Search Engine Land

MAY 16, 2024

B2B advertising, with its long sales cycles and relatively thin data density, has never been easy. That means that some of the pervasive flaws I’ve seen in inheriting B2B lead gen accounts over the years are about to produce even shakier results. How to align the offer and the funnel stage.

B2B 102

B2B Education Campaign Prospecting 102

Veloxy

JUNE 17, 2021

Unfortunately, there isn’t really a method to calculate how resourceful we are with our time. Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity?

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

JUNE 22, 2023

In the world of sales, the power of an effective message cannot be underestimated. For instance, the presence of a sound sales enablement strategy has been found to improve sales messaging by 31% ! So how do YOU create a sales messaging strategy that resonates with your target audience and drives results?

Objectives and Key Results 130

Objectives and Key Results Drivers/motivators Sales Technique 130

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Does Artificial Intelligence in sales replace salespeople?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. We already know that AI technology can drive vehicles, but did you also know that it can drive sales? Minor Misconception on Sales AI. What are AI Sales Assistants?

Cross-sell 289

Cross-sell Sales Quota Pitch 289

Martech

FEBRUARY 28, 2024

Especially in organizations with a sales-led motion, things have to be viewable on a dashboard within a quarter to satisfy leadership. It also allows for a very clean attrition path to revenue and keeps sales teams happy (initially, at least). Everyone wants to believe it’s a science. Now, marketing needs to show ROI quickly.

B2B 139

B2B Lead generation Education Follow-up 139

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130

Product Quota Objectives and Key Results CRM 130

Iannarino

JULY 11, 2021

The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with “why us.”. Switching your pitch from “why us” to the conversations necessary for better results improves your approach and your odds of winning. How Best to Pursue Better Results.

Pitch 276

Pitch Clients Conversion Consult 276

Salesforce

FEBRUARY 2, 2024

You feel like you’ve got a firm grasp on your prospect and their pain points. You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job. But it doesn’t have to be that way.

Pipeline 105

Pipeline Sales CRM Quota 105

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you?

Product 96

Product Sell Pitch B2B 96

Martech

DECEMBER 18, 2023

Let’s explore the current marketing applications of AI in CRMs and how you can best position your teams to capitalize on this disruptive innovation. AI in marketing platforms and CRMs There’s been a threefold increase in organizations piloting generative AI in the past year, per a recent Gartner survey of over 1,400 executive leaders.

X-functional 118

X-functional Customer Relationship Management CRM Relationship Management 118

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Work to win over prospects and accounts that have been active with your company and in your pipeline.

GTM 129

GTM B2B Pipeline Strategize 129

Martech

MAY 2, 2023

B2B marketers are expected to generate sales pipeline and customer revenue. Beyond marketing, sales and customer success, your product, finance, operations and executive teams are invaluable partners. Not all revenue strategies and tactics work The B2B buying and selling process is not how it used to be.

Finance 94

Finance Sports B2B Contract 94

Sales Pop!

MAY 17, 2024

This ensures that messages are engaging and relevant to the audience, which in turn increases the effectiveness of campaigns and boosts customer engagement. This ensures that messages are engaging and relevant to the audience, which in turn increases the effectiveness of campaigns and boosts customer engagement.

Objectives and Key Results 52

Objectives and Key Results Strategize Campaign Growth 52

Sales Hacker

DECEMBER 1, 2023

How are they doing it? Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. Efficiency and data go hand-in-hand The data enables direction for iterative improvements to efficiency.

GTM 89

GTM Contract Represent CRM 89

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Sales teams, as a result, are conditioned toward a favorable user experience that utilizes minimalist designs to carry out actions in as few clicks as possible. Outbound prospecting shouldn’t be any different. Today’s sales processes.

Quota 121

Quota Cold Call CRM Sales 121

Search Engine Land

MAY 2, 2024

When I audit the Google Ads programs of new and prospective clients, I still find some without a YouTube advertising component. 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. They’re not sure how to get started.

Campaign 105

Campaign High impact Clients Growth 105

Heinz Marketing

MAY 13, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Here, we’ll go over what that means, how to measure it and provide steps you can take to improve your sales process. Great Sellers are Great Researchers.

B2B 102

B2B Sales Drivers/motivators Up-sell 102

Sales Hacker

MARCH 8, 2024

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Stuck trying to engage a prospect?

GTM 95

GTM Growth Referrals Cross-sell 95

SaaStr

SEPTEMBER 25, 2023

Theoretically, the relationship between sales and marketing should be easy –– after all, these teams are responsible for pulling in more business and increasing revenue. Reconciling the Past and Present Experience can be the best teacher, and Passi can draw on his past career as a sales leader at an early-stage company.

Objectives and Key Results 103

Objectives and Key Results Lead generation Sales Campaign 103

Search Engine Land

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. How are companies succeeding in this new era of marketing?

Government 109

Government Campaign Follow-up Conversion 109

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The three topics we’ll focus on are: The importance of staying focused and how to say no. The three topics we’ll focus on are: The importance of staying focused and how to say no. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

Gong.io

AUGUST 24, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Three days ago, I sent a flawless cold prospecting email. . That’s why the Gong data team analyzed 304,174 emails to learn which prospecting follow-up email leads to more booked meetings. . I knew I’d get a reply. .

Follow-up 164

Follow-up Real Estate Meeting Sales 164

Hubspot

MARCH 18, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable insight from real sales leaders. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. What is this sales strategy, you ask?

Price 76

Price Objectives and Key Results Pipeline Pitch 76

Search Engine Land

FEBRUARY 8, 2024

There is too much misinformation about how SEO works. And this doesn’t help to increase investment in our industry. You’ll learn exactly why and how SEO supports brand growth, sales, and leads. How brands grow Marketing research has made it clear how brands grow. Let’s dive in.

Service 125

Service Engineering Growth Trust 125

Highspot

MAY 29, 2024

As a sales rep, this is your opportunity to build a relationship with the buyer and make a good first impression. So how do you ensure that your conversation is meaningful, productive, and ultimately moves them down the funnel? A discovery call is the initial discussion between a sales rep and a prospect. Easy, right?

Objectives and Key Results 52

Objectives and Key Results Sales Pitch Prospecting 52

Partners in Excellence

JANUARY 22, 2024

Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers.

Customers 106

Customers GTM Trust Up-sell 106

SalesLoft

DECEMBER 8, 2023

Everyday, the alarm bells are loudly ringing regarding the current state of outbound Sales. How I used AI to increase my cold email volume 20x.” “Will Google’s email restrictions kill outbound?” How do I know? Our Commercial Sales organization just increased our AE-sourced Closed Won ARR by a whopping 51% per AE in Q3.

Sales 52

Sales Pipeline Negotiate Prospecting 52

Martech

MARCH 2, 2023

With increasing pressure to prove the value of marketing , smart CMOs are turning to marketing mix modeling, or MMM, to improve media performance and quantify their impact. or “How will a 10% change to upper-funnel media impact bookings?” What is marketing mix modeling? Marketing mix modeling (MMM) can help answer them.

Objectives and Key Results 104

Objectives and Key Results Technique Territory Finance 104

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. And every once in a while, they see a customer with their sales people. The universal response to anemic pipelines is, “They need to do more prospecting!” ” But then I ask them about win rates, deal/pipeline quality, average deal size, sales cycles.

Pipeline 108

Pipeline Meeting Technology Technology 108

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Hubspot

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. As a result, meetings are always either postponed or no-shows.”

Prospecting 73

Prospecting Price Presentation Pipeline 73

Salesforce

JANUARY 2, 2024

With AI infiltrating nearly every aspect of our lives in 2023, sales leaders saw huge industry transformations — automation, data analysis, and enhanced productivity for starters. Many AI adopters saw conversion rates and sales productivity improve by 10-30%. Here’s what sales leaders should keep an eye on.

Sales 69

Sales Cold Call Technique B2C 69

Sales Hacker

FEBRUARY 16, 2024

When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.”

GTM 94

GTM Quota Construction Contact 94

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? “What is the right go-to-market (GTM) strategy(ies) for our business?”

GTM 114

GTM B2B Drivers/motivators Sports 114

Sales Hacker

OCTOBER 13, 2023

There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. How to do it: Map your prospects to your partners. Thanks for reading The GTM Newsletter! Efficiency.

GTM 99

GTM UX Go To Market CRM 99

ConversionXL

JUNE 2, 2022

Account-based marketing (ABM) accounted for 79% of all sales opportunities in 2020. Learn why they worked and how to apply them to your business. How iRidium used audience targeting, networking, and activation to land 34 new sales opportunities. Results of iRidium’s ABM efforts. Results of iRidium’s ABM efforts.

Electricity 105

Electricity Campaign Pipeline Follow-up 105