SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 102

Go To Market GTM X-functional Objectives and Key Results 102

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It was a challenge for them to figure out what was really working and what wasn’t.

Inside sales 86

Inside sales Sales Campaign Technology 86

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. ” Thanks for sharing your story Martin! This is how you have to behave as a leader.

Sell 115

Sell Territory Consult Contract 115

Partners in Excellence

APRIL 1, 2024

Alex’s story is fascinating, but one of the things Alex raises is similar to what many other participants have also raised, and what drove me to begin this series. He writes, “The (sales) profession is not in great shape…… This is the reason I am still in sales-I am determined to fix it!

Sell 102

Sell Finance Quota Sales Experience 102

Search Engine Land

MARCH 22, 2024

Engaging on forums can be a great way to help people get to know your brand, but tread lightly. In a world of fabricated social media reactions and fake reviews, forums are among the best places to get honest, unbiased, sales-free advice. Provide people with the information they’re looking for.

Real Estate 108

Real Estate Trust Healthcare Click Through Rate 108

Partners in Excellence

MARCH 14, 2024

Here’s what I wrote in the “old days.” In many cases, organizations have cut many people, but try to continue the work done before the cutbacks. In implementing sales, marketing, and customer service strategies, go back to the fundamentals, execute them with perfection. For marketers: What are we offering?

Objectives and Key Results 121

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

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. He was very focused on the customers and people he was prospecting. He leveraged trade shows to meet people, then followed up with prospecting notes. He leveraged trade shows to meet people, then followed up with prospecting notes.

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Search Engine Land

APRIL 9, 2024

But do you understand how to implement this strategy in your accounts? This article will take you step-by-step through the marketing funnel, giving you tactical recommendations on how to keep the marketing funnel in mind when building your PPC strategy and some recommendations on how to measure success.

A/B testing 108

A/B testing Campaign Click Through Rate Promote 108

Martech

DECEMBER 8, 2023

The art of capturing the hearts and minds of your customers starts with crafting a brand strategy that evokes emotions and behaviors that benefit your company. Brand is more than a collection of logos and colors — it’s the personification of your organization. Are you ready to create your own masterpiece?

Electricity 133

Electricity Represent Niche Campaign 133

Martech

JANUARY 25, 2024

So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. If you find yourself in the front seat of the struggle bus, do what I do. And when you come up with your three words, don’t keep them locked away on your phone or in a document on your desktop.

Government 129

Government Strategize Start-ups Technique 129

Sales Gravy

JANUARY 23, 2024

On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more.

Sell 91

Sell Up-sell Engineering Conversion 91

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. The biggest thing on many of our minds is what the future of AI will be in B2B. Q: What Are You Most Excited About with AI? Let’s look at an example to illustrate what he means.

Price 94

Price X-functional Growth B2B 94

Search Engine Land

MAY 3, 2024

Take this example of what the SERP in Altamonte, Florida looked like in November 2023 for [personal injury lawyer] – mostly generic pages, a homepage and even a Wikipedia article. You should write about your most important services on each page and link to the generic service pages if needed to provide more context.

Service 102

Service Trust Clients Cross-sell 102

SaaStr

MAY 15, 2024

But the product has to be good enough to support any conversions, and your denominators have to work. As founders and executives, how big does your denominator have to be if 1.7% You need 50M active free users to build a paid business, no matter the price. Often, people just aren’t using it enough, or need better onboarding.

Growth 105

Growth B2B UX B2C 105

SalesProInsider

OCTOBER 4, 2023

That’s what we want with our prospective clients! We want them to feel so comfortable, and at home, with us during the sales conversation that they make that decision to work with us. Here are some easy things that you can pay attention to during your conversations to right-size in real time. How do we do that?

Conversion 116

Conversion Clients Pitch Prospecting 116

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. What you really need is an ad that smartly qualifies each click.

CTR 104

CTR Real Estate Legal Clients 104

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. These techniques are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck.

Technique 134

Technique Sell Presentation Clients 134

SaaStr

MAY 16, 2024

Wade Foster, founder and CEO of Zapier, runs a category-creating brand that makes all your tech work together seamlessly – no coding required. His number one reason is that before March 2020, when people were distributed, they had one job. He is a top VC in the industry and runs SaaStr, the largest SaaS event in the world.

B2B 79

B2B Angle X-functional Trust 79

The 5% Institute

JANUARY 15, 2023

Have you ever felt stuck when it comes to convincing prospects to buy your product or service? Knowing the right sales points can make a big impact in your strategies, and can make the difference between success and failure. Sales Point #1 – Building A Connection The Right Way. It needs to be completely natural.

Clients 132

Clients Pitch Sales Trust 132

Salesforce

NOVEMBER 3, 2023

We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice. “We So it can be difficult for individuals to know if they can trust the answers generative AI is giving them.”

Pharmaceutical 127

Pharmaceutical Legal Trust Technique 127

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Cold Call 80

Cold Call Territory Prospecting Sales 80

Martech

MAY 6, 2024

Here’s what Adobe released for Marketo users in April. Giving hosts and presenters the ability to update your webinar title or rename a room can eliminate bottlenecks if last minute changes need to be made before going live with your webinar. Why it’s a win: Real-time customization and reporting is key.

Presentation 99

Presentation Process Customers Technology 99

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. With an honest assessment of what’s worked in their culture code, what’s changed, and what we all still need to work on. Pretty good.

Teamwork 104

Teamwork Start-ups Engineering Up-sell 104

SaaStr

DECEMBER 13, 2023

First, let’s deep dive into the 15 ways that people misuse and abuse SaaS metrics. This is when SaaS metrics aren’t used as a tool of understanding to improve your business but to club people with numbers. People use SaaS metrics to mislead and obscure, not to enlighten. Numbers are used to bludgeon management.

X-functional 118

X-functional Trust Presentation Drivers/motivators 118

Martech

MAY 17, 2024

It’s going to transform B2B sales and marketing, right? Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. Have a plan You don’t need to fix something into granite, but you can’t go without an opinion.

B2B 63

B2B Strategize Technology Technology 63

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. Each of these CROs describes what their worst day is.

Finance 96

Finance Territory Quota Presentation 96

The 5% Institute

OCTOBER 21, 2022

Pitching sales is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering sales pitches can mean the difference between closing the sale – and breaking rapport and starting all over again. Pitching Sales – Presenting The Right Way. Ask for the sale.

Pitch 136

Pitch Presentation Sales Clients 136

Martech

MARCH 11, 2024

The need: A different martech stack for those not in-market We need a different martech stack for the 95% of our customers but likely will be soon. For the sales team, better conversions, less garbage in, less time wasted, etc. The simplified stack to appeal to most of your customers 1. Adtech We will still need adtech.

Pipeline 80

Pipeline Contact Prospecting B2B 80

Salesforce

DECEMBER 19, 2023

What can you say about a technology that, in under a year, captured the world’s imagination, became the #1 tech spending priority , spawned countless news articles, drew the attention of the White House, and was featured on “Last Week Tonight with John Oliver,” “60 Minutes,” “Saturday Night Live,” and “South Park”? Here’s our advice.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Search Engine Land

MAY 2, 2024

Yet when I ask new clients and prospects why they don’t have YouTube video ads, they usually give one or more of the following reasons: They don’t have the budget. I strongly encourage you to step out of your comfort zone and implement YouTube video ad campaigns in parallel with your search campaigns.

Campaign 103

Campaign High impact Clients Growth 103

The 5% Institute

NOVEMBER 8, 2022

In this article, we’ll detail our consultative selling approach that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. 2 – Building Rapport. . #2

Consult 137

Consult Sell Technique Clients 137

Search Engine Land

MARCH 12, 2024

It combines your expertise with Google AI. All you need to start is your website URL and Google AI will help you create optimized Search campaigns by generating relevant ad content, including creatives and keywords.” How to make the most of these for your campaigns. My takeaways after testing it.

Campaign 122

Campaign Conversion Clients Technology 122

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!”

Pipeline 111

Pipeline Meeting Technology Technology 111

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Sail to close in record time Use our Sales Engagement tool to jump on hot leads fast with ready-to-go email templates, AI-generated customer insights, and recommendations for next deal actions. Maybe they’ve even agreed to watch a demo.

Contract 119

Contract Negotiate Follow-up Contact 119

Martech

MARCH 4, 2024

As a leader, you must be agile enough to pivot as you learn new information about the marketplace, your customers and disruptive new technology. We know with certainty that we’re in uncertain times and what we know today will be different tomorrow. Your company saves money by having one person who does everything!

Technology 108

Technology Technology Launch Product 108

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. We also need to care about AI. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms.

Engineering 109

Engineering Networking Clients Construction 109

Understanding the Sales Force

APRIL 11, 2024

When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. The goal is to do whatever it takes to get in and reach your target. Should I adhere to a policy designed to snag sucky salespeople who waste people’s time, and keep them away from decision makers? Call again.

Strategize 81

Strategize Pitch Start-ups Gaming 81