Search Engine Land

FEBRUARY 5, 2024

By doing so, we can go beyond static measurements like organic traffic volume and keyword rankings and tap into behavioral insights that reflect the fluidity of user needs and search trends. The traditional approach to SEO KPIs often falls short of capturing the dynamic nature of user interactions and search patterns.

Lead generation 123

Lead generation User Experience Conversion Meeting 123

Partners in Excellence

DECEMBER 2, 2020

Whether it’s within our own organizations, with customers, partners, or suppliers, everything has come up for grabs. We have had to rethink everything we do. They all have a common theme, “The pandemic has forced us to rethink things. But I find myself in conversations with buyers and sellers that are remarkable.

Up-sell 102

Up-sell Sell Growth Conversion 102

Partners in Excellence

JUNE 9, 2021

To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls. Somehow, our engagement strategies are less and less effective. The majority of these go into “spam buckets.”

Manufacturing 142

Manufacturing Up-sell Technology Technology 142

Martech

FEBRUARY 29, 2024

In this article we’ll look at the martech consulting organizations that serve the enterprise technology user community and the research and advisory firms that serve both enterprise technology users and vendors. For consultants to continue to be relevant and add value the model needs to evolve.

Consult 102

Consult Technology Technology Clients 102

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. Questions driven by curiosity, cause everyone involved to rethink and reimagine, to consider new possibilities. They provide a powerful means of learning and growth. But sometimes, our questions are less effective or actually weaponize our intent.

Legal 124

Legal High impact Pitch Conversion 124

Partners in Excellence

DECEMBER 27, 2022

I can just imagine marketing and sales managers adjusting their outreach strategies—dial up the email sequences to 66 or more, buy more power diallers to ramp up the daily dials, sextuple the meaningless social outreaches. How do we rethink our digital engagement strategies? We know we have to understand our customers.

Prospecting 77

Prospecting Referrals Contact High impact 77

Partners in Excellence

JUNE 21, 2022

I mean, hasn’t revenue enablement–that is maximizing our ability to create and grow revenue, been key for our organizations forever (We might, also, consider Profit Enablement)? Somehow, it seems restructuring our organizations, giving people new titles is supposed to enable revenue. I get this.

Cross-sell 70

Cross-sell Inside sales Growth Technology 70

Partners in Excellence

FEBRUARY 10, 2021

And it forces us to rethink how we engage these customers in selling. The problem with the terms Buyers/Sellers is we focus on certain roles or people of our and our customer’s organizations. As an example, in Rethinking Sales Enablement , I presented data from Gartner research that showed how buyers are spending their time.

Sell 122

Sell Presentation Process Customers 122

Partners in Excellence

MARCH 16, 2023

The structures and organizations we put in place to execute our prospecting, customer engagement, and opportunity management strategies. The structures and organizations we put in place to execute our prospecting, customer engagement, and opportunity management strategies. All the tools we implemented to help us do these things.

Up-sell 73

Up-sell Growth Customers Sell 73

Martech

JULY 18, 2022

It’s time to rethink gating your content. Despite that, only 55% of organizations can deliver content based on a buyer’s unique interests. Only half are able to deliver content based on where the buyer is in the sales cycle. Nor is that the only content problem B2B businesses are having. Processing.Please wait.

B2B 101

B2B Sales Customers 101

Partners in Excellence

JUNE 3, 2022

Curiosity helps leaders and their people rethink what they are doing, figuring out what works, how to improve, where things might be done differently. Curiosity is fundamental to innovating and improving–whether looking at our own organizations or looking at what we are doing with customers. Related Posts: Are You Curious?

Trust 85

Trust Drivers/motivators Growth Sell 85

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” Managers spend time helping them become productive.

CRM 109

CRM Pipeline Process Product 109

Sales Hacker

OCTOBER 13, 2023

When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air. When asked who is rethinking their go-to-market strategy, around 60% of the room had a hand raised in the air. For example, organizations are looking at AI for transformation. Thanks for reading The GTM Newsletter!

GTM 99

GTM UX Go To Market CRM 99

Partners in Excellence

OCTOBER 4, 2023

I’m constantly amazed as I look at performance of organizations. It’s astounding to me, that while many organizations are achieving their overall growth and revenue goals, yet roughly 45% of their people are achieving their quotas! ” If we achieve our growth/revenue goals, we think we are doing well.

Quota 115

Quota Growth Sell Process 115

Partners in Excellence

MAY 5, 2021

Sales (and marketing) is a numbers game! Too many organizations are driven by the numbers and “math” of sales and marketing. The math is pretty easy, even someone in sales and marketing can do this. It seems everything we do in sales and marketing is reduced to a set of trusted math equations.

Pipeline 77

Pipeline Quota Cross-sell Prospecting 77

Partners in Excellence

AUGUST 12, 2020

It has forced each of us to rethink, reset, and change. Leading organizations have recognized that customer are leveraging multiple channels in their buying process and that content needs to be relevant to them and where they are in the buying process. Our customers are going through similar exercises within their own organizations.

Sell 162

Sell Growth Process Meeting 162

Partners in Excellence

MAY 30, 2023

We have our classic, “marketing catches them/sales skins them” approach. Marketing creates awareness/demand, sales qualifies/closes. Marketing creates awareness/demand, sales qualifies/closes. This weekend, late evening, I turned on the TV, paging through the channel guide. I realized, 90% of the content is repeats.

Objection handling 111

Objection handling Quota Entertainment Up-sell 111

Force Management

OCTOBER 1, 2020

Like many aspects of this year, sales leaders are again faced with having to rethink the norm and find new ways to achieve their desired outcomes. Sales leaders are considering what makes sense for this year's SKO event, and how it can be used efficiently to align sales organizations around what’s needed for 2021.

Sales 78

Sales Growth 78

Partners in Excellence

DECEMBER 1, 2021

.” It got me reflecting on much of what I see when working with executives and sales people. Over the past 15 plus years, in selling, the pendulum has swung very far in a direction to remove the “humanity” out of sales and selling. The good news is we see great examples from great organizations every day.

Manufacturing 118

Manufacturing Technology Technology Sell 118

Partners in Excellence

JUNE 28, 2020

I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. One might think these “sales people” are focused on the simplest, transactional deals.

Sell 98

Sell Pipeline Meeting Customers 98

Salesforce

FEBRUARY 15, 2024

During the 2023 holiday season, $199 billion of sales were influenced by AI. They can also use it to automate tasks and streamline processes across the organization. Retailers are betting big on the future of artificial intelligence (AI), with 92% investing in the technology. What do shoppers want next?

Retail 92

Retail Promote Strategic planning Price 92

Partners in Excellence

DECEMBER 11, 2020

There is one fundamental question that all sales people and managers must think about and ask every day, “What if you thought of things differently?” It may get them to rethink how they get things done, how they might grow, how they might address new opportunities. Or it gets them to challenge the status quo.

Customers 115

Customers Sales Sell 115

Partners in Excellence

DECEMBER 16, 2021

There are few organizations and industries not facing massive disruption and change. And we see the impact within our organizations with greater challenges around engagement, quota attainment, customer loyalty, and growth. And everyone and every organization is facing similar challenges. We have to do something new or different.

Quota 56

Quota Start-ups Trust Process 56

Partners in Excellence

NOVEMBER 10, 2021

.” It got me reflecting on much of what I see when working with executives and sales people. Over the past 15 plus years, in selling, the pendulum has swung very far in a direction to remove the “humanity” out of sales and selling. The good news is we see great examples from great organizations every day.

Manufacturing 112

Manufacturing Technology Technology Sell 112

SaaStr

APRIL 4, 2023

While all organizations are different, one core truth remains — Everything changes. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. The sales cycle at this stage may be very short. This is true in life and business.

Go To Market 92

Go To Market GTM Strategize Growth 92

Partners in Excellence

JUNE 15, 2020

It’s clear that sales and selling is changing, but I’m not sure we define it by a technology. The future of sales has to mirror the shifts in how customers buy, it has to help them be more effective in identifying and opportunities, problems, challenges to their ability to grow and achieve their goals.

Sales 96

Sales Finance Technology Technology 96

Veloxy

SEPTEMBER 7, 2022

Bureau of Labor Statistics reports that the demand for Sales Operations and Research Analysts has spurred a 25% job growth rate —over three times the national average. Sales operations teams analyze and optimize individual and corporate sales strategies. Go here to learn how Sales AI can make your sales life easier.

Represent 147

Represent Pipeline Lead generation Sales 147

Partners in Excellence

DECEMBER 14, 2021

I wonder if we need to rethink our concepts of sales and marketing and how we organize to provide those functions within the organization. It’s job was to make masses of people and organizations aware of our companies and our products. Most of this is done in support of sales activities.

Sales 73

Sales Education Process Prospecting 73

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

NOVEMBER 14, 2022

In our own organizations, we have to do with much less, many marketing and sales programs are being stopped or eliminated, all spending is being reassessed. And then the layoffs–we see reductions in marketing, sales enablement, sales ops, customer service headcount. Yet we are still expected to accomplish our goals.

Pipeline 128

Pipeline Pitch Technique Clients 128

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. And this is what all of us in sales need to think about.

Represent 111

Represent Sales Support Sell Customers 111

Heinz Marketing

JULY 16, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. The Sales Leader As Air Traffic Controller. In this article, David Mattson draws on a detailed analogy of sales leaders as air traffic controllers.

Strategize 99

Strategize B2B Government Quota 99

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” A few examples: We tend to think of marketing, sales, customer experience as separate functions. Sales takes those opportunities moving them into orders.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

MAY 10, 2022

Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. Thought leadership is important. Thought leadership helps us stand out as being different than others. Having a point of view, creates interest. Others will want to learn more. We, sometimes, think of thought leadership as insight.

Pitch 104

Pitch Presentation Process Customers 104

Partners in Excellence

JANUARY 12, 2022

Our jobs, as sales and marketing professionals, is to drive change. They need to address new opportunities, they need to solve problems, they need to rethink and do things differently. We can only do our jobs when our customers decide their current state is unacceptable. Often, customers incite themselves to change.

Technology 59

Technology Technology Prospecting Customers 59

Partners in Excellence

OCTOBER 11, 2021

.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. It was both challenging and huge fun.

Sell 139

Sell Commission Up-sell Quota 139

Heinz Marketing

FEBRUARY 17, 2022

Amongst this dilemma, attribution, lead scoring models, click-through rates, MQLs are often some areas of controversy and friction between sales and marketing teams. In B2B, buying decisions are made by 3 to 5, and sometimes 10 or more people within an organization. MQLs are often a cause of friction between sales and marketing teams.

Pipeline 112

Pipeline Cross-sell Click Through Rate Territory 112