Search Engine Land

MAY 9, 2024

In this article, you’ll learn about information gain and how to use it to your advantage. And unless you are a computer programmer, we can largely leave that can of worms unopened (for now). As you can see, we have three different meanings for the same term. The new buzzword in SEO is information gain.

Engineering 98

Engineering Angle UX Trust 98

Salesforce

MARCH 19, 2024

Let’s take a few minutes to explore what this community is, why it’s important, and why so many Serviceblazers get so much out of it. Find out how in Salesforce’s latest State of Service report. Through discussions, forums, and virtual meet-ups, members can tap into a wealth of insights and experiences. The answer is yes!

Networking 135

Networking Negotiate Service Contact 135

Search Engine Land

MAY 6, 2024

How does anyone document the amazing force for good that was Mark Irvine in a way that captures all that he was and all that he did for everyone? 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. Fair warning…I wrote a lot.

X-functional 120

X-functional Sports Represent Start-ups 120

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. And one of the best ways to do this? With a sales kickoff (SKO).

Intrinsic 92

Intrinsic Objectives and Key Results Drivers/motivators Presentation 92

Partners in Excellence

FEBRUARY 27, 2024

“AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions. .” AI shares information and knowledge in ways that have been unimaginable. It reduces what may have taken hours or even days to seconds.

Cross-sell 126

Cross-sell Presentation Drivers/motivators Engineering 126

Search Engine Land

APRIL 18, 2024

On the one hand, you have benefits like: Improved efficiency. These efficiencies have allowed SEO programs to move faster and produced cost savings, added value and, in some cases, more revenue. On the other hand, you have issues like: Generic content. Here’s a fun test: Go to ChatGPT and start the stopwatch timer on your phone.

Sports 117

Sports Niche User Experience Gaming 117

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” ” We cannot focus exclusively on Top of Funnel. The company with the 20% win rate will have to prospect 2500 opportunities to keep the pipeline filled.

Pipeline 113

Pipeline Prospecting Closing Process 113

Martech

APRIL 17, 2024

So here we are, nearly seven years later and we haven’t moved far on complexity. Yes, we have made incremental gains, and yes, some dramatic leaps in innovation. Yes, we have made incremental gains, and yes, some dramatic leaps in innovation. I thought COVID-19 would have done that.

Technology 130

Technology Technology Niche Campaign 130

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. This gap became bigger with Challenger, as we equipped our people to provide “Insights.”

High impact 123

High impact Pitch Conversion Prospecting 123

Partners in Excellence

DECEMBER 12, 2023

Too often, when going to college, I discovered that studying, reading books, and writing thoughtful analysis really interfered with my education. It cut into my time socializing, drinking beer, partying and sports. College would have been fantastic if it weren’t for all those books and reports we had to write.

Construction 109

Construction Sports Education Strategize 109

Search Engine Land

APRIL 17, 2024

This article explores the implications of this change and insights on how to leverage it to elevate your marketing reporting. Since he’d taken my online course on GA4, my former student asked me, “How will the change to key events impact my metrics and reporting? You don’t need to take any action on your existing setup.

Conversion 126

Conversion Gaming Objectives and Key Results Referrals 126

Salesforce

JANUARY 17, 2024

Let’s take a few minutes to explore what this community is, why it’s important, and why so many Service Trailblazers get so much out of it. Find out how in Salesforce’s latest State of Service report. Through discussions, forums, and virtual meet-ups, members can tap into a wealth of insights and experiences. The answer is yes!

Service 132

Service Customers Networking Negotiate 132

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

MARCH 13, 2024

We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance.

Sell 117

Sell Finance Clients Up-sell 117

Closing Bigger

SEPTEMBER 18, 2023

Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Many of our sales performance improvements come down to tactics—slight shifts in interactions or key steps in our sales process.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. And some of the very best have never had a selling title. I do believe that in many ways I am in a rare position. Preface : Surprise!! Marketers sell! At least Carlos Hidalgo sells.

Sell 119

Sell Tradeshows Pitch Up-sell 119

Martech

FEBRUARY 15, 2024

However, as impressive as modern AI systems seem, they still have a long way to go before achieving true human-level intelligence. A discrepancy between the ground computer and Hal begins the process of the astronauts believing that Hal may be going rogue. Honestly, we have had mixed results.

Proposal Writing 121

Proposal Writing Gaming Technology Technology 121

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. We were coming off an environment where startup funding was as fruitful as ever. We were coming off an environment where startup funding was as fruitful as ever.

Quota 101

Quota Finance Drivers/motivators GTM 101

Martech

NOVEMBER 14, 2023

At this time of year, we’re all crazy, working on campaigns, tightening our final strategy and getting ready to run the last big race. It’s also a fraught time because nobody knows what will happen with holiday spending. AI, in its many forms, has been around longer than that and has been misleadingly marketed for even longer.

Retail 132

Retail Niche Objectives and Key Results Technology 132

Martech

JUNE 16, 2023

One of the things I enjoy the most about my job is how much I learn from my clients and colleagues. Over the years, I have had the incredible opportunity to work with some big brands and incredibly smart people and engage with innovative thinkers I am proud to call my clients. Sales is long on people and short on tech”.

Growth 127

Growth Clients Technology Technology 127

Martech

APRIL 15, 2024

They had an office here in South Florida so I had the opportunity to come and work in digital marketing, so that’s how I got started. Because I loved the data part of digital marketing so much, I ended up going towards marketing technology, CRM and customer data. While we were in Brazil, I worked for 3M. Europe and Asia.

CRM 106

CRM Retail Technology Technology 106

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.

Sell 139

Sell CRM Technique Territory 139

Heinz Marketing

DECEMBER 21, 2023

The type of content taxonomy we will dive into in this blog is called a hierarchical taxonomy. These taxonomies are organized into parent-child relationships with each parent having one or more child categories. We have an example to illustrate later in the blog.

Campaign 116

Campaign Clients Strategize Contract 116

Search Engine Land

FEBRUARY 21, 2024

Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. But inevitably, when I go look at that great content, it typically is, at best, subpar. But humans have been mastering the art and science of mediocre content creation for far longer.

Retail 135

Retail Start-ups Gaming Engineering 135

SalesProInsider

NOVEMBER 8, 2023

​ Spoiler alert: In this article, I’m going to focus on a topic that many people consider boring. I encourage you to keep reading and not look away because what I’m discussing today is one of the key ways to increase the probability of success in your sales conversations. We need to prepare twice.

Conversion 105

Conversion Pitch Prospecting Drivers/motivators 105

Partners in Excellence

MARCH 26, 2024

But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully. You could feel the positive energy, and I realized the impact sales can have across a company – I was hooked.

Sell 103

Sell Cross-sell Finance B2C 103

Adaptive Business Services

APRIL 24, 2024

While I have spent most of my adult life hiring and training salespeople, it has been two years since my last new hire and that was for a client. I left my last management job in 2005 and have been blissfully semi-retired since that time. Well, here I go again and once again for a client. I rank them yes, maybe, no.

CRM 77

CRM Repeat business Referrals Clients 77

Martech

APRIL 18, 2024

This article explores the implications of this change and insights on how to leverage it to elevate your marketing reporting. Since he’d taken my online course on GA4, my former student asked me, “How will the change to key events impact my metrics and reporting? You don’t need to take any action on your existing setup.

Gaming 114

Gaming Conversion Objectives and Key Results Referrals 114

Partners in Excellence

JANUARY 12, 2024

Confession time. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels. And when we finally do reach someone, they don’t want to talk to us. How could I sell more, with much less work?

Sell 115

Sell Commission Up-sell Quota 115

Partners in Excellence

FEBRUARY 2, 2024

As I look at how too many sellers are using Generative AI, I wonder if we are using it to its full potential? Or are we misusing them, tragically? Before I dive into this discussion, I do recognize we are in the very early stages of learning how to exploit these tools for greatest value.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

Martech

MARCH 28, 2024

To some extent, we all are. Infusing applications with AI also means the AI assistants and co-pilots we see now are likely to become just another part of the functionality of our martech platforms in due time. Improved efficiency How many of the things that you do daily can be done faster with a little help from AI?

CRM 128

CRM Technology Technology Campaign 128

Search Engine Land

APRIL 26, 2024

With so many moving parts, pinpointing results and actions for your website can seem like an impossible task after a Google algorithm update finishes rolling out. Assess the impact on your site The first step is determining how the latest update has affected your site. Here are some of the best places to start your investigation.

X-functional 124

X-functional User Experience UX Follow-up 124

The Lost Book of Sales

JANUARY 31, 2024

If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you're wrong! Among the never ending hard work that’s needed across the full spectrum of complex sales, when you feel you deserve some rest – and I understand you – don't go relaxing just yet.

Sports 105

Sports Drivers/motivators Clients Contract 105

Search Engine Land

APRIL 1, 2024

You put time, energy and a lot of hope into a webpage. If a page isn’t ranking well, then it speaks to a problem with how Google perceives the content. If a page isn’t ranking well, then it speaks to a problem with how Google perceives the content. Next, increase the time period you are reviewing to the maximum.

Technique 125

Technique Legal User Experience Represent 125

Search Engine Land

DECEMBER 4, 2023

As we wrap up 2023 and look ahead to 2024, now is the time to evaluate our marketing strategies to ensure we are fully prepared for what’s to come. This article discusses six pivotal areas B2B marketers should focus on to kick off 2024 proactively. Many media platforms provide brand lift studies.

B2B 121

B2B Represent Campaign Strategize 121

Search Engine Land

MARCH 21, 2024

However, successful partnerships require more than just hopeful thinking; you have to put in the work from the start. Whether it’s your first time or tenth, streamlining the ramp-up period when onboarding a new SEO agency will save you effort in the long run and lay the path to a productive partnership. Then go deeper.

Contract 104

Contract Education Clients Trust 104

Martech

APRIL 9, 2024

Google’s Privacy Sandbox is a space where a series of complex proposals to protect user privacy have been developed and are undergoing (or have undergone) extensive testing. It has worked with the U.K. Google might feel that the transparency has not been appreciated.

Objectives and Key Results 112

Objectives and Key Results Campaign Entertainment Legal 112