Martech

APRIL 3, 2024

When email expert Natalie Jackson took the leap from publishing into marketing technology, she took advantage of the professional thought leadership available to her in Kansas City, Missouri. So I took the unpaid editorial position at the magazine, and they actually really liked me, so they expanded the position.

B2B 79

B2B Angle B2C Pitch 79

Martech

MAY 7, 2024

We were in a meeting, and I said something like, “Alex, I think it would be helpful if we could cut the data in a different way to figure out what’s really happening.” I’ve thought a lot about that advice over the last 15+ years, and it’s served me well in a few ways. In hindsight, I now know that my language was vague.

X-functional 107

X-functional Follow-up Meeting Strategize 107

The Advantexe Advisor

DECEMBER 15, 2023

Last week during an intense leadership development program , we focused on developing the skills of giving Coaching and feedback. We used a digital business leadership simulation to provide participants with the chance to practice and learn by doing.

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Heinz Marketing

FEBRUARY 13, 2023

This week’s show is entitled, “ Edelman and LinkedIn’s 2022 B2B Thought Leadership Impact Report “ and my guest is Ben Laws , EVP & Deputy U.S. By Matt Heinz , President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m

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Pipeline Sales Pitch B2B 100

Heinz Marketing

DECEMBER 1, 2023

They’re unclear about what exactly they’re delivering. Ultimately, many employees were not communicated to about their changing responsibilities. Ultimately, many employees were not communicated to about their changing responsibilities. It can sometimes be difficult to assess if someone really wants their role.

Process 101

Process Government Consult Clients 101

STAR Results

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. I recently spoke to the CEO of a mid-sized company about what they were doing to support their sales managers. They really loved it!”. I was very impressed. Again he was silent.

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Follow-up Contact Sales 186

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. Professors would ask about the phraseology, or why an author chose to present a story in a certain way, how they constructed and built characters, plot lines. I found I struggled though.

Construction 109

Construction Sports Education Strategize 109

SaaStr

DECEMBER 10, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. As Chief Evangelist, Udi oversees Gong’s market leadership through new product launches and thought leadership. This week we have Udi Ledergor, Chief Evangelist at Gong!

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CRM Launch Price B2B 123

Partners in Excellence

MAY 15, 2024

Is it about our personal success? When you think about this, you know it can’t be hot products. But what does it mean to be a high performing organization? In selling, is high performance “hitting our numbers?” ” Is it max’ing our comp plans? What are some of the elements? We can provide greater insight.

GTM 68

GTM Quota Technology Technology 68

Search Engine Land

MARCH 18, 2024

We’re excited to bring our Search teams together under her leadership.” About three years ago , Reid was appointed to lead of core search experience by Prabhakar Raghavan. Cheenu Venkatachary will be the new lead of Search quality and ranking. What Google said. ” Liz Reid. Reid joined Google in 2003. Cheenu Venkatachary.

Promote 141

Promote Appointment Engineering Follow-up 141

Martech

MAY 24, 2023

As part of our Salary and Career Survey , we interviewed people about their experiences in marketing. I thought I’d do the VC entrepreneur thing, but there was an opportunity to go to GE which had this experience commercial leadership program. My second week there they laid off the entire senior leadership team.

Transportation 107

Transportation Cross-sell B2C Drivers/motivators 107

SaaStr

JANUARY 10, 2024

In this CMO panel from SaaStr, Rick Schultz, CMO at Databricks, Janine Pelosi, Former CMO at Zoom, and Ryan Carlson, Former CMO at Okta, joined Carilu Dietrich, Advisor at Hypergrowth B2B Startups to talk about the seven biggest mistakes CMOs make. “It was always thinking about the company first,” said Janine Pelosi of Zoom.

Pipeline 103

Pipeline Growth Strategize Start-ups 103

Martech

APRIL 25, 2024

Protect yourself by really knowing why you picked something to begin with.” Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Even so, you need to ask about customer support continuity. What do you do if the vendor of one of your martech solutions gets bought? Look out for promises.

Contract 109

Contract Legal Price Technology 109

Martech

APRIL 5, 2023

As part of the MarTech Salary and Career Survey , we interviewed people about their experiences in marketing. A: The biggest issue that I’ve seen in marketing technology truly is a lack of understanding and awareness of the value at the leadership level. In my experience a lot of leadership will be very operations focused.

Government 114

Government Technology Technology Start-ups 114

Martech

NOVEMBER 29, 2023

That’s the conclusion of new Gartner reports about what CMOs need to focus on in the coming year. One of the problems is that nearly everyone (81% of non-IT executive leaders) believes digital leadership is part of their job. This is understandable as digital growth initiatives are large, complex operations. Why we care.

Non-Profits 115

Non-Profits Growth Technology Technology 115

SaaStr

NOVEMBER 30, 2023

Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR. So, you have to be thoughtful about who you’re looking for. Companies that win a market are just as good at Go-to-Market as they are at building great products. Without it, you don’t have a business.

Go To Market 96

Go To Market GTM Cross-sell Growth 96

SaaStr

DECEMBER 17, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. It allows us to deliver reminders, call summaries, suggested next steps, custom prompts and easy to follow workflows directly to our market facing teams and leadership.

CRM 102

CRM Gaming Growth B2B 102

Martech

FEBRUARY 2, 2024

As we navigate the complexities of martech, let’s explore what it really takes to turn these tools from a promising investment into a pivotal part of your marketing success story. So, what’s really going on here? Think about it. True integration is not just about having a common dashboard or a shared login.

Objectives and Key Results 104

Objectives and Key Results Technology Technology Strategize 104

Partners in Excellence

NOVEMBER 2, 2023

I talk to them about it. We talk about pipelines. ” But then I ask them about win rates, deal/pipeline quality, average deal size, sales cycles. They worry, they have more meetings with each other about the numbers. “We can provide them reports about their numbers, so they see the problems themselves!

Pipeline 111

Pipeline Meeting Technology Technology 111

Sales Pop!

JANUARY 30, 2024

I had an amazing chat with Summer Davies , who knows a ton about making leaders out of regular folks. We talked about all sorts of things that can trip you up if you’re trying to lead a team, especially in smaller businesses. It’s about giving specific feedback on what they’re doing right.

Promote 59

Promote Growth 59

Salesforce

APRIL 22, 2024

Make it easy for teammates, leadership at your company, potential employers, collaborators, and clients to view a cohesive portfolio for your body of work. Highlight ways you care about your community — your values could match a prospective company’s values. What is an online portfolio of Salesforce Skills ? And check it out they did.

Clients 111

Clients Consult Promote Contact 111

Heinz Marketing

MAY 19, 2021

This week’s show is called “Why You Need To Be Part Of The Company Thought Leadership Trend” and our guest is Karen Tiber Leland , CEO of Sterling Marketing Group. But tell me about the wannabe cowgirl. But tell me about the wannabe cowgirl. You can even ask Alexa! A new format for us.

Pipeline 112

Pipeline Sales Education Start-ups 112

Lead Fuze

MARCH 1, 2024

Stepping into a leadership role can feel like navigating uncharted waters, but understanding what are attributes of a good leader is the compass that guides you to success. So gear up—these insights are about transforming your approach from simply managing people to empowering them.

Teamwork 52

Teamwork Negotiate Trust Strategize 52

SaaStr

APRIL 1, 2023

We hired job hoppers that never stayed anywhere for more than 18 months for leadership roles. We hired folks that really never understood the product in sales, or that never really finished any projects in marketing. So everyone is now paying the price for lowering the bar in the Boom Times of mid ‘20 to early ‘22.

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Price Product Sales 107

Closing Bigger

AUGUST 31, 2023

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and coaching. It’s based upon the lessons I have accumulated working with sales organizations and delivering leadership training programs over the past 20+ years. You can find that at Salesacademy.ca.

Objectives and Key Results 69

Objectives and Key Results Sales Appointment Meeting 69

Search Engine Land

MAY 24, 2023

It’s not the company leadership’s fault. You’ve probably heard it before, but educating leadership on SEO is one of the most important things you can do to convince them of SEO’s value. Here are steps you can take to help leadership understand why they can’t ignore SEO and why they should get excited about it.

Objectives and Key Results 101

Objectives and Key Results User Experience Engineering Education 101

Partners in Excellence

MARCH 14, 2024

At that time, my clients were asking me the same questions, I wrote a paper to help them think about the issues and how to manage through and thrive. However, don’t abandon the plan before you have really given it a chance to work. Businesses, industries and markets are being restructured, profoundly. Time to face reality.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Partners in Excellence

AUGUST 7, 2023

I’m amazed at the number of sellers that really don’t believe their value proposition or value creation. They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. They need, and value, help and leadership in doing this.

X-functional 105

X-functional Pitch Price Customers 105

Martech

FEBRUARY 21, 2023

I think this is really crucial because you really need to have a baseline level of awareness in the marketplace,” said Megan Creighton, head of digital strategy for The Ricciardi Group, a boutique B2B marketing agency, who spoke at The MarTech Conference. When you engage your ideal customer, they should know about you. “In

B2B 122

B2B Territory Campaign Prospecting 122

Martech

NOVEMBER 11, 2021

It’s about hitting the right audiences at the right time.”. In order to be able to really build out that tech stack and take full advantage of what your business wants to accomplish from a brand standpoint, it’s important to understand your brand as the center of what you’re doing as a business,” said Knudson. “And

Meeting 136

Meeting Education Trust Pipeline 136

Partners in Excellence

MARCH 2, 2024

I suspect much is based on our love of really bad puns. But about 7 years into that work, I took role in technical service helping customers solve problems and use our products in the best possible ways. Preface: Maria Boulden is one of my closest friends. But most of it is how deeply I respect her as a leader.

Sell 73

Sell Manufacturing Technical Sales Engineering 73

SaaStr

MARCH 22, 2024

Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. She was able to get into a leadership position immediately and coach people who were hungry for it in a slightly safer space than more tenured folks.

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Finance Territory Quota Presentation 100

Partners in Excellence

MARCH 6, 2024

Second, a leadership perspective as a CRO who cares deeply about the people on the team. I also have been a customer who has been sold to and I totally empathise with our sales team and how difficult it is to really know what challenges an organisation is going through. Preface : John Tan is CRO of Data#3 in Australia.

Sell 73

Sell Hospitality Retail Drivers/motivators 73

Salesforce

OCTOBER 9, 2023

But people with disabilities are not only less likely to be employed , their unemployment rate is about twice as high as the rate for people without disabilities. I’ve had executives say to me, ‘I’m really proud of some of the work I’ve done, but I don’t know how to do disability inclusion. Not sure where to begin?

Education 134

Education Legal Start-ups Technique 134

Salesforce

OCTOBER 23, 2023

We spoke to five members of the Data Leadership Collaborative to learn from their experience, and get a few tips for data leaders who are beginning to champion AI technologies in their own organizations. Obviously, you need to be able to be clear-eyed about the potential, but be able then to come down to the use cases.

Government 121

Government Teamwork Sports Strategize 121

Salesforce

MARCH 19, 2024

And we’re not just talking about structured data like a spreadsheet or a relational database. They worked on a small sample set: about 10% of the company’s product base. It took about two months for the CSRs to get comfortable with the tool. To tackle this challenge, the company turned to a novel solution: generative AI.

Trust 122

Trust Represent Start-ups Technology 122

SaaStr

DECEMBER 13, 2023

They should be talking about 60% of new logo ARR, 93% of expansion ARR, etc. It’s a sleight-of-hand story about numbers, and it’s hiding the issue of needing to work on Net New Logo ARR. #3: Instead of avoiding the hard numbers, have a conversation about what is and isn’t working and set goals to work on them.

X-functional 120

X-functional Trust Presentation Drivers/motivators 120