Search Engine Land

MAY 20, 2024

Despite the popularity of social media, the buzz around AI and some game-changing algorithm updates , Google is still the primary source of website traffic. The canvas then helps you get “fit” between your products and services and what your customer really needs. The canvas has two main areas, each divided into three sections.

Non-Profits 119

Non-Profits Drivers/motivators Finance Service 119

Partners in Excellence

MARCH 25, 2024

What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals. With Keenan and his team, selling success is all about the customer, not what we sell.

Sell 121

Sell Up-sell Consult Drivers/motivators 121

Search Engine Land

APRIL 26, 2024

This was a big core update, where Google said that this core update is more complex and involves changes to multiple core systems, while also ending the standalone helpful content update. As always, we appreciate and encourage feedback from users and site owners alike.” ” Other changes. 45% reduction.

Engineering 145

Engineering User Experience Launch Start-ups 145

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. If we understand our ICPs, we already should understand: (If you don’t, reassess your sales enablement strategies.)

Healthcare 121

Healthcare Drivers/motivators Engineering Presentation 121

Search Engine Land

MAY 20, 2024

How did we get to this point? Usually, for recoveries to happen, impacted site owners must make dramatic changes to their site, content, UX and bottom-line quality. The goal of this article is to provide some alternatives while we wait for Google to sort out its issues. Hopefully, some kind of rollback in the future is coming.

Niche 125

Niche UX Construction Start-ups 125

Search Engine Land

MARCH 4, 2024

If we’re not already, we will be facing a reckoning in the world of search marketing. This reckoning that’s upon us is directly because of the excess data availability level that we have been accustomed to. A world of excess: Is more really better? Why is this change significant?

A/B testing 139

A/B testing Click Through Rate Campaign Trust 139

Search Engine Land

MAY 3, 2024

Even just understanding what happened in terms of the HCU and integration (or lack thereof) into the core is a whole basket of confusion for various reasons. Not really. The same applies to another metric that is often pretty telling: volatility change. There is going to be a lot said about this update.

Construction 140

Construction Follow-up Start-ups Presentation 140

Partners in Excellence

APRIL 19, 2024

Dave: We were scaling aggressively. We grew ARR tremendously past two years that I’ve been there. Last year we hired and onboarded 80 SDRs and AEs. At the end of the year we had grown to 50 AEs and sales people. We drove the performance of those people, reducing CAC payback by 20%! Dave: About 40%!

Quota 123

Quota Growth Prospecting Start-ups 123

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. They’ve determined there is a problem, an opportunity, a need to change. They have let their fingers do the walking through Google, found your site and expressed interest. And this is really what they care about!

Sell 130

Sell Up-sell Start-ups Customers 130

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” The responses are the same, but with the addition, “CFOs in the industrial products sector care about these things… ” They are the same, the only change is the addition of the industrial products sector. And eventually, the shine wears off, we go back to what we always did.

Gaming 126

Gaming Engineering Presentation Start-ups 126

Search Engine Land

MAY 9, 2024

We get to leverage both sides of our brains: The right brain when it comes to on-page, content and even link building campaigns. We lean into technical know-how and keyword optimization. Logically, we react to what the numbers are telling us and decide the next steps accordingly. So, how do we reach that goal?

A/B testing 125

A/B testing Entertainment Engineering Campaign 125

Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? This can change many things, including price, customer service, contract enforcement and more. The most important thing is to understand why you are using the solution in the first place. What technological changes are expected?

Contract 101

Contract Legal Price Technology 101

Partners in Excellence

JANUARY 23, 2024

We have reached a “crisis” in time management. It’s finding the time to do these things. Some of the time pressure we all face is a result of the disruption, volatility, change impacting everyone. We live in a quickly changing world. We are overwhelmed with “Initiatives.”

Objectives and Key Results 113

Objectives and Key Results Technique Presentation Closing 113

Martech

JANUARY 30, 2024

“Email marketing is continually changing — not because the technology is changing, but because of consumers, their expectations, and how they use email changes. As marketers, we need to adapt to that.” “If you’re going to do a master class,” said Phelan, “it’s really not for a beginner. .”

Technique 118

Technique Education Gaming Start-ups 118

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. He researched others, understanding their roles and what their companies did, creating personalized emails. He tried to connect what he learned they were doing with his prospecting efforts. How do you know if he cares?

Pitch 129

Pitch Prospecting Start-ups Conversion 129

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose. Think about that for a moment.

Customers 120

Customers Objectives and Key Results Growth Objection handling 120

Search Engine Land

APRIL 26, 2024

You’ll quickly see if there has been an obvious change in visibility around the time of an algorithm update. While this is a good indication of how a core update has impacted your site’s visibility in the SERPs, you’ll need to dig deeper to really understand the update’s effects.

X-functional 136

X-functional User Experience UX Follow-up 136

Heinz Marketing

DECEMBER 1, 2023

At some point, whether it was when this person was hired or during this change management process, this contributor fell out of the loop with regards to the defined function of their role. Otherwise, you have a lot of confused employees taking guesses and developing their own processes to support work they think they’re supposed to be doing.

Process 114

Process Government Consult Clients 114

Martech

DECEMBER 18, 2023

Why are we doing this data program? Dig deeper: Theresa Kushner: Spotlight on the expert So, how do you know you’re being successful? We’d like to know how it’s been for you. Please take this short survey so we can have your input on the state of martech salaries and careers. We’re all human.

Government 142

Government Campaign Strategize Customers 142

Partners in Excellence

MARCH 1, 2024

“Selling Bad Breath” repulses the people we are trying to reach. Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up.

Sell 73

Sell Pitch Quota Up-sell 73

Search Engine Land

MAY 3, 2024

I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. I appreciate that some people feel pushed into working really long hours or are using work in a negative way, but why shame someone who wants to work? There seems to be this new “thing” emerging online. Don’t get me wrong – burnout is real.

Contract 121

Contract Start-ups Drivers/motivators Meeting 121

Partners in Excellence

MAY 1, 2024

” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 118

Technology Technology CRM Pipeline 118

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. But does this mean we really understand our customers’ problems? What are the clues or leading signals they might understand? What is that impact?

Customers 109

Customers Follow-up Start-ups Product 109

Partners in Excellence

MAY 6, 2024

She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. Why do you stay in selling?

Sell 89

Sell Technical Sales Up-sell Technology 89

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Whether you’re aiming for minor tweaks or bigger changes, this checklist will help set your SEO program up for success in the next 12 months. Economic or industry trends: Do you have the right awareness? Still, it is good to do your research.

Strategize 144

Strategize Launch Start-ups Engineering 144

Search Engine Land

FEBRUARY 8, 2024

Why we care. We are at the dawn of the new Google Gemini era, and we’re watching just the beginning of Google reshaping its core products – including Search. If you’ve been using Bard, there are really only two changes to know – the name and the URL. Why the name change? Bard is now Gemini.

Pitch 140

Pitch Launch Meeting Follow-up 140

Partners in Excellence

MAY 8, 2024

Desperately, we try to find someone to talk to, something interesting to talk about, but…… It seems so much of “modern” selling looks like this. But we don’t understand what has happened. All we really want to do is present our product, our pricing, and hope that we get an order.

Price 68

Price Up-sell Conversion Presentation 68

Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Most of the time we actually fail to do discovery. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. “Do you have a problem with sales performance?………

Pitch 119

Pitch Presentation Trust Process 119

Martech

JANUARY 17, 2024

In the current business climate, key people change jobs and new people come on board through mergers and acquisitions. If the groundwork for a smooth transition isn’t in place ahead of time, last-minute changes could mean disaster for the implementation. We’d like to know how it’s been for you.

Appointment 104

Appointment Contract Technology Technology 104

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve. Alternatively, “we reduce costs by Y%.”

X-functional 108

X-functional Pitch Price Customers 108

Search Engine Land

FEBRUARY 2, 2024

What changed. ” Google also said this new version has “a better focus on a starter audience and the topics we think a person who’s just dipping their toes in SEO should focus on and why.” ” Google added: Why do this. Google added sections that lacked an answer to “why should I do this?”

Promote 141

Promote Engineering 141

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others?

Construction 121

Construction Pipeline Gaming Conversion 121

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 125

Customers Quota Up-sell Conversion 125

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. They don’t care about how great we are, our logo slides, our “leading products.”

Manufacturing 121

Manufacturing Finance Presentation Technology 121

Search Engine Land

APRIL 4, 2024

Where do you even start? Before we set out in search of any issues, let’s make sure that this isn’t just a tracking bug. Here’s an easy example of what that might look like for my company, using GSC’s Query filter functionality and RegEx: Are you seeing relatively flat non-brand traffic changes, but a big brand swing?

Referrals 142

Referrals CTR Territory Sports 142

Partners in Excellence

JANUARY 22, 2024

But then I ask again, “How does your customer make money,” few can provide any deeper understanding of what their customers (as enterprises) do to make money. “What work does your customer do?” But it’s not what the individuals really care about. We struggle to connect with our customers.

Customers 112

Customers GTM Trust Up-sell 112

Partners in Excellence

MARCH 27, 2024

We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. We only win when our customers succeed.

Conversion 108

Conversion Gaming Meeting Trust 108