Search Engine Land

JULY 15, 2024

Content marketing is defined here on Search Engine Land by Julia McCoy as follows: “Content marketing is the process of planning, creating, and distributing relevant, valuable content (like blogs, videos, podcast episodes, ebooks, guides, and more) with the intent of attracting and engaging a specific audience.” What is content marketing?

Entertainment

Martech

JULY 31, 2024

Ah, customer satisfaction — the soft metric that bites hard, especially in B2B, where we are not blessed with oceans of prospects and customers. After 50 regression analyses, they found six key factors have a meaningful correlation with net promoter score results, revealing what customers value most. Ease of set up. Ease of use.

B2B

ClickFunnels

MAY 6, 2025

Giving people the option to try a product by signing up is a strategic way to get them in front of your product or service. Incorporating obnoxious pop-ups or forms on your homepage can distract consumers. With funnel software handling everything from sign-up to replay to purchase, the whole experience runs on autopilot.

Growth

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing

ClickFunnels

MAY 13, 2025

In just 3 hours, you can set up a funnel that turns clicks into customers—no technical skills required. Connect with your Prospects 4. This is where ClickFunnels funnel marketing software can help set you up for success. For example, if someone signs up for a free eBook or newsletter, that’s a lead generation page.

E-commerce

Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Clients

Martech

SEPTEMBER 5, 2024

is you must set up your tests correctly. But if you don’t follow good testing protocols, your test results can lead you far off the track, endangering not just a single email campaign but your entire email program. Not following the hypothesis to the letter Testing without a hypothesis is my No.

Drivers/motivators

Hubspot

SEPTEMBER 30, 2024

Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. Social selling isn‘t about bombarding prospects with generic sales pitches; it’s about building relationships.

Sell

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Call

Hubspot

JULY 23, 2025

It shows up in morale, in consistency, and in confidence. There’s nothing worse than getting a “yes” on the phone … only for the prospect to ghost you. Because the prospect wasn’t just booking. I can say, “Here’s how we warm up cold accounts,” or “Here’s the content you send after a demo.” And, the data backs this up.

SQL

SaaStr

JULY 26, 2025

billion in ARR (up 31% YoY) and 140,000 total locations (up 25% YoY). Toast found success by following where their product created the most value. Promote from Within to Win the Talent War The Stat : 25% of Toast’s sales organization (which is large) was promoted in the last 12 months. Where do you start?

Territory

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. Customer support to address customer queries and ensure adoption. co-marketing materials).

Product

Salesforce

JULY 3, 2025

Sales automation works like your personal assistant, handling the repetitive tasks that eat up your time. This type of automation logs customer interactions, updates records in real time, prioritizes leads based on their likelihood to convert, and sends follow-up emails at just the right moment. Get it now 2.

Technique

Martech

JANUARY 7, 2025

email reminders, follow-ups) to nurture leads before, during, and after the event, enhancing attendee experience and engagement. You are planning a large marketing event for customers and prospects. Marketing and promotion: Develop a marketing plan to promote the event.

B2B

criteria for success

MAY 4, 2025

The following assessment outlines the 6 most common problems sales organizations face and poses a series of questions thatll help you identify whether that problem is currently affecting your sales teams performance. Cue the Sales Performance Assessment. B players are solid performers that need some improvement.

Growth

Salesforce

OCTOBER 29, 2024

Back to top ) Understanding the door-to-door sales process The D2D sales process follows a typical sales cycle , except that nearly all the steps happen in person. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up.

Objectives and Key Results

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. Would you show up to an important meeting wearing shorts and a Panama hat? Source: Gartner ​.

Closing

Hubspot

SEPTEMBER 17, 2024

Regardless of fluctuating feelings around AI (data from HubSpot’s recent research on AI in sales revealed that 9% of sales professionals believe automation tools can make prospecting efforts more effective), the majority of sales professionals feel quite strongly about AI’s positive impact on their productivity and performance.

Sales

PandaDoc

JUNE 26, 2025

This could include targeting the right prospects, using persuasive messaging, and following a structured sales process. See also 5 ways to tell when you should use lead generation or sales prospecting 2. Prioritize high-quality leads Targeting the right prospects is key for higher success rates.

CRM

PandaDoc

JUNE 2, 2025

The acronym breaks down as follows: Metrics. Decision criteria Especially for multi-faceted solutions like SaaS software or custom components, a prospects needs can quickly become overshadowed by the number of features that are available. What measurable result does the buyer expect? Economic Buyer. Decision Criteria.

Objectives and Key Results

Salesforce

NOVEMBER 8, 2024

The expectation to Always Be Closing: Sales teams often operate under the belief that the customer or prospect always comes first, even when it means the wellbeing of the sales rep takes a back seat. Sign up now Thanks, you’re subscribed! In practice Your AEs are responsible for following up with inbound demo requests.

Commission

Salesforce

NOVEMBER 25, 2024

This is currently available in AMER, EMEA, and LATAM, with more regions to follow early next year. As of the Winter ’25 release, this is available to customers in AMER, EMEA, and LATAM, with more regions to follow next year. What you’ll learn in this blog What does this new functionality mean for Account Engagement customers?

Cross-sell

Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. ” The prospect is now in a sales cycle without realizing it. Faster sales cycles : When prospects can tactically engage with your product or service, they understand its value and impact immediately.

Product

Highspot

OCTOBER 14, 2024

Focusing on the most promising prospects saves your sales team time and increases conversion rates. Delayed or No Follow-up Are leads slipping through the cracks because of slow or non-existent follow-ups? This will build trust and guide prospects toward a purchase, leading to sustainable growth.

Teamwork

Martech

APRIL 14, 2025

In the sections that follow, we unpack the nuances behind these shifts. Underuse of ads and promotion aligns with that function sitting elsewhere. Lower usage in ads and promotion is unsurprising, as that is often managed by a separate function focused on media buying. Email: Business email address Sign me up! Processing.

Territory

Hubspot

JULY 17, 2025

Part of my role was to generate sign-ups for apprenticeships and short courses from local businesses across different sectors. Like 23% of sales pros, I found cold emailing the best way to reach out to prospects. While some nuance is involved, I think using an AI cold email generator for the following scenarios would work best.

Start-ups

SaaStr

AUGUST 7, 2025

After 15 years building sales teams at four different unicorns—Eventbrite, Slack, Webflow, and OpenAI—I’ve learned that scaling go-to-market isn’t about following playbooks. At Slack, WebFlow, and OpenAI, as soon as that channel lights up, everyone swarms in—our COO, engineering leaders, product managers.

GTM

Highspot

JUNE 19, 2025

To build brand loyalty and following, SaaS companies, for instance, often build customer loyalty programs that offer early access to beta features, exclusive training, or priority support. Timely Follow-Up Do we follow up with useful, personalized messages?

GTM

SaaStr

JULY 7, 2025

Unlock Continuous Access to the World’s Highest-Value B2B Decision Makers Forget A-tier prospects. At SaaStr, we deliver S-tier leads—the elite decision makers who control enterprise budgets and drive industry innovation. influenced pipeline from single event Sales enablement platform : $75K investment → $2.1M

Pipeline

Sales Hacker

MAY 7, 2025

We actually opened up our commercial sales offices there and our BDR offices there. So everything from the time something a customer or a prospect moves from [00:05:00] marketing and our marketing acquisition engine whether that’s through digital or events or whether that comes in through our industry experts and my organization has.

GTM

Sales Hacker

MAY 7, 2025

We actually opened up our commercial sales offices there and our BDR offices there. So everything from the time something a customer or a prospect moves from [00:05:00] marketing and our marketing acquisition engine whether that’s through digital or events or whether that comes in through our industry experts and my organization has.

GTM

Sales Hacker

JANUARY 7, 2025

I remember, and this is maybe outdated because I haven’t ran BD teams in many years now, but back in the day, if it didn’t look like we were going to hit our number that month, we would set up Aussie hours where my team would cold call into Australia. Because there is a chapter after the outcome or the promotion or whatever.

GTM

Salesforce

MAY 5, 2025

These guidelines define rules for using brand assets such as logos, colors, and slogans, and describe how these rules should be implemented around promoting your brand. The following tips can help you streamline the preparation process. Start it up FAQs Why are brand guidelines important for a small business? Your values?

CRM

Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. Account A business, customer, lead, or prospect a company engages with to sell products or services to. A uthority: Who at the company makes buying decisions?

Objectives and Key Results

Sales Pop!

DECEMBER 17, 2024

While baby boomers and Gen X value simplicity and comfort in life with practical technology use, millennials and Gen Zprojected to make up over 75% of the workforce by 2025have grown up fully immersed in technology and the internet in a highly interconnected and globalized world, with a stronger desire for purposeful living.

Negotiate

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Be sure to master the four Ps of marketingproduct, price, promotion, and placementthrough GTM training. This ensures a smooth transition from marketing efforts to successful sales.

Go To Market

Hubspot

JANUARY 3, 2025

Starting up a business piece of cake. If you're just revving up your business or considering starting one , knowing the startup challenges is key. In the months leading up to the launch of my business, I joined a startup accelerator and got a contract for a new investment fund through that.

Networking