Search Engine Land

OCTOBER 10, 2023

Those lucky enough to be part of the beta test have seen and experienced firsthand what Demand Gen offers, though deeper insight is still some time away. What to expect with the rollout and how to approach it. This is because it directly replaces Discovery campaigns, which are much less algorithmic and have fewer inventory types.

Campaign 116

Campaign Clients Territory Conversion 116

Martech

MAY 8, 2023

I’ve supported clients across all stages of creating a data-driven marketing strategy — from discovery and implementation to measurement and optimization. Discovery The discovery stage involves learning, documentation and shared learning phases. The first exercise is to step in the customers’ shoes.

A/B testing 112

A/B testing Campaign Clients Referrals 112

Iannarino

AUGUST 8, 2021

The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. The deadline for my fourth book is looming. No more pushy sales tactics.

Intrinsic 322

Intrinsic Quota Clients B2B 322

Search Engine Land

MAY 13, 2024

Search tools have become so powerful that they grasp the meaning behind your questions, not just the individual words. Through this exercise, you’ll understand: Why search engines started using entities : What problems did they solve? How can this augment your search results? The result is what is called an inverted index.

Engineering 105

Engineering Construction Start-ups Process 105

Iannarino

AUGUST 5, 2021

The key to a good first impression is the ability to create value for your client. You’ve been pursuing your dream client for months and have finally convinced them to meet with you. Fail to impress your client, though, and that’s the last time you’ll end up on their calendar. What Is Your Agenda?

Clients 338

Clients Meeting Conversion Strategize 338

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Research conducted at Harvard University suggests asking questions improves liking and learning. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

Partners in Excellence

MAY 4, 2022

We tend to think that insights are game changing things we can tell customers. Whether it’s industry/market data, things that are happening in the industry, observations about what is happening with their customers or competitors; we believe we need to make a statement or take a position.

Conversion 119

Conversion Gaming Customers Process 119

Partners in Excellence

FEBRUARY 23, 2022

For decades, sales people have been taught about the importance of “Discovery.” ” It’s a series of questions we inflict on the customer. With due respect to Neil Rackham, we’ve learned questioning techniques to support our discovery process. In reality discovery is for the customer, not us.

Pitch 91

Pitch Technique B2B Process 91

Partners in Excellence

SEPTEMBER 30, 2022

Continuing my series on selling skills we thought we knew but really don’t understand, I’m want to focus on Discovery. It’s a natural follow on to qualifying–actually it’s a complement, qualifying and discovery go hand in hand. Some misunderstanding we have about discovery.

Sell 75

Sell Process Customers Closing 75

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? This intriguing value is what we refer to as sales velocity. What is Sales Velocity? As the name suggests, sales velocity measures how quickly your company is making money. What Impacts Sales Velocity?

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Salesforce

OCTOBER 10, 2023

There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. What you’ll learn: What is a sales cycle? What are the 7 stages of a sales cycle? See how it works What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

AUGUST 1, 2022

Too often, we fail in our initial engagements with our customers. In our prospecting and discovery calls, we focus on their need for a solution–our solution. We may start in the right place, trying to understand the customer needs or problems, but we steer our follow up to our products as quickly as possible.

Process 82

Process Follow-up Up-sell Start-ups 82

Salesforce

OCTOBER 11, 2023

Imagine the sensation he felt in that moment, the sensation of discovery. You’re on a discovery call with a prospect, searching for a justification to pitch your product, when all of a sudden, there it is: a bright, expensive problem that only you can solve. What you’ll learn: What is a discovery call?

Pitch 59

Pitch Trust Transportation Objectives and Key Results 59

Salesforce

APRIL 18, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? Get deals done, make customers successful, and help your company grow. Have a question? Ask it here.

CRM 98

CRM Pitch Territory Presentation 98

A Sales Guy

JUNE 16, 2021

The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM. Let’s not look at a follow-up poll I did asking what the most important sales skill salespeople need to have to be successful. Yes, I said the CRM.

CRM 163

CRM Prospecting Follow-up Conversion 163

Sales Hacker

APRIL 25, 2023

If you’re a salesperson, you have to learn about your buyer. And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. And your buyers hate it. You know what I mean. What is the main problem you’re facing?

Technique 79

Technique Sales Follow-up Start-ups 79

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. What you need to do instead is leverage more content and intent data. Let’s start at the beginning — with the customer.

GTM 100

GTM CRM Pipeline Referrals 100

Salesforce

DECEMBER 6, 2023

There are signals showing us what design trends are coming – from the most attended Dreamforce sessions to the design discussions on LinkedIn and Trailhead design groups. What we’re noticing is that whether you’re a developer, admin, architect, or business leader, design will matter more than ever.

UX 72

UX Legal Negotiate User Experience 72

Sales Hacker

FEBRUARY 9, 2024

But contrary to what may seem natural, so is pessimism. However, a healthy dose of pessimism in the right places can actually be helpful – here a three key places #1 Customer discovery calls In the early stages of solution development, customer interviews are key. Optimism is surely a necessity. That’s sales.

GTM 67

GTM Real Estate Launch B2B 67

Partners in Excellence

SEPTEMBER 27, 2021

We were talking about how to engage prospects and customers more effectively. They enthusiastically embraced the idea that we have to talk about what customers are interested in; we have to engage customers in issues critical to them and their business. Some of them tried to convert those features to discovery questions.

Product 132

Product Pitch Prospecting Conversion 132

Partners in Excellence

SEPTEMBER 24, 2020

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start with our customers. But, do we really “discover,” in this process, or are we just seeking confirmation for what we want to hear?

Pitch 100

Pitch Process Sell Customers 100

Search Engine Land

JULY 13, 2023

But what’s coming is much bigger. OSO: Organic search optimization (it’s bigger and badder than SEO) As I reeled back from the savage online salvo of critique, I did what any SEO on the receiving end does. That’s not a brand; that’s a few people checking you’re legit after seeing your ads on TikTok.

Start-ups 96

Start-ups Engineering Growth Follow-up 96

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. Get deals done, make customers successful, and help your company grow. Get started today First, let’s tackle a few basics: What is objection handling?

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

A Sales Guy

MAY 3, 2020

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Discoveries like this aren’t even worth the time. ” your prospect or buyer does what they do? Yet, too many salespeople fail at it.

Pitch 128

Pitch Service Sell Presentation 128

Salesforce

JANUARY 17, 2024

The insurance industry is filled with potential, but companies remain stuck in old ways, leaving customers unhappy and disconnected. One in three customers switched providers last year, due to unsatisfactory insurance customer experiences. Let’s look at this through the lens of a typical customer. Let’s begin.

Drivers/motivators 116

Drivers/motivators Trust Territory Technology 116

Martech

OCTOBER 20, 2021

That’s the challenge facing Fredrik Salzedo, recently appointed Global Director Martech/CRM at Discovery Plus (he was formerly Director Retention/CRM for the EMEA division. Discovery Plus in Europe. In January this year, the European operation became Discovery Plus; then Discovery Plus was launched in the U.S.,

Sports 98

Sports Networking User Experience Appointment 98

Search Engine Land

FEBRUARY 13, 2024

When used correctly, it can greatly benefit your marketing efforts, particularly in PPC , where budget allocation directly influences outcomes. This article breaks down what a full-funnel PPC strategy looks like, from top to bottom, so that you can use it as a blueprint for your own PPC strategy. Discovery campaigns.

Non-Profits 113

Non-Profits Campaign Strategize Growth 113

Search Engine Land

DECEMBER 21, 2023

Strengthening the technical foundation of your platform to improve discovery and experience is critical. Read on to discover seven key trends that should influence your roadmap in 2024, as well as three must-haves for success. Your content should help searchers achieve goals or complete tasks. How to humanize content.

Real Estate 124

Real Estate UX Customer Relationship Management Relationship Management 124

Lead Fuze

JUNE 27, 2023

If there’s one thing I’ve learned from my years on the front lines of sales at Close, it’s that discovery questions are the superpower that separates the average sales reps from the superstars. When you’re staring down a new prospect, the questions you ask matter more than your smoothest sales pitch.

Prospecting 52

Prospecting Clients Objectives and Key Results Sales 52

Gong.io

SEPTEMBER 28, 2021

Asking questions is good for your brand and your career, according to this Forbes article. Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call. Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call.

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

The 5% Institute

FEBRUARY 16, 2022

Finding your potential customer pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease. Customer Pain Points – Your Ultimate Guide.

Customers 143

Customers Real Estate Non-Profits Consult 143

Sales Hacker

SEPTEMBER 28, 2022

Customers are coming into the sales process more and more educated, but many organizations are stuck running the same play for everyone. Join Jake Dunlap (Founder & CEO of Skaled) to learn how companies are adapting their B2B processes to this new world—where people are coming in with very different expectations and levels of education.

Process 85

Process Customers Education B2B 85

Closing Bigger

SEPTEMBER 18, 2023

Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. If you’re looking for a keynote sales speaker for your next sales conference you can contact us to book a quick discovery call.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Salesforce

FEBRUARY 20, 2024

I did what any millennial would do. I downloaded TikTok and Instagram and started making ridiculous videos about living life with a disability, about being a young face of ALS, about the disgusting taste of my medicine — anything I could do to get people googling ALS and learning more.” Download the free guide 1. View initiatives

Pharmaceutical 137

Pharmaceutical Healthcare Drivers/motivators Appointment 137

Search Engine Land

NOVEMBER 1, 2022

What this means. Replacing similar audiences segments is Optimized Targeting (for video, display discovery and performance campaigns) and Audience Expansion (for brand campaigns). Keep in mind the following features and best practices when creating or updating your Smart Bidding and Optimized Targeting settings. More automation.

Campaign 101

Campaign Advertising/ Marketing Launch Engineering 101

Heinz Marketing

MAY 7, 2022

Your LinkedIn Network’s huge! A relationship is simply an understanding of knowing who someone is and what they do, however strong relationships and connections go deeper than this. With today’s economic market, it’s important to understand your brand and keep it consistent. Here’s Why That’s a Red Flag.

B2B 95

B2B Closing Networking Drivers/motivators 95