Martech

MARCH 13, 2024

He knows AI both through his work and working with clients as they deploy it. Q: What do you see happening right now with business and AI? In terms of customer expectations, they have been educated through their own interactions with ChatGPT, and they say, “How do I deploy it in business?” How do I train them?

Hospitality 80

Hospitality Appointment Technology Technology 80

Understanding the Sales Force

NOVEMBER 14, 2023

This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales. It was David versus Goliath. It was Amateur versus Professional. Were extremely committed to not only stay with it but to do whatever it takes to be successful.

Objectives and Key Results 77

Objectives and Key Results Entertainment Drivers/motivators Quota 77

Martech

MAY 9, 2024

But I know you think they’re trying to implement some over-complicated solutions. But when you see what serious enterprises are doing, they never went big on implementing this technology because they were worried about the hallucinations and so forth. Q: What is Infobip doing in this area? A: Yes and no.

Appointment 85

Appointment Technology Technology Follow-up 85

Martech

DECEMBER 22, 2021

“2021 versus 2020, email was up 94% in volume. “Personalization versus tokenization,” she said. Really I mean next level personalization: ‘Hey, I know you were here and you were looking at this product and ou may also love these products. How do you do that at scale is the real challenge.”

B2C 136

B2C B2B Follow-up Campaign 136

Search Engine Land

MAY 20, 2024

We are doing it at scale, and I can’t answer on the particular site…” “It’s not clear to me if that’s a uniform trend. Some other restaurant might have opened next door that’s doing very well. If I take the next decade, [the] people who can do that better, who can sift through that, I think, will win out.”

Click Through Rate 73

Click Through Rate Follow-up Technology Technology 73

SaaStr

JANUARY 9, 2024

Perhaps the biggest change though is how many folks want to manage a team, versus do the work themselves. You know you’ll have to sell yourself at this startup? And I also see so many VPs and Directors and Managers flame out when they take a start-up role … and don’t really want to do all the hard work themselves.

Campaign 93

Campaign Up-sell Start-ups Sell 93

Martech

MAY 2, 2024

But who knows if the person in that job is involved in buying your particular product or service? You still don’t really know who is buying what. You still don’t really know who is buying what. We cannot really know, but we try to get as close as possible,” she says.

B2B 119

B2B Drivers/motivators CRM GTM 119

Sales Pop!

DECEMBER 15, 2023

But in terms of 2024, I’m hanging my hat on this well-known classic – “No one cares how much you know until they know how much you care”. And we always designate commercial versus public sector accounts. But while these connections are helpful, how do they help us understand the traits and tendencies of our customers?

Manufacturing 59

Manufacturing Clients Strategize Prospecting 59

Search Engine Land

SEPTEMBER 15, 2023

If seasonality catches you by surprise, and it isn’t due to macro-based factors, then you probably aren’t doing your job correctly. Understanding peak seasonality impact Knowing when your peak season is only half of the important information. Knowing how peak season will impact your business. It literally comes every year.

Pharmaceutical 132

Pharmaceutical Retail Hospitality Growth 132

Search Engine Land

JANUARY 11, 2024

Summary Here’s a table quickly summarizing the performance analysis: Legend : – Can do it, with limitations – Can’t do it – Excels at this task Let’s dive into each category below. nobody on the team knows what the content is about). In this case: If you have a list of categories (e.g.,

Objectives and Key Results 133

Objectives and Key Results Follow-up Start-ups Engineering 133

Partners in Excellence

APRIL 5, 2023

They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We know the customer will have to do this in getting support from management, we struggle to connect how we help address the business problems/challenges impacting organization performance.

Presentation 113

Presentation Conversion Growth Prospecting 113

Search Engine Land

FEBRUARY 22, 2024

Balancing automation versus manual control. How many times have you, as a consumer, seen an ad, and you know it’s not available in your location? While broad geo targeting is recommended as a best practice on Search, it’s important to know when targeting for “Presence” makes sense. This topic is more tricky and requires testing.

Territory 115

Territory Campaign Lead generation Strategize 115

The 5% Institute

SEPTEMBER 14, 2021

The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. In this article, you’ll learn what the soft close is, what you need to do prior to asking for the sale, and our recommended questions and examples when using the soft close. The Sales Process – A Step By Step Guide.

Closing 144

Closing Technique Consult Pitch 144

SaaStr

DECEMBER 29, 2022

If you'd rather not do any of your 1-on-1's, Something is off. There are two things you just gotta do, even if you don’t see the point or want to. Second, you have to find a way to do 1-on-1 meetings with all your direct reports. And everyone should provide a 5-minute update on how they are doing versus goals.

Meeting 121

Meeting Start-ups Trust Engineering 121

Martech

SEPTEMBER 27, 2023

Having worked with many organizations to audit and swap out systems, it comes down to what you want to do with the technology versus the technology itself — which leads me to my next point. You can do this by interviewing them or improving the process by using AI and applying it to your data. Get insights into your customers.

Customers 113

Customers Technology Technology Clients 113

SaaStr

JUNE 6, 2021

And what we’re learning is that not only do many employees want to work and live in cheaper parts of the U.S. Versus 9% in California. Versus 0% in Miami or Austin or Seattle. A subtler point, but many states do not tax capital gains at all. We all know how to work from anywhere after all this. Corporate taxes.

Up-sell 104

Up-sell Sell 104

Sales Pop!

NOVEMBER 18, 2022

Truthfully, though, such focused sessions do have their merit. However you choose to collaborate with your team, by all means do it. With temperature impacts on viruses and variants, how will the healthcare economy transition regarding cold versus warm weather seasons? Know all the changes.

Real Estate 97

Real Estate Healthcare Government Objectives and Key Results 97

Heinz Marketing

AUGUST 28, 2020

It’s about accounts, people, and personalization versus leads, volume, and conversions. How do you incorporate ABM into your strategy? So, how do you actually do ABM? This is all about selecting accounts based on data versus personal opinion. Step 2: Know about them. Why should you consider it?

Cold Call 138

Cold Call Pipeline Lead generation Growth 138

Martech

JUNE 15, 2022

The kind of marketing I like to do is more focused on strategy, on quantification versus the production of marketing creative and collateral. Getting customer insights, taking understanding from sales teams and customer facing teams, as well as additional research that one might do. What attracted you to marketing?

Technology 84

Technology Technology Customers Product 84

Salesforce

NOVEMBER 15, 2023

That’s where doing keyword research, and choosing the right SEO keyword, comes in. As a search engine optimization (SEO) marketing manager at Salesforce, I know what works, and how to get eyeballs on your content. But how do you know for sure? Do you know what kind of content Google is ranking for your target term?

Service 105

Service Presentation Follow-up Contact 105

Martech

FEBRUARY 28, 2024

He knew from a very young age that running a business was what he wanted to do. I’d tell my mom about it, and she’s like, “You know, you should be an architect. And so I always knew I was going to do something in business. So the worst time to do it, but that’s when the opportunity was there, right?

Clients 101

Clients Management Consulting Start-ups Consult 101

Partners in Excellence

JANUARY 29, 2024

All conversations would be oriented around product superiority versus the alternatives. For those committed to a change, the focus will be on defining the problem, learning about it and it’s impact on the company, learning what others are doing, identifying the people that need to be involved in deciding what to do about the problem.

GTM 86

GTM Quota Presentation Up-sell 86

Search Engine Land

JANUARY 6, 2023

That being said, it is likely easier to look at individual sites and know if the site was hit by a link algorithm versus a helpful content algorithm, especially if you look at the links and content for that site. So you will need to do the due diligence and dig into sites impacted by each update on an individual basis.

Engineering 96

Engineering 96

Search Engine Land

JUNE 2, 2023

If you’ve ever analyzed traffic patterns for a website, you know that organic traffic ebbs and flows over time. From there, you can start to look at date-range comparisons such as: The period where traffic dropped versus the previous period. The low versus the previous high if there was a drop. Go look at that SERP.

B2B 98

B2B Click Through Rate X-functional Real Estate 98

Understanding the Sales Force

APRIL 1, 2024

Some believe that versus believe in. But most in the sales profession are content to sit on the sidelines, do the least they can get away with, and attend training only when the company forces them to. Some take this membership very seriously. Some take their beliefs very seriously. Some take both very seriously.

Consult 62

Consult Up-sell Service Sell 62

Understanding the Sales Force

DECEMBER 21, 2023

But when a salesperson experiences momentary panic, or forgets what to do or how to do it, that call, Zoom, or in-person meeting is over. Consider how different your words and tonality might be when it’s your reaction versus your purposeful response. The responses should come as naturally as knowing your name.

Prospecting 68

Prospecting Strategize Meeting Sales 68

Sales Pop!

NOVEMBER 6, 2023

While one at a time may seem like a prolonged process, it is the only way to confirm whether it is appropriately working; otherwise, implementing more at the same time will interfere with the accuracy of knowing the facts. link] Do You Want to Minimize Errors? link] Do You Use Creativity to Influence Sales?

Teamwork 78

Teamwork Negotiate Sports Referrals 78

SaaStr

APRIL 22, 2021

In fact, average response times were 12 hours, versus a target of < 10 minutes! We know this, but good to see the data supports it as well. Make sure you know how good your support is. Do you know? Look at the data above to know. #3. Do more chat and yes, phone support. actually did!

E-commerce 115

E-commerce Customers Contact Follow-up 115

SalesProInsider

SEPTEMBER 28, 2021

Do you have capacity to help more people? Most advisors do. Yet they get stuck in the “How do I get in front of more people?” Here’s what you can do: First, connect with those you know to see how you can help them—their challenges and opportunities to get in front of the changes. So, what do you think?

Clients 133

Clients Referrals Networking Conversion 133

Martech

OCTOBER 13, 2023

Marketing technology is progressing at such an accelerated pace that it’s hard to keep up and easy to let the tech do the driving. You must really know your audience because the machines don’t. Engage in SEO so you know which terms you can rank for versus which terms you’ll need to bid on and which terms are a waste of time.

Campaign 135

Campaign Drivers/motivators Clients Technology 135

Martech

APRIL 14, 2023

So I started to do that, literally growing with the marketing technology industry as we know it. Q: What do you like about your job? That’s what I love doing. Q: What types of problems do you run into regularly? And then somebody said, ‘Well, there’s this lead management thing called Salesforce.’

Territory 84

Territory Education Contract Consult 84

Martech

SEPTEMBER 20, 2021

eBike manufacturer Serial 1 had lots of gorgeous product and lifestyle imagery at their disposal, but they didn’t know what specific shots would resonate with their customers. Do they like to see the eBikes in action? Do they like to see close-ups of the sleek design that shows off our integrated internal wiring, for example?

Conversion 118

Conversion A/B testing Objectives and Key Results Manufacturing 118

Salesforce

JANUARY 9, 2024

Can you walk me through what you would do differently in your next role to drive more success? How would your VP describe what you’re doing well versus areas you’re improving? What do you like about your current VP’s leadership style? What do you wish they did differently? It pays to be prepared.

Construction 59

Construction Quota Relationship building Start-ups 59

Hubspot

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. Because it’s the right thing to do and in the 21st century — you are only as good as your public persona.

Process 84

Process Territory Sales Education 84

Martech

JANUARY 17, 2024

We know first-party data is the most accurate.” “Retail brands are doing a good job with that and it’s been a tactic for a while,” said DeZao. Context is one of those categories where you can get the freshest take on what your consumer is doing in the moment.”

Retail 135

Retail Entertainment Finance Start-ups 135

Partners in Excellence

JANUARY 25, 2024

Instead, our engagement strategies force our customers to do all the heavy lifting in the change initiative. Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?” They have solved their problem, they have determined what they want to do.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Martech

JUNE 7, 2023

Know who — and what — is important Not all prospects matter. To know the difference between the two, you will need to profile the personality type of your targets. Doing so will allow you to gain valuable insight into the type of people you’re dealing with and the corporate culture. Invest in getting the list built.

Drivers/motivators 99

Drivers/motivators Closing Prospecting Process 99