Martech

AUGUST 25, 2021

A community dedicated to building diversity and inclusion , and precisely not aimed just at Sitecore customers but drawing on the whole eco-system of the digital experience platform’s employees and partners too. ”) HubSpot’s aim in building community is quite transparent. Take Women of Sitecore, for example.

Retail 143

Retail B2B Pipeline Technology 143

Search Engine Land

JULY 28, 2023

This means you can no longer analyze your customer journeys within Google Ads and Google Analytics using attribution models. An attribution model custom-made just for you. While we probably all hate to lose more control with every year that passes by, that shouldn’t be an issue as long as performance keeps on increasing.

B2C 93

B2C CRM Clients Conversion 93

Search Engine Land

JANUARY 22, 2024

We’ll cover issues like: Chasing statistical significance at the expense of business impact. Sharing relevant results from relevant articles titled “Top 50 tests every marketer should know about” (e.g., Unfortunately, it doesn’t mean you can trust your test results quite yet. A/B Tasty , Kamaleoon ).

A/B testing 102

A/B testing CTR Conversion Campaign 102

ClickFunnels

AUGUST 22, 2022

Identify Your Dream Customer. The first step in any marketing plan is identifying your dream customer. Here are some questions to ask yourself as you try to identify your dream customer: Who is your ideal student? It’s also worth figuring out where your dream customer falls in terms of awareness. Here’s the gist.

Cold Call 242

Cold Call Cross-sell Clients Up-sell 242

Partners in Excellence

AUGUST 27, 2020

It is from deals where we know we can delight the customer, helping them achieve their goals, enabling us both to grow future business and creating accounts that are proud to share their delight in working with us. It is from deals that strengthen our experience and position within a customer, a market, an industry.

Strategize 112

Strategize Prospecting Growth Sell 112

Sales Hacker

JANUARY 12, 2023

It’s like that old saying (which seems quite useless at first), ”Nothing changes until something changes.”. So take what’s useful, ignore what’s not, and soak every practice in a big pool of you. So look for bottom performers in your customer peer group, not the all-stars. I give away too much every time. Quad-Tap”.

Negotiate 95

Negotiate Price Sales Up-sell 95

Sales Hacker

JANUARY 29, 2021

The right words can give you the boost you need to make a winning sales pitch every time. First, let’s look at the words and phrases I think should be banned from every salesperson’s playbook , both in the deck and your pitch. There are always exceptions to every absolute statement, even if they are rare. Good” is a weak word.

Pitch 127

Pitch Teamwork Clients Sales 127

ClickFunnels

SEPTEMBER 14, 2021

The greatest challenge of any B2B business is getting customers. A sales funnel is the process of converting website visitors into leads, leads into customers, and customers into repeat customers. You grab the potential customer’s attention. You persuade that potential customer to give you their contact details.

B2B 208

B2B Pitch Sales Up-sell 208

Gong.io

JULY 25, 2022

The overarching approach is pretty straightforward: sales representatives ask a series of questions (starting broad and becoming more specific) that reveal the true pain points potential customers hold. More than that, though, you force customers to confront their truest pain point, something they may not have really dug that deep into.

Consult 117

Consult Pitch Up-sell Follow-up 117

Sales Hacker

FEBRUARY 26, 2018

After all, customers often arrive at a purchasing decision based more on how they feel about the salesperson and less about the actual solution. At the end of the day, desperate salespeople exude confusion rather than confidence and they rightly deserve every flak they get. Obviously, you don’t want to be perceived as “desperate.”

Cold Call 78

Cold Call Pitch Referrals Pipeline 78

Women Sales Pros

MARCH 22, 2019

So you need to get clarity on what you do well, so you do not chase every shiny object that comes down the pipe. Thinking about, and knowing what is changing with your customers, your competitors, your industry, and the economy will position you to see what is coming. Set your focus!

Pipeline 93

Pipeline Start-ups Follow-up Up-sell 93

Lead Fuze

SEPTEMBER 2, 2023

With the ever-growing competition for customer attention on the web, it is essential to guarantee that your generated leads are of high caliber and likely to be successful. By doing so, you can optimize your marketing efforts towards nurturing these promising prospects into loyal customers.

Objectives and Key Results 52

Objectives and Key Results Lead generation Prospecting Drivers/motivators 52

Sales Hacker

SEPTEMBER 26, 2022

PLG companies focus on getting customers through the door by having a product they can’t live without — and using it before ever paying. Still, there’s no denying that there comes a time in every SaaS business’s life that inbound PQLs isn’t enough. In Product-Led-Growth (PLG) circles, outbound has a spotty reputation.

Growth 82

Growth Product Pitch Strategize 82

A Sales Guy

AUGUST 27, 2012

Our prospects and customers are very busy. It’s the customers way of saying no, without saying no. The customer tells us to call next month, to call in a week, to follow up after quarters end and we do, only to find them unavailable. When faced with a follow up request from your prospect or customer, close it.

Prospecting 117

Prospecting Follow-up Meeting Sales 117

Sales Hacker

NOVEMBER 17, 2020

Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey. So if you think about it from the perspective of, marketing has their system of record, sales has their system of record, customer success has theirs. It worked out quite well.

Start-ups 102

Start-ups Technology Technology B2B 102

Salesforce

SEPTEMBER 13, 2021

I realized, no matter how hard I chased this cookie-cutter image of what an esteemed editor looks like, talks like, the kinds of stories they write about, and how they show up — I was put here to do things differently because I am innately different from everyone who’s ever done this before. That was a defining moment for me.

Represent 98

Represent Appointment Negotiate Follow-up 98

A Sales Guy

OCTOBER 6, 2014

BUT, in many cases the customer doesn’t know what their alternatives are and don’t know what they are saying no to. And, if you don’t know as much or even more about the environment your customer is in, you’ll fail executing on number two as well. Knowledge and information are behind every sale.

Education 125

Education Prospecting Sales Service 125

Lead Fuze

OCTOBER 4, 2023

This is where artificial intelligence meets your sales process, taking over tedious tasks such as data entry and analyzing customer behavior while freeing up time for your team. Imagine being able to anticipate when your customer will need your product or service next. Is there an easier way? Welcome to the world of AI sales pipeline.

Lead generation 52

Lead generation Pipeline Cold Call CRM 52

Hubspot

DECEMBER 14, 2022

Apps like Coinbox implement a POS functionality to make the payment process easier for both businesses and customers. And even the better managed and regulated stablecoins may not be quite a match against a stable and well-designed central bank digital currency.”. Right now, ten countries and territories have launched CBDCs: Nigeria.

E-commerce 85

E-commerce Retail CRM Launch 85

SBI

JUNE 15, 2021

No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers. Additionally, satisfied customers are likely to come back and buy from you again, increasing your loyal customer base.

Represent 54

Represent Pitch Pipeline Sales 54

Partners in Excellence

MAY 2, 2018

So now, rather than ignoring one call, I ignore two–multiplied by all the people who have adopted this as a great customer engagement strategy. While it is an unintended consequence (in fact quite the opposite of what people are trying to achieve), what this kind of marketing is doing is training customers not to answer their phones.

Cold Call 52

Cold Call High impact Prospecting Technology 52

Search Engine Land

APRIL 12, 2023

How important is the design of your business website to how it appeals to potential clients/customers? Optimize your profile’s curb appeal I’m a strong proponent of squeezing every bit of juice out of a platform to have it work for my business. Do looks really matter? You tell me. Let’s make it count.

Real Estate 117

Real Estate Clients Networking Follow-up 117

Sales Hacker

MAY 24, 2020

So today, I’m going to give you a 6-step framework that will work for every call you make. Every successful cold call has six major components. That being the case, it’s important to cut to the chase in your quick pitch — time is money for both you and your prospect. You’re just like every other call I get!”. Quick Pitch.

Cold Call 93

Cold Call Objectives and Key Results Pitch Contact 93

Pointclear

MAY 15, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Seuss'' The Cat in the Hat”.

Closing 99

Closing Pipeline Technique Sales 99

SalesHandy

MARCH 21, 2023

Every business in every industry drills down to one thing – Sales. Personalize your emails: When you say “Hey Mike” instead of “Hey Customer”, it makes a world of difference. Use a tool like Saleshandy to personalize every email with a snap of the finger. It’s been scientifically proven that we like hearing our own name!

Closing 98

Closing X-functional Sales Follow-up 98

Partners in Excellence

DECEMBER 18, 2015

Every day, regardless of channel, we are pummeled with endless messages about miracle cures, magic elixirs, get rich quick schemes, lose fat/gain fitness. Quite the contrary, I believe there is a silver bullet to being successful in engaging our customers, driving market share, and making your numbers.

Market share 51

Market share Quota Growth Pitch 51

Sales Hacker

MAY 8, 2020

I mean, the first one was every year I wondered how I was going to make my target. I also secretly worried that my so-so quota attainment, which was like once every second or third year, and I feared that rate was going to be the best that it ever got for me in my sales career. Firstly, it was with a customer that we already had.

Consult 61

Consult Contract Closing Up-sell 61

Partners in Excellence

APRIL 16, 2012

I sit in hundreds of review sessions every year. It’s no wonder, as sales people or managers we’re continually focused on doing deals–chasing opportunities. As managers or sales people, we want to make sure we are positioned to win, that we are aligned with our customers, creating the greatest value possible.

Territory 92

Territory Pipeline Quota Represent 92

Hubspot

DECEMBER 17, 2019

These look quite a lot like Knowledge Panel results, but they absolutely drive conversions for your media clients. Ultimately, not every problem in marketing has a black-and-white answer. It will prove beneficial in the long-run to adjust our expectations and strategies accordingly, rather than chasing the past.

Real Estate 98

Real Estate Clients Hospitality CTR 98

Understanding the Sales Force

JANUARY 28, 2013

Every living player and manager who wore the uniform was invited and many came to participate. If we make them participate, they'll quit and take their customers with them. Are they finding every excuse in the book to not seek new business? Understanding the Sales Force by Dave Kurlan. I'll be wasting my money on them.

Sales 83

Sales Up-sell Pipeline Consult 83

Gong.io

JANUARY 5, 2019

They develop these opinions when they witness the success or failure of a particular sales methodology firsthand at a company, and they bring that experience to bear in every subsequent job. With Conceptual Selling , customers don’t buy products , they buy the concept of a solution. SPIN Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

Xant

MAY 20, 2021

We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Works Out of the Box with Your Customized CRM Setup. You have a customized CRM environment. If you make a change to CRM, you have to update your mapping…every time. INTEGRATION.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Hubspot

NOVEMBER 7, 2014

Fortunately, though, unless a lion is chasing you, the bulk of your stress is subjective and under your control. "The world is more complex than ever before, and yet what customers often respond to best is simplicity -- in design, form, and function. 7: 10 Things to Do Every Workday, J.T. Comments: 3,345. Comments: 7,498.

Follow-up 78

Follow-up Meeting Promote Start-ups 78

SalesHandy

OCTOBER 23, 2020

if the customers’ previous concern was your product’s privacy policy, is way more likely to be opened and responded to. Email Service Providers (ESP) filter every email that’s addressed to your recipient, and ones that look spammy, don’t land in your recipient’s primary inbox. Continue on older threads.

Follow-up 59

Follow-up Objectives and Key Results Promote Conversion 59

Gong.io

JUNE 8, 2022

Gong’s sales analytics software takes unparalleled data capture and analytical capabilities and applies them to your customer interactions. They’re standard, and commonly used on sales teams in every industry under the sun. They take ages to pour through and you learn more about their story at every turn.

Process 62

Process Objectives and Key Results Quota Sales 62

Hubspot

FEBRUARY 23, 2016

But these companies have yet to take a look at existing assets and how they can be improved before chasing the next big thing in inbound marketing. Plus, if he or she doesn’t see buy-in or education from the leadership (or isn’t seeing any results fast enough), that person may put undue pressure on the team — or decide to quit altogether.

Objectives and Key Results 52

Objectives and Key Results Campaign Education Lead generation 52

Search Engine Land

NOVEMBER 17, 2023

I’m disappointed in how much The Verge’s editor-in-chief, Nilay Patel , has gleefully indulged in celebrating and mocking every bit of anger that their article caused in our community. By chasing the same goal as all of marketing – helping the right messages reach the right people. How are these two parts of SEO connected?

Engineering 124

Engineering Niche Promote Up-sell 124