Martech

MAY 13, 2024

Understandably, it has been following the Google Privacy Sandbox saga with close attention. We sat down with their U.K.-based A couple of days after that announcement, we got the new report from the CMA that adopted most of the concerns that the Information Commissioner’s Office had surfaced about privacy.

Conversion 103

Conversion Follow-up Engineering Technology 103

Partners in Excellence

MARCH 25, 2024

What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals. With Keenan and his team, selling success is all about the customer, not what we sell.

Sell 118

Sell Up-sell Consult Drivers/motivators 118

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. Without some sort of change, we never get a purchase order.

High impact 120

High impact Service Growth Conversion 120

ClickFunnels

DECEMBER 14, 2021

And if it can, how do you create one that drives conversions seamlessly like clockwork — vs. creating one that flops? This is an example of what we call our Tripwire Funnel — it’s great for turning cold traffic (via ads) into paying customers. Do You REALLY Need a Sales Funnel? Where do they live?

Launch 278

Launch Sales Price Start-ups 278

Partners in Excellence

MAY 8, 2024

Desperately, we try to find someone to talk to, something interesting to talk about, but…… It seems so much of “modern” selling looks like this. But we don’t understand what has happened. All we really want to do is present our product, our pricing, and hope that we get an order.

Price 68

Price Up-sell Conversion Presentation 68

Martech

DECEMBER 18, 2023

Why are we doing this data program? Dig deeper: Theresa Kushner: Spotlight on the expert So, how do you know you’re being successful? We’d like to know how it’s been for you. Please take this short survey so we can have your input on the state of martech salaries and careers. We’re all human.

Government 142

Government Campaign Strategize Customers 142

Tibor Shanto

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Based on commonly cited data, that’s not really working out these days. As an interruption, we need to move the call to where the outcome has greater value than the interruption. Why is that data relevant?

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. How do I know this? They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution.

X-functional 105

X-functional Pitch Price Customers 105

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. How do we provoke this level of engagement? How do we engage people in ways that encourage deeper questions? Do the questions we ask provoke great questions from others?

Construction 118

Construction Pipeline Gaming Conversion 118

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Martech

JANUARY 17, 2024

To ensure a smooth implementation, organizations have to communicate the value of the new technology and present a clear roadmap to everybody involved. Lost in the conversation was the business value being wasted by not using Marketing Cloud, which the organization had already paid for. What happens after the sale?

Appointment 102

Appointment Contract Technology Technology 102

Partners in Excellence

MARCH 11, 2024

Most focused on efficiency, few focused on impact, differentiation, and value. There are prompts for “researching and understanding” any role you might be selling to. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. Or any market or industry.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Martech

MAY 7, 2024

“We’ve rarely seen such little churn,” said Scott Brinker in the Martech Day keynote. What the long tail really consists of, by and large, is not substantial technology offerings but what used to be called “point solutions” — bits of software that do one thing and perhaps do it very well.

Hospitality 98

Hospitality Manufacturing Retail Technology 98

Search Engine Land

NOVEMBER 3, 2023

Google added a note about user interactions: “we may use ‘clicks’ as a stand-in for ‘user-interactions’ in some places. In this slide, Google says “We do not understand documents. We fake it.” ” “Today, our ability to understand documents directly is minimal.

UX 144

UX Presentation CTR Engineering 144

Search Engine Land

MAY 3, 2024

I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. I appreciate that some people feel pushed into working really long hours or are using work in a negative way, but why shame someone who wants to work? We can all be aware of our colleagues around us and look out for any warning signs.

Contract 99

Contract Start-ups Drivers/motivators Meeting 99

Partners in Excellence

MAY 6, 2024

Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. We later looked at methods to ratchet up performance even further. Why do you stay in selling? Because I’m still really interested in solving customers’ problems.

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Martech

JANUARY 17, 2024

“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” “I think brand marketers are sort of biding their time — let’s not panic until we need to,” DeZao agreed. We know first-party data is the most accurate.”

Retail 135

Retail Entertainment Finance Start-ups 135

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 122

Customers Quota Up-sell Conversion 122

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. I’ve identified three levers that can alter the way we think or approach the marketplace and consistently impact our overall sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Search Engine Land

MARCH 4, 2024

If we’re not already, we will be facing a reckoning in the world of search marketing. This reckoning that’s upon us is directly because of the excess data availability level that we have been accustomed to. A world of excess: Is more really better? Search marketing is a heavily data-centric world.

A/B testing 125

A/B testing Click Through Rate Campaign Trust 125

Partners in Excellence

OCTOBER 3, 2023

They have let their fingers do the walking through Google, found your site and expressed interest. But we miss a huge opportunity by waiting for our customers to figure things out. But we miss a huge opportunity by waiting for our customers to figure things out. And this is really what they care about!

Sell 127

Sell Up-sell Start-ups Customers 127

Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Most of the time we actually fail to do discovery. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. “Do you have a problem with sales performance?………

Pitch 117

Pitch Presentation Trust Process 117

Salesforce

FEBRUARY 14, 2024

We interviewed three CIO experts to get to the bottom of how AI doesn’t have to be at odds with the people it’s ultimately designed to help. It doesn’t really matter how great the technology is. It doesn’t really matter how great the technology is. Trust is critical to the success of any business initiative.

Trust 105

Trust Technology Technology Strategic planning 105

Partners in Excellence

MARCH 14, 2024

We see a lot of uncertainty. We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) How do we survive (though some real leaders are asking themselves how we thrive.) Time to face reality.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Search Engine Land

APRIL 11, 2024

Performance Max’s job: Data, sales and beyond Before we discuss Performance Max’s mechanics, it’s important to acknowledge the debate over its core strategic value. While you can have different conversion values for ecommerce, the action should be the same. That said, if an urgent edit is needed, we’ll make it.

Campaign 115

Campaign Represent Networking Conversion 115

Partners in Excellence

NOVEMBER 28, 2023

Fast forwarding to current times, based on how we engage our customers, we demonstrate a similar vanity. We think our customer care about us–they obsess about our companies, our products, and how great we are. They don’t care about how great we are, our logo slides, our “leading products.”

Manufacturing 117

Manufacturing Finance Presentation Technology 117

Martech

MARCH 12, 2024

The metric that illuminates your best customers is customer lifetime value. But do you know who your next best customers are? Understanding ABM ABM is a targeted, personalized and measurable process focusing on a specific set of high-value customers-to-be by creating and immersing them in a personalized customer experience.

Customers 97

Customers Drivers/motivators Construction Legal 97

SaaStr

MARCH 31, 2024

At SaaStr Annual we had a great session with HubSpot Founder & CTO, Dharmesh Shah, and their Chief People Officer, Katie Burke, on building happier employees. We’ve had a ton of great HubSpot content over the years but you may have missed this one, and it was a great one. I was wondering what should we talk about?

Teamwork 104

Teamwork Start-ups Engineering Up-sell 104

Martech

APRIL 16, 2024

Are we delivering content in seconds? What do marketers mean when they say “real-time”? What can you do with a CDP using real-time data? Take the next step What do marketers mean when they say “real-time”? On most occasions, when marketers say real-time, what you really mean is right-time. Milliseconds?

E-commerce 100

E-commerce Hospitality Customers Strategize 100

Search Engine Land

MAY 8, 2024

Understandably, the impact for UX is much greater, as UX is focused on optimizing the experience to drive better results. ” The peak-end rule refers to the fact that, as humans, we are much more likely to remember the peak (emotionally) of an experience and the end of it. Understanding user intent is key to this.

UX 92

UX Objectives and Key Results User Experience Legal 92

SaaStr

APRIL 9, 2024

Population growth Productivity growth Debt growth We know that we won’t see population growth until the medium-to-long term. That leaves one variable we can leverage — productivity growth. This is a challenge we’ll face over the next few decades, and it’s different from anything we’ve really faced over the past 100 years.

Product 89

Product Government Healthcare Growth 89

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. At these intersections, we must think of more detailed KPIs tailored to specific business needs. Customer lifetime value (LTV).

Product 127

Product Contract Drivers/motivators SQL 127

Martech

MARCH 19, 2024

How do we as marketers meet those expectations and set our brands apart?” Furthermore, Sales and Marketing, combined, was flagged as one of four functional groups likely to deliver 75% of that value. And these interactions create more data that helps marketers understand what works and what doesn’t.

Customers 100

Customers Campaign Repeat business Referrals 100

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? Today that would be a dream, but in 2011, people didn’t understand the metrics around recurring revenue businesses, so investors weren’t sure it was a good business. If you want to go really big, you want ones with economies of scale.

Engineering 98

Engineering Price Cross-sell Niche 98

Partners in Excellence

MAY 9, 2023

As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation. Let me try to, briefly, recast value creation.

Teamwork 103

Teamwork Meeting Customers Process 103

SaaStr

APRIL 3, 2024

Before diving into all things AI, Jason asked Jennifer, “How do you keep going long in this industry when so many CEOs have left?” How do you go long in SaaS? As a CEO, you constantly ask people to do things they might think are unreasonable or impossible, and then they achieve it. How to Buck Up and Go Long in SaaS?

Healthcare 94

Healthcare Trust Drivers/motivators Start-ups 94