Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? Defining the role of B2B GTM strategies. Renewal and lifetime value are critical metrics.

GTM 115

GTM B2B Drivers/motivators Sports 115

Heinz Marketing

SEPTEMBER 21, 2022

As a marketing or sales leader, you need to be aware of these opportunities and take advantage to stay ahead of the curve. For example, many B2B companies who want to implement an ABM approach require serious change management across their sales and marketing departments – but implementing organization-wide changes is no easy feat.

B2B 105

B2B Follow-up Consult Meeting 105

Martech

JANUARY 18, 2024

Real-world strategic integration examples Emily’s story reflects a common scenario in many organizations: One travel rewards company revitalized engagement by connecting online/offline data into personalized customer experiences via integrated CMS, CRM and analytics tools, resulting in a marked increase in customer retention and sales.

Strategize 103

Strategize Growth Technology Technology 103

Search Engine Land

JULY 5, 2023

Objectives and key results (OKRs) are great tools for shaping SEO initiatives to align with the company’s goals. The OKR approach is fairly straightforward and works by defining clear, measurable, and achievable objectives alongside key results that gauge the achievement of each objective.

Objectives and Key Results 88

Objectives and Key Results Strategize Technique Growth 88

Salesforce

OCTOBER 16, 2023

But there’s an important stepping stone towards AGI, — Suleyman calls it artificial capable intelligence (ACI) — which is defined by achieving human-like intelligence in narrow topics, and taking action on them with minimal human oversight. It will alter almost every facet of our daily lives in ways that are hard to imagine.

A/B testing 98

A/B testing CRM Negotiate Campaign 98

Heinz Marketing

APRIL 15, 2021

What is Sales and Marketing Alignment? As Matt Heinz says – there is No Sale without Marketing and No Marketing without Sales. A successful, predictable, and scalable organization doesn’t exist entirely with sales or entirely with marketing. For a greater marketing conversion, you need an efficient sales program.

GTM 137

GTM Sales Follow-up Education 137

Partners in Excellence

MAY 23, 2024

Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. When customers said tell me more, the sales process was usually pretty short. Initially, this was very predictable. Win rates were plummeting, sales cycles were growing.

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

Martech

JULY 12, 2022

Ensuring the success of your marketing must be the absolute highest priority of any business. Management and other functions, like sales, often have assumptions about the effectiveness of marketing. It’s imperative that every marketing initiative has full support to maximize its impact and chance of success. Define success.

Campaign 114

Campaign Strategize Launch Prospecting 114

Partners in Excellence

MARCH 22, 2022

For example, with each new sales person we hire, we don’t enter into a new buying journey for a CRM system, we buy another license. As we examine these, they are really not change initiatives, but continuation initiatives. But the problem with predictable buying occurs when we look at complex B2B change initiatives.

Objectives and Key Results 85

Objectives and Key Results B2B Contract Conversion 85

Partners in Excellence

APRIL 24, 2023

Listening to sales executives, the focus is, constantly, making your numbers. What competing initiatives might distract them? What support do they need from the organization and from management to make the change initiative? They tend to wander, start/stop, change directions, shift priorities.

Quota 117

Quota Commission Pipeline Pitch 117

Heinz Marketing

JANUARY 18, 2022

Without further ado, here’s what’s needed to drive larger deal sizes, achieve faster sales cycles, and improve win rates. Need-to-Have Functions, Processes, and Precedents: Target Account Alignment Between Marketing and Sales. In theory, it sounds simple to get Marketing and Sales fully aligned on target accounts.

Prospecting 101

Prospecting Represent Education Strategize 101

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Search Engine Land

OCTOBER 23, 2023

Awareness of need Customers become aware of a pressing issue that requires resolution in the initial stage. Keep marketing messaging light and non-invasive, allowing customers to come to you without pushing for sales. Messaging should be customer-centric, focusing on solving their problems without pushing for sales.

B2B 116

B2B Customers Objectives and Key Results Price 116

Xant

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. What is Rev Ops?

CRM 105

CRM Territory Sales B2B 105

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

PandaDoc

MAY 16, 2024

Leads may be qualified by your marketing or sales team. Lead qualification is a process carried out by sales and marketing teams to find out if a lead is likely to become a paying customer. It’s not just about getting as many leads into the sales funnel as possible. What is lead qualification?

Legal 52

Legal Pitch Cross-sell Follow-up 52

Search Engine Land

DECEMBER 20, 2022

Defining a customer segmentation strategy requires your organization to understand who your audience is, as well as their needs and behavioral tendencies. Defining a customer segmentation strategy will bring many valuable benefits to any business. Defining customer segmentation models. Why is customer segmentation important?

Campaign 93

Campaign Customers Clients Referrals 93

Martech

DECEMBER 20, 2022

Defining a customer segmentation strategy requires your organization to understand who your audience is, as well as their needs and behavioral tendencies. Defining a customer segmentation strategy will bring many valuable benefits to any business. Defining customer segmentation models. Why is customer segmentation important?

Campaign 93

Campaign Customers Clients Referrals 93

SalesPop

MAY 4, 2021

Having ‘line of sight’ is the skill that will set you apart from every other sales leader. Effective strategy execution in sales occurs when there is clarity between the functional roles that employees play in the organization and the organization’s strategy. What specifically should inside sales do differently? Line of sight.

Strategize 98

Strategize Teamwork Sales Inside sales 98

Salesforce

SEPTEMBER 25, 2023

Many companies are meandering through the strategy phase of AI, especially gen AI, and are focused on defining a vision that aligns with their business. Each business function “spoke” (marketing, sales, service, etc.) What do these leading AI companies know that you don’t? It’s a question worth exploring.

Electricity 133

Electricity Appointment Sports CRM 133

Highspot

FEBRUARY 26, 2020

Dedicated to streamlining technology operations within an organization, business enablement initiatives ensure you only invest in platforms that deliver real impact. Business enablement is a system of technology-driven initiatives that enable greater employee productivity. What does good business enablement look like??.

Launch 72

Launch Technology Technology Drivers/motivators 72

Heinz Marketing

JULY 28, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B sales and marketing, the key to achieving outstanding results lies in the art of marketing orchestration. Alignment of Sales and Marketing : Effective marketing orchestration bridges the gap between sales and marketing departments.

B2B 85

B2B Objectives and Key Results A/B testing Campaign 85

Salesforce

DECEMBER 19, 2022

The V2MOM is a framework that ensures everyone is focused on the right priorities and moving toward the same goals. Far too many projects set such lofty targets that initiatives are doomed to fail in the applicable time horizon. A common question I ask customers in these planning meetings is, ”Why will this initiative not succeed?“

Drivers/motivators 98

Drivers/motivators Government Technology Technology 98

Search Engine Land

MARCH 6, 2024

From standard text ads to responsive search ads Initially, search ads were basic text. Dig deeper: Why strong Google Ads creative is THE priority for advertisers Get the daily newsletter search marketers rely on. Remember, this is marketing, not sales. As time progressed, standard text ads evolved into expanded text ads.

A/B testing 124

A/B testing Campaign Networking Engineering 124

Highspot

JANUARY 18, 2024

Lengthy sales pitches often fall short. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. This acronym stands as a best seller in sales strategies, aligning perfectly with the demands of the modern buyer.

Sell 52

Sell Real Estate Customers Healthcare 52

Martech

JANUARY 25, 2022

Once your suspects have become prospects who’ve finally reached the scoring threshold, you toss the leads over the proverbial wall for sales to work. Later, you learn that after an initial push, your warm marketing leads have gone cold. This is because sales prioritized their list over the leads you sent to them.

Finance 93

Finance Sales Contact Prospecting 93

Sales Pop!

JULY 22, 2021

As roadmaps for best practices, sales playbooks matter. I wrote an article a while back comparing sales playbooks to soccer corner kicks. Given all the competing priorities, how valuable is time spent on strategizing your sales plays, especially now, when significant wins are so precious? We have a sales process”.

Sports 90

Sports Quota Strategize Gaming 90

Partners in Excellence

APRIL 28, 2022

All of us, as we develop as sales professionals, learn that we need to seek commitments from the customer. Perhaps, the more important commitments are the commitments they make to themselves, their teams, and management to achieve the goals that initiated the project and buying process. The commitments are, often, small.

Technique 89

Technique Meeting B2B Customers 89

Hubspot

AUGUST 31, 2020

Setting SMART goals can be an effective approach for setting personal or individual goals, however it can be challenging to measure the progress of an entire sales team with this framework. In sales organizations, reps can easily get wrapped up in their own quota and workflow. Sales OKR Examples. OKR Framework. Time Period.

Objectives and Key Results 100

Objectives and Key Results Sales Quota Launch 100

Highspot

JANUARY 2, 2023

You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement?

Sales 75

Sales Quota Cross-sell Pitch 75

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 121

Customers Contract Consult Electrical Engineering 121

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. It sets your priorities and guides all decision-making across the business. A clearly defined business strategy allows you to set your brand strategy.

Campaign 128

Campaign Trust Hospitality Growth 128

Gong.io

SEPTEMBER 28, 2021

Too many sales discovery questions (15+), and you are running an interrogation. Read The 11 Best Discovery Call Tips For Sales You’ll Read This Year for the full story (see Tip #9). Additionally, be sure to meet your prospect where they stand by matching your sales questions to the buyer’s journey. Where are you in the process?

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

Sales Hacker

DECEMBER 22, 2022

And many have turned to sales enablement. Related: What Is Sales Enablement? At Mindtickle, we recently commissioned a survey of 500+ sales leaders , sales reps, and sales-adjacent professionals to find out how they’re approaching sales enablement – and how that might change in the midst of a potential recession.

Quota 88

Quota Strategize Cross-sell Commission 88

Sales Hacker

APRIL 16, 2020

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. The same is true for sales enablement. What’s missing?

Objectives and Key Results 104

Objectives and Key Results Cross-sell Quota Sales 104

Partners in Excellence

JULY 13, 2023

Certain internal meetings to keep us up to date with strategies, priorities, and what’s happening with the company. Helping them gain support for their change initiatives, Helping them build their confidence in what they are doing and that they are doing the right thing. Then there’s the research, preparation, follow up.

Up-sell 104

Up-sell Sell Legal CRM 104

Martech

JANUARY 22, 2024

Clients benefit more when the agency thoroughly grasps their organization’s sales goals. Here are key lessons from my agency career that have helped me form stronger relationships with clients and their internal teams in marketing, sales and RevOps. This leads to a more strategic campaign optimization throughout the buyer funnel.

Clients 107

Clients Closing Objectives and Key Results SQL 107