Martech

OCTOBER 23, 2023

Digital marketing and its technology aren’t the only things that have been transformed in the past three and three-quarter years. Digital marketers are now in an employment environment radically different from what it was pre-pandemic. It started with the pandemic,” said Shai-Lee Spigelman, general manager of Fiverr Pro. “A

Government 125

Government Technology Technology Networking 125

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. It combines your expertise with Google AI. While the AI model is not without criticism, here’s my take on Gemini after field testing its capabilities.

Campaign 123

Campaign Conversion Clients Technology 123

Martech

MAY 2, 2024

Each role will have an agenda, meaning what it cares about and what motivates it. The point is that your marketing messages should vary based on each member’s particular interests. Influencers Make my job easier. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind.

B2B 116

B2B Drivers/motivators CRM GTM 116

Search Engine Land

MAY 3, 2024

How to optimize local pages to win more local traffic All of your service area pages should target your most important keyword patterns, along with any long-tail supporting keywords you want to rank for in those areas (i.e., “[service] in [city]”). There are only so many unique ways to talk about your most important services.

Service 102

Service Trust Clients Cross-sell 102

SaaStr

JANUARY 23, 2024

So at least in my experience and orbit, folks in tech have gotten progressively less satisfied and more unhappy the past 18 months or so. It’s not layoffs. Those folks have a reason to be upset, but there really haven’t been many in my ecosystem. It’s not comp. And importantly — it’s not quality of life.

Gaming 83

Gaming Growth Sales 83

SaaStr

MAY 16, 2024

Wade Foster, founder and CEO of Zapier, runs a category-creating brand that makes all your tech work together seamlessly – no coding required. First, we’ll look at both of these legends’ viewpoints on the hybrid work environment and the best way to approach it in 2024. As a manager, you have to do things differently.

B2B 79

B2B Angle X-functional Trust 79

Partners in Excellence

APRIL 10, 2024

For those of you scratching your heads, let me describe the tolerance tack up error. While we provide exact specifications, “It has to have dimensions of X inches, by Y inches, by Z inches. It has to have a hole of R inches in diameter at this location… ” We specify everything important to the design of the product.

GTM 93

GTM Manufacturing Meeting Quota 93

Partners in Excellence

NOVEMBER 10, 2023

Starting my selling career in IBM, we all had them. Much later, when IBM was a customer, in calling on people, I would always ask, “Open your lower right hand drawer and pull out the first folder. Starting my selling career in IBM, we all had them. How do they know if they are doing well or not?

Quota 117

Quota Teamwork CRM Pipeline 117

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. It was a difficult conversation, but what he wanted to do is to get the customer focused on the critical issues and communicate as straightforwardly as Gus was communicating with them. When I finished college I needed a job.

Sell 77

Sell Contract Retail Account management 77

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. jasonlk) December 23, 2023 My Top 5 suggestions / learnings: #1. Sometimes, don’t even do a deal your first year. The job is to deploy capital, after all.

Start-ups 116

Start-ups Pitch Closing Conversion 116

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. It’s harder and harder to get a response. 5 years ago, it took 200-400 touches to get a response. Today, it’s 1000-1500!

Sell 115

Sell Commission Up-sell Quota 115

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. I leverage them constantly through my day, but for very different purposes than the majority of sellers. My feeds are filled with tricks and hacks.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Partners in Excellence

MAY 1, 2024

For my entire career, “we” are addicted to busyness. And we feel we have accomplished huge amounts with each to-do, task, meeting we check off as complete. We can’t resist the skipping between multiple windows or apps on our computers, though the research shows how adversely it impacts our productivity.

Meeting 113

Meeting Quota Technology Technology 113

Search Engine Land

MAY 3, 2024

I’m not sure whether you’d call it work shaming or effort shaming, but people are being called out for wanting to work more. But there is a real difference between working because you have to and working because you enjoy your work. I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said.

Contract 95

Contract Start-ups Drivers/motivators Meeting 95

Salesforce

OCTOBER 23, 2023

AI is having its moment. No longer just a buzzword, AI and generative AI are changing how we all do business. So what should a data leader be doing to succeed with AI in the enterprise? What are the critical actions you can take to help guide AI transformation in your organization? What are the jobs to be done?

Government 121

Government Teamwork Sports Strategize 121

Martech

APRIL 29, 2024

It demands a people-focused approach to navigate the changes and align your teams for the transformation. Embracing AI is not just about technology but about managing change and enabling your teams to thrive in the evolving marketing environment. However, successful AI adoption requires more than just implementing new tools.

Legal 70

Legal Finance Drivers/motivators Meeting 70

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many.

Sell 122

Sell Assembly Line Territory Sports 122

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” You don’t want to be wasting your leads!” They become overloaded and overwhelmed.

Start-ups 109

Start-ups Up-sell Sell Product 109

Martech

APRIL 3, 2024

What sparked your interest in martech? So, I went to graduate school with the idea that I would be a novelist and that I would probably wind up teaching English and/or writing, and that would be my career trajectory. Job boards were empty, there was nothing there. A: I was working at a steakhouse — that was my primary income.

B2B 69

B2B Angle B2C Pitch 69

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I was raised in a perfect family to do that.” ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. It just happened.

Sell 73

Sell Retail Cold Call Commission 73

Martech

DECEMBER 28, 2023

“Experienced McCMO got a new job, AI-AI-O. And in that job, is a CEO, AI-AI-O. With an AI-here and an AI-there, where is my AI, here is my AI, everywhere is AI. Experienced McCMO got a new job, AI-AI-O.” ” I’ve been hearing it a lot lately and so have many marketers I’ve spoken to.

Government 99

Government Technology Technology Start-ups 99

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. It is impossible for us to grow our business. If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process?

High impact 120

High impact Service Growth Conversion 120

Search Engine Land

MAY 17, 2024

Spoiler alert: it’s not good. ” “It seems like Google is trying to hide the mechanics of a potential first-price auction rather than ensuring a truly fair second-price system.” ” “Google is a monopoly that’s raising prizes without telling advertisers about it.”

Trust 130

Trust Price Consult Clients 130

SaaStr

APRIL 3, 2024

Before diving into all things AI, Jason asked Jennifer, “How do you keep going long in this industry when so many CEOs have left?” How do you go long in SaaS? Start with your motives and why you want to be a CEO. It all comes down to what you believe and what you’re willing to stand behind over time.

Healthcare 94

Healthcare Trust Drivers/motivators Start-ups 94

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? It’s an interesting time. You Wouldn’t Buy From Them A classic SaaStr theme, as true today as it ever was. You Wouldn’t Buy From Them A classic SaaStr theme, as true today as it ever was. Sure — if it’s very transactional.

Sales 92

Sales Up-sell Promote Meeting 92

SalesLoft

APRIL 25, 2024

If revenue pros are thinking it, we’re saying it. Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do?

Engineering 52

Engineering Sales Education Finance 52

Understanding the Sales Force

FEBRUARY 9, 2024

Suppose you have a project or task that you don’t particularly enjoy doing, but despite your lackluster feeling, must complete it. Do you seek out the most efficient way to complete the project or task, or default to the most inefficient way to complete it? For HR, that’s part of their job.

Clients 77

Clients Quota Sales Process 77

Search Engine Land

AUGUST 30, 2023

LinkedIn is a powerful way to connect with a targeted B2B audience through its advertising capabilities. If you’re puzzled by your LinkedIn Ads setup going awry, you’re not alone. This article will dissect the critical factors that can undermine your once-promising ad setup, leading it down an unfortunate path.

B2B 130

B2B Campaign Lead generation Represent 130

Salesforce

OCTOBER 9, 2023

With Disability Employment Awareness Month (DEAM) upon us, it’s a good time to look at how businesses and allies can proactively support disability inclusion in the workplace — and help move the needle on those numbers. So much of our autonomy depends on our employment status and opportunities. And these stats cut across all age groups.

Education 134

Education Legal Start-ups Technique 134

Partners in Excellence

APRIL 1, 2024

He writes, “The (sales) profession is not in great shape…… This is the reason I am still in sales-I am determined to fix it! I was 19, not particularly enjoying my Finance and Accounting degree at university, and applied for an internship at a tech startup. Sales is service. Never stop learning!

Sell 102

Sell Finance Quota Sales Experience 102

Martech

FEBRUARY 7, 2024

Well, that was in 1996, and as you can imagine, a few years later, they could no longer fight it because the world had changed. It seems like AI is causing that next paradigm shift. This year, it will be important to broaden people’s job skills so that they can work with AI — not be replaced by it.

X-functional 109

X-functional Cross-sell Territory Retail 109

Search Engine Land

OCTOBER 24, 2023

While some search marketers may face challenges when collaborating with developers unfamiliar with SEO , it’s not a universal experience. In my decade-plus in SEO, I’ve worked with some of the most enthusiastic front- and back-end developers about implementing “SEO” tickets. Being curious rather than accusatory.

Intrinsic 100

Intrinsic Manufacturing Trust User Experience 100

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary? And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach! And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!”

Quota 117

Quota Trust Pitch Up-sell 117

SaaStr

MARCH 27, 2024

Dear SaaStr: How Can an Early Stage SaaS Startup Get its First 1-3 Pilot Fortune 500 Paying Customers? It’s not magic. And it’s not a mystery. Even though it can seem like it, until you’ve done it yourself. If it’s not 10x better, no one is going to take the risk. To one small group.

Tradeshows 83

Tradeshows Customers Pitch Start-ups 83

SaaStr

JANUARY 22, 2024

Never have a tough conversation over email No matter how tempting it may be — Jason ✨Be Kind✨ Lemkin  ?? As tempting as it may be to avoid conflict, headaches, and hearing things you don’t want to hear — never have a tough “conversation” over email. Well, the reason is there is almost 100% chance it will be misinterpreted.

Conversion 102

Conversion Cross-sell Up-sell Start-ups 102

Martech

DECEMBER 22, 2021

It’s the end of 2021 — at last! And then on top of all that let’s pile on another year of COVID craziness, of relentless news cycles that make one half of the world wonder if the other half has lost its damn mind. 3 ways to prep your career in 2022. 3 ways to prep your career in 2022.

Retail 138

Retail Up-sell Campaign Clients 138

SaaStr

FEBRUARY 22, 2024

It does seem to be more true, in my experience. It’s probably true, to a large extent. It stings me too, even today, albeit less than before. That annoys, but in the end we brush it off. No, it’s the painful criticism that’s right that stings the most. When it truly stings, try not to take it personally.

Contract 101

Contract Quota Up-sell Meeting 101