Martech

FEBRUARY 14, 2023

Lovable brands embrace customers even when they aren’t in the mood or the market to buy. In dozens of ways, these brands show they appreciate shoppers for more than their lifetime customer value. You can probably guess where I’m going with all of this lovey-dovey chat.

Customers 131

Customers Retail Cross-sell Campaign 131

Search Engine Land

JULY 1, 2023

” GA4 UI team should be fired “Google should be ashamed! .” ” GA4 UI team should be fired “Google should be ashamed!” We’re so glad we won’t be answering calls on the GA4 customer service desk on Monday. The biggest pile of sh*t I have ever seen. Short and sweet. “Mad!

Engineering 105

Engineering Gaming Closing Service 105

SaaStr

NOVEMBER 25, 2020

I wanted to take a moment to explore the flip-side … a guide to why first-time VPs of Sales that finally get their shot — fail. I’ve seen so many fail, and almost always, for avoidable reasons. Beyond that, I see a series of other avoidable mistakes that lead to a train wreck as well. You’ll be fired.

Quota 138

Quota Sales Drivers/motivators Up-sell 138

Martech

SEPTEMBER 24, 2021

About two-thirds of CMOs said that they’re managing the present, they’re putting out fires right now, and only about a third are looking towards the future, even in a period of time where planning and contingencies are so important, during the global pandemic,” said TrustInsights.ai And he also shared some head-scratching.

B2C 141

B2C Campaign Presentation B2B 141

Sales Hacker

MAY 24, 2023

Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. ”I want six people because, in different companies, different titles will have humans carrying those titles, and those humans have different mindsets. I’m gonna do the minimum possible so I don’t get fired.’

Cross-sell 86

Cross-sell Referrals Consult Up-sell 86

SaaStr

OCTOBER 20, 2023

After the launch of ChatGPT, they went from 30 leads a week to 10,000. During her first week, she walked in on a meeting and learned they had oversold their license model and needed help undoing it. OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched.

Growth 94

Growth Launch Territory Legal 94

Martech

JULY 20, 2023

For me, someone is truly a journalist if they can find a story in a Zoning Board Committee meeting and get all the names right when covering a four-alarm house fire at 3 am. I doubt AI will ever be able to pass these Turing tests. Now, on to this week’s AI-powered marketing technology features, tools and platforms.

Pitch 98

Pitch Campaign CRM Technology 98

Martech

AUGUST 18, 2021

I recently shared a Spotify playlist with a friend of mine who isn’t in our marketing community. I recently shared a Spotify playlist with a friend of mine who isn’t in our marketing community. I shot him a celebratory text about the song, and he admitted that the suggestion had been generated by Spotify’s algorithm.

Technology 127

Technology Technology Campaign Launch 127

SaaStr

DECEMBER 30, 2022

I don’t mean fired. I mean after 4.5-5 I mean after 4.5-5 Being objective, now on the outside, I think I see a few key answers, though: When in doubt, stay on. In the age of Unicorns, there’s often a story folks miss. And raises their hand. Gates and Ballmer. Raise (more) capital?

Growth 88

Growth Start-ups Meeting Product 88

Hubspot

DECEMBER 7, 2023

Conditions in a company change throughout the year : CDhampions get hired, blockers get fired, and priorities change. Review your year-to-date quota attainment to gauge where you stand today, and calculate the number of customers you have to sign to hit your goal based on your historical deal size and velocity. Set a goal.

Quota 85

Quota Strategize B2C Transportation 85

Hubspot

MARCH 4, 2024

I’m a B2B seller, but I have also been a B2B buyer. Nothing frustrated me more than when it was obvious that I was in a sales process that wasn’t best for me, but best for the vendor. “As Each customer is different, and each sale is different, therefore each sales process needs to be different.” Let’s dive in.

Construction 78

Construction Sales B2C B2B 78

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! We’ve got some big articles and podcast dropping next week. This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Happy Friday Everyone! GTMnow launches next Tues, Aug 15th!

GTM 64

GTM Sales Launch Pipeline 64

Martech

JULY 19, 2021

We will publish the results in the coming weeks on MarTech. indicates that they’re at least “a secret weapon in marketing, customer service, and social media.”. Good morning, Marketers, and how would you build a marketing ops certification program? If you’re hiring for a marketing ops role, what are you looking for? Editorial Director.

Campaign 117

Campaign Start-ups Service Conversion 117

SaaStr

JULY 31, 2021

I haven’t failed yet, but boy every time, I’ve come close. Let me make a list of the “little things” I let go, but that I shouldn’t have, that almost killed me/us: Setting a little too insane of a goal. Crazy goals are good, but I wonder about insane. At Adobe Sign / EchoSign, I said we’d do $2m ARR by the end of Year 1.

Launch 119

Launch Niche Start-ups Strategize 119

SaaStr

JANUARY 12, 2024

Is it the end of an era for customer success in SaaS? We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Customer Success Is Vulnerable to Cuts Jason shared that he didn’t realize how vulnerable customer success was to cuts until 2023. Let’s dive in.

Customers 98

Customers GTM Growth Clients 98

Martech

AUGUST 17, 2021

In the 18 months since we added “COVID-19” and “pandemic” to our marketing lexicon, marketers like me have been thinking about how to revise our email programs, what our customers are experiencing and how much everything could change before we move into our next version of “normal.” Does it work?

Territory 145

Territory Government Campaign Technology 145

Partners in Excellence

SEPTEMBER 11, 2021

I’ve already read a few from friends who were supposed to be in those buildings at the time. I spent the first 12 formative years of my career in Manhattan. For a couple of years, I actually had an office in Tower1. For a couple of years, I actually had an office in Tower1. Their writing brings back stark memories.

Territory 99

Territory Represent Networking Follow-up 99

SaaStr

FEBRUARY 28, 2022

Firing tons of sales reps each year only works in the movies. Get out on more prospect and customer Zooms as CEO. 2022 — the year we’re now in the New Normal. Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Do the opposite.

Quota 96

Quota Sales Contract Start-ups 96

SaaStr

DECEMBER 15, 2020

A ways back I put together a series of SaaStr posts on how the customers I visited in person never churned. Some almost churned, but if I went out in person, and built a relationship, they never left. At least, not on my watch: I Never Lost a Customer I Actually Visited. At least 6-10 a week or more.

Customers 124

Customers Follow-up Meeting Start-ups 124

criteria for success

JANUARY 26, 2022

You don’t want to find yourself in Q3 with a plan that depends on revenue from a rep you fired in May. You don’t want to find yourself in Q3 with a plan that depends on revenue from a rep you fired in May. For example, one territory is made up of customers who expect a high touch, knowledgeable salesperson. Listen Now.

Territory 103

Territory Sales Promote Lead generation 103

SaaStr

DECEMBER 1, 2023

Sometimes, you can be lucky and hire a VP of Sales who knows your product, like Jason’s first great VP of Sales hire, Brendon Cassidy, who worked at LinkedIn and was a customer already. SaaS products are brutally competitive, so if you don’t know the product, the customer will go to someone else who deeply knows how to solve their problem.

Quota 60

Quota Gaming Sales Up-sell 60

Sales Hacker

AUGUST 4, 2023

We’ve been getting a ton of question since we announced the acquisition so this week we’re going to have Max Altschuler break down the whole story. Earlier this week, we announced that my new company, the GTMfund , has acquired my old company, Sales Hacker , from my…other old company, Outreach. In college, I started two companies.

GTM 62

GTM Non-Profits Sales Start-ups 62

Sales Hacker

JANUARY 22, 2021

When I was an individual contributor, I was the second-best rep on the team for years. But when I learned this, I quickly became #1, and no one could beat me on the dashboard no matter how hard they tried.”. Luckily, your sales training doesn’t have to put your team to sleep. Start with a quiz.

Contract 123

Contract Cold Call Technique Sales 123

Martech

SEPTEMBER 16, 2021

said Scott Brinker, program chair for MarTech , when presenting the winners of the 2021 Stackie Awards this week. One of the things I thought was very useful about this stack visualization is they’re also highlighting within each section the technologies that they built,” Brinker added. There’s no external judging for that.”.

Gambling 110

Gambling Represent Networking Technology 110

Search Engine Land

JULY 3, 2023

Hiring or firing developers and engineers who either aren’t willing or aren’t up to spec on the new framework. In a previous enterprise role, I talked out this very scenario with one of our senior systems engineers for fun. The business implications and costs associated with SSR migration are not worth the high effort and low impact.

Finance 72

Finance Engineering Conversion User Experience 72

Sales Hacker

JUNE 16, 2022

It’s about listening — mostly to customers, prospects, and partners — and managing what you measure. For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Q: What should sales orgs expect to see in the coming weeks? And it’s about to get tougher.

GTM 93

GTM Pipeline Sales A/B testing 93

Hubspot

FEBRUARY 27, 2024

I’ve found myself scrambling to book new times with contacts, and I've received my fair share of “So sorry, but I need to reschedule,” emails — and all of those instances were handled with varying degrees of tact and professionalism. How to Reschedule a Meeting Professionally When should I reschedule a meeting? Let's take a look.

Meeting 60

Meeting Contact Follow-up Start-ups 60

Salesmate

AUGUST 18, 2021

So, this week, I’ve taken up to busting another myth with the help of industry experts! It’s not a fire once-and-done approach whether cold calling, emailing, or any form of outreach. . If I had to pick one though, I’m going to go with more targeted outreach over a machine gun approach. .

Cold Call 135

Cold Call Pitch Technique Appointment 135

Martech

JULY 24, 2023

One of the things I brought back from vacation, besides a great tan and lots of memories, is a treasure trove of email ideas. As I mentioned in my previous MarTech column , I don’t work when I’m on holiday, but relaxing in a new environment always unleashes my creative energies.

Cross-sell 97

Cross-sell Real Estate Retail Represent 97

A Sales Guy

MAY 12, 2015

This weeks show The Word was one of the best. It tackled a subject I think many sales people struggle with and that’s the difficult customer or climate. Customers and prospects need to work with sales people in order for a good sale to take place and when they won’t everything goes south. They hit on it all.

Prospecting 118

Prospecting Customers Sales 118

Martech

OCTOBER 8, 2021

Other brands, like Postable , came up with a whole campaign, including a custom coupon code, in just a couple of hours. If your team needs a week or more to go from strategic planning to tactical execution, look for ways to make the process more efficient. ” (Lulu’s). Some marketers, like Rifle Paper Co.

Real Estate 127

Real Estate Campaign Strategic planning Launch 127

Sales Hacker

FEBRUARY 15, 2022

If you missed episode #195, check it out here : 3 Steps to Focus on Your Customer’s Customer, with Ashley Welch. In this episode of the Sales Hacker Podcast, we have Jamal Reimer , Commercial Vice President at Saama and author of Mega Deal Secrets , a book about the principles that unlock the biggest deals of our career.

Pharmaceutical 78

Pharmaceutical Closing Up-sell Start-ups 78

SalesBlog!

MARCH 12, 2022

I always know I’m “in a bad place” when after winning a deal it’s a pain to fill out the contract. One of my sales people tell me about a deal they won and while I show excitement I’m not. The “I can’t wait to go to work” attitude? I know… I know… sales performance has to be met regardless of your “state”.

Contract 52

Contract Sales Drivers/motivators Contact 52

Sales Hacker

OCTOBER 30, 2020

And with every sale, customers aren’t just buying your product or service, they were buying YOU. You wish you could, but for the fifth night this week, your head is spinning. You’re even finding room in your schedule to hit the gym 3 days a week. You’re on top of the world. The orders are pouring in. The symptoms.

Sales 122

Sales Pipeline Retail Start-ups 122

criteria for success

JULY 1, 2021

This idea is something I examine in my upcoming eBook, Leadership for Organizational Growth , which comes out next month. I shared another chapter of it a few weeks ago on employee stress and burnout. ” I hope you find value from this blog post and from my eBook. Happy selling! Leader Vs. Manager.

Growth 66

Growth Follow-up Drivers/motivators Up-sell 66

Martech

FEBRUARY 9, 2022

NEW YORK — Addressability and privacy present nothing less than “existential challenges” to the advertising industry, said Anthony Katsur, CEO of IAB Tech Lab, on the Annual Leadership Meeting stage this week. “Sitting on the sidelines is probably at your peril,” said Cohen later in the day.

Sports 98

Sports Meeting Presentation Technology 98

Martech

SEPTEMBER 2, 2021

I’m looking forward to MarTech on Sept. 14-15, when I join Kath Pay (Holistic Email Marketing), Jennifer Cannon (Shotflow) and Kim Davis (MarTech and Third Door Media) to talk about new developments email marketers need to know about. . Do I have a clear and defined key performance indicator? Repeat customers?

Campaign 130

Campaign Retail Clients Technology 130