Martech

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? This can change many things, including price, customer service, contract enforcement and more. Here are 10 things that will let you be proactive if this happens. Know what you need and why. What are the use cases for it?

Contract 100

Contract Legal Price Technology 100

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. The key reasons that would drive a customer to change. There, I said it, I got it off my chest.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Martech

APRIL 17, 2024

Use customer data to inform email programs. That’s what we should be doing (see the second point above). Email was the quick pivot, the messaging and the low-cost way to insert their companies into the customer experience in the inbox. How do we recognize that we are at this turbocharging moment and prepare for it?

Technology 124

Technology Technology Niche Campaign 124

Partners in Excellence

MAY 16, 2024

It’s focuses on exploiting any list we get, including “Dear occupant or current resident… ” And the act of cold calling is all about pitching a product, not understanding a customer. But it’s a useful argument, if you want to sell something. They may be a in a company you have never talked to.

Cold Call 77

Cold Call Technique High impact Pitch 77

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience.

Customers 120

Customers Hospitality Technology Technology 120

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. But how many sellers have been trained on “change?”

High impact 120

High impact Service Growth Conversion 120

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” Yet there are so many challenges and barriers.

Quota 117

Quota Trust Pitch Up-sell 117

Martech

DECEMBER 18, 2023

Many companies know this but continue to use systems that provide information to various parts of the organization. If marketing is to be responsible for customer data, then marketing must insist that it is responsible for this wherever it exists in the company. But be careful what you ask for. Part one can be found here.

Government 142

Government Campaign Strategize Customers 142

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” But I seldom get anything that I didn’t already know or could have made an informed guess. I get frustrated telling ChatGPT, “Give me something I don’t already know, give me something that’s novel and innovative!” What are trends… ?

Gaming 124

Gaming Engineering Presentation Start-ups 124

Partners in Excellence

APRIL 9, 2024

Workloads seem to sky rocket as do demands on our time. We get into vicious cycles of overwhelm and have the tendency to solve this by doing more. We get into vicious cycles of overwhelm and have the tendency to solve this by doing more. Define and execute a selling process aligned with your customer buying process.

CRM 126

CRM Technology Technology Pipeline 126

Search Engine Land

MAY 17, 2024

It’s actually not such a bold prediction if you have been in the search space for a while. We know the ones who captured the early buzz, such as OpenAI’s ChatGPT, Google’s Gemini, X’s Grok and Anthropic’s Claude. We know the ones who captured the early buzz, such as OpenAI’s ChatGPT, Google’s Gemini, X’s Grok and Anthropic’s Claude.

Manufacturing 78

Manufacturing Government Promote Retail 78

Martech

MAY 16, 2024

You want to capture more leads. How can you use software to build a lead-generation engine that delivers big results? Marketing automations can help you streamline processes, increase productivity, and yes, capture more leads. Are you ready to shift your team into high gear?

A/B testing 119

A/B testing Campaign Lead generation Technology 119

Martech

MAY 14, 2024

In essence, many marketing leaders know how to drive marketing results. However, they do not focus on or do not know how to market internally. Even if you achieve perfect sales attribution (direct and indirect), it still is not earnings or profit and not all marketing exposures are trackable.

Click Through Rate 112

Click Through Rate Promote Finance Technology 112

Search Engine Land

MAY 16, 2024

If you run a local business and find that your Google Business Profile has been suspended , it can have a devastating effect on your business. Customers may stop coming to your location. But you must know what you’re doing before you start that process. You have an online-only business. Using a P.O.

Electricity 97

Electricity Service Start-ups Follow-up 97

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that?

Product 68

Product GTM Trust Growth 68

SaaStr

APRIL 13, 2024

Dear SaaStr: How Do You Build a Real Exit Strategy? At a high level, three things you can do that aren’t very hard will increase the odds you have an “exit”: First, build the best product in an important space. Get to know as many of the senior folks at your potential universe of acquirers as you can.

Cross-sell 109

Cross-sell Engineering Conversion Product 109

Martech

MAY 6, 2024

Personalization is at the forefront; it’s an expectation for customers and has become one of the most powerful tools in the marketer’s arsenal. At the same time, customers are increasingly concerned about the what, why, and how of their data. Recently, marketers have been stuck in a bit of a Catch-22.

Customers 111

Customers Trust Campaign Closing 111

Search Engine Land

MAY 3, 2024

How to optimize local pages to win more local traffic All of your service area pages should target your most important keyword patterns, along with any long-tail supporting keywords you want to rank for in those areas (i.e., “[service] in [city]”). How does one combat that?

Service 105

Service Trust Clients Cross-sell 105

Search Engine Land

MAY 10, 2024

But get this: Poor online feedback is not the end of the world, regardless of whether it comes from a former employee or a current customer. How you navigate negative reviews reveals a lot about what type of business you are. The same goes for if you have good reviews.) So, take the issue head-on.

Trust 99

Trust Represent Start-ups Consult 99

Search Engine Land

APRIL 25, 2024

If you’re a local car dealership in a small town, ranking number one for the generic term “cars” is not very likely to happen for you on a broad scale. If you’re a local car dealership in a small town, ranking number one for the generic term “cars” is not very likely to happen for you on a broad scale. The same goes for “nursing home.”

Niche 118

Niche Clients Education Service 118

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? Or the number of change projects than end in doing nothing.

Customers 122

Customers Quota Up-sell Conversion 122

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.

Quota 81

Quota Pipeline Follow-up Start-ups 81

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

Customers 129

Customers Up-sell B2B Trust 129

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. Consider these ways customers often react at different touchpoints when AI is involved. This might not seem like a big issue.

Trust 110

Trust Customers Healthcare Service 110

Partners in Excellence

MARCH 9, 2024

I don’t know how many conversations I get into on “objections.” “How do I avoid or minimize objections?” ” “How do I best handle them?” ” “Should I do everything I can to avoid them?” Objections are a part of that.

Conversion 116

Conversion Customers Sell Sales 116

Martech

MAY 15, 2024

We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. Did you find that to be the case?

Healthcare 85

Healthcare Technology Technology Sports 85

Search Engine Land

APRIL 26, 2024

One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. This article will help you transition from a keyword-focused to a customer-centric SEO strategy, offering practical tips for integrating both approaches effectively. There are many ways to do this.

Product 107

Product Launch CRM Start-ups 107

SaaStr

MAY 3, 2024

SaaStr founder and CEO Jason Lemkin shares his top three SaaS metrics that matter in 2024: Net new customer count Growth vs. efficiency The bar to IPO Net New Customer Count is Your North Star One of the most important metrics in SaaS today is net new customer count. You have to be more efficient. You’re hiding in NRR.

E-commerce 100

E-commerce Profit margin Growth Start-ups 100

Search Engine Land

APRIL 30, 2024

If you’ve ever tried using avatars or buyer personas to write a Google Ads headline, you know it can be frustrating and fruitless. 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.

CTR 108

CTR Real Estate Legal Clients 108

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. If you find yourself in the front seat of the struggle bus, do what I do. I didn’t invent this exercise.

Government 132

Government Strategize Start-ups Technique 132

Partners in Excellence

APRIL 24, 2024

Yeah, some of you will be offended by the crude title of this post. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price.

Price 77

Price Contract Presentation Consult 77

Partners in Excellence

JANUARY 31, 2024

So with this as a baseline, let’s nerd out on some more data and math: We know that of those companies that are committed to a buying effort, over 60% end in no decision made. And we know what keeps them from buying, it has little do do with selecting a product, but everything to do with decisions confidence.

Growth 120

Growth Pipeline Represent Closing 120

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. The goal is what you are aiming at.

Process 119

Process Objectives and Key Results Angle Follow-up 119

Partners in Excellence

MARCH 15, 2024

The key opportunity we sellers face is our customers posing a question to themselves, “Should we do things differently?” Sometimes, there are things that provoke the customer to pose that question of themselves. The customer recognizes these, asking themselves, “Should we do things differently?”

Consult 109

Consult Meeting Customers Process 109

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. I will share with you my top five tips to make your content feel more human and to ensure it speaks to the people digesting it. When you get this right, the impact can skyrocket.

Drivers/motivators 102

Drivers/motivators B2B B2C Quota 102

Search Engine Land

JANUARY 22, 2024

Have you ever implemented the top-performing variation from a PPC ad copy A/B test but don’t actually see any improvement? This happens more often than you’d think. A/B testing works – you just need to avoid some common pitfalls. So if you’re 99% confident you can have those quick wins right now, just do it.

A/B testing 107

A/B testing CTR Conversion Campaign 107