143

Heinz Marketing

MARCH 15, 2024

The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today. Only companies who genuinely grasp their customers’ challenges, goals, and buying journeys can tailor solutions and deliver tangible value.

Growth 110

Growth Customers Objectives and Key Results Teamwork 110

Martech

MAY 20, 2024

1 is characterized by short-termism, data overload and a lack of human connection when reaching customers. Ring 2: The internal disconnect Marketing departments can become isolated silos within a company, disconnected from sales, customer service and product development. Ring 1: The audience disconnect Ring No.

Drivers/motivators 123

Drivers/motivators Pitch Trust Manufacturing 123

Martech

DECEMBER 14, 2023

It’s about making sure your marketing technology investments are more than just fancy tools. However, this alignment I’m talking about is considerably more consequential. In a rapidly churning digital landscape, it’s about staying aware of trends and ensuring your martech stack is adaptable and scalable.

Strategize 123

Strategize Technology Technology Retail 123

Partners in Excellence

NOVEMBER 25, 2021

I read a lot of commentary from “experts” about PLG–Product Led Growth. It leaves all the heavy lifting of “buying” to the customer. We don’t have to invest in understanding the customers’ businesses and challenges. What if the customer isn’t searching or looking?

Sell 142

Sell Represent Quota Growth 142

Partners in Excellence

JUNE 30, 2022

It’s something I pass on the way to achieving my goals. Finding customers that may have the problem we are the best in the world at solving. Sharing some observations about their business. Getting them to think about doing something new or different. Getting them to think about new possibilities.

Sell 127

Sell Quota Up-sell Conversion 127

Eliminate Your Competition

MARCH 14, 2024

In situations where complex deals and large buying teams are the norms, the path to closing a deal often feels like navigating a labyrinth. My discussions with clients have illuminated the critical role of a well-structured approach in guiding selling and buying teams through this maze.

Process 52

Process Negotiate Strategize Sales 52

Partners in Excellence

MAY 26, 2021

When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. And then we “Go To Customer.” ” We inflict our strategy on the customer.

Assembly Line 150

Assembly Line Customers Manufacturing Start-ups 150

Closing Bigger

APRIL 22, 2024

While linear thinking revolves around improving customer satisfaction, exponential thinking is all about building customer communities and leveraging network effects. Value per Customer Interaction: Exponential sellers prioritize adding more value per customer interaction, rather than simply making more calls.

Sell 59

Sell Networking Sales Technology 59

Partners in Excellence

JANUARY 11, 2022

We know that to get really good at anything, we have to continue to work on developing our capabilities to do the things that produce the outcomes we hope to achieve. We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F.

Cross-sell 143

Cross-sell Quota High impact Prospecting 143

Partners in Excellence

DECEMBER 1, 2021

I read a lot of commentary from “experts” about PLG–Product Led Growth. It leaves all the heavy lifting of “buying” to the customer. We don’t have to invest in understanding the customers’ businesses and challenges. What if the customer isn’t searching or looking?

Sell 118

Sell Represent Quota Growth 118

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel. There’s a reason why all of our competitors invest into customer communications.

Niche 140

Niche Intrinsic Campaign B2B 140

Partners in Excellence

JUNE 6, 2022

I recently read an article about the coming Great Customer Resignation. Over the past year or so, we are constantly reminded about the Great Resignation. Many attribute this to experiences through the pandemic, whether it’s WFH or WFA, or rethinking of individual priorities about work and life.

Customers 119

Customers Growth Sell Sales 119

SaaStr

NOVEMBER 23, 2022

Sometimes voices get raised, but it’s to get the best outcomes. Sometimes voices get raised, but it’s to get the best outcomes. The life of a CRO is all about results. You don’t have to get a deal at any price—at the cost of yourself, your team, or your customers. How does a team establish rapport with one another?

Drivers/motivators 114

Drivers/motivators Trust Legal Finance 114

Veloxy

AUGUST 16, 2023

Armed with this knowledge, you’ll be well-prepared to unlock the full potential of your Salesforce investment and drive your business to new heights Short Summary Maximizing Salesforce ROI in 2023 requires understanding user adoption, data quality and customization strategies. Salesforce’s revenue in 2022 was $26.492 Billion.

Objectives and Key Results 130

Objectives and Key Results CRM Profit margin Consult 130

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. So tell me, what do you like about the [current solution] you’re using? It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Martech

MARCH 3, 2023

You can find Part 1 (one-to-one, omnichannel personalization) here , Part 2 (first-party customer view) here and Part 3 (customer lifetime value model) here. While an individual or two may stand out, the collective strategic work is what achieves winning and sustainable ROI. Culture isn’t static, either.

Customers 109

Customers Objectives and Key Results Strategize Drivers/motivators 109

Martech

OCTOBER 10, 2023

” Creating a compelling and rewarding customer experience is top of mind for most brands these days, as it is common knowledge that consumers value the journey almost as much as the products and services they buy. In the first article of this three-part series, we explored the collaborative aspects of customer journey operations.

Government 125

Government Customers Healthcare Promote 125

Search Engine Land

FEBRUARY 13, 2024

When used correctly, it can greatly benefit your marketing efforts, particularly in PPC , where budget allocation directly influences outcomes. The customer has identified the problem (“I need a hot tub!”), researched solutions (Google search, going to brand websites, or a brick-and-mortar), and decided to make a purchase.

Non-Profits 124

Non-Profits Campaign Strategize Growth 124

Partners in Excellence

MARCH 6, 2022

Over time, I’ve noticed some striking things about data and how we misuse it. So managers really are ignoring the data and what it means for the outcomes we are trying to produce. For example, what do we have to about how we sell/who we sell to in order to get a 50% win rate. We have a quota of $1M.

Pipeline 68

Pipeline Quota Up-sell Sell 68

Partners in Excellence

JANUARY 25, 2022

A question came up, “Dave you talk about how we differentiate ourselves through creating value with the customer, helping them make sense of what they are trying to achieve, helping them have great confidence in their decision. What are they trying to achieve? But a large part of our business is RFP’s.

Construction 90

Construction Government Pitch Up-sell 90

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. The beauty of a sales performance dashboard is your ability to customize it. So how do you determine what those goals are, and how do you know what to measure to achieve those goals?

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Partners in Excellence

SEPTEMBER 24, 2020

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start with our customers. Too often, our discovery questions are highly scripted to get us to learn the things we need to know to better sell? In reality, nothing.

Pitch 115

Pitch Process Sell Customers 115

Salesforce

MAY 25, 2023

You can help your marketing team by getting your die-hard customers to spread the word about your offerings — sparking product-led growth. It puts your product at the center of the customer experience and buying journey. But, don’t worry — ABM and product-led growth work better together. What is product-led growth?

Growth 98

Growth Product Customers B2B 98

SaaStr

JANUARY 3, 2023

Embracing revenue operations as buying cycles change. How customers come into the sales funnel, when, where, and how they’re engaged are becoming increasingly digitalized. Product-led growth (PLG) is taking center stage in response to these changing buying patterns and flipped the sales funnel we’ve come to know. Not anymore.

Growth 96

Growth Drivers/motivators Go To Market Sales 96

Partners in Excellence

MARCH 17, 2022

Recently, I got sucked into a LinkedIn conversation (Yes, I have to be better at resisting clickbait). There were several things fascinating about the discussion. When the activities aren’t producing the outcomes we expect, the answer is always the same, do more. ” These are all conversations about effectiveness.

Conversion 73

Conversion Meeting High impact Start-ups 73

Martech

MARCH 15, 2022

The pending loss of third-party cookies means contextual advertising will become more important than in the past and adtech is essential to marketers who are looking for ways to access customers through contextual data. Ways to learn more about adtech. Adtech also gives marketers incredible reach since it connects them to all media.

Technology 127

Technology Technology E-commerce Campaign 127

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.

Assembly Line 134

Assembly Line Sales Price Trust 134

Partners in Excellence

MARCH 22, 2022

In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000’s of articles have been written about creating predictable revenue, and the selling activities/processed to do this. But one thing has struck me as strange, I’ve never heard any conversations about Predictable Buying.

Objectives and Key Results 85

Objectives and Key Results B2B Contract Conversion 85

Salesforce

JANUARY 31, 2023

If you have customers, then you understand the importance of great service. It’s the difference between whether they choose to buy your product or your competitor’s. But what if your “customers” are fellow employees? For strategy and operations teams, like Salesforce’s DesignOps team , the primary customer is the employee.

Drivers/motivators 52

Drivers/motivators Technique Education Meeting 52

ConversionXL

JULY 25, 2022

Brands that slap a “Buy Now” button on a page and call it a day wonder why their campaigns fail to convert. CXL use them on landing pages to invite customers to trial top marketing courses: SEO tool Clearscope invites users to join their Director of SEO in a webinar. CTAs drive the buying journey.

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

ConversionXL

FEBRUARY 3, 2022

Rob Sobers said about the marketing growth strategy, “It’s not about tactics—it’s about people and process.”. And when it comes to people, you need buy-in from all over the organization. A marketing growth strategy is about small and incremental wins that build up over time. Your customers want different things.

Growth 115

Growth A/B testing Objectives and Key Results Referrals 115

Martech

FEBRUARY 2, 2023

“The issue with addressability is that once cookies go away, and with the loss of identifiers, about 80% of the addressable market will become unknown audiences which is why there is a need for privacy-centric consent and a better consent-value exchange,” said Jeffrey Bustos, VP, measurement, addressability and data at the IAB.

Sports 119

Sports Technology Technology Consult 119

Partners in Excellence

SEPTEMBER 2, 2021

As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. But value propositions have become almost another feature we talk about in pitching our products and company. They were only indirectly related to the customer.

Pitch 121

Pitch Growth Customers Networking 121