PandaDoc

JUNE 23, 2021

Due to the staggering number of new businesses and potential clients that inhabit the marketplace, companies must know the difference between ideal customer profiles (ICPs) and buyer personas, in order to craft the perfect strategy for using them. How to know whether to use ideal customer profiles or buyer personas. Understanding ICPs.

Customers 94

Customers Teamwork B2C Technique 94

Heinz Marketing

SEPTEMBER 9, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the seventh installment of The B2B Marketer’s Quick Start Guide. Marketing Automation Platforms.

B2B 129

B2B Objectives and Key Results CRM Campaign 129

Martech

MAY 4, 2023

Analyzing customer behaviors and monitoring competitor activities are among the top approaches B2B leaders use to identify opportunities for business growth. Simply put: Your competitors are stalking your customers. How can marketing leaders respond as both intense customer competition among brands and internal pressures pile up?

B2B 17

B2B Manufacturing Growth Meeting 17

Hubspot

FEBRUARY 16, 2016

25 tips to transform your marketing automation from lead scoring and nurturing to a revenue growth toolset beyond capturing and nurturing leads. You’re probably familiar with the typical implementation of marketing automation. The creators and early adopters of marketing automation were naturally tech savvy companies.

Contact 51

Contact Sales Lead generation CRM 51

Heinz Marketing

FEBRUARY 12, 2018

By Matt Heinz, President of Heinz Marketing. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Selling the Right Product for the right customer use cases. ” You guys have really invested in understanding the buyer journey.

Pipeline 61

Pipeline Sales Start-ups Technology 61

Sales Hacker

DECEMBER 2, 2019

Mary’s journey into sales [5:14]. Mary’s sales method: dive deep into the customer [7:52]. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Martech

FEBRUARY 15, 2024

Everybody’s talking about all the latest AI developments, but there’s a better, more pragmatic question to ask about it: How do you implement AI in your marketing organization? Mahon, who has been CMO for four years, led the implementation of AI for her team of 25 marketing professionals. And then, how can AI impact marketing?

Education 121

Education Construction Government Legal 121

Salesforce

NOVEMBER 13, 2023

” That’s because enterprise sales is not about selling products. You need to understand where the customer wants to go and work with executives at that company to get there. How does enterprise sales differ from small to medium business (SMB) and mid-market sales? It’s about delivering outcomes.

CRM 59

CRM Sales Cross-sell Up-sell 59

ConversionXL

JUNE 2, 2022

Ask 10 people what account-based marketing (ABM) is and you’ll get 10 different answers. Some see it as a sales tactic, while others view it as a content marketing strategy. What is account-based marketing? In his account-based marketing course , Watt goes on to unpack each of the adjectives in his definition: Sustained.

Customers 98

Customers Objectives and Key Results Strategize Growth 98

Martech

JULY 25, 2022

There’s a positioning battle going on across B2B sales, customer, data, and marketing technology providers. Aiming to organize these diverse B2B solutions into a mega-category — we’ll call it “revenue technology” — the race is on to develop more modern, effective systems to generate customers and manage revenue.

B2B 109

B2B GTM CRM Technology 109

ConversionXL

JUNE 2, 2022

Account-based marketing (ABM) accounted for 79% of all sales opportunities in 2020. And yet, no one can agree on what account-based marketing is. If leads-based B2B marketing is fishing with a net, ABM is using a harpoon. The cash-strapped platform had limited budget and no brand awareness outside their local market.

Electricity 105

Electricity Campaign Pipeline Follow-up 105

Salesforce

FEBRUARY 8, 2024

Outbound sales involves consistently reaching out to potential customers. Outbound sales is the process by which a seller initiates contact with a potential customer. a seller calls a potential customer who is not expecting the call but has been identified as a good candidate for the product being sold).

Cold Call 52

Cold Call Referrals Drivers/motivators Sales 52

Salesforce

JANUARY 18, 2024

Think of your sales process like a map. Sales process example What are common sales process mistakes and how do you avoid them? Grow revenue faster with a single source of truth Discover how Sales Cloud uses data and AI to help you build relationships and close deals fast. What your process is matters.”

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

PandaDoc

MAY 24, 2023

The primary focus of the job is to understand the needs and preferences of potential buyers, and then to provide the sales people with appropriate resources and content to engage with those prospective customers.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Martech

NOVEMBER 16, 2022

I contribute to two publications, write marketing collateral for my company and generate numerous bits and pieces to support customer engagement every week. A belief that we are making it too easy to drown our prospects and customers with poorly written, meaningless content. I write a lot. Authenticity. Search engine impact.

A/B testing 113

A/B testing Territory Engineering Start-ups 113

Hubspot

OCTOBER 17, 2018

Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses " analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. " Growth Hacking Examples. On the surface, it might look a little intimidating.

Growth 99

Growth Objectives and Key Results A/B testing Campaign 99

SaaStr

JANUARY 25, 2021

Analyze or re-map your target account identification prioritization. Focus on Prospects with Compelling Events: Our experts saw deals stall out due to no decision or no change, leading to their addressable market getting smaller since companies are being more conservative with their cash. Optimize your touchpoints.

Cross-sell 64

Cross-sell GTM Territory Sales 64

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver.

Finance 100

Finance GTM Cross-sell SQL 100

Lead Fuze

DECEMBER 31, 2021

Sales enablement is focused on what customers need, not just a paycheck. In my time in the Sales Training, Productivity and Enablement space I have learned that there is a clear definition of success. If you want to increase productivity, it is important that your approach be systematic and supportive of content.

Process 52

Process Sales Cross-sell Prospecting 52

ConversionXL

APRIL 3, 2018

Amazon built its growth on top of these 4 pillars: Customer Centricity. The most important single thing is to focus obsessively on the customer” – Jeff Bezos. They may believe “the customer is always right” but how do they act? Lush example]. Aligning customers & business objectives.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

ConversionXL

NOVEMBER 9, 2022

Marketers have access to more data than they need. In this article, you’ll learn how to use data visualization to scale your organization through partner networks, sales enablement, and product-led content. Heat Maps 3. Bubble charts and maps Best tools for data visualization 1. The magic quadrant 2. Stacked Bar 4.

Objectives and Key Results 110

Objectives and Key Results Represent Presentation Promote 110

SaaStr

JUNE 10, 2021

Ep #402: Mårten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey.

Customers 56

Customers Price Contract Objectives and Key Results 56

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. In working with Anita, sales Professionals learn to level up their performance and create customers for life using their humanity as a powerful differentiator. Anita Nielsen. Joyce Johnson.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JUNE 2, 2021

This is where the cloud meets. It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. Olof Mathé: Freemium, on the other hand, I think is being really popularized by a SaaS product like Dropbox, where it was about having a really low friction product with massive reach.

Sales 97

Sales Up-sell Price Start-ups 97

SBI

JULY 21, 2020

The problem here is structural, B2B marketers continue to hold onto strategies of the past, around industry segments, and channel-specific domain expertise. Marketers and salespeople have come to believe that hyper-targeting and hyper-personalization equal customer obsession and focus. about potential solution providers.

Objectives and Key Results 56

Objectives and Key Results Pipeline Technology Technology 56

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. In Today’s Episode We Discuss: * How Bridget made her way into the world of SaaS and Sales and came to be Head of both Sales and Customer Success at Tidelift. * Who has done this well?

Trust 77

Trust Start-ups Customers Up-sell 77

ConversionXL

NOVEMBER 11, 2015

You can, for example, isolate the conversion rate for all visitors who played the video you’re testing. You can add a custom goal right in the code, and it automatically shows up on the report – you don’t need to create the goal first. You can fire a goal on mouse movement and use that to exclude bots.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. For when you’re at the embryotic state of a product idea to a multi-billion dollar company.

Start-ups 57

Start-ups Up-sell Follow-up Growth 57

ConversionXL

JUNE 28, 2016

But because you’re a smart marketer, hopefully you’ll heed the warnings and remember to avoid the following 5 mistakes. Take, for example, a selection of common foods and their association both with increase in cancer and decrease in cancer risk. Thing is, teams keep making the same mistakes. Image Source.

A/B testing 79

A/B testing Trust Launch UX 79

Heinz Marketing

MAY 1, 2023

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Tune in to hear more about: Why sales and marketing are about timing and trust and how companies can leverage trust as an asset more often. Matt: This idea of trust is so important.

Pipeline 55

Pipeline Intrinsic Trust Sales 55

Sales Hacker

NOVEMBER 5, 2021

Before buying your product or service, people will go through different phases in their customer journey. To help your customers through this journey, you should consider creating content that they will find helpful at every stage. What is a customer journey map? Read on to find out more.

Customers 107

Customers E-commerce Clients Service 107

Sales Hacker

OCTOBER 31, 2017

Customers lose sleep over their problem, not your product. Ignore one and you’ll relinquish potential market share to competitors. An excellent sales process aligns well with the journey your ideal customers undertake towards a purchase decision. Finding customers is one thing. Consumer behavior is changing.

Process 81

Process Objectives and Key Results Repeat business Referrals 81

PandaDoc

JANUARY 14, 2021

When marketing and sales teams align to work for a collective goal effectively, it results in more deals and conversions. Once you know how it functions, it will become easier for you to covert new leads into actual paying customers. It refers to the visual representation of your potential customer’s journey as they buy from you.

Referrals 52

Referrals Objectives and Key Results Sales Follow-up 52

Cience

FEBRUARY 21, 2020

Businesses use it as an efficient way to reach existing, new and potential customers. According to a study by Content Marketing Institute , 77% of B2B companies use an email marketing newsletter as part of their content marketing strategy. There is a great difference between bulk product emails and targeted ones.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

SaaStr

NOVEMBER 19, 2019

WebPT achieved 30% market share and transformed an entire vertical with a purpose-built solution in a tech-averse industry. Becky Buckman | VP, Marketing Communications @ Battery Ventures. I run marketing and communications for Battery Ventures. FULL TRANSCRIPT BELOW. Becky Buckman : All right. Thank you very much.

Closing 67

Closing Customers Niche Sports 67

SaaStr

JUNE 16, 2020

Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp, and how you can properly forecast in today’s new landscape. So everyone is adjusting their go to market strategy. Adnan Chaudhry | SVP of Sales @ Salesforce. There we go.

GTM 63

GTM Healthcare Pipeline Sales 63

Search Engine Land

SEPTEMBER 5, 2023

Finding solutions: From navigating the digital maze of code to mapping out the best route for your journey, Bard’s resourcefulness knows no bounds. Whether it’s suggesting a unique marketing concept or coming up with a poetic metaphor, Bard offers a degree of creativity previously unattainable in AI-driven tools.

Represent 136

Represent Territory Technology Technology 136