Martech

APRIL 22, 2024

A lot of our very big enterprise customers are very concerned about using generative AI without understanding how it was trained,” Adobe chief strategy officer Scott Belsky told TechCrunch last year. The company said Firefly was only trained on licensed content from Adobe’s image banks. And that’s the problem.

Legal 111

Legal Technology Technology Trust 111

Search Engine Land

APRIL 23, 2024

More keyword data isn’t your problem. Data dumps on their own won’t help you; they’ll probably only hurt you. That’s not the problem. The problem is that this haphazard, spray-and-pray approach doesn’t work. ” See, SEO is part art, part science. But they’re only helpful to a point.

Angle 111

Angle B2C CRM B2B 111

Martech

APRIL 11, 2024

In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. We are really good at solving their urgent problems in this sphere. Here’s why.

B2B 125

B2B Manufacturing Technology Technology 125

ClickFunnels

DECEMBER 7, 2022

Want to see for yourself? This is Mike Tyson’s start of answering the following question: Why does this person need my unique solution to solve their unique problem? This is Mike Tyson’s start of answering the following question: Why does this person need my unique solution to solve their unique problem? This is a smart.

Price 244

Price Up-sell Finance Start-ups 244

Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. “We spoke to the customer a number of times and identified their key issues.

Customers 193

Customers Objectives and Key Results Objection handling Drivers/motivators 193

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. So within Kyle’s first 90 days, they were losing way too many customers to feel like he wanted to put more money in the top of that funnel. They grew 2.5x

Go To Market 106

Go To Market GTM X-functional Objectives and Key Results 106

Salesforce

JANUARY 17, 2024

When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. Table of contents What is a customer Service Star? Get the free report What is a customer Service Star ?

Service 132

Service Customers Networking Negotiate 132

Martech

MARCH 29, 2024

By not just focusing on getting things done faster but on delivering value faster, as measured by business outcomes, Huntington National Bank was able to increase loan application conversion rates and improve the customer experience. You may have heard “agile is dead.” I’m here to tell you there’s truth in these accusations.

Manufacturing 112

Manufacturing Promote Pipeline Technique 112

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. This type of uncertainty isn’t just a B2C problem. Customers want to feel valued, not treated like just another transaction.

Trust 111

Trust Customers Healthcare Service 111

Partners in Excellence

DECEMBER 19, 2023

“We have these features and functions, no other alternative has those… ” Each of us would be presenting our unique list, thinking those would have an impact on our customers. Any of the alternatives customers consider will help them address their problem.

X-functional 124

X-functional Price Presentation Product 124

Martech

FEBRUARY 7, 2024

There will be a significant movement toward improving people’s problem-solving skills as they learn to use automation with their human brains. I’ve witnessed teams where someone only works on TikTok or only writes emails. However, I was happy to see that a human took our order.

X-functional 114

X-functional Cross-sell Territory Retail 114

Martech

FEBRUARY 5, 2024

They’re useful, and we use the return data in our email program, customer profiles and product development B. Surveys fall into several general categories: General inquiries to assess the customer experience with our brands. Survey and review request emails keep our brand names in customer inboxes between campaigns.

Profit margin 126

Profit margin Contact Campaign Service 126

The Lost Book of Sales

JANUARY 31, 2024

In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to begin. What can the seller do?

Sports 105

Sports Drivers/motivators Clients Contract 105

Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. His research showed those being customer focused outperformed those being more product focused by more than 2-1.

Customers 112

Customers Pitch Meeting Sell 112

Martech

JANUARY 30, 2024

The deprecation of cookies wasn’t the only thing behind making this change. Szu and her team were reviewing how the company connects with its customers and were concerned about over-relying on Google for acquisition. got rid of all advertising and tracking cookies last July. We took a slightly different approach.

Education 123

Education Territory Growth Technology 123

Martech

FEBRUARY 8, 2024

Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? Part one: The promise The birth of marketing technology brought so much potential to the marketing department. A Marketing Automation Timeline Part two: The shift Water flows. It was the early aughts.

B2B 118

B2B Technology Technology Pipeline 118

Partners in Excellence

APRIL 15, 2024

It always surprised me to see I was one of just two or three hands raised. I’d hang out there when visiting and my grandmother used to stand me in front of her, introduce me to customers, mess up my hair and say, “This kid is a natural born salesman.” My first job was a part-time Christmas job in retail sales when I was 12.

Sell 118

Sell Retail Commission Engineering 118

Martech

JUNE 16, 2023

This is the first part of a three-part series on the success elements of growth. And, as we engage with more clients, we will continue to think through our approaches and processes for one purpose only, to improve our deliverables and help make our clients and the industry at large better.

Growth 124

Growth Clients Technology Technology 124

Martech

FEBRUARY 29, 2024

It’s not unusual to see various members of the client team maintaining and managing information about pieces of the technology stack but without an overall view of the stack and its underlying data architecture. For consultants to continue to be relevant and add value the model needs to evolve.

Consult 106

Consult Technology Technology Clients 106

Search Engine Land

FEBRUARY 6, 2024

Links and mentions are a part of reputation. Digital PR for SEO is about the online reputation of a company and its products/services, customer journey touchpoints, and garnering share of the company’s information across various platforms. To see proof of this, ask ChatGPT Plus who someone is and what they specialize in.

Represent 113

Represent Engineering Niche Service 113

Partners in Excellence

NOVEMBER 9, 2023

As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. Too often, it’s tedious and we skip all the upfront part, going straight to pitching and asking for the order. In work, we constantly look for shortcuts.

Pipeline 127

Pipeline Drivers/motivators Technology Technology 127

SalesLoft

MAY 13, 2024

Trend 1: Discussing timing is critical in early conversations When there are timelines or time-window mentions as part of an early stage discovery meeting, win rates trend upwards by as much as 14%. If they did talk about timelines, they only spent about 20 days in each stage of the cycle across all deals, won or lost. Why is this?

Contract 52

Contract Drivers/motivators Meeting Follow-up 52

Partners in Excellence

DECEMBER 26, 2023

Time is a problem. Since there were a small number of people in the word processing group, with about 75 sales people competing for their attention, we could only got through that cycle once every few weeks, seldom sending more than 30 letters a shot. We never have enough. And regardless what we do, we never will.

Follow-up 133

Follow-up Prospecting Conversion Technology 133

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B 121

B2B Cross-sell Pharmaceutical Account management 121

Search Engine Land

MAY 9, 2024

But today, it’s not only about what users might think. A brand (business or personal) that triggers a knowledge panel on Google is very likely to be in a good place when it comes to the semantic part of ORM. Your online reputation is what users can learn about your brand within a few seconds. We also need to care about AI.

Engineering 103

Engineering Networking Clients Construction 103

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They’ve determined there is a problem, an opportunity, a need to change. Imagine engaging the customer much earlier.

Sell 125

Sell Up-sell Start-ups Customers 125

Martech

MARCH 20, 2024

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

Strategize 108

Strategize B2B Legal Launch 108

Search Engine Land

APRIL 9, 2024

I’ll split each section into three parts: Keyword research. Awareness stage Top-of-the-funnel (TOFU) campaigns are focused on consumers in the awareness stage, when they haven’t yet entered the market for your product or identified a problem that needs solving. We’ll use the hot tub industry as an example. Ad creation.

A/B testing 111

A/B testing Campaign Click Through Rate Promote 111

Martech

MARCH 4, 2024

As a leader, you must be agile enough to pivot as you learn new information about the marketplace, your customers and disruptive new technology. It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant.

Technology 114

Technology Technology Launch Product 114

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 98

Customers Drivers/motivators Construction Legal 98

Partners in Excellence

MARCH 1, 2024

They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. We tend to spend the bulk of our time responding to people who are looking to buy. Alternatively, they actually reach out, asking to talk.

Manufacturing 77

Manufacturing GTM Represent CRM 77

SaaStr

DECEMBER 6, 2023

Aaron’s advice is to have to have a deep passion for continuously trying to solve new problems for people. That’s the part that will change forever and make this industry interesting. That’s the part that will change forever and make this industry interesting. Aaron has been at it with Box for almost 20 years.

X-functional 87

X-functional Non-Profits GTM Price 87

Salesforce

FEBRUARY 12, 2024

The Salesforce job market is only growing, powered by AI. Communication Clear and confident communication is key, whether it’s to convince your boss to approve a project, gain consensus with coworkers, teach customers about new features, or build relationships. Make sure you’re up-to-speed on these crucial AI and data skills.

Relationship building 116

Relationship building Niche Contact Trust 116

Martech

DECEMBER 6, 2023

Dana Carr, director of email marketing for customer data platform vendor Optimove, recommends a couple of strategies to avoid having legitimate messages flagged as spam. Preference centers not only reduce email volume, but they often increase engagement with emails, Carr said. It also enables reporting on email authentication results.

B2C 134

B2C Government Represent Account management 134

SaaStr

APRIL 19, 2024

We don’t see that anymore in public companies. The low point was in 2021, with $100k of revenue per employee for all of these unicorns, and we were only 10% as efficient as we used to be. To the OG software people who read SaaStr, Jason is “the guy,” Sam says. So, what does it take to get to a $100M outcome?

Engineering 103

Engineering Price Cross-sell Niche 103

Search Engine Land

APRIL 11, 2024

In contrast, others see it as a lower funnel (potentially even “stealing” branded queries). If you go with minimal effort (default settings and limited creative crafted for Performance Max), you’ll likely end up with average results straddling all parts of the funnel. That said, if an urgent edit is needed, we’ll make it.

Campaign 115

Campaign Represent Networking Conversion 115

Martech

OCTOBER 31, 2023

With GA4 you can find the 10,000 visitors, see what they did and where they came from. For B2B sites it can measure file downloads, so you can know not only which files were downloaded but which page they were downloaded from. Mobile and app measurement and more Website metrics are only part of the picture.

Promote 118

Promote Start-ups Price B2B 118