Martech

JULY 15, 2024

Answer: Yes, it is possible to compare the costs of acquiring new customers versus the costs of implementing loyalty actions. Acquisition Costs: Calculate the total expenses incurred in acquiring new customers, including marketing and advertising costs, sales efforts, lead generation expenses, and any other associated costs.

Customers 117

Customers Objectives and Key Results Cross-sell Follow-up 117

Martech

SEPTEMBER 11, 2024

Organizations often claim to be customer-centric. Many companies operate with rigid boundaries between the marketing, sales and customer success departments. This creates artificial barriers that negatively impact customer satisfaction and the company’s bottom line. UX/UI is in charge of making life easier for customers.

Cross-sell 113

Cross-sell Customers UX A/B testing 113

Martech

JANUARY 14, 2025

To paraphrase an old saying: New customers are silver; old customers are gold. Keeping customers you already have is less expensive, consumes less time and provides a reliable income stream. Despite this, marketers spend remarkably little effort on customer retention. Give me leads. ” 3.

B2B 134

B2B Customers Objectives and Key Results Cross-sell 134

SaaStr

NOVEMBER 19, 2024

This is where customer success comes in. Drata VP of Customer Success Management, Wen Yao, and VP of Customer Experience, Ashley Hyman, share how to scale customer success from 0 to 5,000 customers. Most organizations lose around 10% of their revenue due to bad or poor customer experiences.

Customers 113

Customers Gaming Up-sell Service 113

Martech

OCTOBER 17, 2024

Practical discussions about marketing technology sometimes boil down to this: “How can we collect this data on our customers without them knowing about it?” If we told customers how much data we actually collect on them, they would probably be angry, feel betrayed and lose some trust in us. They’ll freak out, won’t they?

Trust 128

Trust Customers Real Estate Technology 128

Search Engine Land

OCTOBER 2, 2024

Whether you’re a small local business or a large brand, understanding Amazon’s advertising options can help you reach new customers and grow your business. Both of these display ad types are available for businesses not selling goods on the marketplace. Sponsored Brands. Sponsored Display. Seller Central.

Customers 103

Customers Sell Campaign Engineering 103

Heinz Marketing

JULY 9, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing With B2B growth increasingly powered by customers—not just marketing and sales—traditional funnel models are falling short. The model can apply to a single buyer journey or a longer, customer-led land-and-expand journey. Internal Slack channels pop up.

Growth 88

Growth B2B Strategic partnership Customers 88

Partners in Excellence

JUNE 19, 2025

What this project shows is “Time to customer acumen is amazingly short–and simple!” Yeah, you know I’m a broken record on customer, problem, business, and financial acumen. I bore you with ideas and data showing how developing and implementing these skills is critical in driving our customer relationships and trust.

Customers 77

Customers Manufacturing Up-sell Conversion 77

Partners in Excellence

NOVEMBER 18, 2024

Customer would prefer a rep-free buying experience! While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!! It makes our jobs so much easier, the customer does most of the hard work!

Customers 126

Customers Sports Up-sell Start-ups 126

SaaStr

OCTOBER 23, 2024

At SaaStr’s AI Summit during the SaaStr Annual , René chatted with SaaStr CEO and founder Jason Lemkin about how BILL has reached half a million customers and $1.3B ’ Bill is approaching half a million customers, so has a good pulse on small businesses. There was an inflection point for BILL around 10k customers.

Customers 123

Customers Networking UX Engineering 123

Partners in Excellence

FEBRUARY 21, 2025

What did the response mean to the customer?” If you look at many of the popular selling methodologies, they are all focused on conversations–SPIN, Consultative Selling, Value Based Selling, GAP, MEDDIC, Challenger and others. Most importantly, in complex B2B buying, our customers are looking for conversations.

Customers 95

Customers High impact Gaming B2B 95

Hubspot

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges.

Conversion 78

Conversion Customers Gambling B2C 78

Martech

DECEMBER 26, 2024

Customer experience faced serious challenges during the pandemic. Customers want it all, and really theres no excuse for them not to get it. The key to customer success will be maintaining a strategy for covering all bases. This way, customers can choose how they want to learn more and buy. Now, theres no looking back.

Customers 126

Customers Government Healthcare Hospitality 126

SaaStr

MAY 5, 2025

Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? I know your sales team probably hates pilots, because in a sense, it means they have to sell the deal twice. Because so many enterprise customers won’t buy from new start-ups without a pilot. But the thing is, net net it might be less work.

Customers 96

Customers Contract Clients Trust 96

SaaStr

JANUARY 4, 2025

Dear SaaStr: My Salesteam Doesnt Want to Do Outbound or Visit Customers in Person. You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. How Can I Get Them To Work Harder Here? You have to start over. His answer, too: No. start over.

Cold Call 109

Cold Call Customers Start-ups Meeting 109

Sales Pop!

NOVEMBER 30, 2024

As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. While focusing on these two selling success factors, we need to also consider a broader and more all-encompassing topic – our markets. And how well can you sell and serve remotely?

Transportation 264

Transportation Real Estate Construction Government 264

Sales Pop!

JUNE 17, 2025

That’s where they start building trust, checking if you understand their problems, and sizing up your product against others. It’s doing real sales work, whether you’ve set it up that way or not. Show Your Entire Process Up Front One of the biggest reasons prospects hesitate is uncertainty. They do that on your website.

B2C 185

B2C Objectives and Key Results Manufacturing Real Estate 185

Veloxy

JANUARY 7, 2025

This is the foundation of your sales management, outlining the progression from prospect to customer. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Every stage reflects adistinct interaction level between your team and the customer. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

AUGUST 26, 2024

And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. They’re using chatbots for top-of-funnel conversations, digital tools for custom price quotes, marketplaces for placing orders—the list goes on and on.

B2B 136

B2B X-functional Cross-sell B2C 136

ClickFunnels

JULY 15, 2025

Attracting the right ones that actually convert into customers is where most businesses get stuck. Pre-Sell During the Lead Capture Process 4. Start With the Right Hook for the Right Buyer Your lead magnet needs to speak directly to the pain your ideal customer is experiencing right now. Collecting leads is easy.

130

130

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Customer drives everything in the organization. His time there included serving as Chief Revenue Officer leaving all customer facing functions, sales, marketing, CS Rev, ops BD and procore.org. It drives employee engagement.

GTM 83

GTM Customers Construction X-functional 83

Martech

NOVEMBER 27, 2024

ecommerce sales were up 9.6% Understanding where your customers fall within these pricing and buying trends will help your brand make the most of this prosperous season. Here’s the breakdown for top-selling and high-growth categories ahead of Black Friday. 1-24, up 11.4% billion, up 13.4% billion, up 16.8%

Sports 128

Sports Retail Start-ups Up-sell 128

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Customers don’t want to talk to us, because we don’t talk to them about what they care about. Our focus is purely on the numbers.

Gaming 121

Gaming Up-sell Quota Pitch 121

Salesforce

AUGUST 6, 2024

Imagine a company where every decision, strategy, customer interaction, and rote task is augmented by AI. But Sandstone has to market it to the right customers, at the right time, and in the right way. Now Sandstone is ready to reach out to its targeted customers. Does this company exist?

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The good news for martech vendors is the SaaS business model revolves around recurring revenue from subscriptions, so there’s a steady flow of cash coming from the customers. million, up 23% compared to Q1 ’23. Many industries go through this.

Cross-sell 119

Cross-sell Growth CRM Up-sell 119

Salesforce

JUNE 11, 2025

Imagine trying to sell hiking boots to someone who never steps off the pavement? They try to sell to everyone, hoping something sticks. So, how do you figure out who your ideal customers are? Every business, big or small, needs to know who they are selling to. Or pitching pet food to someone without a pet.

Customers 86

Customers CRM A/B testing Pitch 86

ClickFunnels

JUNE 19, 2025

If your Customer Acquisition Cost, or CAC, is creeping up, it’s time to get serious about optimizing your sales funnel. You’ve got two choices: (1) keep spending more, hoping your customers stick around long enough to make it worthwhile, or (2) get craftier about how you attract and convert leads in the first place.

Conversion 130

Conversion Follow-up Appointment Trust 130

Understanding the Sales Force

NOVEMBER 1, 2024

This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October. A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Long Foliage Cycle. Short Foliage Cycle.

Objectives and Key Results 143

Objectives and Key Results Consult Sales Government 143

Partners in Excellence

NOVEMBER 5, 2024

We can reduce swelling admin time by 20%, we can increase revenue by $100M… ” The numbers can appear big, particularly in context of the investment the customer may have to make in our solutions. If selling reduction in admin time/tasks represents a few percent of their overall expenses, they may have bigger fish to fry.

Represent 124

Represent Up-sell High impact Gaming 124

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 81

GTM Engineering Customers Cross-sell 81

Cerebral Selling

JULY 1, 2025

There’s a specific tactic I see in far too many prospecting emails that always turns customers off. You Feel Clever, but the Buyer Feels Cornered Most of the time, when a rep asks, “ Are you opposed to learning more? ”, they’re not giving their customers a real choice. The best salespeople don’t just sell the way they buy.

Prospecting 130

Prospecting Intrinsic Technique Pitch 130

ClickFunnels

MAY 6, 2025

The sales funnel is a term used to describe the customer’s journey from their first experience with your business until the final sale and beyond. Whether launching a new course, selling physical products, or building a membership community, the funnel is your path to sustainable growth. Sell smarter. Surveys Ask more.

Growth 130

Growth Strategize Sales Contact 130

Martech

JULY 25, 2024

Each member may have up to 15 interactions with each vendor under evaluation. Some solutions, like account-based marketing (ABM) tools, can do this out of the box and allow you to: Select the target account (aligning your ideal customer profile to accounts with intent to buy your services). Here are a few examples.

B2B 133

B2B Legal CRM Lead generation 133

Martech

OCTOBER 22, 2024

Integrate persona-based data for effective lead analysis Personas are like the fictional characters of your ideal customers, crafted from real data and insights. By using persona information for lead scoring, you can ensure that you’re focusing on leads that fit your ideal customer profile. Negative scoring can help with that.

Cross-sell 124

Cross-sell Lead generation GTM Territory 124

ClickFunnels

JUNE 3, 2025

A high-converting custom sales funnel will help you build relationships with prospective customers. Customer Metrics 1. Defined Buyer Profiles The first step in attracting customers to any business or service is to define your target audience. Customer Metrics 1. Defined Buyer Profiles 2. Organic Traffic 4.

Trust 130

Trust Follow-up Campaign Sales 130

Partners in Excellence

JULY 1, 2025

We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Why do we prize templates, scripts, playbooks over critical thinking/helping our customers figure things out?

Sell 109

Sell High impact Meeting Up-sell 109

Martech

SEPTEMBER 12, 2024

This is the feature that allows a unified view of front-end and back-end customer data. In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” A unified view of B2B buying and selling. .” ” Pinkerton asked.

Assembly Line 117

Assembly Line Contract B2C GTM 117