Iannarino

NOVEMBER 12, 2023

We want to produce more with less and less. As we try to keep pace with the rate of change in our environment, software has eaten the world and technology continues to promise that we can do more and more. We are consumed with efficiency.

Technology 252

Technology Technology Sales 252

Partners in Excellence

MAY 13, 2024

It seems like everything I read about sales productivity is focused on doing more. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time. But what do we do with that time? We do more of those things.

Product 116

Product Sales CRM Technology 116

Iannarino

FEBRUARY 27, 2023

Being organized improves your efficiency , allowing you to do more work in less time and with less effort. Or perhaps you owe another client an edited contract for a new offering they are interested in buying.

Meeting 283

Meeting Prospecting Contract Contact 283

Iannarino

FEBRUARY 28, 2024

It is impossible to identify anything more important than increasing sales win rates. You would do well to track each salesperson’s win rate, as well as your overall win rate. It is too easy to execute without doing the work to improve your sales reps. They contribute nothing to your goals, nor do they create net new revenue.

B2B 198

B2B Objectives and Key Results Pipeline Sales 198

SaaStr

MAY 16, 2024

At least, don’t do too much of this. I got this backwards , as do most founders. So more of it is better, not less. And this less committed founder often leaves just when it’s getting good. Just think of who you could hire, and what you could do with that 20%. Startups are hard. 40 great directors.

Customers 95

Customers 95

Iannarino

MAY 1, 2023

Do you wish you could remember the details of your conversations with prospects and clients? The more time that passes, the less likely you are to recall the details of any conversation. Have you ever promised to send something to your client and then forgotten because you were overwhelmed with work and life?

B2B 241

B2B Clients Conversion Prospecting 241

Search Engine Land

MAY 16, 2024

I don’t know for a fact that people are searching less on Google. Yes, in the same week that OpenAI basically created Samantha, the AI virtual assistant from the movie “ Her ,” Google’s tagline became “Let Google do the Googling for you.” I just know it’s true. We knew this was coming.

Gambling 109

Gambling Launch Follow-up Engineering 109

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

Search Engine Land

MAY 14, 2024

AI Overviews will launch in more countries soon and be available to more than a billion users by the end of the year. AI Overviews are reserved to answer more complex questions where Google feels it can add value beyond the search results, Budaraju told us. What are AI Overviews?

Click Through Rate 143

Click Through Rate CTR Launch User Experience 143

Martech

MAY 13, 2024

I do think all the concerns that have been raised need to be addressed, but the deadlines are a bit useless. Our conversation with advertisers has always been — you should be thinking about your company and what you’re doing to be able to use digital advertising to your advantage without cookies. We sat down with their U.K.-based

Conversion 98

Conversion Follow-up Engineering Technology 98

Search Engine Land

MARCH 22, 2024

These queries are often more complex, or involve questions where it may be helpful to get information from a range of web pages – like “how do I get marks off painted walls.” This way they can get feedback and learn how a more general population will find this technology helpful, Google explained.

Launch 145

Launch Engineering Technology Technology 145

Martech

FEBRUARY 29, 2024

“Do more with less” is a popular theme in marketing today. Nobody wants their leader to tell them to “do more with less” because of what it will ultimately result in — missed targets. Not only will they “get more value out of what they have,” but they will have the added benefit of reducing spend.

Contract 101

Contract Technology Technology Price 101

Search Engine Land

MAY 9, 2024

In addition to SGE showing on less queries, the amount of space SGE occupies has been getting smaller over the past month. More warnings. BrightEdge continues to do live SGE update monitoring as part of its resource, The Ultimate Guide to Google SGE. SGE vertical space shrinking. The report.

Launch 127

Launch Product 127

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” This combined with other data showing win rates at less than 20%. ” With managers going along with this, saying, “More top of funnel focus! We are reaping the results of what we have sowed.

Quota 117

Quota Trust Pitch Up-sell 117

Partners in Excellence

MAY 1, 2024

We revel in our ability to multitask, even though the data shows that multitasking makes us accomplish less. And we feel we have accomplished huge amounts with each to-do, task, meeting we check off as complete. What should I do?” “What do I do,” he asked. As I jumped in, I saw the CEO.

Meeting 113

Meeting Quota Technology Technology 113

Search Engine Land

APRIL 19, 2024

Less is sometimes more We’re starting with a concept rather than a feature here, but just because you can add 15 headlines and four descriptions doesn’t mean you should also populate all of those slots. However, the more copy added, the less your primary messaging will be shown. This is why.

CTR 102

CTR A/B testing Objectives and Key Results Campaign 102

Highspot

FEBRUARY 20, 2024

How can you optimize your tech stack so reps can sell more effectively and efficiently? Here are tips to achieve more with a unified platform and get the most out of your enablement investments this year. For example, reps who actively complete Highspot training courses engage with buyers 15% more often.

Technology 69

Technology Technology Gaming Sell 69

SaaStr

MAY 8, 2024

Q: There’s a lot of chatter about the overall buying environment changing because there is no more zero interest. Until the second half of 2020, most companies had enough apps and weren’t looking on their own to spend more. They were attuned to buying patterns we’ve never seen before and may not see again for another decade or more.

Quota 82

Quota GTM Price Finance 82

Search Engine Land

MARCH 20, 2024

These are position-less players. Position-less was displayed by Jauan Jennings of the San Francisco 49ers in the 2024 Super Bowl. In business, one could argue that an entrepreneur is position-less. However, being a position-less marketer requires a diverse skill set. What is the position-less marketer?

Sports 86

Sports Assembly Line Campaign Technology 86

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on. in attendance.

Quota 80

Quota Pipeline Follow-up Start-ups 80

Search Engine Land

APRIL 26, 2024

This was a big core update, where Google said that this core update is more complex and involves changes to multiple core systems, while also ending the standalone helpful content update. Google also created a new feedback form for site ranking changes that you’d like the Google Search team to review more closely. Overlapping updates.

Engineering 144

Engineering User Experience Launch Start-ups 144

SaaStr

JANUARY 8, 2024

While growth has slowed the past few months, with just a bit more capital …” or “We’d be growing faster, but we don’t have the capital” or … Well you get the point. Not on every deal, but they at least have to believe every deal can do it. More on that here: Need a Second Check From Your VCs?

Growth 126

Growth Trust Meeting Customers 126

SaaStr

MARCH 10, 2024

jasonlk) February 23, 2024 I know a lot of folks in tech are still frustrated in 2024 — and feel they’re being asked to do more with less. You are being asked to do more than in years past. Monday just crossed $800,000,000 in ARR with less than 2,000 employees. But is it really true? 2x as efficient.

Growth 96

Growth 96

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there. 50, and package it up for another $.50

Engineering 97

Engineering Price Cross-sell Niche 97

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. Higher-ups want us to do more with less (efficiency). There’s more science than art here.

B2B 120

B2B Manufacturing Technology Technology 120

Partners in Excellence

DECEMBER 14, 2023

And, on top of that, for those that do buy, we see YoY increases in buyer regret. What we do is driving customers to seek alternative buying experiences–and they are failing. The marginal cost of doing more of the same is close to $0. So we just do more and more, producing less and less.

Sell 122

Sell Retail Promote Up-sell 122

SaaStr

JANUARY 2, 2024

That if you’re venture-backed, yes, you do have money to spend (and burn). But the best burn less each month than they bring in in new bookings and revenue (a Burn Multiple of 1x or less). If you aren’t 95%+ sure you can raise another round, Zero Cash Date is even more important.

Growth 110

Growth 110

Martech

MARCH 13, 2024

By tapping into customer data and feedback, AI can provide deeper, more accurate insights with less bias and better predictive capabilities than surveys alone. This article explores two key use cases for how AI can enhance customer understanding more efficiently and effectively. Get MarTech! In your inbox.

Drivers/motivators 107

Drivers/motivators Customers Technique Engineering 107

Martech

MARCH 20, 2024

These are position-less players. Position-less was displayed by Jauan Jennings of the San Francisco 49ers in the 2024 Super Bowl. In business, one could argue that an entrepreneur is position-less. However, being a position-less marketer requires a diverse skill set. What is the position-less marketer?

Sports 77

Sports Assembly Line Campaign Technology 77

SalesLoft

MARCH 11, 2024

They don’t have to do the work to set them off. And what they need to do is there,” he said while sharing at Saleslove on Tour in London. Accomplishing more with less For this next point, Tomas shared how his main goal is generating marketing opportunities that go all the way through to closed won.

Gaming 98

Gaming Healthcare Prospecting Start-ups 98

SaaStr

DECEMBER 12, 2023

Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median. or so a year to take home those comp levels, and an SMB rep likely $800k or more. And giving folks more time, well, it sounds good and feels good. In any event, that’s good median data.

Sell 111

Sell Quota Commission Contract 111

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 115

Sell Commission Up-sell Quota 115

Search Engine Land

SEPTEMBER 28, 2023

Applying this concept to your local search strategy can help improve your local rankings and drive leads from Google Maps with arguably less effort. Implicit vs. explicit search in local SEO: How do they differ? Generally, this difference is less prevalent in organic SERPs. Why do implicit and explicit searches matter?

Clients 132

Clients Education Strategize Growth 132

Search Engine Land

FEBRUARY 23, 2024

Those findings (and more below) come from enterprise SEO platform BrightEdge and its Generative Parser, which has been tracking the behavior of Google SGE across 1 billion queries in nine industries. Less “None” SGE states found. More SGE breakouts. More YMYL warnings in SGE. “: More Places in SGE.

Education 110

Education B2B Launch Price 110

Martech

MAY 8, 2024

If so, ignite a conversation around leveraging new techniques less reliant on third-party cookies. and “What do you recommend to ensure the continuity of our current insights and measurement?” Become less dependent on third-party cookies by diversifying your measurement techniques.

Technique 98

Technique B2C User Experience Strategize 98

SaaStr

JANUARY 18, 2024

Dear SaaStr: What Are The Most “Evil” Things That VCs Do? VCs really do want you to be a big success. So really, the ‘worst’ things VCs do are simply around incentive dis-alignments. They may handicap your growth and ability to raise more capital because of this. They can’t make money otherwise. Just biased ?

Price 91

Price Up-sell Growth Engineering 91

Search Engine Land

FEBRUARY 14, 2024

First is brand campaigns, where the goal is less about performance and more about making sure that searches for your brand end up on your website, not those of your competitors. If your budget is $50 a day and you start bidding $7 per click, and you see that you’re spending the full $50 a day, you can bid less per click.

Campaign 124

Campaign Objectives and Key Results Profit margin Lead generation 124