Martech

MAY 17, 2024

It’s going to transform B2B sales and marketing, right? But here’s the wet blanket: If AI adoption was as straightforward as these posts suggest, why does nearly everyone find themselves with a case of the hives when they think about it? Sure, they can tell you about farming best practices in the Sub-Saharan Desert.

B2B 119

B2B Strategize Technology Technology 119

Search Engine Land

APRIL 17, 2024

The recent shift from “conversions” to “key events” in (GA4) represents a significant change that digital marketers, especially SEO professionals, need to understand and act on. Since he’d taken my online course on GA4, my former student asked me, “How will the change to key events impact my metrics and reporting?

Conversion 124

Conversion Gaming Objectives and Key Results Referrals 124

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. As developers, they immediately started to think about a PLG, pay-as-you-go motion to get to market and engage with developers quickly.

Growth 84

Growth GTM Product Consult 84

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations.

B2B 267

B2B Contact Clients Entertainment 267

Search Engine Land

MARCH 27, 2024

Understanding marketing mix models The marketing mix model empowers marketers to analyze how various marketing strategies influence sales and forecast future results. In essence, MMMs split the drivers of sales into factors (e.g., This makes it a highly effective tool for enhancing measurement strategies.

Strategic planning 111

Strategic planning Technique Drivers/motivators Territory 111

SaaStr

MAY 27, 2024

High valuations make it difficult for companies to achieve profitability. His best deals by cash are: Sales Loft : $2.5 He didn’t predict that Sales Loft, Pipe Drive, and Harry’s would be his top three cash returners. He also learned that some founders just can’t lose, like Kyle from Sales Loft.

Growth 62

Growth Price Market share Engineering 62

The Lost Book of Sales

JANUARY 12, 2024

There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. Whereas in smaller transactions the risks are more contained, in strategic enterprise sales, the risks aren’t just higher – they multiply.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Tibor Shanto

JUNE 17, 2021

Then make it safe to be ambitious and safe to miss targets. I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. Hear me out.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Veloxy

MAY 24, 2023

Mastering sales velocity is essentail for driving revenue growth in today’s competitive business landscape. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Need help with Sales Velocity?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Martech

APRIL 18, 2024

The recent shift from “conversions” to “key events” in (GA4) represents a significant change that digital marketers, especially SEO professionals, need to understand and act on. Since he’d taken my online course on GA4, my former student asked me, “How will the change to key events impact my metrics and reporting?

Gaming 108

Gaming Conversion Objectives and Key Results Referrals 108

Search Engine Land

DECEMBER 4, 2023

the tactic positively impacts revenue or leads). the tactic positively impacts revenue or leads). Incrementality tests measure the impact of your entire marketing campaign and individual campaign components that help drive traffic. Staying ahead of the curve is imperative for long-term success in B2B.

B2B 118

B2B Represent Campaign Strategize 118

Search Engine Land

SEPTEMBER 13, 2023

8 reasons Amazon reviews are important Amazon reviews aren’t just testimonials; they are powerful tools that can make or break your sales on the platform. Here’s why Amazon reviews have so much impact. Here’s why Amazon reviews have so much impact. The answer is a resounding, “Yes!”

Trust 131

Trust Construction Sales Campaign 131

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. We also need to care about AI. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. beginner Spanish courses).

Engineering 114

Engineering Networking Clients Construction 114

Martech

MAY 24, 2024

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO Marketing Cloud. and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name.

Trust 96

Trust Engineering Service Launch 96

Sales Gravy

MARCH 24, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Growth 80

Growth Customers Strategize Technology 80

Sales Gravy

OCTOBER 9, 2023

Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. In this episode of the Sales Gravy Podcast, the Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support productivity and success.

Promote 87

Promote Engineering Presentation Start-ups 87

Closing Bigger

MAY 21, 2024

This is episode 2 of 3 for the “AI and EI for Business Success” series with Keynote AI Speaker and sales author Shane Gibson and Nick Usborne of Nickusborne.com and BeMoreHuman.ai. It’s about creating an effective partnership where AI handles the grunt work, and we focus on the creative and strategic aspects.”

Objectives and Key Results 105

Objectives and Key Results Proposal Writing Strategize Sales 105

Partners in Excellence

JANUARY 29, 2024

For those committed to a change, the focus will be on defining the problem, learning about it and it’s impact on the company, learning what others are doing, identifying the people that need to be involved in deciding what to do about the problem. Let’s play a thought experiment.

GTM 92

GTM Quota Presentation Up-sell 92

Highspot

MARCH 21, 2024

survey highlights a significant trend: today’s buyers have clear digital purchasing experience expectations, with a strong preference for personalization and immediacy. Despite this, many sales emails find their resting place in the trash, unopened and unread. What are the Different Types of Sales Emails?

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

Martech

NOVEMBER 8, 2023

Since 2015, my team has conducted vendor-agnostic primary research into high-performance account-based sales and marketing strategies. We’ve uncovered that one of the primary determinants of revenue impact for these elite high-performers is the process for account selection — 63% use a data-driven rationale to identify targets.

Customers 117

Customers Construction B2B Cross-sell 117

Search Engine Land

FEBRUARY 7, 2024

On the other hand, neglecting user experience could undermine success even with good SEO. This article explores how SEO and UX interact and why it’s important not to sacrifice one for the other. SEO and UI/UX are not mutually exclusive; they are interwoven elements that should complement each other.

UX 116

UX Strategize User Experience Engineering 116

Martech

DECEMBER 4, 2023

the tactic positively impacts revenue or leads). the tactic positively impacts revenue or leads). Incrementality tests measure the impact of your entire marketing campaign and individual campaign components that help drive traffic. Staying ahead of the curve is imperative for long-term success in B2B.

B2B 104

B2B Represent Campaign Strategize 104

Search Engine Land

SEPTEMBER 28, 2023

To Google shutting down an account due to a sudden spike in holiday spending, resulting in a $150,000 loss in sales. On the other hand, external issues are events or changes beyond our control, like the emergence of new competitors, economic conditions or search engine updates. Results tank and you might not be exactly sure why.

Campaign 119

Campaign Promote Start-ups Engineering 119

Martech

MAY 23, 2024

Having spent more than a decade working with tools like HubSpot, I’ve seen how powerful these platforms can be for marketing and sales growth. This new platform component packs a lot of opportunity into one area — in theory, it makes creating and managing content easier. Content is still king. This is certainly true.

Growth 109

Growth Conversion Launch Gaming 109

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. This post is one of the things he had me thinking about this morning.

Customers 125

Customers Objectives and Key Results Growth Objection handling 125

Search Engine Land

DECEMBER 28, 2023

As we approach the end of 2023, let’s reflect on some of the most headline-worthy, controversial, and impactful changes that significantly influenced the PPC world over the past 12 months. Justice Department (DOJ) and 35 states in a landmark case that could bring significant changes to Google and the future of the Internet.

Retail 125

Retail X-functional Launch Non-Profits 125

Partners in Excellence

MARCH 8, 2024

What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. ” to lots of sales people. Could you give me your assessment about why sellers are interested in selling. If you could also talk about relative weighting or importance of each factor.

Sell 77

Sell Drivers/motivators Relationship building Commission 77

SaaStr

MAY 24, 2024

Lemkin expresses concern about the changing work ethic and loyalty of sales and marketing professionals, observing a trend of multiple job-holding and lack of commitment. Dave Gerhardt was VP Marketing at Drift, acquired for $1B, and then Privy, acquired for $100m, and now runs a great CMO/VPM community called Exit Five.

Drivers/motivators 78

Drivers/motivators Cross-sell Networking Pipeline 78

Martech

NOVEMBER 9, 2023

Investment is drying up The impact on martech is already starting to surface. Watch for that to also have an impact on vendor financial viability in 2024. The cooling of the investment is one factor in the slowing of the product landscapes, but other forces are at play, like the reduction of marketing budgets.

Contract 112

Contract Technology Technology Clients 112

Heinz Marketing

NOVEMBER 23, 2023

This change is more than just adopting new technologies; it’s about transforming how companies operate and engage with their clients. For professionals in B2B marketing and sales, integrating digital aspects into Go-To-Market (GTM) strategies is not just beneficial but essential.

GTM 117

GTM B2B Technology Technology 117

Martech

JUNE 14, 2023

There are a lot of stats out there about marketing and artificial intelligence. Here’s a collection of statistics about AI and marketing with the date of the survey included. The Semrush survey also found: 48% of marketing leaders say AI is making the most significant difference in how customers interact with them.

Finance 136

Finance Price B2B Campaign 136

Sales Pop!

FEBRUARY 24, 2024

As a podcast host, I recently had the pleasure of interviewing Gabe Lulu , a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations.

Appointment 69

Appointment Drivers/motivators Technology Technology 69

Salesforce

MAY 2, 2024

So you may be at the point where you’re asking a critical question about your tech stack: “Should we train our own large language model (LLM) or license a pre-trained LLM?” Between steep costs , legal approvals, difficulty scaling and updating, and a hefty environmental impact , there are a few downsides to consider.

Real Estate 98

Real Estate SQL Manufacturing Government 98

Search Engine Land

SEPTEMBER 12, 2023

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. This positive development will free up time for managers to focus on other important tasks. Increased efficiency and effectiveness? Don’t be.

Account management 139

Account management Gaming A/B testing Campaign 139

SaaStr

FEBRUARY 27, 2024

Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. Let’s find out.

Go To Market 93

Go To Market GTM Non-Profits Quota 93

Martech

JANUARY 11, 2024

In 2024, this channel will grow in importance as marketers deal with the deprecation of third-party cookies and other privacy challenges. A full 58% of consumers say they’re positively influenced by email about purchase decisions, according to a new survey of 1,000 consumers by media technology company Adlook.

Profit margin 127

Profit margin B2B Campaign Retail 127

Sales Hacker

JANUARY 30, 2024

Only one month into 2024, we’re already seeing a significant shift in the marketing metrics world. On the other hand, pipeline represents genuine prospects with a vested interest in your offerings. It is a superior predictor of revenue, making it the true North Star for any marketing team.

Pipeline 90

Pipeline Represent Pitch CRM 90