Search Engine Land

OCTOBER 10, 2023

It’s no longer just about being present, but being discoverable, chosen and seamlessly integrated into the intricate web of customer journeys. This article explores findability and how a robust omnichannel findability strategy can help brands create meaningful and lasting customer relationships. What is findability?

Objectives and Key Results 109

Objectives and Key Results X-functional Intrinsic Construction 109

Martech

APRIL 26, 2023

In addition to the generative AI content assistant and ChatSpot alpha product, HubSpot’s March releases include pop-up CTA tracking in campaigns and adding event data to customer journey maps. In the theme of doing more with less, this feature enables your creative team to publish more blog posts without custom development time.

A/B testing 95

A/B testing X-functional Campaign Contact 95

ConversionXL

OCTOBER 26, 2022

To tap into this viral potential and acquire customers , your videos need to land on your audience’s FYP. Look at your customer data. If you’re delivering great customer experiences , UGC can happen organically. To amass UGC strategically, give your audience a reason to create. via Shopify ]. content receivers).

Customers 115

Customers Entertainment E-commerce Objectives and Key Results 115

Martech

MARCH 21, 2023

As marketers, we need to get more out of our current tech stack, whether through consolidation or more strategic use of existing tools. Why your tech stack ROI is worse than it should be In the last three years, my company has conducted over 500 calls with HubSpot customers about their platform setup, spend and optimization.

X-functional 92

X-functional Negotiate Contract Technology 92

Martech

OCTOBER 20, 2022

They provide technical and strategic support for marketing software tools, workflows and processes. The explosive growth happening within marketing operations can be attributed to the fact that, as a function, it is what “keeps the trains running” for marketing technology teams, according to Brinker.

X-functional 94

X-functional Objectives and Key Results Technology Technology 94

The 5% Institute

JANUARY 12, 2023

5 x Amazing Sales Assets To Skyrocket Your Business Growth. Use automation tools like marketing automation software and customer relationship management (CRM) software to: centralize customer data. Social selling involves using social media to interact with potential customers and build relationships.

Growth 52

Growth X-functional Customer Relationship Management CRM 52

Martech

JUNE 21, 2023

A: Not very strategically. Editor’s note: Golden Seeds invests in women-led ventures and offers women entrepreneurs strategic business advice.] But for other products, leveraging AI just for the sheer scale of crunching data, then you’re not leading with, I need an AI-driven x — an AI-driven data warehouse, for example.

X-functional 100

X-functional Technology Technology Construction 100

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. The challenge comes in understanding the many facets of this decision — your company’s unique position at the time — and knowing what your strategic goals truly are.

X-functional 110

X-functional Cross-sell Contract Up-sell 110

Heinz Marketing

FEBRUARY 26, 2021

Instead of identifying key buyer personas and then categorizing specific titles and job functions under each, I looked at specific job titles and functions first. The angle behind this extra level of persona segmentation is to be able to customize sales and marketing channels, tactics, and copy at a granular level.

Government 112

Government X-functional Angle B2B 112

Search Engine Land

MARCH 15, 2023

Fundamentals for SEO product managers These fundamental tips can help SEO product managers (PMs) accomplish day-to-day tasks while strategizing for the future: Trust but verify When validating technical SEO work done in the code, don’t assume everything has been implemented correctly. How to write an effective SEO ticket.

Product 87

Product X-functional Objectives and Key Results Engineering 87

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. That thing reps do where they call every lead every day until the customer finally picks up the phone? By mapping out the steps, you can optimize any function.

X-functional 125

X-functional Sales Strategize Cold Call 125

Pointclear

NOVEMBER 7, 2011

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Is our strategic account target market 100% covered?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

Martech

DECEMBER 12, 2022

Dig deeper: Study: Marketing automation teams mired in execution, neglecting strategic priorities. Unless you’re getting customers from all over the world, don’t do this. “If based prospects or customers, put the United States at the top of the form,” said Sharaf. “If If you are doing a form for U.S.

X-functional 107

X-functional Strategize Contact Process 107

Search Engine Land

DECEMBER 28, 2023

New Google Analytics custom channel groups on March 15. New item-scoped custom dimensions for GA4 on March 17. GA4 rolls out custom funnel reports on May 3. 33 new ecommerce dimensions and metrics for the GA4 customer report builder on July 24. New GA4 customization features for 360 customers on Oct.

Retail 124

Retail X-functional Launch Non-Profits 124

Martech

APRIL 8, 2022

But, as businesses digitized their customer experiences, marketing operations became strategic advisors to not only the CMO but also key cross-functional partners in product, IT, customer service, etc. MOps leaders now orchestrate business and customer outcomes at the modern intersection of art and science.

X-functional 111

X-functional Technology Technology Strategize 111

ConversionXL

JULY 15, 2020

51% can change gears quickly based on feedback from customers. While developers may measure success based on “working code,” a functioning campaign is not enough for marketing success. With actual customer outcomes in mind, marketers spend longer in planning and insist on more access to customer data. Image source ).

X-functional 87

X-functional Technique Strategize Campaign 87

Hubspot

DECEMBER 10, 2019

Early-stage companies often cast too wide a net when defining their target customer base. Honing in on the most valuable accounts and customer stakeholders has helped me accelerate B2B sales at each of these. Create an ideal customer profile. Type of product sold (e.g. a direct manufacturer). A mutual goal (e.g.

Customers 74

Customers Manufacturing X-functional Strategic planning 74

SaaStr

DECEMBER 13, 2023

People mislead because they’re afraid of being bludgeoned, or they don’t have a functional relationship with the Board, so it’s seen as something to survive. Does it mean bringing in X% of new business to hit that number? Bludgeoning is an abuse of metrics used as a tool of oppression, not understanding or enlightenment. #2:

X-functional 118

X-functional Trust Presentation Drivers/motivators 118

SalesLoft

MAY 14, 2024

Sales forecasting is a team sport The primary goal of sales forecasting is to enable better financial planning, budget allocation, and strategic decision making. Shared revenue orchestration platforms track all interactions with prospects and customers. Finally, the GM sends it to the CRO. It’s exhausting just writing that out.

Sports 52

Sports X-functional Pipeline Sales 52

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. If you hire well, you should be able to see the strategic value of your CFO within a matter of months.

Finance 128

Finance Contract X-functional Start-ups 128

SaaStr

NOVEMBER 20, 2020

First, at a strategic level, the founder/CEO has to see the future, a positive future, that is 100x bigger than today. So most founder/CEOs want to take the hill, win the war, be good to their customers, and protect the team. We have more money, more resources, more customers, more, more, more. They can’t be. Aggressive?

Real Estate 133

Real Estate X-functional Contract Healthcare 133

ConversionXL

SEPTEMBER 13, 2017

You’ve been acquiring a ton of customers lately for your SaaS company. More customers, more money. So you throw your energy into your customer funnel. Why do customers leave, or use the service less, often without saying anything? Why do customers leave, or use the service less, often without saying anything?

Customers 110

Customers X-functional Price UX 110

SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 111

Customers Contract Price Education 111

Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Instead, customize goals based on each rep’s unique capabilities for more realistic and achievable targets.

Quota 52

Quota Growth Territory Commission 52

SalesLoft

SEPTEMBER 12, 2023

Think of it as a tool that combs through a conversation to find keywords and patterns that might interest you, providing a deeper understanding of the interactions that your reps, customers, and prospects might have had on the call. Identify signals and risks: Patterns and X-Ray tracking of keywords are crucial buying signals.

Conversion 52

Conversion Objectives and Key Results X-functional Technology 52

SalesLoft

SEPTEMBER 12, 2023

Think of it as a tool that combs through a conversation to find keywords and patterns that might interest you, providing a deeper understanding of the interactions that your reps, customers, and prospects might have had on the call. Identify signals and risks: Patterns and X-Ray tracking of keywords are crucial buying signals.

Conversion 52

Conversion Objectives and Key Results X-functional Technology 52

Sales Hacker

MAY 9, 2019

It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1.

SQL 103

SQL Commission Customers Non-Profits 103

Sales Pop!

FEBRUARY 6, 2023

First, such vendors make claims for these platforms that could never be kept, such as “Get more qualified leads” and “increase sales by x%.” AI can only support the salesperson—and for this function, it is very valuable. They must learn strategic skills. However, one thing that a truly robust CRM is not is a platform.

CRM 52

CRM Engineering Manufacturing X-functional 52

PandaDoc

OCTOBER 3, 2023

Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks. Key takeaways AI can enhance sales processes in many ways, from providing customer insights to automating tasks.

Process 52

Process Objectives and Key Results X-functional Sales 52

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. But it wasn’t ok in 2018, and it isn’t ok today.

X-functional 72

X-functional Closing Growth Contract 72

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 79

B2B X-functional Cold Call SQL 79

ConversionXL

AUGUST 5, 2021

App automation can remove bottlenecks, save time and money, help you provide a better customer experience, and improve internal collaboration. We’ll also explore examples to apply across the customer journey and tools you can experiment with and invest in today. Start by mapping the customer journey before your automation workflows.

CRM 143

CRM Contact Consult X-functional 143

Lead Fuze

SEPTEMBER 2, 2023

While high website traffic might look impressive on paper, if those visitors aren’t converting into customers then all that potential revenue goes down the drain. This shift towards mobile usage presents marketers with a golden opportunity: reach out to potential customers on the go, right at their fingertips. And guess what?

Click Through Rate 52

Click Through Rate Lead generation CTR Campaign 52

Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. A sales play refers to a set of best practices designed for a specific customer scenario. What value does this new product provide to the customer? What new content exists for a rep to send the customer?

Territory 52

Territory X-functional Cross-sell Sales 52

ConversionXL

JUNE 19, 2018

Your customers are ready for the future of commerce. You need high tempo testing and experimentation throughout the whole customer journey. Where is your customer journey captured? It’s all about customer experience. It’s not about technology, but customer centricity + agility, data drivenness. Use plain language.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. Your competitor has feature X, you need feature X. Instead of doing the hard work of gathering insight from customers and discovering open positions in the market, companies look at their competitors for direction. Zappos did it with customer support. You build Y, they build Y.

A/B testing 162

A/B testing X-functional Price Gaming 162

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. User manual.

Launch 96

Launch Product Non-Profits GTM 96