Salesforce

DECEMBER 12, 2023

A bad experience is one of the top reasons a customer will leave a brand , and younger generations are increasingly likely to abandon ship for this very reason. That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. Why is customer obsession important?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

SaaStr

MARCH 31, 2024

With an honest assessment of what’s worked in their culture code, what’s changed, and what we all still need to work on. They talk about the culture code that was created in HubSpot’s early days and how they have continued to have strong retention rates and overall happiness in their employees.

Teamwork 108

Teamwork Start-ups Engineering Up-sell 108

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel. What is fan-driven marketing? Who loves your brand the most?

Niche 136

Niche Intrinsic Campaign B2B 136

Partners in Excellence

JUNE 16, 2023

Over the past week or so, I’ve been writing a lot about our commitment to the status quo. I’ve written about how we are trapped in “business as usual.” ” I’ve gotten some questions, “Dave, how do we change, what should we do? What if we fail?”

Conversion 100

Conversion Follow-up Prospecting Start-ups 100

Partners in Excellence

JULY 5, 2021

Price is important—of course, but sometimes I think we, sales people, make it more important than it is to the customer. Too often, pricing, moreover our willingness to discount, is the centerpiece of our sales strategies. First, the customer will always say that prices is important.

Price 134

Price Customers Closing Sales 134

Martech

JANUARY 24, 2024

Trust some guys obsessed with visual thinking to be early adopters. We wanted to learn more about it, so we set up a meet-up community in Birmingham in the U.K.” “It was a free meet-up event for us to kind of selfishly learn about visual thinking.” I was wondering what more we could do.

Meeting 98

Meeting Start-ups Presentation Launch 98

Partners in Excellence

APRIL 19, 2023

When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.

Customers 104

Customers Quota Growth Strategize 104

Sales Hacker

DECEMBER 29, 2023

What better way to cap off the year 2023 than with some. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? Not being clear about your intention. ” For what? What problem are you trying to solve?

GTM 71

GTM Cold Call UX Price 71

Partners in Excellence

APRIL 13, 2022

It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections. That objections are something unique that customers inflict on us.

Objection handling 118

Objection handling Technique Pitch Promote 118

Partners in Excellence

FEBRUARY 23, 2023

As much as we obsess on winning, hitting our goals, earning commissions; we are actually pretty bad at it. Fewer sellers achieving quota, more customers choosing not to buy, more customers choosing not to engage sellers. While companies are achieving their revenue goals, they do so by obsessing on doing more.

Pipeline 73

Pipeline Cross-sell Commission Quota 73

Partners in Excellence

JUNE 8, 2023

Selling has an obsession with efficiency! We have been doing this for years, leveraging new processes and methodologies, segmenting and specializing jobs, providing layers of technology (which, inadvertently, provide huge diversions from our core responsibilities). We want to eliminate any wasted time. Burnout is rampant.

Manufacturing 68

Manufacturing CRM Up-sell Quota 68

Salesforce

AUGUST 19, 2021

Many of us have never grappled with things like hybrid work models , sanitation strategies, or remote onboarding before. So, what entrepreneurial advice should growing businesses follow as we continue to reinvent and pivot our business? Relationships — with your customers and your team — matter more than anything.

Sports 98

Sports Technology Technology Growth 98

SaaStr

APRIL 16, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. It’s about scale and revenue. A lot of things I want to chat about.

Start-ups 140

Start-ups Real Estate Product Networking 140

Search Engine Land

DECEMBER 18, 2023

Much of this will be taken care of by the content management system you use, and Google’s Search Console can help you understand the technical makeup of your site. In 2024 and beyond, much of what is “technical SEO” is actually part of your website and CMS. Think of your website as a filing cabinet.

UX 135

UX Click Through Rate Engineering Service 135

Search Engine Land

JUNE 14, 2023

Gill noted that smaller businesses in particular that perhaps do not have the budget to hire human contractors would benefit from using AI tools. However, she stressed that it was important for marketers to not become complacent: “As a search marketers, I now need to think about how I can shift my role to be more strategic.

E-commerce 93

E-commerce Retail Finance Consult 93

Partners in Excellence

JUNE 28, 2022

Innovation is critical for all of us. It enables us to… well, innovate. It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. A lot is written about innovation. Innovation underlies change.

Manufacturing 84

Manufacturing Non-Profits Represent Retail 84

Partners in Excellence

JULY 19, 2022

David provokes the discussion with a question, What Makes Sales So Hard? People talk about the pressure to perform, fear of rejection, fear of failure, fear of conflict, getting people to listen, pressure to achieve goals, and so forth. Think of any other role in an organization. But why do we tend to think selling is different?

Manufacturing 86

Manufacturing Finance Sales Engineering 86

Search Engine Land

JULY 18, 2023

With 2,700 stores across 35 states, Kroger is the largest supermarket chain in the US and has historically worked with more than 2,000 brands. The new platform will provide marketers with the power to: Reach relevant audiences using search-based insights and custom ad groups. Why we care. ” Highlights.

Service 88

Service Campaign Retail Engineering 88

Martech

FEBRUARY 14, 2023

Lovable brands embrace customers even when they aren’t in the mood or the market to buy. In dozens of ways, these brands show they appreciate shoppers for more than their lifetime customer value. A stellar brand experienc e is essential for creating a long-term relationship that delivers value for you and your customers.

Customers 123

Customers Retail Cross-sell Campaign 123

Partners in Excellence

JANUARY 23, 2023

The good news/bad news, is that we have so many selling and marketing tools providing us endless amounts of data–particularly around activity. As our work, increasingly, is done through our devices, we can measure how much time our people are spending on virtually every aspect of their job. Are we doing enough?

Product 68

Product Pipeline Conversion Meeting 68

Partners in Excellence

FEBRUARY 21, 2023

Regular readers will know among a number of things, I’m obsessed with ChatGPT and I’m obsessed with business acumen. I decided to test how Chat could help us better understand and connect with our customers. I’ve mixed feelings about it, but realized my expectations may be unrealistic.

Drivers/motivators 62

Drivers/motivators Pitch Conversion Customers 62

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue.

B2B 105

B2B Customers GTM Pipeline 105

SaaStr

APRIL 7, 2022

As we are gearing up for our 3d epic SaaStr Europa 2022 in Barcleona 7-8 June , I wanted to take a look at a few iconic sessions in the past. I am a partner at Accel, the Global Venture Capital Fund, and I’m very happy to be here with one of these mythical creatures that people were talking about earlier. Bobby Patrick: Right.

Finance 106

Finance Government Growth Start-ups 106

Partners in Excellence

JUNE 16, 2019

I’ve been obsessed with failure recently. More specifically, I’ve been pestering close friends and mentors with the question: “If we know what we should be doing, if we know how to do it, if we know how important it is to our results, why do we consistently fail to do those things?”

Territory 97

Territory Pipeline Closing Prospecting 97

Martech

SEPTEMBER 21, 2021

20 – is that I will never have to listen to another conference speaker tell his audience, “ It’s all about the opens.” Many of our B2B and B2C clients are facing challenges now because they depend on open to confirm actions or show legitimate intent. But I hit my KPIs when customers click or convert.

Strategize 125

Strategize B2C Clients Promote 125

SaaStr

MARCH 19, 2021

When we started TaxJar, we did it with small business customers in mind. We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. Getting to know your new customers . And it’s paid off.

E-commerce 109

E-commerce Customers Finance Account management 109

Spiro Technologies

JANUARY 3, 2024

Transcript Adam Honig: I think it’s a challenge that a lot of companies face, especially when you do a really good job in one thing. People just don’t think of you because they’re in that kind of mental space that’s blocked out. We’ll make some of our own products and launch them, but for their benefit.

Process 59

Process Hospitality Manufacturing Sales 59

Partners in Excellence

NOVEMBER 3, 2020

We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). They can tell us, we are on target to meet our goals, we are ahead, or we are falling behind and will miss. In some sense, I like to think of them as “Red Flags.”

SQL 108

SQL Territory Pipeline Quota 108

ClickFunnels

JULY 5, 2021

What Is the Value Ladder Sales Funnel? Our co-founder, Russel Brunson, has developed a sales funnel model called the Value Ladder. You offer the potential customer a lead magnet in exchange for their email address. You offer the potential customer your least expensive and least valuable product. Continue reading….

Pitch 246

Pitch Lead generation A/B testing Follow-up 246

ClickFunnels

JANUARY 13, 2022

But what is the Soap Opera Sequence? How can you use it to engage your leads, build rapport, and sell your products or services? That’s what we’re going to show you how to do in this guide. What is a Soap Opera Sequence? Now you might be thinking, Soap Operas are ridiculous! But for now, here’s a quick overview….

Sell 263

Sell Up-sell Education Follow-up 263

Salesforce

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Speed up your prospecting What is sales prospecting? Prospects are possible customers, and prospecting is finding possible customers. Sales reps use prospecting to expand the size of their potential customer base.

Prospecting 69

Prospecting Sales Follow-up Pitch 69

Martech

NOVEMBER 1, 2021

“Consumers begin their journey with the tool that many of us use tens or hundreds of times a day,” said Craig Dunham, CEO of enterprise SEO platform Deepcrawl, at our recent MarTech conference. He’s talking about search engines and search engine optimization. They determine what your page’s overall user experience is.

Education 110

Education User Experience Engineering Strategize 110

SaaStr

NOVEMBER 1, 2022

Sequoia Capital’s India arm put together a terrific summary of all their learnings about SaaS and Cloud from SaaStr Annual this year. Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. We remain optimistic about the prospects of cross-border SaaS.

GTM 92

GTM Cross-sell Niche Strategize 92

Partners in Excellence

JUNE 1, 2021

What can we learn in every conversation we have? With customers, we can/should be constantly learning. We learn from our peers and colleagues. We learn what drives them, what their goals and dreams are, their concerns. We learn about their families, who they are and what they have become.

Meeting 86

Meeting Start-ups Conversion Process 86

SaaStr

DECEMBER 15, 2020

It took us 2 years just to figure out our ultimate business model. What you think you do on day 1 may look very different by day 365. That’s for the YC kids But can you really, honestly, commit to obsessively thinking, worrying, futzing, stressing about how to do The Impossible. I get it.

Start-ups 145

Start-ups Consult Meeting Engineering 145

Martech

SEPTEMBER 2, 2021

14-15, when I join Kath Pay (Holistic Email Marketing), Jennifer Cannon (Shotflow) and Kim Davis (MarTech and Third Door Media) to talk about new developments email marketers need to know about. . It can be just as contagious as you-know-what. Back then, we were on a mission to build our email programs. Repeat customers?

Campaign 118

Campaign Retail Clients Technology 118

Partners in Excellence

JANUARY 5, 2021

Often, the theme is something along the lines, “Your competition is doing these things (or using our product), we’d like to show you how you can do the same thing they are doing.” ” They assess the competition with the idea of copying what they are doing. ” Both these arguments are so flawed. .”

Pitch 85

Pitch Prospecting Customers Product 85