Partners in Excellence

JANUARY 6, 2025

Most of the time, my speaking is at the SKO of a client, with whom we’ve been working on key change initiatives. But every once in a while, someone convinces me to do something with a client I’ve not worked with, or at some sort of conference. They fit the sponsor’s objectives. They work!!

Objectives and Key Results 126

Objectives and Key Results Territory Clients Drivers/motivators 126

Martech

JULY 30, 2024

GEO positions your brand to appear in AI-generated results when users search for queries related to your products, services or areas of expertise. As search behavior evolves, achieving better visibility in AI-generated responses is key to your brand being discovered in this new digital marketing era. How is GEO similar to SEO?

Engineering 114

Engineering Objectives and Key Results User Experience Trust 114

Search Engine Land

AUGUST 22, 2024

Your approach depends on the account’s size, conversion volume and overall business objectives. This results in wasted spend. You have little to no control regarding product prioritization and are handing the keys over to Google’s algorithm with smart bidding. Relatively low effort to tier segments via Custom labels.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Salesforce

MAY 16, 2025

During the fall, I was thrilled to work on the first implementation of Personalization built natively on the Salesforce platform for one of our retail clients. Personalization is a real-time AI decision-making tool built on Data Cloud that helps you use customer data to drive personalized experiences. Connections 25 is almost here!

Objectives and Key Results 98

Objectives and Key Results Customers Construction Clients 98

Heinz Marketing

JULY 19, 2024

As we work to adapt their strategies to the ever-changing market, one key decision that is becoming more common is whether to leverage AI technologies or partner with a specialized agency to achieve their goals. This decision hinges on various factors, including the nature of the task, budget constraints, and long-term strategic objectives.

Strategize 114

Strategize B2B Lead generation Objectives and Key Results 114

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Despite this, you might be frustrated by underwhelming results and a lackluster adoption from your team. Set precise and easily measurable objectives for your team and track their progress.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Search Engine Land

JULY 29, 2024

Key benefits of GEO. GEO positions your brand to appear in AI-generated results when users search for queries related to your products, services or areas of expertise. As search behavior evolves, achieving better visibility in AI-generated responses is key to your brand being discovered in this new era of digital marketing.

Engineering 131

Engineering Objectives and Key Results Trust User Experience 131

Search Engine Land

JULY 24, 2024

When managed effectively, Google Ads campaigns can significantly boost your online presence and drive business results. Alignment with business goals : Regular performance checks allow you to ensure that your PPC efforts remain aligned with your overall business objectives. The client’s website. The market conditions.

CTR 97

CTR Objectives and Key Results Click Through Rate Campaign 97

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed.

Territory 52

Territory Objectives and Key Results Legal Sales 52

Search Engine Land

JULY 25, 2024

Clients often judge SEO and paid search as independent channels. But if you fail to support brands or examine how your core customers’ needs evolve, you will likely jeopardize your medium to longer-term performance. As a result, organizations look to maintain their advertising/marketing effectiveness without increasing spend.

Campaign 108

Campaign Objectives and Key Results Price Service 108

Martech

AUGUST 7, 2024

We recommend that clients create a panel of interested parties with various interests. While you need to have voices from your technical, HR and legal teams, you must surround these protectionist voices with parties interested in creating value, such as sales, marketing, customer success, sales enablement, product and more.

B2B 127

B2B Objectives and Key Results Legal Territory 127

Search Engine Land

JULY 25, 2024

Or, programmatic display is required to support the customer journey in a hidden way you don’t realize. Some are totally custom, and others are right out of the box. You might have some great success stories in them or even with integrated, cohesive results. Make sure that it is objective, specific, actionable and accountable.

Objectives and Key Results 110

Objectives and Key Results Start-ups Launch Follow-up 110

Heinz Marketing

SEPTEMBER 17, 2024

This article delves into key indicators and situational triggers that signal when partnering with a marketing agency might be a strategic move for your business. Revamp Marketing Plans : Develop new campaigns focusing on innovation and customer engagement. Failure to meet the demand can result in lost opportunities.

Objectives and Key Results 106

Objectives and Key Results Launch Campaign Growth 106

Martech

DECEMBER 6, 2024

However, they lack important context about your brand, customers, and industry that comes from experience. You must educate your AI co-pilot about your company’s brand voice, target customers and industry. Creating your custom AI co-pilot OpenAI and Anthropic offer different approaches to creating trained AI assistants.

Angle 131

Angle Objectives and Key Results Education Strategize 131

Hubspot

JULY 23, 2025

Since then, I’ve built customer journeys that do work. Here’s what it really takes to build a customer journey sales funnel that works — not just in theory, but in the trenches. Here’s what it really takes to build a customer journey sales funnel that works — not just in theory, but in the trenches. They anticipate objections.

SQL 50

SQL Customers Cold Call Sales 50

Search Engine Land

AUGUST 12, 2024

Post from Boris Beceric on “wrong” ways to run Google Ads However, if you rely too heavily on Google Ads strategies that seemed successful early in your PPC career, you might develop biases that limit your ability to tailor your approach to each client’s unique needs. This article will break down: Major biases a strategist might have.

Objectives and Key Results 94

Objectives and Key Results Non-Profits Campaign Networking 94

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” That's because their customers were CFOs and financial controllers who needed someone who spoke their language,” Wickett says. You can’t escape it.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Hubspot

MARCH 12, 2025

This approach tackles the modern, overwhelmed customer by simplifying offerings and focusing on the buyers needs and priorities. Bonus: the whole approach is customer-first. For sellers, the key benefit is a shorter sales cycle, allowing them to close deals more efficiently. And, this can have beneficial results.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Hubspot

OCTOBER 28, 2024

billion-year history of the known universe — have tapped some experts for their takes on key cold calling mistakes you need to avoid. The key is to have talking points and be flexible in how you deliver them, allowing for a natural conversation that feels authentic to the prospect.” Let's see what they had to say!

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Veloxy

FEBRUARY 12, 2025

The results get even better with a 5X increase by the second month. Our customers tell me how our 360 degree customer view eliminates the need to switch between different platforms. The automated activity capture for emails and events creates a single source of truth for all customer interactions. See our case study here.

Product 130

Product CRM Price Objectives and Key Results 130

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. What is Soft Skills Training?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

PandaDoc

JUNE 27, 2025

Sales enablement content gives your sales reps the resources they need to build trust, help with objection handling , and move potential customers through the sales funnel. Effective sales enablement content directly supports your reps when making a sale, meaning they can deliver a smoother sales experience for the customer.

Objectives and Key Results 52

Objectives and Key Results Legal Contract Objection handling 52

Hubspot

APRIL 9, 2025

Others save you time but damage your results meaning youll ultimately be less productive for using them. Your demo should be highly customized to your audiences needs, desires, and goals -- and you cant achieve that level of customization without doing prep work. Define next steps.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Then, you will receive a summary of the results by the end of the session. What it looks like: Two sales reps argue over lead ownership, harming productivity and slowing progress on key accounts.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Martech

APRIL 2, 2025

From trend to strategy: How interactivity drives results Social media platforms punish their brand advertisers, influencer marketing loses its edge, but email just keeps on keepin’ on. However, my work with clients shows that interactive email can create more value for customers and drive greater results for your business.

Gaming 95

Gaming Objectives and Key Results Strategize Education 95

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. A sales performance evaluation is a structured review of a salespersons results, skills, and areas for improvement. Each type brings its strengths, tailored to your sales objectives.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. What is a customer’s journey?

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. Our solution streamlines approvals, saving clients up to 10 hours a week. They’re missing a few key features.” What impact are they having?”

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Hubspot

JULY 22, 2025

It’s still early-stage in some ways, but Breeze has helped me spend less time toggling between tools and more time actually talking to potential clients. Gong records and analyzes your sales conversations to spot patterns, objections, competitor mentions, and deal risks. Misses key moments in transcriptions and screen-sharing.

Objectives and Key Results 59

Objectives and Key Results Price Follow-up CRM 59

Highspot

MAY 15, 2025

Key takeaways Personalization is a must, not a nice-to-have, since 71% of buyers expect personalized experiences, and 76% get frustrated when they don’t get them. You’ve practiced your pitch, you know the customer’s pain points, and the value you can offer. The result? They achieve 2.7

Pitch 52

Pitch Objectives and Key Results Presentation Price 52

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 86

GTM Engineering Customers Cross-sell 86

Hubspot

JULY 22, 2024

Think about who your best customers are (or who you’ve had the most success calling in the past) and look for common attributes. Voila — a list of potential customers. I also think it works because the customer immediately sees value because you’ve done your research. Option 2: Objection I understand. Introduce yourself.

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

RingDNA

MARCH 18, 2025

The last generation of conversation intelligence solutions promised a way to fix this, but often fell short in delivering value in many key areas — particularly in terms of saving managers’ time, helping in the moments that reps need it most, and empowering every member of the sales team to improve independently. The result?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

PandaDoc

JUNE 2, 2025

Fortunately, sales teams dont need to invent a decision criteria that aligns with an established buying process or an ideal customer profile. What measurable result does the buyer expect? How MEDDIC works MEDDIC serves as a checklist for uncovering the key elements of any potential deal. MEDDIC is one such framework.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 74

GTM Engineering Customers Cross-sell 74