Martech

APRIL 19, 2024

Here’s a playbook to help your company succeed when marketing on a local scale. This precision targeting ensures that your message resonates with the right target audience. This budget-friendly nature does not diminish the need for strategic planning; instead, it emphasizes allocating resources wisely to maximize returns.

Retail 115

Retail Campaign Strategize Strategic planning 115

Iannarino

JULY 21, 2021

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by focusing on your competitor. You best approach to differentiating yourself from your competition is enriching the sales conversation. A Lack of Differentiated Value. Nothing to Teach.

Cold Call 293

Cold Call Cross-sell Gaming Clients 293

SaaStr

APRIL 9, 2024

Why does this matter in the world of AI? If you and your top competitor use the same foundation model, you’re not using any of your own data there, so you don’t have a competitive advantage. How does this AI come to the decisions that it did? As a society, we’ll be very reliant on productivity growth.

Product 92

Product Government Healthcare Growth 92

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. We brag about technology stacks, “Mine is bigger than yours!” How are they leveraging them to differentiate their engagement strategies? We have tools that help us understand individuals (e.g.

CRM 126

CRM Technique Conversion Customers 126

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. Imagine engaging the customer much earlier.

Sell 126

Sell Up-sell Start-ups Customers 126

Search Engine Land

APRIL 30, 2024

You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” This article tackles the steps to successfully transform your PPC ads just by focusing on the people who click them. Measure your success using the right metrics to know if your ads are effective.

CTR 107

CTR Real Estate Legal Clients 107

Sales Hacker

JANUARY 12, 2024

Partner love: Sales Authenticity Where does sales authenticity originate and how can sellers embrace it Understanding Buyers want to be more than heard, they want to understood. Authenticity comes from a seller being able to understand the individual prospect and their acute/specific pain points. It doesn’t stop – at all.

Sell 92

Sell GTM Sales Up-sell 92

Partners in Excellence

OCTOBER 20, 2020

We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions.

Pitch 140

Pitch Price Process Customers 140

Search Engine Land

FEBRUARY 19, 2024

To succeed in this environment, you need a clear, actionable SEO strategy that ensures your content does something different, stands out, and deserves to rank highly. SEO planning is no doubt important, but planning does not create a strategy. Content plan : Create a content plan to target your main keywords.

Strategize 116

Strategize Niche Angle UX 116

SaaStr

APRIL 5, 2024

How to Differentiate from the Competition in a Crowded Space When you think of companies like Hubspot and what they did with inbound marketing in a crowded space, they offered a better in-house solution that wasn’t cobbled together. To sell against the competition, you have to differentiate yourself. How do you do that?

Sell 79

Sell GTM Price Contract 79

TrackStreet

APRIL 26, 2024

As more companies enter a market or existing competitors intensify their efforts, they may engage in price competition to attract customers, leading to a gradual decline in prices across the board. Customer perceptions of value may shift, and loyalty can become more elusive in a market driven by constant price fluctuations.

Price 52

Price Profit margin Strategic partnership Retail 52

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value.

Customers 101

Customers Drivers/motivators Construction Legal 101

ClickFunnels

JANUARY 30, 2022

There are lots of online businesses out there, each one competing for customers. To succeed, companies need to find ways to differentiate themselves from each other. In today’s business world, it’s not enough anymore to just talk about your product. You need to offer your customers something more.

Entertainment 246

Entertainment Promote Price Product 246

Salesforce

JANUARY 4, 2024

Thankfully, email makes it possible for you to gain influence with your desired audience over time. A marketer’s job is to find and understand high quality leads, then help convert them to sales. In this piece, we’ll give you a clear understanding of drip marketing and how you can use it.

Campaign 120

Campaign Objectives and Key Results A/B testing Promote 120

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 116

Customers Objectives and Key Results Growth Objection handling 116

Highspot

SEPTEMBER 6, 2023

Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Instead of just showcasing what a product can do, it zeroes in on the real-world advantages a product offers customers. Know your customer Dive into their motivations and challenges.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

JULY 23, 2020

I went back to the sales person, “I’m confused, why do all your deals need discounts? As I look at the data from all your peers, and historic data, you seem to be the only one that has this challenge with everyone of your deals, what am I missing?” Sales people owe their customers better performance.

Price 109

Price Sell Closing Customers 109

Highspot

JANUARY 3, 2024

It’s a setback that makes you reassess your approach and wonder – what went wrong? But here’s the good news: there are proven strategies and techniques that can turn the tide to your favor. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work? How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

FEBRUARY 14, 2022

They specifically covered the 6 powerful sales strategy examples your competitors don’t know. To be successful, you must differentiate between what you say, what you do, and what you write during the sales process. 80% of customers you pitch your Nexus to will agree with it wholeheartedly and love you even more for it.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

Salesforce

NOVEMBER 30, 2023

Shoppers can find the products they want using a device they can take anywhere, and businesses can sell to a globally connected customer base. Start here The different types of mobile commerce M-commerce is more than optimizing your website for mobile use (though that’s a huge part of it). Very, very easy. Convenience is key.

Retail 119

Retail UX Trust Up-sell 119

SaaStr

DECEMBER 30, 2022

There is too much to do in SaaS — sales, customer success, product, engineering, demand gen, etc. Get those First 10 Customers — However and Whenever. We all get the first customers differently, based on who we are and what our app does. Understand the Market Better. That customers will actually pay for.

Engineering 100

Engineering Meeting Product Customers 100

SaaStr

DECEMBER 12, 2023

Where we see success is when a company has a sales process that starts with: How the buyer is thinking about it How they would purchase your product And then mapping the sales journey to that That’s the basics of how you’ll build your first GTM playbook. Let’s start at the beginning — with the customer. What is their goal?

GTM 101

GTM CRM Pipeline Referrals 101

Martech

SEPTEMBER 26, 2022

The masses are beginning to understand this new way of doing business, so it’s an even greener field abroad. To do this, you need to identify your fintech market opportunity. Data segmentation of your customers should really come from your predefined brand narrative, believe it or not. In your inbox.

E-commerce 113

E-commerce B2C Finance Referrals 113

SaaStr

JANUARY 2, 2024

On top of that, if you look at their top accounts globally, 33 of the top 50 customers by ARR are startups. You have to think about how you will differentiate and craft your offers from the rest of your marketing. Some things to think about as you craft your offer are: Does it align with your sales motion?

GTM 76

GTM Growth Start-ups Follow-up 76

ConversionXL

NOVEMBER 23, 2022

It does, and we brought world-class marketers to deliver keynotes full of value on growth and experimentation. The most important factor for differentiation in CXL Live is its unique format. It might just change your mind about conferences.) Your job as a marketer is to get inside it. These are the highlights of each one.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. What Does a “Frazzled Customer” Look Like? Adapting to customer behavior is essential for successful sales.

Sell 52

Sell Real Estate Customers Healthcare 52

Search Engine Land

MARCH 21, 2024

Whether it’s your first time or tenth, streamlining the ramp-up period when onboarding a new SEO agency will save you effort in the long run and lay the path to a productive partnership. This article covers the three things you want to get right when onboarding a new SEO agency: Education: Educating your agency about your business.

Contract 101

Contract Education Clients Trust 101

Partners in Excellence

APRIL 22, 2021

It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. The perennial problem we face in effectively engaging our customers is that we focus on what we are interested in–our products/services–and not what the customer cares about.

Growth 139

Growth Quota Customers Promote 139

SaaStr

FEBRUARY 17, 2022

When marketing teams spend the bulk of their time completing manual tasks, data gets siloed, workflows break down, and leaders do not have the visibility they need to make customer-focused decisions. Use a customer-centered focus to shape your approach. . In the digital age, customers have a multitude of touchpoints with brands.

Engineering 92

Engineering Launch Start-ups Follow-up 92

Salesforce

SEPTEMBER 11, 2023

These five Dreamforce data sessions will equip you to get your data ready for AI and show you how to overcome roadblocks to success. From how we work and innovate to the products and services we create for our customers. A data culture is a work environment where everyone can understand and use data in their work.

Government 105

Government Strategize Technology Technology 105

Heinz Marketing

JUNE 22, 2023

By Sarah Threet , Marketing Consultant You’re building your buying committee based off your ideal customer profile, but you’re feeling stuck… What if one buying committee doesn’t feel all-encompassing of who has been reported to you by your sales department? Maybe it’s really a case-by-case situation?

Finance 104

Finance Strategize Account management Engineering 104

Sales Hacker

JANUARY 27, 2024

Dropping into your inbox with a Saturday special today, and here’s why: this week was a particularly busy one, capped off by our first GTMfund dinner of the year. However, crafting a script that both encapsulates your unique value and resonates with your audience is tough. Category: These are your decision-makers.

GTM 90

GTM Niche CRM Account management 90

Martech

OCTOBER 30, 2023

It also offers strategic insights for CMOs to create genuine human connections with their customers in an increasingly data-driven world. From individualized recommendations to messages timed according to your habits and ads that feel custom-made, the progress we’ve made is remarkable. The result?

Objectives and Key Results 124

Objectives and Key Results Strategize Legal A/B testing 124

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. Sydney pulled someone from Salesloft with a product marketing background who understands operations, running programs, and being strategic.

Cross-sell 85

Cross-sell Strategize Campaign Education 85

Salesforce

MAY 8, 2024

Here’s a customer service statistic that will stop you in your tracks: 80% of customers say the experience a company provides is as important as its products and services. The same study reveals that 88% of customers say good customer service makes them more likely to purchase again. Oh, yes they are.

Service 52

Service Customers Technology Technology 52

Search Engine Land

JANUARY 8, 2024

Search engines have evolved to understand the context behind queries. Including elements like location-based services and personalized recommendations turns searches into dynamic interactions between users and your content. It uses natural language processing to understand the real intent behind a search. What C.R.A.F.T.

Objectives and Key Results 127

Objectives and Key Results Click Through Rate User Experience Engineering 127

Search Engine Land

AUGUST 10, 2023

So, how can you prepare your performance marketing team for this change? Focus on asset coverage First, understand that the shift to using AI for creative optimization is taxing on creative teams. So, how can you balance the need to “feed the machine” without overtaxing your creative team? You need to focus on asset coverage.

Price 95

Price Promote Networking Engineering 95