Martech

MAY 16, 2024

You want to capture more leads. As you embark on your marketing automation journey, consider the following tips to get the most from your solution: 1. Example : If you’re creating an email lead nurturing campaign, you can create triggers that send a different sequence of e-mails based on what links users click within each e-mail.

A/B testing 122

A/B testing Campaign Lead generation Technology 122

Search Engine Land

APRIL 15, 2024

Want to rank highly in 2024 and beyond? Then, you must create what Google calls “ helpful, reliable, people-first content.” In addition, I have created a simple process we use at my agency for planning, writing and reviewing new content that is people-first and ticks all of Google’s qualitative boxes.

Process 120

Process Objectives and Key Results Angle Follow-up 120

Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. So if you want the bullet points, here’s my best attempt: A mentor : Mark understood the world and how to win within its parameters better than anyone. When I was asked to write this…I was stuck.

X-functional 119

X-functional Sports Represent Start-ups 119

Martech

MAY 6, 2024

At the same time, customers are increasingly concerned about the what, why, and how of their data. They want to know what’s being collected, why we’re collecting it and how it’s being used. On the one hand, customers want their online experience to be personalized, while on the other, they want their data to remain anonymous.

Customers 112

Customers Trust Campaign Closing 112

SaaStr

MARCH 23, 2024

Yes, most of us at first under-price and then slowly raise prices as we gain confidence. It’s because (1) we aren’t trained sales leaders, and (2) we worry most about not losing the deal. When we finally get a good lead, we just don’t want to blow it. Most especially in the early days.

Price 96

Price Contract Closing Customers 96

Search Engine Land

NOVEMBER 8, 2023

Your website must provide visitors with what they expect to find, whether that’s content, products, or whatever means to whatever end. One way to make sure your users don’t want to come back to your website is to frustrate them. At this point, a menu will pop up for you to select what Event you want to dive into.

User Experience 110

User Experience Start-ups Follow-up Gaming 110

Search Engine Land

SEPTEMBER 14, 2023

And what qualities make a prompt perfect – or at least good? If we’re breaking them down, we want to try to avoid introducing unrelated topics, even accidentally and it can go astray in your answers.” We want to be as specific as possible.” You’ll get a better output.”

Follow-up 138

Follow-up Start-ups Presentation Process 138

SaaStr

APRIL 19, 2024

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. So, what does it take to get to a $100M outcome? We don’t see that anymore in public companies.

Engineering 96

Engineering Price Cross-sell Niche 96

Search Engine Land

MAY 9, 2024

We get to leverage both sides of our brains: The right brain when it comes to on-page, content and even link building campaigns. We lean into technical know-how and keyword optimization. We lean into technical know-how and keyword optimization. But what about the people driving that data? What about their intent?

A/B testing 101

A/B testing Entertainment Engineering Campaign 101

Search Engine Land

MAY 2, 2024

We can look at YouTube ad revenue to measure the platform’s dominance. They’re not sure how to get started. Often, we witness a degradation in net new traffic even when workhorse search campaigns are left in place. Dig deeper: 7 important YouTube Ads lessons you need to learn Get the daily newsletter search marketers rely on.

Campaign 109

Campaign High impact Clients Growth 109

SalesLoft

APRIL 8, 2024

That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. Let’s get into the pain points first. It was a challenge for them to figure out what was really working and what wasn’t. But we’re getting ahead of ourselves. The answer might surprise you.

Inside sales 86

Inside sales Sales Campaign Technology 86

Martech

MARCH 4, 2024

We know with certainty that we’re in uncertain times and what we know today will be different tomorrow. It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant.

Technology 113

Technology Technology Launch Product 113

Partners in Excellence

JANUARY 29, 2024

Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. Our host, Monty Hall, yells, “CROs come on down… ” Then Monty says, “Johnny, tell our contestants what’s behind Door #1 and Door #2!”

GTM 86

GTM Quota Presentation Up-sell 86

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. ” (I did get a lot of value from the book.) In work, we constantly look for shortcuts. Some of the time is we are overburdened, we need to find a more efficient way of doing things.

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

SaaStr

DECEMBER 12, 2023

Mandy Cole, Partner at Stage 2 Capital, shared the five steps every company needs to take to build their first GTM playbook centered around the buyer. The reality is that the way we sell now should be focused on the buyer. What you need to do instead is leverage more content and intent data. What is your Ideal Customer Profile?

GTM 96

GTM CRM Pipeline Referrals 96

Search Engine Land

DECEMBER 21, 2023

In 2023, we witnessed the rise of AI-powered search and significant evolution of the SERPs with the arrival of Google’s Search Generative Experience, as well as Bing Copilot (formerly Bing Chat). We expect to see its full potential unleashed on Google Search in 2024. Want to get into the AI-generated answer (or snapshot)?

Real Estate 128

Real Estate UX Customer Relationship Management Relationship Management 128

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.” What you really need is an ad that smartly qualifies each click. You want your ad to attract and convert your ideal clients while encouraging everyone else to pass by your ad.

CTR 109

CTR Real Estate Legal Clients 109

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. One takeaway is that we are all human and fallible. In email, a mistake can seem like the end of the world because so many people can see where we messed up. We’re trying to get one campaign out the door while planning for the next.

Objectives and Key Results 119

Objectives and Key Results Retail Campaign Appointment 119

SaaStr

APRIL 7, 2024

It ended up being super popular, and a fresh take on a lot of topic we talk about a lot on SaaStr. I still regularly get emails about it, and the full deep dive is above. What I missed was Lenny’s own summary of his Top Takeway from our deep dive. To get you from reps 3 to 300. It’s great. More here. #4.

Sales 96

Sales Quota Closing Up-sell 96

Search Engine Land

SEPTEMBER 5, 2023

And what can we do about it? Using this framework, we have: Estimated SGE traffic drops for 23 websites. Carried out three SGE recovery projects , in which we have mitigated (at least partially) the expected traffic drops from Google SGE. We share results from the world’s first three SGE recovery projects.

CTR 144

CTR Technique Strategize Niche 144

SalesProInsider

AUGUST 18, 2023

That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Drop – Drop our assumptions, our agenda, our emotion, and our ego as we listen. For example, “I appreciate you sharing that you see time constraints for getting started.” That’s it.

Sales 115

Sales Pitch Clients Conversion 115

Salesforce

APRIL 3, 2024

We brought users into the conversation instead of having the IT team dictate the requirements,” said Fordham University VP and CIO Anand Padmanabhan. “It Here’s what the Fordham Student Success Hub app looks like today: Seamless navigation contributes to high app adoption of the Fordham Student Success Hub.

Appointment 104

Appointment UX User Experience Education 104

Search Engine Land

MAY 9, 2024

And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). But what about information gain in relation to the information foraging theory? As you can see, we have three different meanings for the same term. As you can see, we have three different meanings for the same term.

Engineering 97

Engineering Angle UX Trust 97

Search Engine Land

MARCH 7, 2024

But here’s a secret: If you want to pull in donations at the end of the year, you need to lay the groundwork now – and keep it going through the spring and beyond. This is something we work with our nonprofit clients to achieve. We broke even in some months and came out ahead in others. That’s not a great long-term strategy.

Non-Profits 109

Non-Profits A/B testing Campaign Clients 109

Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. For decades, we’ve seen data and research contrasting these approaches. It’s not surprising.

Customers 115

Customers Pitch Meeting Sell 115

Partners in Excellence

FEBRUARY 15, 2024

You don’t want to be wasting your leads!” Let’s look at what this means: Our top performers are already very busy. They aren’t sitting around, twiddling their thumbs wondering what to do with their time, they are filling it with high quality/impact efforts. And we lose them to another company.

Start-ups 109

Start-ups Up-sell Sell Product 109

Partners in Excellence

MARCH 4, 2024

Fortunately, we saw past our differences. How I Learned to Love Selling I didn’t start my career wanting to be a salesperson, or to be in the business of persuasion at all. At that time the banking industry was very heavily regulated, so we didn’t have to compete too hard for customers. He said, “Interesting approach.

Sell 73

Sell Appointment Finance Pitch 73

Search Engine Land

MAY 14, 2024

Here’s a glimpse into how we might build this custom GPT using ChatGPT’s conversational GPT builder. Get the daily newsletter search marketers rely on. Identifying the goal: Setting your sights We begin by clearly defining the GPT’s purpose. What makes our GPT unique is the expertise we add to it.

Customers 98

Customers Niche Strategize Represent 98

SaaStr

DECEMBER 14, 2023

I’ve never once done a traditional “predictions” post on SaaStr, but there has been so much going on this year, I thought FWIW I’d at least share what I’ve been thinking about a lot. There are I think strong arguments that even today, SaaS companies are overvalued, and I get it. And putting my money on.

Contract 100

Contract Growth B2B Contact 100

Martech

FEBRUARY 5, 2024

They’re useful, and we use the return data in our email program, customer profiles and product development B. We don’t get much helpful info from them and readers generally ignore them. How could we do a better job with these familiar emails? But what about the recipients? What’s in it for them?

Profit margin 126

Profit margin Contact Campaign Service 126

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. Watch this short video to get my feelings and then continue reading for more. Option 1 is stupid and Option 2 is brilliant.

Manufacturing 77

Manufacturing Territory Price Finance 77

Martech

FEBRUARY 29, 2024

Nobody wants their leader to tell them to “do more with less” because of what it will ultimately result in — missed targets. Instead of telling your team to “do more with less,” I’d recommend re-phrasing the statement to “Get more value out of what we have.” Any good MOps professional would agree. In your inbox.

Contract 107

Contract Technology Technology Price 107

SaaStr

NOVEMBER 2, 2023

So we’ve spent a ton of time over the years on SaaS talking about hiring a great VP of Sales. I see so many SaaS startups hire someone likeable, who can talk the talk on sales hiring and processes — but never really understands what you do. At least get close. 50% of what a VP of Sales really does is recruiting.

Process 90

Process Sales Up-sell Quota 90

SaaStr

FEBRUARY 10, 2024

Dear SaaStr: What’s Your Best Advice for Struggling Entrepreneurs? Get help & upgrade the team. Get a (better) mentor if you can. What it does need to be is someone at least 18-24 months further down the road than you. They’ll help you see what’s working and what isn’t.

Growth 121

Growth Product Customers 121

Understanding the Sales Force

MARCH 25, 2024

Lesson #2 – The Power of Meeting Decision Makers We stopped for lunch at the best restaurant in the village, inside the hotel at which we have stayed more than sixty times in the past four years. It was 2pm, well past the lunch-hour rush, and the new host asked if we had a reservation. We didn’t.

Sell 73

Sell Relationship building Sales Gaming 73

Sales Hacker

NOVEMBER 3, 2023

Hiring was a common thread in conversations at both community dinners we hosted this week – one in San Francisco and the other in Austin (included a picture further along – great time as always!). Yet not a lot of positions are getting filled. Let’s get into it. All three of these seem to be true: 1.

GTM 87

GTM Represent Growth CRM 87

Martech

OCTOBER 9, 2023

In the second part, we’ll see how the LLM responded. Persuasion is at the heart of so much of what we do as marketers, no matter which channel we’re working in. This is not a license to try to manipulate your customers into doing what you want them to do. This is a must.

A/B testing 135

A/B testing Retail Campaign Price 135