Martech

OCTOBER 6, 2023

Success metrics have evolved beyond impressions, opens, and click rates, with privacy changes like Apple iOS 15’s open-blocking feature pushing marketers to rethink impact measurement. Marketing has always been challenged to demonstrate impact on pipeline and revenue — and it hasn’t gotten easier.

SQL 136

SQL Pipeline Education Campaign 136

Martech

MARCH 7, 2023

We can use this moment to improve the value of content while it is top of mind for all stakeholders. How much time they’ll need to invest to get value from the content: This keeps the creators and the audience in sync. Show your execs and team how to create real value and meaningful experiences. Who do they aspire to be?

GTM 111

GTM B2B Gaming Education 111

Search Engine Land

JANUARY 11, 2023

If we look at these three studies , the average click-through rate (CTR) based on Google SERP position looks like this: Position CTR range 1 28-40% 2 16-18% 3 10-11% 4 7-8% 5 6% or less. However, if we could move that search result up to position 2, our CTR would be between 16-18%. What did this do to their traffic?

CTR 94

CTR Click Through Rate Start-ups Engineering 94

Martech

JANUARY 12, 2024

We must rethink what it means to be effective in marketing. This mindset requires a deeper analysis of how marketing initiatives contribute to broader goals such as revenue growth, customer lifetime value and engagement and market penetration. It’s a challenge beyond being more efficient with limited resources.

B2B 132

B2B Construction Strategize Growth 132

Partners in Excellence

FEBRUARY 24, 2022

We need to completely rethink the types of interventions our customers need–digital, human, and other. We need to rethink how we engage them, creating meaning, value, and helping them succeed in their buying journeys, making sense of what they face, and helping them gain confidence in the decisions they make.

Up-sell 68

Up-sell Meeting Sell Process 68

Partners in Excellence

MAY 5, 2021

What if we took the time to “rethink” what we do, how we do it, who we do it to/with? We can change them if we rethink what, how, who, why we do them. For example, if we increase our win rates, or increase our average transaction value, or decrease our sales cycle, our healthy pipeline metrics change profoundly.

Pipeline 77

Pipeline Quota Cross-sell Prospecting 77

Sales Hacker

JULY 12, 2023

Share our media content (GTM podcast or GTM newsletter) on LinkedIn and Twitter, tag us, and you’ll be entered to win a pair of GTMfund Airpod Pros!

GTM 52

GTM Go To Market Sales 52

Salesforce

APRIL 20, 2023

Get articles about marketing selected just for you, in your inbox Sign up now 2. Data minimization means rethinking your whole process Data minimization is another concept from GDPR and other global privacy laws that has made its way into U.S. Increasing regulation and market changes have diminished the value of third-party data.

Legal 96

Legal Cross-sell Represent Trust 96

Search Engine Land

APRIL 5, 2024

With that in mind, here are 10 of the best (in my opinion) non-marketing books that offer great insight and value for any SEO professional. Dig deeper: How communication issues prevent you from getting buy-in for SEO 2. But, not all learning needs to be about link building, content or technical aspects of SEO.

Drivers/motivators 122

Drivers/motivators Negotiate Objectives and Key Results Intrinsic 122

Partners in Excellence

AUGUST 12, 2021

They are investing their time where they get the most value–and increasingly, it’s not with sales people. We serve our own self interests better, as well as creating more value for our customers when we shift our focus. We have to rethink, how do we create the most value with our customers?

Sell 125

Sell Sales Up-sell Sales Support 125

Martech

SEPTEMBER 30, 2022

It’s about rethinking the way you do marketing and breaking the rules you’ve been playing by. Concepts like the metaverse, AI and NFTs have made us rethink traditional web platforms. PWC carried out extensive research on the permanent change in consumers’ habits and values during COVID-19. Gen Z customers.

Campaign 128

Campaign Technique Drivers/motivators Construction 128

SaaStr

JANUARY 9, 2023

Users are becoming more tech-savvy, value flexible, and prefer to be attracted to a brand rather than sold to. . Tactic #2: Prioritize personalization. Anything lower should prompt you to rethink your business strategy. Winning the B2B SaaS game will involve rethinking your user engagement and marketing approach.

Non-Profits 81

Non-Profits Growth Profit margin B2C 81

Partners in Excellence

MAY 11, 2022

After 2 years of WFH or WFA defining how we work, some/many of us are going back to the office. Now, we have the opportunity to rethink what “back to the office” means. We create compelling reasons where people find greater value by being in the office than working from home. The first place to start is meetings.

Meeting 80

Meeting High impact Conversion Product 80

Partners in Excellence

NOVEMBER 2, 2021

This is where we create the greatest value with our customers. I worry that too many sales organizations misread this as the area of greatest value creation. We can never lose track of this and do everything we can to maximize the value we create with these human interactions. Rethinking Rev Ops What If They Aren't Looking?

Represent 114

Represent Sales Support Sell Customers 114

Heinz Marketing

MARCH 24, 2022

As marketers, we rely on email as one of few channels to not only reach our prospects but to also nurture connection and impart value. The second tip is (2) front-load. Get readers curious with a subject line that showcases data or important numeric values. Inboxes are always full and spam folders are fuller. . Make it Personal.

A/B testing 112

A/B testing Technique Launch Consult 112

Partners in Excellence

AUGUST 30, 2021

We have to create value with our customers in every interaction. Hank Barnes, 2/12/2019 The post On Qualifying! Sales Performance, It's Not "Them" Rethinking Qualifying Is This Good Business For Us? If we are looking at expanding our relationship and share of customer, we have to recognize, the customer is always qualifying us.

Contract 104

Contract Trust Service Customers 104

SaaStr

OCTOBER 23, 2021

And rethink this. Ideally he was the #2 or righthand. I valued his opinion. so: Make sure they know they can hire 1, 2, 5 reps ASAP. Be worried if the first 2 people they bring in don’t quickly close a deal. But hire the VP’s #2. And just stop. There is another way to go about this. He was integral.

Inside sales 130

Inside sales Sales Price Closing 130

Veloxy

SEPTEMBER 7, 2022

Studies find this duality increases the average customer lifetime value (CLV) of each deal closed. Average Deal Value. The average deal value tells you how much the average client spends on your company’s services. High upsell rates frequently correlate with a high average deal value. Methods are open-ended.

Represent 147

Represent Pipeline Lead generation CRM 147

Salesforce

AUGUST 24, 2022

Tip #2: Make social selling part of the retail shopping experience. Rethink order management: The right order management system gives your online and in-store associates access to real-time inventory and fulfillment data.

Retail 98

Retail Angle Networking Start-ups 98

Heinz Marketing

DECEMBER 8, 2023

1. Shifts in Sales and Marketing Roles When transitioning to a CoE, teams must rethink how they qualify and prioritize leads, manage customer outreach, and use digital tools to engage with customers. 5. Increased Customer Satisfaction Customers value teams that can respond quickly and have a consistent message.

Cold Call 73

Cold Call Consult Represent Launch 73

Search Engine Land

NOVEMBER 29, 2023

This shift requires brands to rethink what it means to do SEO today and beyond. Moreover, Discover can provide significantly more value to brands. This is how Discover delivers its value. Google is no longer just a search engine. This means being featured in Google Discover can be highly impactful and highly targeted.

Networking 108

Networking Follow-up Sports Engineering 108

Iannarino

JUNE 16, 2021

Part 2 | The Starting Question. To advance to a modern approach, you need to rethink both your role and your goal: both you and your prospective client should learn during modern discovery , with your client discovering as much—or more—than you do. From Legacy to Modern Sales Approaches Parts 1-3: Part 1 | Approaches.

Clients 158

Clients Sales Prospecting Conversion 158

Search Engine Land

JUNE 21, 2023

Naturally, Microsoft touts the value of being in both networks , writing: “We’ve conducted studies across accounts that are running search and audience traffic to understand the incremental value for advertisers. Rethink retargeting Retargeting (now known as Audience Segments ) may seem a little 2010. SUBSCRIBE See terms.

Cross-sell 92

Cross-sell Networking Clients Education 92

Martech

FEBRUARY 22, 2023

Trailing behind were the Metaverse and LinkedIn (15%), other platforms (9%), Instagram (6%) and Facebook (2%). Let’s explore why B2B marketers may want to rethink TikTok as a viable option. If you’re a consumer brand, maybe you’re still finding some value on Facebook and Instagram.

B2B 119

B2B Launch Campaign Entertainment 119

Partners in Excellence

MARCH 15, 2022

We create huge value by helping them take the time to establish this goal, to align everyone on the team about what they want to achieve and it’s importance. This requires us to rethink our entire engagement process, redesigning the workflow, rethinking the types of interventions we leverage in working with customers.

Process 81

Process Cross-sell Sales Sell 81

SaaStr

JANUARY 12, 2024

Now, in 2024, we’re in the age of efficiencies, and we’re rethinking whether we should put more people on it or tolerate more churn and issues because we want to be cash flow positive. Eventually, you can build a model to show you can create sustainable value in a company that’s not just based on a revenue multiple.

Customers 101

Customers GTM Growth Clients 101

Martech

MARCH 22, 2023

Rethink that RFP Before you replace or add technology, ask yourself whether you maxed out your current functionality. They ask, “What can I do to insulate myself from the coming economic apocalypse if it happens by being innovative and agile?” That’s not an exaggeration. Look at your targeting.

Cross-sell 97

Cross-sell Education Price Campaign 97

Salesmate

SEPTEMBER 29, 2021

It’s possible to display a targeted ad to someone who’s already shown interest in bikini swimwear, along with an additional incentive that could persuade them to rethink their opinion, like a “20% off” discount. Customers are clever than ever. They read reviews before buying. Brian Dean . Founder, Exploding Topics.

Campaign 132

Campaign Follow-up Technology Technology 132

Partners in Excellence

SEPTEMBER 9, 2021

Average deal values were pretty consistent. I joked, “Perhaps you should double their goals, this would force them to rethink what they are doing. We want to maximize our ability to create value for our customers, enabling them to achieve their goals. But win rates were in the 20-25% range for qualified opportunities.

Quota 72

Quota Price Product Sell 72

Heinz Marketing

MARCH 28, 2020

What’s one of your biggest wins in the past 1-2 weeks? Rethinking positioning of services and value propositions, i.e. sharpening product-market fit. Quantify your value proposition to sell successfully when budgets and priority lists are tighter. What have been some of your biggest challenges thus far?

Launch 84

Launch Service Product Prospecting 84

SaaStr

DECEMBER 23, 2022

Lesson #2: Global Expansion. and local cultural values may not accept data-gathering devices as readily as the U.S. As you move forward, always appreciate the value of your early adopters. But since the rates for your previous products may not hold for the new ones, don’t hesitate to rethink your metrics for measuring success.

Engineering 68

Engineering Pipeline Territory Follow-up 68

Martech

OCTOBER 16, 2023

They’re tied to a customer’s action and deliver value that should lead to a conversion. Transactional email These mark a transaction – an exchange of value – such as an order confirmation or a payment receipt. But with the rampant adoption of more data and information, better technology and greater sophistication, we need to rethink.

Cross-sell 135

Cross-sell Retail B2C Strategize 135

Miller Heiman Group

JULY 14, 2020

Values—both corporate and personal values—are tools that leaders and managers can use to align their behavior, including how they treat their people and compensate them for their performance, with their purpose. Take stock of how well you know your company’s values, and spend time setting forth some values of your own.

Healthcare 73

Healthcare Promote Sales Education 73

Partners in Excellence

JANUARY 3, 2023

This includes things like what is our purpose, what are our values, what is our culture, how do we demonstrate these in everything we do? If we don’t understand and haven’t defined and internalized (1) and (2), we will fail in moving forward consistently with our purpose, values, culture.

Pipeline 68

Pipeline Account management Growth Start-ups 68

Miller Heiman Group

MARCH 25, 2020

Rethink the Sales Process. That’s time they can now invest in value-added virtual selling activities that improve results rather than administrative tasks, like forecasting and reporting. Today, sellers spend less time selling—only 32% of their time each week—than in the past. But they also allocated 10% of their time to travel.

Inside sales 80

Inside sales Sales Education Meeting 80

Partners in Excellence

JUNE 13, 2022

We need to rethink the meetings we have always had, eliminating those that no longer make sense. They may not be getting value out of the meetings, they may not understand the importance of coaching and reviews. It will only happen 1-2 time, they will get the message. “We’ve always had these meetings.”

Meeting 115

Meeting Start-ups Pipeline Technology 115

Search Engine Land

DECEMBER 12, 2022

It’s time to rethink SEO growth. Identify what category or topical group will drive business value. Remember, business value can be as obvious as full conversions through transactional keywords or as light as a session hit to introduce your brand and possibly trigger a returning visit later in the research process.

Niche 103

Niche Engineering Growth Price 103