Search Engine Land

MARCH 6, 2024

Danny Gavin, founder and chief strategist at Optidge Internet Marketing Agency in Houston, TX, said: “AI should not be used without consideration in ad creation; while AI is beneficial, human input remains crucial.” We just started getting comfortable with machine learning. Now, we’re learning how to create winning ads in an AI world.

A/B testing 122

A/B testing Campaign Networking Engineering 122

Tibor Shanto

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. Big Messages .

GTM 167

GTM Sales Consult Quota 167

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Martech

APRIL 25, 2023

However, as martech evolves, marketing teams scramble to keep pace. The marketing operations talent shortage leaves businesses to wrangle the three-pronged problem of hiring, training and retaining skilled professionals. But how exactly can AI improve the marketing ops talent problem? And should we entertain that?

Strategize 106

Strategize Strategic planning Entertainment CRM 106

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Q: When Should A Slow Growth Company Hire a Head of Sales? They have one salesperson but want to skip having two scaled reps and immediately hire the VP of Sales. Should a VP of Sales hold a quota?

Strategize 96

Strategize Growth Niche Quota 96

Heinz Marketing

AUGUST 29, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing In an era where businesses are constantly striving for differentiation and deeper connections, Customer-Led Growth (CLG) emerges as a transformative approach. This ensures strategies are not just based on broad market trends but on real, tangible customer experiences.

Customers 100

Customers Growth Territory Legal 100

Salesforce

OCTOBER 10, 2023

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. What you’ll learn: What is a sales cycle? Probably not.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the marketing side, people got ‘lazy’ under the guise of, “Let’s increase our paid online ad spend and turn that dial up and spend more.”

Quota 101

Quota Finance Drivers/motivators GTM 101

Partners in Excellence

APRIL 5, 2023

It seems that SaaS selling has become the center of the universe in virtually all sales conversations. And now, PLG is creeping into the sales discussion. Second, much of SaaS technology seems to be in sales and marketing. Everything about selling seems to revolve around SaaS selling. That represents about 0.5%

Conversion 68

Conversion Sell Manufacturing Healthcare 68

ConversionXL

JANUARY 8, 2021

We put together a (non-comprehensive) list of some of the best marketing books, both new and old, to help you become a better marketer—and a better person. The best of the best have an insatiable hunger for knowledge—for new and better ways to get things done. That all assumes you can find the right book. Let’s dive in!

Non-Profits 134

Non-Profits Product Strategize Drivers/motivators 134

Sales Hacker

DECEMBER 29, 2022

I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer. Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem. Congratulations!

Sell 114

Sell Commission Up-sell Prospecting 114

Search Engine Land

NOVEMBER 8, 2022

If you came to SEO from a non-marketing or technical background, it can be beneficial to have a broader understanding of brand marketing. This helps you better ally with your marketing communications colleagues to contribute to improving your website E-A-T. . Why SEOs should care about brand marketing.

Non-Profits 96

Non-Profits Objectives and Key Results Trust Intrinsic 96

Search Engine Land

NOVEMBER 30, 2023

As an accidental entrepreneur who started a digital marketing agency seven years ago, I’ve learned first-hand what it takes to achieve longevity while navigating periods of rapid growth and economic uncertainty. What’s large for one may be small for another, so you’ll want to define your own thresholds. Be a partner.

Contract 103

Contract Clients Pitch Growth 103

SaaStr

AUGUST 29, 2022

VC State of the Market with SaaStr’s CEO and Cowboy Ventures : Hear from SaaS VC legend, Aileen Lee , and SaaStr’s CEO Jason Lemkin on the current state of VC and what you need to know for 2023 and beyond. If you haven’t already, sign up here for tickets before we sell out.

GTM 97

GTM Growth B2B Territory 97

ConversionXL

FEBRUARY 3, 2022

Rob Sobers said about the marketing growth strategy, “It’s not about tactics—it’s about people and process.”. When it comes to process, growth marketers must learn to fail. A marketing growth strategy is about small and incremental wins that build up over time. Growth marketing is about process over tactics.

Growth 115

Growth A/B testing Objectives and Key Results Referrals 115

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success. In essence, this is what lead management is.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Partners in Excellence

OCTOBER 29, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales 106

Sales Objection handling Represent Negotiate 106

Martech

NOVEMBER 11, 2022

Business-to-consumer (B2C) marketing continues to evolve rapidly to keep up with shifting consumer behaviors and trends driven by our digitized world. This article will explain B2C marketing and touch on B2C marketing strategies, challenges facing marketers, and trends for 2023 and beyond. What is B2C marketing?

B2C 115

B2C Retail B2B Campaign 115

Lead Fuze

MAY 26, 2023

Effectively managing marketing agencies is a vital factor for businesses of all sizes, as it can have an immense impact on the success of their promotional efforts. As a seasoned expert in the field, I am cognizant of the importance of forming strong ties and sustaining open communication with marketing firms.

Objectives and Key Results 52

Objectives and Key Results Campaign E-commerce Strategize 52

Search Engine Land

OCTOBER 23, 2023

I was actually leading the ecommerce sales business, so basically building out our relationships with all the different grocery (digital) channel players like Kroger, Sam’s Club, Amazon, Walmart. That’s when we started leaning into retail media networks in a really big way. The interview has been edited for length and clarity.

Retail 118

Retail Networking Customers E-commerce 118

Hubspot

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. Check out these ten strategies for identifying upselling opportunities that are mutually beneficial below to help get you started — before you pass a customer over to a sales rep. Lean into AI.

Customers 64

Customers Pitch Price Trust 64

ConversionXL

JUNE 2, 2022

The biggest challenge for marketers is getting them. Account-based marketing (ABM) and lead generation both offer a way to do this. DocuSign combines both to fuel its sales funnel. Account-based marketing is a team sport. A higher ROI than any other type of marketing. ABM treats each account as a target market.

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

Hubspot

JUNE 14, 2022

An offering can't dominate a market as another "face in the crowd." The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. And yet, shares within all of those markets are never evenly distributed. Let's dive in.

X-functional 75

X-functional Territory Entertainment Price 75

Sales Hacker

JANUARY 23, 2023

Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. That’s complexity bias at work.

Process 78

Process Cold Call Intrinsic Entertainment 78

ConversionXL

MARCH 31, 2021

We’re told time and time again, producing high quality content is one of the highest value activities you can do for your business. With content marketing, it can be easy to get lost in the noise and miss what matters. But given marketers are often limited on time and resources, which should you prioritize if you have to choose?

Objectives and Key Results 163

Objectives and Key Results Real Estate Teamwork Gaming 163

Martech

OCTOBER 5, 2023

I was actually leading the ecommerce sales business, so basically building out our relationships with all the different grocery (digital) channel players like Kroger, Sam’s Club, Amazon, Walmart. That’s when we started leaning into retail media networks in a really big way. The interview has been edited for length and clarity. )

Retail 116

Retail Networking Customers E-commerce 116

Partners in Excellence

NOVEMBER 12, 2012

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales and Marketing. Lean is really about value–how do we create and deliver the value our customers want and needs. I thought I’d share this short video with you. (Don’t

Sales 92

Sales Customers Process 92

Partners in Excellence

MAY 27, 2013

I was having a conversation about the “state of sales” with some colleagues recently, some of the smartest people I know in looking at sales performance. I asked them, “How are you seeing sales organizations leverage Lean concepts?” ” The ultimate in simplicity.

Go To Market 101

Go To Market Conversion Customers Process 101

Partners in Excellence

JUNE 26, 2013

So much of the writing about lean focuses on waste reduction. But, at least for marketing and sales professionals, that’s not the real reason to start your lean journey. (I I know I have some lean professionals groaning, but hang in there). (I The quality of our engagement process is much better.

Growth 99

Growth Sales Pipeline Engineering 99

Martech

AUGUST 7, 2023

So why don’t marketers do a better job of winning back customers who once spent money but have gone silent? Email marketers always tell me they’ve tried reactivation or re-engagement programs, which just didn’t work. A reactivation program can be the trickiest of all your customer programs to organize and conduct.

Objectives and Key Results 98

Objectives and Key Results Promote Drivers/motivators Cross-sell 98

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

ConversionXL

JANUARY 18, 2022

Learn how to identify what your customers want from your brand, how to build momentum with content, and then explore some brands that excel at brand marketing. For most of 2021, CXL didn’t have a marketing team. For most of 2021, CXL didn’t have a marketing team. Lean into your strengths, and don’t try to appeal to everyone.

Non-Profits 109

Non-Profits Follow-up Education Trust 109

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. Defining roles. Defining the candidate profile.

Territory 101

Territory Launch Sales Up-sell 101

Hubspot

JULY 15, 2020

We're all too familiar with the dilemma most marketers face: higher expectations, and fewer resources. Plus, there's a lot of rhetoric around marketing strategies and buzzwords that seem complex and hard to implement, only making the water murkier. In essence, account-based marketing is just a smarter way to do B2B marketing.

CTR 95

CTR Pipeline Sports CRM 95

Partners in Excellence

JUNE 17, 2015

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising and delighting them. Just the concept of “added value,” is actually value over and above what the customer needs and expects.

Price 90

Price Process Customers Start-ups 90

ConversionXL

AUGUST 11, 2021

To work, sponsorship has to deliver a return on investment for the sponsor and value to your fans. All companies that This Week in Startups’ audience of entrepreneurs, company founders, and marketers would be interested in. In that sense, you need to look at it like selling a product. Your most obvious asset is the product itself.

Objectives and Key Results 139

Objectives and Key Results Follow-up Contact Prospecting 139