Martech

FEBRUARY 12, 2024

She couldn’t keep spending money on search words, emails, and sales events that didn’t produce revenue. The content for the new product line needed revamping, and sales were carping about the lack of leads. She also knew her management wanted to reduce her staff by 20%. Marketing and sales were two good examples.

Lead generation 108

Lead generation A/B testing Government Customer Relationship Management 108

Martech

DECEMBER 18, 2023

Dig deeper: Integrating marketing with technology: Best of the MarTechBot The foundational pillars of AIOps The fundamental principles of AI operations are closely aligned with the foundational pillars of marketing operations: Project management. Digital asset management. The introduction and safe use of AI is the ultimate goal.

Government 116

Government Objectives and Key Results Campaign Legal 116

Spiro Technologies

MAY 2, 2024

Expanding to the licensing and distribution model provided Aster Brands substantial growth while also presenting new obstacles in sales, marketing, and customer communication. This is a team that does technical project support. CEO Jake Manthei says, “the biggest part of our company is the customer engagement team.

Manufacturing 59

Manufacturing Customers Territory CRM 59

Search Engine Land

SEPTEMBER 1, 2023

Technically speaking, results are possible within days if you get content live and indexed quickly. But ironically, that’s often the part that gets stalled. Things just simply don’t go live – sometimes for months or even years. So that means content go-live and regular technical SEO updates happening efficiently is an absolute must.

CTR 132

CTR X-functional Profit margin Contract 132

Partners in Excellence

NOVEMBER 9, 2020

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Let’s first understand the basics of project management. For example, we might have a project to design and launch a mobile phone.

Manufacturing 163

Manufacturing Launch Sales Process 163

Partners in Excellence

APRIL 17, 2024

Without some sort of change, we never get a purchase order. ” How many enablement programs include comprehensive training around change and change management? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change.

High impact 122

High impact Service Growth Conversion 122

Martech

FEBRUARY 29, 2024

Consulting organizations There are a wide variety of consultancies specializing in delivering marketing and sales technology-related services, from small agencies with a narrow technology focus to large generalized firms. To date, consultants have managed this issue by creating a list of preferred vendors they recommend to clients.

Consult 109

Consult Technology Technology Clients 109

Search Engine Land

APRIL 2, 2024

Gemini’s integration with Google Workspace can improve SEO operations and align activities with management priorities. Create SOPs, dashboards and project plans, documenting them directly in Docs and Sheets. Create SOPs, dashboards and project plans, documenting them directly in Docs and Sheets.

Objectives and Key Results 81

Objectives and Key Results Consult Engineering Technology 81

Partners in Excellence

MAY 22, 2023

But the primary focus of sales discovery and qualifying is to serve the seller, providing them the information they need/want to provide a proposal to the customer. What do we need to do to get management support for this project? What is our project plan? Discovery and qualifying are critical to sellers.

Education 123

Education Customers Process Closing 123

Martech

MARCH 20, 2024

We worked with executive team members and product management to rewrite all that content to unveil our new look within about 14 weeks — just in time to commemorate the company’s 40th anniversary. Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources.

Strategize 111

Strategize B2B Legal Launch 111

criteria for success

JUNE 29, 2022

I was talking to a sales manager this week about one of his sales reps. One of the rep’s key projects this quarter is launching the sale of a relatively complex new product. This situation could have been avoided had the manager and rep clarified expectations up front. The Ultimate Guide to Sales Management.

Objectives and Key Results 96

Objectives and Key Results Launch Lead generation Clients 96

Search Engine Land

APRIL 19, 2024

Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. For example, how many search engines will you manage for paid or organic search? Be detailed.

Contract 106

Contract Clients CRM Meeting 106

Search Engine Land

SEPTEMBER 12, 2023

AI is helping PPC managers focus more on strategic initiatives, such as campaign inputs and back-end management, rather than manual operations. Here’s a closer look at how AI will impact the daily activities of PPC account managers. We expect significant changes in how PPC managers work over the next few years.

Account management 139

Account management Gaming A/B testing Campaign 139

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Non-Profits 52

Non-Profits CRM Teamwork Sales 52

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. See also What is a sales pipeline — and how can you build and optimize yours?

Process 52

Process Non-Profits Negotiate Legal 52

Partners in Excellence

JANUARY 5, 2023

Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help. Customers have, for months, been: Much more selective about what projects they move forward with. What does it take to succeed?

Customers 108

Customers Assembly Line Commission Manufacturing 108

PandaDoc

MARCH 9, 2024

While we all know and love this famous communication tool, not many of us know it has the potential to become even more powerful when integrated with productivity and task management tools like Trello and file management platforms like PandaDoc. And tools like Slack have revolutionized team communication and collaboration.

Legal 52

Legal Price Meeting Territory 52

Partners in Excellence

SEPTEMBER 12, 2022

” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. There are other “systems,” the way they identify and manage change, the way they identify and manage problems/opportunities.

Customers 119

Customers Up-sell Follow-up Sell 119

Heinz Marketing

NOVEMBER 3, 2020

Managing a marketing team can be difficult. When you search for marketing management you get all sorts of information about what marketers do – the theories, tools, and frameworks used that make up the field of marketing. Case in point from Learn.org : What Does a Marketing Manager Do? 2 Types of Marketing Team Leaders.

Promote 139

Promote Campaign Drivers/motivators Clients 139

Martech

JUNE 5, 2023

Marketing and IT staff don’t see the world the same way, which can cause friction for inter-departmental projects. IT wants dependable and repeatable processes and needs a way to predict and manage change. This creates a kind of tech bureaucracy that can get in the way of fast-moving projects and business priorities.

Objectives and Key Results 101

Objectives and Key Results Technology Technology Campaign 101

Partners in Excellence

OCTOBER 29, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales 106

Sales Objection handling Represent Negotiate 106

Heinz Marketing

JANUARY 19, 2024

Perhaps different members on your team, or different cross-functional teams, are not aligned on tools, leaving communications and data in silos? Worst of all, do these silos create roadblocks in getting your campaigns to market? Survey team for needs gaps. Conduct a survey in the marketing department on tool preferences and process issues.

Campaign 108

Campaign Represent Education Clients 108

Heinz Marketing

JULY 31, 2023

The challenge of staying on track with your sales and revenue goals while balancing family time and fun can seem daunting. Set Realistic and Achievable Goals Summer can be a hectic time, but it doesn’t mean you should abandon your sales goals altogether. And, the impending return of school and fall events can add to the pressure.

Gaming 95

Gaming B2B Drivers/motivators Technology 95

Partners in Excellence

JULY 31, 2023

Buying is just a component of the change management process a customer explores. ” Their “Why” is, perhaps, to improve sales productivity, improve or expand manufacturing operations, develop and bring new products to market. The majority of internal change projects fail (ref Morten Hanson, Collaboration).

Customers 95

Customers Manufacturing CRM Contact 95

Partners in Excellence

AUGUST 25, 2023

While, I’m a big fan of Winning By Design’s “bow tie model,” virtually every business has a bow-tie revenue model, with many having a very lopsided bow-tie with the majority of revenue coming after the first sale. The initial sale, often produces zero revenue, we create a design win.

Manufacturing 89

Manufacturing Contract Represent Service 89

Salesforce

MARCH 28, 2023

Breaking down silos Schneider Electric , a global energy management and industrial automation company, has formalized an AI program under a new Chief AI Officer and scaled it to every corner of the company. For example, the company has saved millions by using AI to more accurately forecast and manage inventory demand.

Electricity 96

Electricity Objectives and Key Results Appointment Technology 96

Heinz Marketing

FEBRUARY 27, 2024

That’s a significant hit to the bottom line, making it a critical issue for all marketing, sales, and customer success leaders. Sometimes, it’s as straightforward as needing a new change management process. Does everyone understand their roles and responsibilities for every project? Are tasks clearly defined?

Objectives and Key Results 66

Objectives and Key Results Represent Drivers/motivators Promote 66

SaaStr

APRIL 14, 2023

That if customers want to manage their spend more careful, they they should. AWS projected for now only $85 Billion in sales in 2023 … which sounds like a lot, but it’s only 6% over 2022’s $80 Billion in AWS sales. Lower than I predicted. But it’s still way way down. Growing, yes.

Growth 92

Growth Contract Customers Sales 92

Martech

JANUARY 5, 2023

When Marketing Ops is included in the strategy planning early on, the team can offer suggestions of ways to use data to enhance the targeting criteria, or optimize the hand-off between marketing and sales, etc. 2023 is upon us, and with a new year comes the opportunity for a fresh start.

Strategize 105

Strategize Objectives and Key Results Campaign Promote 105

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Strategize 115

Strategize GTM Cross-sell Finance 115

criteria for success

JULY 7, 2022

Client communication is the foundation to building relationships, growing sales, and avoiding problems with your clients. What do clients need to know about their orders or projects? Will they want to check in on project or order status online on their own timetable? A Guide for Sales Leaders. They might want both.

Clients 98

Clients Sales Account management Process 98

Lead Fuze

JUNE 26, 2023

Comprehending how a digital marketing agency gains income is imperative for sales representatives, recruiters, startups, marketers and entrepreneurs. Lastly but importantly, we’ll discuss the challenges of profit generation despite healthy revenues and why careful management control over profitability-related aspects is vital.

Strategic partnership 97

Strategic partnership Profit margin Non-Profits Strategize 97

SaaStr

DECEMBER 1, 2022

GUIDEcx® is a client onboarding and implementation platform that keeps your clients at the center of every project by providing complete visibility into the work. Invite everyone to the project—internal resources, customer teams, and third-party vendors. Engage teams by enabling them to interact with the project in the way they prefer.

Contract 97

Contract Gaming Clients Technology 97

Search Engine Land

OCTOBER 24, 2023

Managing an SEO team usually means that you’re taking on the world with some talented people. Dig deeper: How to use SEO education for stakeholder management Get the daily newsletter search marketers rely on. SEO is a vast and complex practice, part art and part science. Work with Google’s algorithms , don’t fight them.

Drivers/motivators 104

Drivers/motivators Intrinsic SQL Education 104

SaaStr

NOVEMBER 6, 2023

If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. And Gartner also reports CIOs overall have general change fatigue and are pushing out new projects to simplify change management. So things are all over the place these days. So where does this all net out?

Cross-sell 111

Cross-sell Price Growth Gaming 111

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Sell 74

Sell Gaming Clients Sales 74

Partners in Excellence

OCTOBER 25, 2023

Not long ago, I was speaking with a group of sales managers. As managers, we coach and develop our people, we agree to actions and next steps, follow up, “How did it go, what did you learn, what do we need to do next, what might we change? ” In working with peers or others on projects, we make project plans.

Follow-up 118

Follow-up Pitch Meeting Pipeline 118