Search Engine Land

MARCH 4, 2024

Second-party data: Second-party data occurs when two organizations agree to share their first-party data with each other privately. In some regions, however, the European Union’s GDPR (GDPR) , the California Consumer Privacy Act (CCPA) , or similar regulations may limit the ability to share data privately between businesses.

Territory 115

Territory Market share Legal Strategize 115

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations. Start-Ups VS Enterprise.

Start-ups 107

Start-ups Non-Profits Territory Sales 107

Hubspot

NOVEMBER 3, 2021

No two regional markets are the same. Tapping into multiple regional markets means diversifying your revenue stream and potentially bringing on a wider range of customers. But as I touched on, regional markets are unique, and some are further or less accessible than others. Zone Pricing. FOB Origin Pricing.

Price 87

Price Territory Manufacturing Agriculture 87

Veloxy

JANUARY 23, 2024

Localized strategies are central to field marketing, allowing it to resonate with specific communities and regions. Field marketing managers handle administrative tasks and provide regional marketing support for sales teams. What is field marketing in b2b? Managing a team is a considerable undertaking.

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

Hubspot

NOVEMBER 19, 2020

Your business is getting by just fine – but still, the questions remain: Could you be selling more? Is there an opportunity to increase market penetration? Market development is the expansion of your total addressable market (TAM) and how much market share you can expect to claim.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Hubspot

AUGUST 27, 2020

Understanding Market Penetration. A company can use market penetration at the industry level to review potential for specific products or services or on a smaller scale as a way to gauge the market share of a product or service. It offers insight into how the market and your customers view your product or service.

Territory 101

Territory Campaign Growth Sports 101

Hubspot

SEPTEMBER 27, 2016

You might ask, what the heck is a marketing guild? Unlike an industrial guild where businesses creating similar products or services work together, a marketing guild is a group of businesses that sell different products to the same people. Some businesses may belong to more than one marketing guild. Follow the Leader.

Real Estate 78

Real Estate Territory Represent Up-sell 78

Search Engine Land

MARCH 9, 2023

Google followed up with a longer statement that read, in part: “Like other search engines (including Microsoft’s Bing), we also use exception lists when specific algorithms inadvertently impact websites, and when we believe an exception list will significantly improve search quality. Others should focus on building good products, too.”

E-commerce 87

E-commerce Territory Engineering Networking 87

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

Search Engine Land

OCTOBER 4, 2022

Over 80% of searches worldwide occur on Google based on the latest search engine market share data. Google, Bing, and Yahoo make up 95% of the worldwide desktop market share of search engines. Despite that global dominance, it’s important for search marketers to also consider other traditional search engines.

Objectives and Key Results 107

Objectives and Key Results Retail Engineering Launch 107

Martech

SEPTEMBER 26, 2022

Digital wallets are becoming more commonplace and even legacy financial institutions are finally waking up to the new trends. Regions outside North America, including LATAM and elsewhere, are just starting their digital transformation. Generating demand with fintech digital marketing. Community marketing. billion by 2030.

E-commerce 119

E-commerce B2C Finance Referrals 119

Hubspot

DECEMBER 9, 2020

To understand how well your company is positioned for growth, you need insight into your company’s ability to sell to new and existing customers in your product market — that's where sales potential comes in. Sales potential can be confused for market potential, however, it is important to understand the difference between the two.

Sales 96

Sales Angle Commission Territory 96

Salesforce

APRIL 28, 2022

Worldwide, consumers are facing historic levels of inflation that haven’t let up since early 2021. According to Salesforce Shopping Index data, the UK and Spain led Europe in the first quarter of 2022 with average unit retail (AUR), also known as average unit selling price, growing 7% YoY in each country.

Retail 98

Retail Cross-sell Sales Growth 98

Closer's Coffee

JUNE 19, 2019

On the other hand, hire an incompetent, non-progressive thinker, and you end up with turnovers, lost accounts, a poor reputation, and declining market share within your industry. Typical expectancies are set for team performance, territory enlargement, and retention. Companies need great sales managers. Building Teams.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Bottom-up forecasting . What’s at risk and why.

Territory 62

Territory Pipeline Finance Sales 62

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. For example: Added regional teams to increase coverage a nd decrease dependence on your local market.

Growth 101

Growth GTM SQL Strategic partnership 101

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Heinz Marketing

AUGUST 28, 2023

Consider your strategy as the map to navigate uncharted or challenging territory. Here are the key steps B2B marketing leaders can take to ensure their strategy sets them up for success: Understand Your Audience Your strategy starts with a deep understanding of your target audience.

B2B 95

B2B Objectives and Key Results Click Through Rate Strategize 95

Score More Sales

DECEMBER 22, 2011

Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Next post: Watch These Sales & Marketing Thinkers in 2012 – Best of 2011.

B2B 62

B2B Process CRM Consult 62

Sales Hacker

JANUARY 20, 2021

But ABM is an integrated business strategy where marketing, sales, and account management/customer success teams work together to win, protect and expand key accounts that can provide your organization with the greatest revenue growth potential. Thinking about what should be keeping the prospect up at night and why it should keep them up.

Objectives and Key Results 80

Objectives and Key Results Appointment Sales Campaign 80

Hubspot

MARCH 22, 2012

So here are some common mistakes to avoid when conducting your keyword research so you don't end up with too many keywords, the wrong keywords, or an unhealthy mix of keywords to target in your SEO strategy. For example, not all of the traffic that lands on HubSpot's site actually knows that we sell inbound marketing software.

CTR 78

CTR Click Through Rate Territory Up-sell 78

Salesforce

MARCH 12, 2024

Offers a competitive advantage The effective use of competition based pricing is a great way to one-up your rivals. By strategically setting your prices in response to competitors, you can secure some of their customer base and stay ahead in the market. This can increase your sales and market share simultaneously.

Price 52

Price Profit margin Territory E-commerce 52

Hubspot

MARCH 2, 2015

As a marketer, I’d like to think the answer is obvious: marketing! And for McDonald’s, which has been battling Burger King (among others) for market share since the late 1950s, this competition created a sort of "hamburger arms race." First up, it''s the battle of the burger joints. Or … was it the competition?

Electricity 78

Electricity Follow-up Cross-sell Market share 78

PandaDoc

AUGUST 23, 2024

Scope Encompasses sales, marketing, customer success, and sometimes finance operations. Concentrated on the sales function, including tasks such as forecasting, territory management, and performance tracking. Sales process optimization, sales forecasting, territory management, implementing sales technologies, and performance tracking.

Strategize 52

Strategize Contract Territory CRM 52

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients. Sandler selling. SPIN selling.

Strategize 62

Strategize Sales Quota Pipeline 62

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

PandaDoc

SEPTEMBER 19, 2023

Best practices for vertical sales and marketing include targeted advertising, content marketing, participating in industry events, establishing thought leadership, social media marketing, direct outreach, referral programs, industry partnerships, cross-selling, upselling, SEO, and CRM. Let’s stack these three concepts up.

Niche 52

Niche Cross-sell Price Referrals 52

SalesLoft

OCTOBER 10, 2019

Make sure to catch Dennis’s four ways to get teams ramped up and what he sees in all successful salespeople. . Can too much passion for the product you’re selling be a bad thing? How do you get your teams ramped up to be able to have those same level of conversations and ask those same depths of questions?

Territory 40

Territory Growth Up-sell Prospecting 40

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.

Objectives and Key Results 45

Objectives and Key Results Commission Pipeline Cold Call 45

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down. Jason Lemkin: Okay. Times are good.

Price 110

Price Product Start-ups Niche 110

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Up-sell 59

Highspot

OCTOBER 23, 2023

When executed effectively, it can lead to a significant uptick in sales, expanding the business’s market share and revenue streams. Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

JULY 24, 2018

Understanding how buyer group preferences impact selling decisions and strategies. So coming off of a really great year, I received a double promotion to a regional manager level. And that’s natural because obviously they come up with an idea to innovate in business and someone has a brilliant idea and then it gets funding.

Negotiate 46

Negotiate Strategize Sales Pipeline 46

Lead Fuze

JULY 5, 2023

Understanding how to motivate your sales team is crucial for any business aiming to increase market share and achieve its sales goals. According to Gallup , engaged employees show up every day with passion, purpose, presence, and energy. How Salespeople’s Motivations Vary Listen up, folks.

Drivers/motivators 52

Drivers/motivators Technique Teamwork Commission 52

Hubspot

NOVEMBER 30, 2012

Just a few weeks ago, we looked at the ins-and-outs of Facebook's new Global Pages -- a platform for brands to easily share region-specific content with international markets. How did this start-up grow up so quickly? Sure, sex sells, but how does Durex sell such a taboo product in foreign countries?

Territory 78

Territory Trust Consult Drivers/motivators 78

Heinz Marketing

JULY 20, 2020

Over almost 250 episodes now, Paul, available past, present, and future, up at sa lespipelineradio.com. Today we are featuring, every week feature some of the best and brightest minds in B2B sales and marketing. Matt: I’m born and raised on the West coast, grew up in California, live outside of Seattle now.

Pipeline 120

Pipeline Sales Up-sell Presentation 120