Veloxy

JANUARY 19, 2022

Make a lasting and memorable first impression. Rather, let the results, numbers, and value do what most mere names cannot—close the deal! All you need to do is memorize the steps in your powerful mind, and pair it with your solution’s winning numbers and your prospect’s relevant data. Finish with mind-blowing numbers.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

MARCH 23, 2023

Sales goals are broader, long-term objectives that may include other factors besides sales, such as customer satisfaction or brand recognition. Click below to listen to the blog post. Veloxy strives for accessibility. In 2018, Salesforce found that only 57% of salespeople expected to hit their quota. Let’s get started.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Iannarino

AUGUST 8, 2021

The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. But before I share it, we need to look at some numbers: 57% and 67%. But before I share it, we need to look at some numbers: 57% and 67%. I confess that I tricked you, but only to make a point.

Intrinsic 318

Intrinsic Quota Clients B2B 318

Iannarino

JULY 11, 2021

There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your position. However, there are a number of other things that you should pitch early! I fully agree that you should avoid pitching your company or your solution early in the sales conversation.

Pitch 277

Pitch Clients Conversion Consult 277

Search Engine Land

MAY 2, 2024

There has been a lot of anger about Google killing websites and industries in the wake of the March 2024 core update – and more is on the way in the form of Google’s new reputation abuse policy , which goes into effect after May 5. In a new blog post, HouseFresh has virtually disappeared from Google Search results. Why we care.

Niche 133

Niche Follow-up Product Customers 133

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging.

Product 246

Product Territory Objectives and Key Results Sales 246

Martech

MAY 9, 2024

AI will soon be able to handle up to 95% of the work currently done by marketing agencies, creative professionals and specialists, according to OpenAI CEO Sam Altman. ” When asked about the timeline for this, Altman said, “Five years, give or take, maybe slightly longer.” All this leads to a terribly inefficient campaign flow.

Campaign 123

Campaign Niche Service Product 123

Search Engine Land

APRIL 10, 2024

However, cracking the code on how to serve and control Google Maps ads may feel like a moving target over the last few months. The way users search for businesses, paired with Google’s shift to highlight Maps placements within search results, makes it imperative to have a separate Google Maps strategy.

Campaign 106

Campaign Territory Promote Engineering 106

Salesforce

MAY 6, 2024

We’re talking about an AI audit, a kind of check-up on your AI systems to ensure they’re operating ethically, transparently, and within regulatory guidelines, with an eye toward understanding how they make decisions. The audit looks at data inputs, the decision-making process, model training, and the outcomes, to identify biases or errors.

Legal 116

Legal Territory Trust Technology 116

SaaStr

FEBRUARY 27, 2024

And you’re past say $20k in MRR and that growth hasn’t kicked in yet, no criticism, but I’d challenge you to make changes. You may be closing customers, but I’m not sure you have true product-market fit yet. You may rather be at the edge of it. Not yet at least. But not as hard as $10k in MRR.

B2B 107

B2B Product Growth Pitch 107

SaaStr

MAY 8, 2024

Until the second half of 2020, most companies had enough apps and weren’t looking on their own to spend more. They were attuned to buying patterns we’ve never seen before and may not see again for another decade or more. In most startups, your payback time and magic number don’t matter. Let’s start with the meta. “I

Quota 87

Quota GTM Price Finance 87

Search Engine Land

MAY 7, 2024

In March, the number of Person entities in the Knowledge Graph increased by 17%. In March, the number of Person entities in the Knowledge Graph increased by 17%. The number of entities in the Knowledge Vault increased by 7.23% in one day to over 54 billion. The Killer Whale is back.

Trust 109

Trust Growth Start-ups Education 109

Partners in Excellence

APRIL 16, 2024

We’ve got to make our numbers. Sadly, we make more money from people and organizations that dream of changing but are, unintentionally, committed to not changing. I’m not an expert at habit changing, I struggle enough with my own bad habits. I contribute my fair share to the clutter.)

Cross-sell 123

Cross-sell Pipeline Meeting Presentation 123

Search Engine Land

MAY 20, 2024

’ Be specific in how your strategy and implementation solved the initial challenges and led to the results; just showing an uptick isn’t enough, we want to see the full story.” you are putting yourself at a distinct disadvantage and may end up wasting the entry fee.

Engineering 86

Engineering Campaign Consult Growth 86

Partners in Excellence

SEPTEMBER 27, 2023

I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. A coping mechanism may be to just get by, to just do enough. Soon, we look back at the cumulative impact of these small compromises, seeing how much we may have lost.

Growth 144

Growth Gaming Technology Technology 144

Martech

APRIL 16, 2024

Make sure it integrates with your analytics solution. Fees vary widely depending on factors like the number of pages on your site, the number of domains (including subdomains) and the traffic volume. Consider additional factors like ongoing support when making your decision. The repercussions? It’s time to act.

Territory 123

Territory Consult Price Start-ups 123

Search Engine Land

SEPTEMBER 5, 2023

It is not uncommon for adult-intent searches to make up to 20-40% of all SEO visits. This number can be even higher for some geos. For ad arbitrage sites, capturing adult intent visits may even be desirable. Here is why this is a problem and what can be done about it. Isn’t all traffic good traffic?

Represent 131

Represent Start-ups Education Conversion 131

Partners in Excellence

SEPTEMBER 16, 2022

The pipeline enables us, in a data-based manner, to answer the question, “Are we pursuing enough opportunities to achieve our goals? The pipeline enables us, in a data-based manner, to answer the question, “Are we pursuing enough opportunities to achieve our goals?” As I reflected, I realized this is a bad assumption.

Pipeline 123

Pipeline Prospecting Closing Up-sell 123

Search Engine Land

FEBRUARY 26, 2024

Fortunately, there are techniques you can use to make AI-written text more human-like, engaging and fun to read. it remains fast enough for productive long-form content generation and refinement. We could also state that solar farms may be easier to maintain than wind farms since they have no moving parts. A content type (e.g.,

Niche 133

Niche Follow-up Technique Education 133

SaaStr

DECEMBER 13, 2023

Numbers don’t lie, but sometimes the stories we tell around them do. Numbers are used to bludgeon management. This is when SaaS metrics aren’t used as a tool of understanding to improve your business but to club people with numbers. You’re misleading by cherry-picking the good numbers. 2: Misleading. But they didn’t.

X-functional 121

X-functional Trust Presentation Drivers/motivators 121

Partners in Excellence

APRIL 5, 2024

I found that I enjoyed both the intellectual challenge of persuading a customer to spend money with us and actually the pressure of delivering the number was offset by the thrill of winning the deal! So it remains stimulating and exciting after many years. ” Thanks for sharing your story Martin!

Sell 125

Sell Territory Consult Contract 125

SaaStr

FEBRUARY 8, 2024

After 10 reps or so, it often becomes a bodies / numbers game on some level. Once you have a great VP of Sales, you can let her own the whole number and figure it out. A top mistake I see CEOs make is to scale back the amount of time they spend in sales once they hire a few reps. Make sure every lead is called back — fast.

Quota 92

Quota Sales Closing Gaming 92

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!” Frustrated, they may start looking for other jobs where they aren’t overwhelmed with too much work. What if I’m wrong?

Start-ups 119

Start-ups Up-sell Sell Product 119

Partners in Excellence

JANUARY 23, 2024

If you can’t do this, you haven’t thought through things deeply enough. In speaking to leaders at all levels, I ask the question, “Other than making the number, what are the top two priorities for driving your organization’s performance this quarter/year?” We live in a quickly changing world.

Objectives and Key Results 120

Objectives and Key Results Technique Presentation Closing 120

SaaStr

APRIL 27, 2023

Only 4 of the most recent ~30 SaaS/Cloud IPOs I looked at had equal founder ownership at IPO, Atlassian, Pagerduty, and (close enough) MongoDB and Amplitude: (One note / disclaimer: some of these companies may have more co-founders than I listed who aren’t large enough shareholders to show up in the S-1 cap table.

Start-ups 98

Start-ups Closing 98

Search Engine Land

JANUARY 10, 2024

Every new Google Ads account starts from a humble position, but there comes a time when it makes sense to tune up campaigns and generate even more leads. You may encounter new settings and moving pieces, ask clients for added support, and give back as much insight as you take. That’s my experience – your mileage may vary.

Campaign 134

Campaign CRM UX Up-sell 134

SaaStr

JANUARY 28, 2024

Simply making an edition of your business app “free” will almost never on its own attract a significant number of users, unless your app is truly viral. Simply calling it “PLG” isn’t enough. So if you do add a Free edition, make sure you don’t overindex on feedback. Sales may not like it.

Trust 90

Trust Product Sales Customers 90

Search Engine Land

DECEMBER 21, 2023

The prevalence of mass-produced, AI-generated content is making it harder for Google to detect spam. Undoubtedly, Google’s stance provided just enough breathing room to squeak out management approval at many organizations. 96% of documents didn’t make the index. But many SEOs and experienced website managers disagree.

Gaming 136

Gaming Engineering Presentation UX 136

Search Engine Land

JANUARY 31, 2024

This article explores practical strategies to make paid media reporting work despite the messy post-cookie world. Depending on your industry and how seasonality impacts results, you may want to emphasize comparing to the previous month or the same period last year (or both). You can use this as a rough benchmark for what to expect.

CRM 128

CRM Campaign Conversion Territory 128

Search Engine Land

NOVEMBER 7, 2023

If you have enough volume, it’s always best practice to start by trying to optimize campaigns for your most valuable action (usually closed/won sales). That said, it’s pretty common to lose enough data density as you move down the funnel to get out of the volume range. For example: If you don’t have enough MQLs, combine leads and MQLs.

Conversion 120

Conversion SQL Campaign B2B 120

Search Engine Land

OCTOBER 5, 2023

In the email exchange, Google Ads VP Dischler says: “The Search team is working together with us to accelerate a launch of a new mobile layout by the end of May that will be very revenue positive (exact numbers still moving), but that still won’t be enough.” We need to make this choice ASAP. More tweaks.

Launch 104

Launch Price Campaign Engineering 104

Martech

APRIL 17, 2024

Well, May has 31 days. There are page views and things like that, key events, like newsletter sign-ups, and conversions, like, making a sale or getting a lead. Your users for search paid search, organic search, social media, whatever, if you add those up, they don’t necessarily match what the total number of users is.

Healthcare 112

Healthcare GTM Clients Price 112

Search Engine Land

MAY 21, 2024

It’s the ideal SEO scenario: you rank for that keyword you promised everyone you would get in the top 10 this quarter and it’s driving traffic and growth for the business. You did it. Time to go have a beer and cash those sweet SEO checks. You never win SEO. This is both good (job stability) and bad (mental health).

Territory 70

Territory Growth Lead generation Launch 70

Search Engine Land

MARCH 18, 2024

The objective is to take the complexity out of the planning so you can focus on the SEO (which is complicated enough). It is a Google Doc, so navigate to File > Make a Copy to create an editable version.) Make a note of all the search terms you can think of. The plan is concise and fits onto a single page.

Promote 110

Promote Strategize Engineering Niche 110

Search Engine Land

MARCH 28, 2024

There is enough to go wrong with a single site migration, but it can be disastrous when implemented globally without careful consideration. Ensure you review the holiday and other seasonal schedules in the impacted markets, as they may differ from the home market. For a multimarket deployment, timing is very important.

Territory 88

Territory Launch Contract Follow-up 88

Martech

DECEMBER 11, 2023

In 1961, the novel “Catch-22,” by Joseph Heller was published and its title immediately became short-hand for an all-too-familiar type of organizational lunacy: circular reasoning. That’s the situation where one fallacy is used as proof of another. Like, “If A is true because B is true, B is true because A is true.”

Quota 119

Quota Sales Pipeline B2B 119

Search Engine Land

SEPTEMBER 15, 2023

Adopting an “action first, planning later” mentality may be tempting – especially for early-stage startups – but this approach will only cause more headaches later when you’re forced to make time-consuming changes to a large number of pages or delete entire projects en masse. Speaks to your target audiences.

Objectives and Key Results 137

Objectives and Key Results Campaign Launch Follow-up 137