Search Engine Land

DECEMBER 28, 2023

Meanwhile, across the pond, Google is facing the possibility that it may be forced to sell part of its ad business after being charged with violating the European Union’s antitrust laws. In another blow for Google, an Adalytics study accused it of mis-selling video ads to marketers for the last three years.

Retail 121

Retail X-functional Launch Non-Profits 121

PandaDoc

OCTOBER 13, 2022

Streamlined and easy-to-perform processes for data generation and effective ways to analyze performance appeals to small and midsize businesses. Customer support : help center, email; extra support is paid additionally. The sales reps will enjoy pretty straightforward processes for creating records and moving leads through the process.

X-functional 52

X-functional Territory CRM Lead generation 52

Heinz Marketing

MAY 16, 2022

This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Hubspot

APRIL 4, 2023

Explain your thought process and decision-making. I enjoy the process of analyzing complex data, identifying patterns and trends, and using that data to make informed recommendations. It's also when you really need to sell yourself and your skills. I did this by [Describe Process]. What obstacles did you face?

Consult 73

Consult Objectives and Key Results X-functional Construction 73

SalesHandy

MARCH 21, 2023

Personalize your emails: When you say “Hey Mike” instead of “Hey Customer”, it makes a world of difference. All we want to know is how would that product help us I am investing X amount of money in it. I believe we can offer a customized solution that meets your specific needs. Regards, {Your Name} 2.

Closing 98

Closing X-functional Sales Follow-up 98

ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. How do customers think of my company compared to competitors? Competitor X is doing Y. How do we stand out?

UX 126

UX X-functional A/B testing User Experience 126

InsightSquared

NOVEMBER 20, 2017

Commonly overlooked when rolling out new processes or changes to existing processes is the training for the actual managers. A common one is determining the output of sales activities, how many are typically needed to make X dollars. Train Managers, Too. Stats like this give managers something to actually manage to.

X-functional 54

X-functional Cross-sell Sales CRM 54

Hubspot

OCTOBER 23, 2017

Qualifying Leads: The Qualification Process. At every step of the sales process, you’ll continuously evaluate prospects for more and more specific characteristics. Do you sell to their industry? Also keep in mind that unless a prospect can be qualified on all three levels, you shouldn’t advance them in the sales process.

Sales 101

Sales X-functional Contact Prospecting 101

Heinz Marketing

JUNE 7, 2021

But I can also tell you my teams and my colleagues and peers are also eagerly writing things down, and it helps to shape our own internal strategy and processes as we go forward. And so, as we have evolved complex buying and selling, the model has evolved as well. I mean, you think about the marketing qualified lead.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. So, be thinking about the conversion experience, more as a process, rather than a one and done. To what points in the customer journey do they correspond?

B2B 110

B2B Conversion B2C SQL 110

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 56

X-functional Engineering Clients Start-ups 56

Heinz Marketing

JULY 13, 2020

First time people started talking about a referral culture, and what he wanted to do and actually is doing, is start with his managers and then his sales team, then customer success, and then roll it out through the entire company. But if social selling really was a be all end all, this is when it would prove itself.

Pipeline 83

Pipeline Referrals Cold Call Sales 83

SaaStr

JULY 17, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. Keith Rabois: There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

E-commerce 72

E-commerce Retail Real Estate Growth 72

Heinz Marketing

FEBRUARY 24, 2020

This week’s episode is entitled “ The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!) ” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today.

Pipeline 62

Pipeline Sales Cross-sell Up-sell 62

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. Our customers, our employees, our revenue. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room.

Drivers/motivators 73

Drivers/motivators X-functional Trust Cross-sell 73

SaaStr

AUGUST 7, 2020

” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits. We have over 1100 customers across the globe. There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” These companies can scale really efficiently.

Price 59

Price Retail X-functional Healthcare 59

Lead Fuze

JULY 6, 2023

Pinpointing customers’ issues is an essential move in boosting your product or service, increasing customer gratification, and eventually aiding the development of your company. In this blog post, we will delve deep into various strategies on how to identify customer pain points effectively.

Customers 52

Customers Clients Lead generation X-functional 52

Lead Fuze

JULY 1, 2023

You’ll learn about involving sellers directly during the process of setting quotes, leveraging CRM software tools for efficient workflow and tracking deal progressions. Instead, customize goals based on each rep’s unique capabilities for more realistic and achievable targets. It’s all about playing to his strengths.

Quota 52

Quota Growth Territory Commission 52

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. How do they set up the process from there? How do they set up the process from there? * Who decides this?

Strategize 58

Strategize Quota Non-Profits Price 58

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. Having a sales process in place that caters to every businesses’ needs can be crucial to hitting revenue goals consistently, and driving growth. selling products to other businesses).

B2B 98

B2B Cross-sell X-functional Follow-up 98

PandaDoc

MARCH 7, 2023

A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. It’s a structure of steps that help lead a customer further down the funnel in the most streamlined way possible. Wondering how to streamline the sales process ? How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

JULY 15, 2020

You had to talk more people, how people will slowly flake out of a process, how it’s harder to build relationships over Zoom. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something.

X-functional 62

X-functional E-commerce Growth Retail 62

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. You can get there by process of elimination. billion dollars.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. In tech sales, you will be expected to: • Prospect for new customers. Manage customer relationships.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Cost of selling as a percentage of revenue generated. They help you understand what’s working and what’s not regarding your holistic sales process.

X-functional 96

X-functional Quota Cross-sell Contract 96

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

ConversionXL

OCTOBER 22, 2018

As marketing moved online, we got decent at tracking link clicks and website behavior, but we still struggle to connect the dots between someone visiting a website, taking an action, and becoming a customer. The prospect-to-customer journey is not a linear series of events; it’s hard to predict and measure every engagement.

B2B 131

B2B Process Campaign Contact 131

Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. Each of these terms refers to a method of guiding sales reps through the sales process. A sales play refers to a set of best practices designed for a specific customer scenario. What is a sales play? on their own.

Territory 52

Territory X-functional Cross-sell Sales 52

ConversionXL

FEBRUARY 26, 2014

For many ConversionXL readers, PPC advertising is a big part of your business & in many ways it is just as critical to the conversion process as what’s happening on the page. AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. image source.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Hubspot

JUNE 22, 2022

Still, some underlying principles can be applied in the context of almost any kind of business relationship to make the process of establishing one a bit more straightforward. Customer Relationships. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals.

Legal 75

Legal Relationship building X-functional Contact 75

SaaStr

APRIL 24, 2020

For vendors going through that digital transformation with their customers, what is the right tone to adopt that is both empathetic and achieves business objectives? They have almost 2,500 customers in segments both struggling (fashion, luxury), and growing (electronics, etc.). 328: Romain Lapeyre is CEO of Gorgias.

X-functional 87

X-functional Strategize Retail Technology 87

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes. Data integrity is more important than you thought.

Contract 70

Contract CRM Consult Cross-sell 70

ConversionXL

JULY 20, 2019

They also found that customer lifetime value (CLV) of email users is an impressive 12% above average. These product category prompts help deliver a more customized shopping experience (i.e. Transactional emails are based on visitor/customer behavior. However, the opportunity to up-sell and cross-sell has been lost completely.

Conversion 90

Conversion Promote X-functional Start-ups 90

Veloxy

SEPTEMBER 28, 2021

You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. You’re competing for space in the inbox of your prospects, leads, and customers. Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. Daniel : We followed a lean start up approach to building our sales process. I focused on learning and getting the process right, so I did all the sales myself. Nicolas : Yeah.

Price 92

Price Start-ups Up-sell X-functional 92