Cerebral Selling

SEPTEMBER 27, 2022

Despite dealing with economic and geopolitical curveballs for the past 2+ years, uncertainty in the market shows no signs of slowing down. Unfortunately, this lack of perspective can lead to lack of conviction in your sales motion, threatening your revenue growth and indeed, the culture within your sales team.

Objection handling 207

Objection handling Sales Construction Growth 207

Search Engine Land

JANUARY 19, 2024

It must consider cultural nuances to resonate with diverse audiences with different languages and needs. This article explores the dos and don’ts of SEO localization , guiding you through creating visible, culturally appropriate content that engages diverse audiences.

Territory 122

Territory Legal UX User Experience 122

Veloxy

MARCH 15, 2023

As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. Let’s get started. What is revenue enablement? What is revenue enablement?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing. Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience. It’s called inoculation.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

Martech

OCTOBER 11, 2023

In a nutshell, that was our finding from a best-in-class research project evaluating the social media programs of close to 50 companies spanning multiple industries. Because of these investments, best-in-class (BIC) companies have progressed their program planning from weekly to quarterly. But that is the exception, not the rule.

B2B 123

B2B X-functional Pharmaceutical B2C 123

Salesforce

DECEMBER 19, 2023

Of course, the impact of artificial intelligence (AI) extended far beyond the realm of pop culture. In the enterprise world, generative AI has shaken up fields from marketing and sales to service and ecommerce. Generative artificial intelligence might be the only thing that’s had a bigger year than Taylor Swift. There were a lot.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. Start with soul searching What is your why? However, the ROI can be enormous. E*Trade).

Strategize 101

Strategize B2B Legal Launch 101

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Yet, nine in 10 also say they are misaligned across strategy, process, content and culture. Customer acquisition cost (САС).

Product 123

Product Contract Drivers/motivators SQL 123

Martech

FEBRUARY 2, 2023

You can find Part 1 (one-to-one, omnichannel personalization) here and Part 2 (first-party customer view) here. Sales and marketing professionals understand the continual pressure to reach and convert new customers to a product or service and how easier it is to keep a happy customer than win new ones.

Minimum Viable Product 128

Minimum Viable Product Customers Strategic planning Manufacturing 128

Salesforce

OCTOBER 9, 2023

Learn how to use data to inform your DEI work Create a culture that embraces diversity, fosters innovation, and paves the way for long-term success. Get articles selected just for you, in your inbox Sign up now Educate hiring teams Educate your hiring teams about the benefits of diverse hiring. Read on for our tips.

Education 134

Education Legal Start-ups Technique 134

ConversionXL

FEBRUARY 24, 2021

How do you remain relevant as your competition continues to gain more market share? As the technology and business landscape continues to shift rapidly, companies that embrace innovation will have a clear advantage over those who don’t. . What is product innovation? . Do you think of companies like Amazon and Google?

Product 139

Product Customers Objectives and Key Results Launch 139

APACSMA

DECEMBER 15, 2023

As a senior sales leader, you are responsible for driving the success of your sales team. We’ll cover topics such as skills development, fostering a culture of continuous improvement, aligning sales goals with company objectives, and using performance data for coaching. Focus on skills development.

Sales 52

Sales Pitch Represent Contact 52

Salesforce

DECEMBER 12, 2023

A bad experience is one of the top reasons a customer will leave a brand , and younger generations are increasingly likely to abandon ship for this very reason. That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. Why is customer obsession important?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Martech

FEBRUARY 15, 2024

Mergers and acquisitions can throw your marketing plans into chaos. Regardless of how often your company acquires brands, it helps to have a playbook to streamline the process. I collate this in a spreadsheet, which helps all marketing colleagues better understand opportunities throughout the customer lifecycle.

Objectives and Key Results 88

Objectives and Key Results Cross-sell Campaign Strategize 88

SaaStr

DECEMBER 12, 2022

But once you begin to scale your business, you realize that you also need principles in place to strengthen your appetite for growth and expand profitably. But once you begin to scale your business, you realize that you also need principles in place to strengthen your appetite for growth and expand profitably.

Growth 72

Growth Product Customers Start-ups 72

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit. Without it, you don’t have a business.

Go To Market 96

Go To Market GTM Cross-sell Growth 96

Salesforce

JANUARY 9, 2023

No matter where in the world you do business, your customers know you by your products. The rules you set regarding how they can use those products directly affects how much people trust you. Because these rules need to work in the real world, they must consider differences between places, cultures, and even laws.

Product 98

Product Trust Technology Technology 98

Search Engine Land

AUGUST 10, 2023

Two critical facets of this interdependent digital ecosystem are search engine optimization ( SEO ) and customer experience (CX). Convert visitors into customers. Retain customers in the long run. Retain customers in the long run. SEO brings customers to your digital doorstep, and CX makes them stay, engage, and return.

User Experience 95

User Experience Engineering Follow-up Up-sell 95

Sales Pop!

JULY 12, 2022

Sales are the lifeblood of any business; investing in the training of your salespeople can help you grow your sales in no time and improve your sales representatives’ work culture and motivation. Here’s how sales training can benefit your business: 1. Improve Productivity. Strengthen Your Organization.

Teamwork 98

Teamwork Represent Drivers/motivators Referrals 98

Salesforce

NOVEMBER 29, 2023

This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. See how it works What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

SaaStr

NOVEMBER 25, 2022

Scaling to satisfy customers’ demands depends on innovation and foresight combined with enterprise-ready technology and the right partners. The main driver behind this success is that from day one, Atlassian took a product-led self-service approach to enterprise software. How Atlassian does business . Power of the Cloud.

Strategic partnership 91

Strategic partnership Strategize Drivers/motivators Trust 91

Heinz Marketing

FEBRUARY 27, 2024

That’s a significant hit to the bottom line, making it a critical issue for all marketing, sales, and customer success leaders. That’s a significant hit to the bottom line, making it a critical issue for all marketing, sales, and customer success leaders. But whatever the cause, many of the symptoms look the same.

Objectives and Key Results 65

Objectives and Key Results Represent Drivers/motivators Promote 65

Salesforce

SEPTEMBER 16, 2022

Figuring out how to hire and onboard employees virtually, implementing new modes of customer service, and understanding how to operate more sustainably are just a few of the complexities on the table. When a relationship is new – be it with a person, product, or environment – you may wonder whether it’s “safe.”

UX 98

UX Construction Trust Drivers/motivators 98

SaaStr

MAY 16, 2023

Worth it, but the margins were lower than core customers, and it took up a lot of bandwidth. Worth it, but the margins were lower than core customers, and it took up a lot of bandwidth. I’ve invested in 2 startups that micromanaged outsourced SDR teams to some success. Specialize within your market Or 2.

Appointment 100

Appointment Territory B2B Product 100

Sales Hacker

AUGUST 5, 2021

Gaining an understanding of the culture you’re selling into matters, not only for the benefit of your bottom line and your clients but for your internal teams, too. To understand and measure your team’s effectiveness, you need to understand their market and how their specific culture influences it.

Sell 107

Sell Territory Negotiate E-commerce 107

ConversionXL

JANUARY 18, 2022

Building that connection with customers requires a clear brand strategy to define why you exist and a solid marketing strategy to communicate that purpose with your customers. Your business strategy is the roadmap that details your business goals and the actions you will—and will not—take to reach those goals.

Campaign 128

Campaign Trust Hospitality Growth 128

SaaStr

JANUARY 3, 2023

Your enterprise must grow, and profitably. B2B buyer cycles continue to evolve, and more and more SaaS companies will embrace RevOps to drive profitability. How customers come into the sales funnel, when, where, and how they’re engaged are becoming increasingly digitalized. 1 in 3 buyers is the sole decision-maker . Not anymore.

Growth 93

Growth Drivers/motivators Go To Market Sales 93

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Technique 98

Technique Construction Legal Sales 98

Salesforce

JANUARY 2, 2024

With AI infiltrating nearly every aspect of our lives in 2023, sales leaders saw huge industry transformations — automation, data analysis, and enhanced productivity for starters. Many AI adopters saw conversion rates and sales productivity improve by 10-30%. Here’s what sales leaders should keep an eye on. Start with the basics.

Sales 69

Sales Cold Call Technique B2C 69

SaaStr

OCTOBER 13, 2023

How do you build a successful, high-growth company that is also profitable? The Mythical Entity of High Growth and Profitability Could Be Your Company It’s not exactly uncool to make money, and all kinds of companies experience high growth and profitability. It’s pretty obvious that your biggest ally is your product.

Growth 100

Growth Drivers/motivators Launch Product 100

Martech

DECEMBER 14, 2023

As each day passes, customer acquisition costs rise while the likelihood of winning the deal diminishes. Read on to discover the six tried-and-true strategies that you can use to shorten your sales cycle. Pick your players Think about the industries and roles that would be a perfect fit for your product or service.

B2B 79

B2B Pharmaceutical Healthcare Sales 79

Salesforce

JANUARY 23, 2023

Invest in customer support. When your team has an efficient platform — not just the mashup of tools acquired over the years — they can focus on delivering empathetic, effective customer service. Make the right investments Learn how to cut costs and lead your business through an unclear economy.

Service 98

Service Contact Technology Technology 98

Salesforce

SEPTEMBER 23, 2022

We know the adage that the customer is always right. But have you considered that your employees are in many ways your biggest customers? They choose to work for your mission, leaders, and products. Every day, they choose your brand. Provide exemplary service to employees first.

Customers 98

Customers Strategize Growth Technology 98

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Take them on a journey through their day with your products.

Product 96

Product GTM Cross-sell Commission 96

Salesforce

JANUARY 2, 2024

With AI infiltrating nearly every aspect of our lives in 2023, sales leaders saw huge industry transformations — automation, data analysis, and enhanced productivity for starters. Many AI adopters saw conversion rates and sales productivity improve by 10-30%. Here’s what sales leaders should keep an eye on. Start with the basics.

Sales 64

Sales Cold Call Technique B2C 64

Martech

AUGUST 29, 2022

Introduced by Starbucks in 2003, it has become a cultural icon, created a new consumer product sector and, oh yeah, generated approximately $2,000,000,000 in sales for the company. Cultural Icon. Read next: Only 38% of marketers very confident in their customer data and analytics systems. Pumpkin spice products.

Conversion 91

Conversion Retail Trust Product 91

SaaStr

NOVEMBER 8, 2022

The Threads That Bind Customer and Employee Life Cycles. Most of you are familiar with the customer life cycle, including customer acquisition, onboarding, adoption, cross-selling and upselling, and retention. . Every stage of the customer journey is critical to delivering a best-in-class customer experience.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Promote Construction 87