Martech

MARCH 6, 2024

Your schedule will be unique to your brand, market, customers and the products or services you offer. Here are three principles I developed over my decades in the email industry that should guide your frequency planning: Higher frequency can generate more revenue when done mindfully. No, they are not, and I will explain why.

Campaign 108

Campaign Drivers/motivators Start-ups Follow-up 108

Search Engine Land

AUGUST 8, 2023

We know they do because: We’ll let our customers define these – so if they matter to our customers, they should matter to us. We know they do because: We’ll let our customers define these – so if they matter to our customers, they should matter to us. Building your customer journey map.

Angle 98

Angle Strategize Drivers/motivators Follow-up 98

ClickFunnels

JUNE 23, 2021

A lead is a potential customer who: Has expressed an interest in your products or service. Lead generation is the process of converting potential customers into leads by persuading them to give you their email addresses. Figure Out Who Are Your Dream Customers. Identify the traits that your customers have in common.

Lead generation 219

Lead generation Appointment A/B testing Pitch 219

Partners in Excellence

JULY 19, 2021

We know that customers are moving increasingly to a digital buying journey, supported by sales. We all leverage the web and digital buying as much as possible–largely because of the convenience, often because we can get deeper insight and learning through our digital searches, rather than seeing a sales person.

Education 111

Education Start-ups Follow-up Up-sell 111

Martech

MAY 30, 2023

“Meet your customers where they are.” This article explores three ways to enable customers to take charge of their buyer’s journey with “reception marketing.” 51% of customers say they would be less loyal to a brand if their online experience wasn’t as enjoyable as their in-person experience.

Cold Call 99

Cold Call Clients Follow-up Meeting 99

Partners in Excellence

MAY 27, 2021

Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience. There are countless examples of alignment and collaboration problems within sales itself, or marketing, or customer experience. Our internal operations, workflows, and efficiencies.

Strategic planning 127

Strategic planning Manufacturing Legal Finance 127

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Audience insights: Has anything changed about how customers search or buy your product or service? When did you last map the customer journey? Gain insight into potential strategic moves, new products, markets, audiences and pivots.

Strategize 143

Strategize Launch Start-ups Engineering 143

Search Engine Land

SEPTEMBER 1, 2023

High-volume keywords can be a goldmine, attracting significant organic traffic and potential customers. Put yourself in your target customer’s shoes and think about the language they would use. Search marketing is an ever-changing industry, but even amid the generative AI movement, one thing remains constant: keywords.

Objectives and Key Results 144

Objectives and Key Results UX Niche Engineering 144

Partners in Excellence

SEPTEMBER 29, 2021

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.” ” For those that are left, we hope to win our fair share.

Customers 77

Customers Up-sell Process Start-ups 77

Martech

OCTOBER 9, 2023

As marketers, we can be most effective when we understand why we humans do what we do and use that information to help our customers make decisions others make on matters that concern us. This is not a license to try to manipulate your customers into doing what you want them to do. You also can use GenAI in your A/B testing.

A/B testing 136

A/B testing Retail Campaign Price 136

Martech

FEBRUARY 7, 2022

At least through my anecdotal observations, most folks in this community have specialized in marketing automation and adjacent subspecialties, and there is nothing wrong with this. In many cases, they’re prominent parts of customer journeys. through the site. More control than other settings.

Technology 97

Technology Technology E-commerce Sports 97

Partners in Excellence

DECEMBER 16, 2022

My observations: We are in the very early stages of leveraging this technology, but I can see, over time, it becoming a powerful tool and something that buyers will use extensively in their buying journey. I’ve been fascinated to read about the experiments people are doing with CHATGPT. Would you take a cold call if you could?

Sell 68

Sell Cold Call Up-sell Technology 68

Salesforce

JULY 6, 2023

Get deals done, make customers successful, and help your company grow. As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? To answer this, we approached six leading Salesblazers — CEOs, chief revenue officers (CROs), sellers, and coaches. Some of these titles aren’t even sales books. Let’s take a look.

Quota 86

Quota Closing Education Sales 86

ClickFunnels

NOVEMBER 24, 2022

That’s where this guide comes in. It’s also an effective way to build relationships with potential customers and engage them in meaningful conversations. Create a Dream Customer Persona. To make sure your efforts aren’t being wasted in targeting the wrong people, you need to first identify who your target audience is.

A/B testing 130

A/B testing Campaign Objectives and Key Results CRM 130

Sales Hacker

FEBRUARY 5, 2021

Sure, you can buy some tools and lead lists and send out thousands of emails, but that won’t get you very far. You’ll know who to target with what messaging at the right time and be able to guide them to purchase. No more convincing them to buy. No treating the customer like a pawn. Ideal customer profile (ICP).

Sales 109

Sales Commission Negotiate Contract 109

Partners in Excellence

OCTOBER 3, 2022

But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers. I’m going to ignore the relationship of the selling process to the buying process. ” Traditionally, it’s been focused on what sales people do to customers –oops, with customers. .”

Process 90

Process Sell CRM Up-sell 90

Hubspot

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. You can showcase value by Providing demos.

Real Estate 73

Real Estate Negotiate Price Territory 73

Search Engine Land

JULY 14, 2023

That means the brand SERP is your guide to what’s right and what’s wrong with the digital strategy. For example, the site is in the wrong language, no About page, or an unimportant article. A brand SERP is the results Google serves when a user searches for your brand name. I have been talking about brand SERPs since 2013.

Niche 98

Niche Clients Entertainment Engineering 98

Miller Heiman Group

JULY 21, 2020

Even before the pandemic arose, we lived in a world where buyers are generally better at buying than sellers are at selling. It sets forth the principles and best practices that guide sellers’ actions throughout each stage of the buying journey, from preparing for a sales call with a new buyer through to upselling an existing customer.

Territory 100

Territory Sales CRM Technology 100

Heinz Marketing

MAY 2, 2022

how to infuse the buyer’s journey into a sales enablement system/program. how to infuse the buyer’s journey into a sales enablement system/program. You can ask questions of our guests today. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m

Pipeline 98

Pipeline Pitch Sales Account management 98

Partners in Excellence

JULY 17, 2019

Talk to any manager, most will say, “We need more in our pipelines.” ” But in, How Do You Win , I suggested our thinking was backwards. Don’t get me wrong, we need to continually be replenishing our pipelines, we do that by prospecting. There are battles between pundits on which approach is better.

Pipeline 62

Pipeline Prospecting Start-ups Up-sell 62

Hubspot

NOVEMBER 13, 2023

Capitalizing on your customers’ emotions during this moment is the key to leaving a lasting impact and creating an unforgettable buyer experience. Why does packaging influence buying behavior? Image Source These are staggering numbers, which is why ecommerce packaging is now an integral part of the buyer’s journey.

Transportation 75

Transportation Non-Profits Construction Manufacturing 75

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Get a few paying customers who really love your product and build from there.

Conversion 90

Conversion Product Sales Price 90

Highspot

JANUARY 3, 2024

It’s a setback that makes you reassess your approach and wonder – what went wrong? Sales closing is persuading a potential customer to say ‘yes’ to your offer. It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

ConversionXL

JUNE 16, 2020

It would be odd to keep paying for a service after the work is done—like paying a subscription for shade instead of buying the tree. It would be odd to keep paying for a service after the work is done—like paying a subscription for shade instead of buying the tree. You don’t buy results—you earn them by investing in your website.

CTR 121

CTR A/B testing Click Through Rate Education 121

Miller Heiman Group

APRIL 5, 2019

An analytics dashboard helps sales leaders ask specific questions about each prospect in the pipeline, such as: Have all the buying influences been identified? How have we differentiated ourselves and our solution? At their core, analytics change the conversation between a salesperson and a sales leader. Lagging Indicators.

Process 102

Process Sell Pipeline CRM 102

Sales Hacker

MARCH 25, 2021

Our guess is that poor Polly from purchasing is gathering dust on a noticeboard in the canteen or buried somewhere deep in your internal network of folders. Having a deep, emotional understanding of your customers will inevitably lead to higher win rates. So where are you going wrong? “This is Terry the Tech Exec.

Objectives and Key Results 114

Objectives and Key Results Sales Growth Up-sell 114

Hubspot

DECEMBER 22, 2020

Sometimes, certain types of keywords can have subtle differences, and end up aligning to the wrong intent. Commonly held opposing viewpoints are: PPC is too complex, and SEO is too slow. For the record, I don't agree.). It's important to understand the intent behind search terms, because you want to avoid keyword traps.

Gambling 101

Gambling CTR Education Campaign 101

PandaDoc

JUNE 23, 2021

Due to the staggering number of new businesses and potential clients that inhabit the marketplace, companies must know the difference between ideal customer profiles (ICPs) and buyer personas, in order to craft the perfect strategy for using them. How to know whether to use ideal customer profiles or buyer personas. Understanding ICPs.

Customers 94

Customers Teamwork B2C Technique 94

PandaDoc

OCTOBER 14, 2020

Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. It’s great to present your customers with facts and figures for your brand’s success. These days, a customer can find out almost everything about your company with a Google search. Always consider the needs of your brand and customers.

Technique 111

Technique Pitch Sales Territory 111

Partners in Excellence

JANUARY 19, 2015

Buyers Get Smarter Through The Buying Cycle. If we are doing our job engaging with the customer, we are teaching them–helping them understand new approaches to achieving their goals and getting them all hot and lathered to change. Through this entire process, the customer is learning and getting smarter.

Up-sell 97

Up-sell Process Presentation Sell 97

Partners in Excellence

APRIL 6, 2015

At this conference, there has been some great research on how customers buy. The research shows…… Drum roll please… Customers leverage many different channels, sometimes simultaneously, through their buying process. This is the way things have always been, this is the way they will continue.

Sell 94

Sell Drivers/motivators Networking Prospecting 94

ConversionXL

APRIL 25, 2019

It’s also called a user journey. The wrong way to go about designing your site. Both of these are the wrong way to design a site. If the user wants to clean their car, and your goal is to get the user to buy car-cleaning products, the goals intersect, and the conversion can take place. ” Scenario B.

Objectives and Key Results 128

Objectives and Key Results Clients Presentation Start-ups 128

Lead Fuze

JUNE 29, 2021

What methods are we going to use to sell our offering? It prioritizes customers’ interests, pain points, needs, and goals. . These companies have a sales process that supports prospects throughout their customer journey. These companies have a sales process that supports prospects throughout their customer journey.

Conversion 119

Conversion Sales Objectives and Key Results Pipeline 119

Salesmate

JULY 28, 2020

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020.

Objectives and Key Results 103

Objectives and Key Results Sales Pitch Quota 103

Martech

JANUARY 25, 2022

Customer relationship management (CRM) is the technology brands use to nurture relationships with their customers. These solutions are designed to help sales and service agents communicate with customers more effectively. At their core, CRM systems are designed to facilitate customer and sales relationships.

CRM 98

CRM Agriculture Hospitality Healthcare 98

Cience

OCTOBER 6, 2020

Lead lists must be highly-targeted and aligned to the Decision Makers at companies as defined by an Ideal Customer Profile. We draw from our experiences generating qualified sales opportunities for more than 1,000 b2b customers (ranging from seed-stage startups to the biggest global enterprises). Pretty straightforward, right?

B2B 105

B2B Lead generation Contact CRM 105