Search Engine Land

JULY 25, 2024

As a result, organizations look to maintain their advertising/marketing effectiveness without increasing spend. The most common definition is the total number of people who could possibly use a product or service. An example of a postponable is a TV streaming service or magazine subscription. Smarter spending and investment.

Campaign

Martech

APRIL 2, 2025

There are several key factors to consider when conducting a detailed marketing audit. Without taking a deep, objective look at your current efforts, you risk moving forward without clear direction like piloting a ship without a rudder. Imagine your business provides services to help other companies manage their finances and payroll.

Objectives and Key Results

Veloxy

FEBRUARY 12, 2025

The results get even better with a 5X increase by the second month. The email tracking analytics send instant alerts when prospects interact with your communications. Outreach - Sales Engagement My experience evaluating sales productivity tools shows that Outreach really stands out because it makes prospecting work easier.

Product

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. For sellers, the key benefit is a shorter sales cycle, allowing them to close deals more efficiently. And, this can have beneficial results. This requires a deep understanding of their business needs and objectives.

Sell

Martech

JANUARY 14, 2025

Control who can create CRM objects with new create permissions. Whether spotting recent visitors (for Breeze Intelligence add-on users) or gauging top prospects, these notifications help sales teams prioritize leads effectively and strike while the interest is high. Automate backup scheduling in HubSpot.

Objectives and Key Results

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Traditional media companies are slashing sales teams as linear TV declines, while tech platforms and streaming services are hunting for a new breed of seller: digital-first, tech-savvy. You can’t escape it. Same story.

Objectives and Key Results

ClickFunnels

JULY 3, 2025

Use dynamic images, GIFs, and short videos demonstrating real results, transformations, and emotional outcomes. ” Make them see themselves using your product and getting the results they want. Validate Transformations With Social Proof Generic testimonials about customer service won’t move the needle.

Launch

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Call

PandaDoc

JUNE 27, 2025

Sales enablement content gives your sales reps the resources they need to build trust, help with objection handling , and move potential customers through the sales funnel. Content management: Tools that can help you organize, update, and share resources easily are key to a smooth strategy. It’s a necessity, not a luxury.

Objectives and Key Results

Salesforce

OCTOBER 29, 2024

However, this typically relies on a highly targeted approach — making sure the right product or service is offered to the right audience at the right time. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. Let’s take a closer look at each step of the process.

Objectives and Key Results

PandaDoc

JUNE 6, 2025

In this article, we’ll cover the ins and outs of sales pitches, including what it is, what makes one work, and how to craft one that will drive results. A sales pitch is a message that introduces your product or service in a concise and persuasive way, explaining its value to your target audience. What is a sales pitch?

Pitch

PandaDoc

JULY 9, 2025

The key is understanding which methodology—or combination—fits your buyers, your product, and your team. It’s not just the steps in your sales pipeline ; it’s the philosophy and strategy behind how your reps engage prospects, qualify leads, uncover needs, and close deals. Best for: Complex products, SaaS, and services.

Objectives and Key Results

Highspot

MAY 15, 2025

Key takeaways Personalization is a must, not a nice-to-have, since 71% of buyers expect personalized experiences, and 76% get frustrated when they don’t get them. The prospect tunes out. It helps you tell a story, highlights value, and guides the prospect to buy your product. The deal slips away. The pitch is the act.

Pitch

Hubspot

APRIL 30, 2025

The prospect had bombarded me with tough questions and objections, and the whole time I thought they were poking holes in my pitch because they werent interested. That prospect was deeply engaged, trying to gather justification to buy. Buying signals are behaviors or statements that indicate a prospect is considering a purchase.

Contract

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services.

B2B

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. Practicing this role-play scenario helps sales reps move past superficial answers and dig into what really matters to prospects in their sales conversations.

Objectives and Key Results

Hubspot

JULY 18, 2025

Because their product delivers personalized value from the first demo, prospects immediately feel seen. The faster a buyer sees themselves in your product or service, the faster they start acting like a customer. Weaving the buyer and customer journey together means designing every stage to feel continuous, not compartmentalized.

Referrals

PandaDoc

JUNE 2, 2025

What measurable result does the buyer expect? How MEDDIC works MEDDIC serves as a checklist for uncovering the key elements of any potential deal. This stage is critical, because it represents a narrowing of the sales pitch to only the product features and benefits that are most likely to serve the prospective buyer.

Objectives and Key Results

Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. They can leverage existing customer relationships or complementary products and services they may resell. Did you know?

Healthcare

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. In ABM strategies, you align marketing, sales, and service teams to prioritize a specific account with highly targeted resources. It ensures messages are relevant to where prospects are in the buying cycle. Become an Opportunity Object expert.

Closing

PandaDoc

JUNE 23, 2025

Love them or hate them, there’s a right and wrong way to conduct a discovery call to make the biggest impact for both you and your prospects. Done correctly, discovery calls help your team gather important information to determine if the prospect is a good fit for your product, and vice versa. Build relationships with prospects.

Objectives and Key Results

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Build relationships: Be available to your prospect and any decision-makers.

Objectives and Key Results

PandaDoc

JUNE 2, 2025

Thats the core idea behind the Challenger sales method, a framework designed to help sellers guide complex deals by teaching prospects something new rather than just asking them what they need. They were the ones who could teach prospects something new about their business. The idea isnt to create a combative environment.

Process

Highspot

APRIL 20, 2025

Key Takeaways Microlearning delivers targeted knowledge in bite-sized, engaging formats. Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Effective microlearning has three key characteristics: Short duration: Typically 3-10 minutes. You’re not alone. Is messaging misaligned?

Go To Market

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. When digital marketing emerged in the early 2000s, automation made it easy to reach massive numbers of leads, but often overwhelmed sales and marketing teams with unqualified prospects.

Healthcare

Hubspot

FEBRUARY 24, 2025

Ive since refined this approach through hundreds of complex B2B deals, learning to read between the lines of what prospects say to uncover their true priorities. Their sales team now uses these posts to start meaningful conversations with prospects. Prospects want to solve that problem, and it is a high priority.

Sell

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. No fluffjust real strategies, candid conversations, and proven results.

GTM

Highspot

OCTOBER 14, 2024

Key Takeaways An effective revenue operations strategy streamlines every touchpoint of the customer journey and prevents disjointed experiences. A revenue operations strategy outlines the steps, objectives, and KPIs needed to maximize revenue growth. What is a Revenue Operations Strategy?

Teamwork

PandaDoc

JUNE 16, 2025

For employers, OTE helps to align compensation with business objectives. For example, if a commission is contingent upon a customer using a SaaS service for 90 days, a company might award the commission when the deal closes but claw it back if the customer churns before the 90-day period is up.

Commission

Hubspot

JULY 10, 2025

The free tier integrates with HubSpot’s Marketing Hub, Service Hub, Content Hub, and Operations Hub. Key Features HubSpot branding removed from chat and meetings Multiple currencies accepted for payment HubSpot Payments and Stripe payment integration (U.S. This suite of free tools offers a free business platform.

Price

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. No fluffjust real strategies, candid conversations, and proven results.

GTM

Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. 70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms?

Objectives and Key Results

Hubspot

FEBRUARY 13, 2025

Ive learned the hard way (hello, burnout) that you simply cant invest time equally in every prospect, and any prospect you do invest your time into needs to be a qualified lead that you can and want to serve. Other businesses offering your prospects the same or similar solutions. Data-driven metrics help guide messaging.

Objectives and Key Results

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. We need to be inside the ecosystem because that’s a key model for us.

GTM

Salesforce

FEBRUARY 7, 2025

To better understand the opportunity for digital transformation in oil and gas, lets look at the benefits for four key subsectors. Oilfield services: Accelerate the opportunity-to-cash This segment has struggled since 2014 from over-capacity and collapsed profitability. Bankruptcies and restructurings are rampant. Optimize pricing.

Profit margin

Salesforce

JULY 7, 2025

Our research shows that these AI tools for small businesses deliver results: In fact, our Small and Medium Business Trends Report showed that 90% of SMBs using AI report more efficient operations. Trailhead: Content Strategy Development Develop a content strategy that aligns customer needs with business objectives. Let’s go.

Objectives and Key Results

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Skipping GTM planning can lead to disastrous results, like misaligned teams, wasted resources, and failed launches, as seen in notable product flops.

Go To Market