Search Engine Land

JANUARY 6, 2023

2015: Torrent Freak study reveals the number of Google’s takedown notices were up 75% from 2013. Report: Yahoo Search Share Up After Firefox Deal. 2015: Yahoo saw a nearly 2 point search market share gain in the U.S. Earthquake: Real-Time Results On Google Make Up For Lack Of Other Content.

Sports 118

Sports Gambling Manufacturing Launch 118

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. It involves understanding your team’s unique strengths and the specific needs of your market. These could range from increasing revenue to expanding market share or improving customer retention. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Gong.io

AUGUST 24, 2022

Sales forecasts are also put to use further up the management chain. From there, you apply your market share (as a percentage) to calculate forecasted revenue. For instance, if your total addressable market size is $20m, and you have a 10% market share, then you can forecast $2m in sales revenue.

Territory 62

Territory Pipeline Finance Sales 62

Gong.io

DECEMBER 14, 2022

A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . By the end of this article, you’ll understand the following: Why good sales objectives are vital . You just have to follow five steps.

Objectives and Key Results 62

Objectives and Key Results Quota Profit margin Cold Call 62

Hubspot

JULY 22, 2020

Invest in upping the branded content on your social media and website. When you figure out useful keywords, use them on webpages and in supporting content following SEO rules. For instance, assigning negative keywords makes your content show up on more relevant SERPs. Cross-Selling and Upselling: The Ultimate Guide.

Referrals 101

Referrals Cross-sell Price Clients 101

Gong.io

DECEMBER 15, 2022

The problem is making your sales territory planning fair without swallowing up your time. . If you’re fed up with reps moaning about the size or value of their territories, then it’s time to think carefully about your sales territory mapping strategy. Common goals include: Growing market share in a particular region.

Territory 62

Territory Cross-sell Non-Profits Pipeline 62

Salesforce

AUGUST 27, 2021

Adapting to an assortment of omni-channel behaviors like these takes more than partnering with a third-party vendor to sell your inventory online. While working with these brands is a great option to extend your reach, they take a piece of your profits and won’t share critical customer data with you.). Guided selling.

Electricity 52

Electricity Cross-sell Manufacturing Finance 52

ConversionXL

JUNE 16, 2022

If a social media follower clicks through a casual post to see a formal sales piece, their experience changes, as does their impression of Visme as a brand. So, how can marketers align every department for a consistent customer experience? How to create a marketing playbook. How market share and revenue have grown.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Closer's Coffee

JUNE 19, 2019

On the other hand, hire an incompetent, non-progressive thinker, and you end up with turnovers, lost accounts, a poor reputation, and declining market share within your industry. In a cross-section of industries, the primary job of sales manager positions encompass: Recruiting Salespeople. Coaching and Teaching.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

Sales Hacker

SEPTEMBER 4, 2018

Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle. It also involves translating your customers’ successes into a platform for orchestrating repeat business, recurring income, referrals, upsells, cross-sells, and brand advocacy. .

Customers 56

Customers Cross-sell Referrals Growth 56

Highspot

OCTOBER 23, 2023

When executed effectively, it can lead to a significant uptick in sales, expanding the business’s market share and revenue streams. By introducing a new product or updating an existing one, businesses can tap into new customer segments or markets, ensuring a diversified and steady revenue flow.

Launch 59

Launch Negotiate Product GTM 59

Salesmate

OCTOBER 15, 2020

Even JK Rowling faced rejections, but she didn’t give up. It controlled 70% of the market share for the computer mainframe industry. However, everything changed in the 1990s with new evolving trends and competition surging in the market. IBM lost approximately $16 billion, and its market share plummeted to 26%.

Cold Call 59

Cold Call Appointment Negotiate Non-Profits 59

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Commission 92

Commission Quota X-functional Non-Profits 92

Hubspot

FEBRUARY 20, 2019

In 2018, the advertising duopoly of Google and Facebook seemed to dominate the market once again, owning 37% and 20% of the pie, respectively , while Amazon owned a measly 7%. Broad keywords can include words before and after the target keyword, like “white hand mixers”, if you sell hand mixers.

Cross-sell 52

Cross-sell Campaign Electricity Click Through Rate 52

Hubspot

APRIL 21, 2020

The other day, I signed up for a friend's solidcore Pilates class. For the purposes of this post, we're assuming you've already come up with a great initial mobile app idea and have a goal to get as many downloads as possible upon launch. Consider Cross-platform and Browser Versions of the App. Image Source.

Launch 98

Launch UX Networking Cross-sell 98

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.).

Process 62

Process Objectives and Key Results Quota Sales 62

Hubspot

MARCH 2, 2015

As a marketer, I’d like to think the answer is obvious: marketing! And for McDonald’s, which has been battling Burger King (among others) for market share since the late 1950s, this competition created a sort of "hamburger arms race." First up, it''s the battle of the burger joints. Or … was it the competition?

Electricity 78

Electricity Follow-up Cross-sell Market share 78

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

APRIL 1, 2018

So it was a little difficult for me to come up with just one "best" advertisement of all time -- which is why there are 17 in this post instead. Then, a fitness craze emerged -- and the folks in Nike's marketing department knew they needed to take advantage of it to surpass their main competitor, Reebok. (At It was a hit. Just Do It."

Gambling 101

Gambling Campaign Sports Gaming 101

Hubspot

NOVEMBER 13, 2017

So it was a little difficult for me to come up with just one "best" marketing campaign of all time -- which is why there are 14 in this post instead. Why are these marketing campaigns some of the best of all time? At the time, Reebok was selling more shoes than Nike ). Don’t want walk up four flights of stairs?

Campaign 78

Campaign Gambling Cross-sell Follow-up 78

Salesforce

FEBRUARY 15, 2024

Start small with weekly or monthly goals, and build up your confidence to work towards bigger and more lucrative goals down the road. However, I understand the power of outbound selling so I set a goal for myself to bring in $250,000 each quarter — driven in part by outbound efforts. We’ll show you how to get started.

Cross-sell 64

Cross-sell Non-Profits Quota Drivers/motivators 64

ConversionXL

OCTOBER 14, 2021

Market share. Market share is a good measure of your brand position relative to your competitors, as it’s a zero-sum game. Unlike metrics such as brand awareness, which can rise across the board, growth in market share means a decline for competitors. Brand momentum in the marketplace. Take Tesla.

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 43

Cold Call Trust B2C Go To Market 43

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

PandaDoc

SEPTEMBER 19, 2023

Best practices for vertical sales and marketing include targeted advertising, content marketing, participating in industry events, establishing thought leadership, social media marketing, direct outreach, referral programs, industry partnerships, cross-selling, upselling, SEO, and CRM.

Niche 52

Niche Cross-sell Price Referrals 52

Lead Fuze

JANUARY 9, 2024

Conclusion Capitalizing on Ecommerce Growth Strategies Ecommerce growth isn’t just booming; it’s blowing up like a piñata at the world’s biggest birthday bash. And here you are, with your digital bat ready to swing for those sweet, sweet market share candies. We strategize.

E-commerce 52

E-commerce Growth Retail Gaming 52

SaaStr

NOVEMBER 19, 2019

WebPT achieved 30% market share and transformed an entire vertical with a purpose-built solution in a tech-averse industry. I worked my way up through management, became a clinic director at one of the largest sport medicine practices in the country. I’m sure we can tighten that up a little bit.

Closing 68

Closing Customers Niche Sports 68

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. So the new sales leader is trying to figure out, can we go further up market? But look, if you already got to a million in ARR with your 50 or 20 customers, whatever it is, there’s no way you have 100% market share, is there?

Niche 82

Niche Follow-up Start-ups Growth 82

ConversionXL

JANUARY 18, 2022

It happens when a customer can name your brand when reminded of what you sell (aided recall) or without that reminder (unaided recall). Brand awareness marketing’s most formidable opponent is direct response marketing. Early on, Canva teamed up with tech influencer Guy Kawasaki to advocate their mission as “Chief Evangelist.”

Campaign 122

Campaign Networking Non-Profits Launch 122

ConversionXL

NOVEMBER 17, 2022

By making predictions based on what buyers want, Amazon makes shopping easier (people don’t have to go searching for products), allowing them to sell more. And from existing customer behavior and interactions with your customer service team, you can predict popular products and make upsell and cross-sell recommendations to increase retention.

A/B testing 106

A/B testing UX Objectives and Key Results Non-Profits 106

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some companies sell relevant software but not explicitly for ABM. Demandbase cross-references its database to find companies that are a good fit. That same data is also used for later follow up. Image source ). Sales enablement.

Real Estate 117

Real Estate Campaign B2B Contact 117

Gong.io

FEBRUARY 9, 2019

If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front. If you use LinkedIn to look up account information, do the same thing for the person you’re contacting. It’s your time to sell the meeting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 18

Cold Call Trust B2C Go To Market 18

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it.

Growth 87

Growth GTM SQL Strategic partnership 87

SBI

JULY 21, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. The problem here is structural, B2B marketers continue to hold onto strategies of the past, around industry segments, and channel-specific domain expertise. For this exercise, probably avoid the hero sales ‘from the ashes of defeat turnaround’ examples!

Objectives and Key Results 56

Objectives and Key Results Pipeline Technology Technology 56

SaaStr

JUNE 28, 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. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Jason Lemkin. David Skok.

Price 47

Price Cross-sell Up-sell Start-ups 47