SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? Today, that tech stack would be different because of AI-enabled companies like Apollo. To sell against the competition, you have to differentiate yourself. How do you do that? That depends on how you do it.

Sell 82

Sell GTM Price Contract 82

SaaStr

DECEMBER 12, 2023

This is even more important today because there’s more information out there that the buyer has access to before ever having a conversation with the seller. This is even more important today because there’s more information out there that the buyer has access to before ever having a conversation with the seller.

GTM 106

GTM CRM Pipeline Referrals 106

Search Engine Land

APRIL 17, 2024

You don’t need to take any action on your existing setup. For example, you could mark an important event like a purchase or newsletter subscription as a key event. A key event is an event that you mark as important to your business. UA let you set up to 20 goals; GA4 lets you mark up to 30 key events.

Conversion 126

Conversion Gaming Objectives and Key Results Referrals 126

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. .”

Sell 110

Sell Territory Consult Contract 110

Search Engine Land

APRIL 2, 2024

You might have a great product, but if the initial encounter is unpleasant, you won’t get a second chance. This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. Let’s unpack what that might look like using a popular onboarding framework.

Customers 85

Customers Real Estate Education Conversion 85

Search Engine Land

MAY 3, 2024

Google’s local search results have been shifting quite a bit since the start of 2024. Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. If you have more than one GBP landing page, link to the service area pages closest to that GBP location.

Service 100

Service Trust Clients Cross-sell 100

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions.

X-functional 126

X-functional Trust Presentation Drivers/motivators 126

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world. ” “I have to get this promotion out the door.”

Objectives and Key Results 115

Objectives and Key Results Retail Campaign Appointment 115

SaaStr

FEBRUARY 28, 2024

As a founder, you may wonder what venture capitalists are looking for these days. Akriti shares more context on what Ridge Ventures is and what VCs are typically looking for. What are they looking for in the Founders they invest in? What are they looking for in the Founders they invest in?

Pitch 89

Pitch B2B Up-sell Meeting 89

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 108

Trust Customers Healthcare Service 108

Martech

JANUARY 26, 2024

Do you know what drives revenue growth? Focusing deeply on the customers you serve. Winning your clients’ loyalty brings you much more revenue. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in.

B2B 116

B2B Customers Appointment Objectives and Key Results 116

Partners in Excellence

FEBRUARY 17, 2021

Stated differently, it’s like shouting to our customers, “We don’t believe in our solutions strongly enough to defend the value they offer!” Do we know how to communicate that value in terms relevant to the customer? Do we know how to communicate that value in terms relevant to the customer?

Price 160

Price Up-sell Sell Presentation 160

Search Engine Land

SEPTEMBER 1, 2023

Identifying the most valuable keywords for your business can make or break your visibility and online presence and put distance between you and your competition. Volume tells you how often people search for specific keywords. Difficulty gauges the competition you’ll face. But only when it’s appropriately harnessed.

Objectives and Key Results 137

Objectives and Key Results UX Niche Engineering 137

Martech

APRIL 18, 2024

You don’t need to take any action on your existing setup. For example, you could mark an important event like a purchase or newsletter subscription as a key event. A key event is an event that you mark as important to your business. UA let you set up to 20 goals; GA4 lets you mark up to 30 key events.

Gaming 106

Gaming Conversion Objectives and Key Results Referrals 106

Martech

DECEMBER 11, 2023

In the second part of this two-part feature, Jade Bunke discusses triggering the right customer behaviors, the differences between emotions and feelings and how to future-proof your brand strategy. You need action. Specifically, you need your brand to trigger behaviors that help you get closer to achieving your goal.

Represent 117

Represent Territory Campaign Strategize 117

Partners in Excellence

FEBRUARY 7, 2024

I’ve been asking, “How much time are you spending in the field working with your people?” So far, it looks like the average is somewhere around 15-20%. I ask, “How are you spending your time?” I ask, “Would you like to spend more time in the field, with your people?”

Meeting 111

Meeting Presentation Contact Customers 111

SaaStr

JANUARY 31, 2024

As Christian shares on the pod, the company’s current customer list includes many notable companies, with 92 of them being on the Fortune 100. Where do you start, and which data cuts should you look at to assess the health of your pipeline? So check your biases, because you don’t know yet.”

Pipeline 107

Pipeline Sales Up-sell Meeting 107

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 2023. Maybe you feel SaaS is crushing it this year, but it’s not easy for a lot of folks. Being open about mistakes helps others see that you can win at business while still being human-first. Or are the most critical?

X-functional 102

X-functional Contract Growth 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 108

A/B testing CTR Conversion Campaign 108

Martech

NOVEMBER 29, 2023

Marketers who think of their customers’ and prospects’ best interests in everything they do tend to create marketing that resonates better and is overall more effective. While most marketers believe they’re customer-centric, certain behaviors demonstrate it. Let’s look at five ways to prove your team focuses on customers.

Customers 93

Customers A/B testing Campaign Up-sell 93

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. And actually if you follow this individual’s posts it contradicts earlier positions he takes. In others it’s “customers want rep-free buying experiences.” In this case, it was 17 months tenure.

Consult 118

Consult Clients Follow-up Up-sell 118

SaaStr

DECEMBER 23, 2023

Dear SaaStr: What Advice Do You Have For a First-Time VC? My advice is hard learned, and pretty contrary to what you’ll be told. Don’t Start Slowly — If You Have Great Deal Flow. The advice you’ll often be given is start slowly. You will feel this pressure. So we all feel this.

Start-ups 119

Start-ups Pitch Closing Conversion 119

Search Engine Land

DECEMBER 1, 2023

A content gap analysis is a valuable type of market research, helping you to discover opportunities you may have missed and improve your content marketing. But what exactly is a content gap analysis, and how do you do it? And more importantly, why should you? What is a content gap analysis?

Follow-up 124

Follow-up Meeting Service Process 124

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. Otherwise, it falls apart.

Cross-sell 90

Cross-sell Strategize Campaign Education 90

Search Engine Land

MAY 8, 2024

Why you should focus on delighting your users Delighting users should be a core focus for all websites. When you delight a user, you create a much stronger opportunity for that user to buy from your business or continue to interact and advocate for your business. At first glance, these two objectives may seem contradictory.

UX 88

UX Objectives and Key Results User Experience Legal 88

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. If you have fans who sincerely love your brand, they are a lot less likely to churn and leave you for a competitor. You might be sitting there thinking: ”well, yeah.

Niche 138

Niche Intrinsic Campaign B2B 138

Salesforce

NOVEMBER 30, 2023

If you have a mobile device, you could take it out right now — from wherever you are — and buy anything from a carton of milk to a luxury car (yes, really). At least 79% of smartphone users have bought something using their mobile device in the last six months. That’s the power of mobile commerce.

Retail 119

Retail UX Trust Up-sell 119

Martech

APRIL 23, 2024

Have you sensed that your martech solution or vendor is losing interest? Or do you have concerns that recent updates might indicate a change in strategy that could threaten your own interests? If you find yourself in that frame of mind, here are three things to consider before pulling the plug.

Government 90

Government Technology Technology Trust 90

Partners in Excellence

OCTOBER 5, 2023

We know trust and trustworthiness are critical in our ability to engage prospects and customers. In a world in which AI role in buying/selling becomes increasingly important; in a world where we exploit LLMs to drive our ability to engage customers and for them to engage us, where do trust and trustworthiness fit?

Trust 119

Trust Construction Represent Technology 119

Hubspot

MARCH 18, 2024

Want more “Pipeline” Content? 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? Let’s take a look. This week's installment comes from Arash Asli, CEO of Yocale.

Price 76

Price Objectives and Key Results Pipeline Pitch 76

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

SaaStr

DECEMBER 27, 2023

Alessio Artuffo, President and COO of Docebo , shares lessons learned, misconceptions, and what he would have done if he could do it all over again. 70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. At Docebo, 65% of their customers use it both externally and internally. Let’s dive into it.

Real Estate 87

Real Estate Contract Start-ups Growth 87

Martech

JUNE 14, 2023

This will let you judge for yourself how much things have changed since they came out. Mailchimp 2023) 88% of marketers believe their organization must increase its use of automation and AI to meet customer expectations and stay competitive ( Mailchimp 2023) 54.5% of marketers have used AI in their marketing activities.

Finance 135

Finance Price B2B Campaign 135

Search Engine Land

SEPTEMBER 22, 2023

As advertisers, we want to maximize our PPC budgets for our clients But how do we do that? This article identifies eight areas where you can focus your optimization efforts to improve ROI. If you aren’t already doing these things – there’s time to start testing before we get into the throes of holiday planning and execution.

Profit margin 113

Profit margin Non-Profits Campaign Clients 113

Martech

FEBRUARY 8, 2024

People who come from it are already looking for a solution, not a definition. Since we have been discussing appointment setting extensively, it’s possible that Google recognized us as an expert in this niche, which could have contributed to our new post receiving a higher ranking.

B2B 113

B2B Gaming Niche Appointment 113

Martech

OCTOBER 13, 2023

We now have machine learning and AI driving much of our marketing platforms. Are you getting the results you want? Are you safe using AI-generated content ? Are you in danger of losing your voice and jeopardizing your client engagement online? Are you being honest? It depends. Distrust but verify.

Campaign 134

Campaign Drivers/motivators Clients Technology 134

Search Engine Land

SEPTEMBER 7, 2023

In this guide, we’ll walk through the basics of GA4 and how you can use it. When you go into the Admin section, you may notice that there are just two columns instead of the three we’re used to in Universal Analytics. The All Filters area lets you see your account’s filters aggregated. a user landed on a thank-you page).

GTM 141

GTM Campaign Follow-up Start-ups 141