Search Engine Land

OCTOBER 24, 2023

Why ‘traffic’ and ‘trials’ are terrible indicators of SEO progress Traffic, trials, leads and sales are nice. Traffic, leads, demos, opt-ins, and sales are all lagging indicators. They virtually own all of the digital “project management” space. “Skate to where the puck is going.” They want long-term success.

CTR 111

CTR Drivers/motivators Start-ups Referrals 111

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions? What are open ended sales questions? Kudos to Jordan Belfort for the last three questions.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Martech

JULY 15, 2021

Early in my career as an industry analyst, I noticed that some of the best web content and experience management (WCM) solutions came from lesser-known vendors. Big martech suite vendors aren’t going to fail as companies, but they will kill or replace individual products at the drop of the hat. Many smaller businesses do fail.

Strategize 133

Strategize Presentation Campaign Technology 133

Heinz Marketing

MAY 14, 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. Steps for efficient time management include creating a to-do list, getting organized, and removing clutter. How Leaders Can Control Their Frustrations with Team Members.

Strategic planning 93

Strategic planning Strategize B2B Technique 93

Partners in Excellence

DECEMBER 12, 2022

Working in any of his organizations is demanding, characterized by very hard work, vicious focus, long hours, high expectations of performance. While Elon is getting a lot of attention, each of us face the same issues in the organizations we work with. We need to ask ourselves, “Would we work for this organization?”

Networking 62

Networking Conversion Go To Market Customers 62

Partners in Excellence

DECEMBER 16, 2020

Yet, in spite of all the research and insight around, “focus on the customer, make it all about the customer,” the majority of marketing and prospecting outreach is all about, “… to show my incredible services and products… ” Is it that marketers and sales people are totally unaware of the literature and research?

Technique 159

Technique Prospecting Meeting Customers 159

Partners in Excellence

DECEMBER 9, 2020

Simultaneously, sales organizations are scrambling to close deals and make this year’s number. I see product management present reviews on new product announcements/plans for the coming year. I see product management present reviews on new product announcements/plans for the coming year. Today, I sat on a review.

Launch 74

Launch Gaming Presentation Product 74

Salesforce

MAY 23, 2023

For the third year in a row, I had tanked at my sales job at Salesforce. This was 2016, the year I almost quit sales. I reached out to mentors, hired a coach, and took a rigorous sales training course. My sales had never been better. I thought I had to fix my sales. I missed my quota. Instead I had to fix myself.

Quota 98

Quota Negotiate Commission Sales 98

Heinz Marketing

MARCH 20, 2021

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. Six Insights-Driven Best Practices For Sales And Marketing Leaders. Insights that drive sales and marketing to the best-fit and most lucrative targets should be clear, right?

B2B 82

B2B Gaming Product Customers 82

Martech

JULY 16, 2021

Must-haves included information on lead scoring and lead management and a data dictionary. Big martech suite vendors aren’t going to fail as companies, but they will kill or replace individual products at the drop of the hat. I’ll come back to Wow. The assessment was led by M.H. Lines, CEO of Stack Moxie. Editorial Director.

E-commerce 126

E-commerce Electrical Engineering Government Electricity 126

SaaStr

APRIL 14, 2023

At SaaStr’s APAC 2023, Vertex Ventures General Partner Carmen Yuen, GGV Capital Managing Partner Jenny Lee, Square Peg Capital Partner Piruze Sabuncu, and moderator Arnaud Bonzom (Co-Founder and Managing Director of Black Mangroves) discuss the common pitfalls to look out for when you are raising your Series A. That’s a mistake.

Drivers/motivators 88

Drivers/motivators Legal Negotiate Up-sell 88

Sales Hacker

DECEMBER 20, 2021

COVID-19 was a sink or swim moment for many companies. The choices were simple: dive headlong into a decade’s worth of digital transformation , or go out of business. As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Today, not much has changed.

Objectives and Key Results 94

Objectives and Key Results Customers Technology Technology 94

Lead Fuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. In partnership with LeadFuze, Sales Hacker has launched FREE LeadFuze Certified Sales Hacker Bundle.

Objectives and Key Results 98

Objectives and Key Results A/B testing Sales Launch 98

Search Engine Land

JUNE 28, 2023

So, if you focus link building efforts on complementing what you’re already doing for digital PR, you kill two birds with one stone and reap the benefits from both efforts. Trust and credibility are traits everyone strives to earn in life. In SEO , backlinks are an essential part of earning those coveted traits.

Growth 98

Growth Niche Trust Pitch 98

SaaStr

MARCH 17, 2021

The other day, I met with a great founder who talked with me about how he was about to top his VP of Sales. Time to get the management team in order. You definitely don’t want to hire some SVP of Sales at Salesforce to come be your VP of Sales at $1m in ARR — that we can all agree on. More on that here.

Promote 114

Promote Growth Follow-up Up-sell 114

Salesforce

AUGUST 29, 2022

When I wake up, I push one button to open the shades, turn off the house alarm, and change the lights to a brighter setting. Motion sensors mean I never have to flip a light switch. I have another button that starts a sequence when I leave the house and for when I go to bed. I save about 20 to 30 minutes a day due to home automation.

Hospitality 98

Hospitality Technology Technology Appointment 98

Heinz Marketing

JUNE 14, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. You can even ask Alexa! Listen in now and/or read the full transcript below.

Pipeline 136

Pipeline Finance Sales Profit margin 136

Partners in Excellence

MARCH 7, 2022

One would think it’s mostly customers liking this, but shockingly, too many sales people love this. There’s little that sales people can to in presenting product capabilities, features, functions, even conducting demos that a customer can’t do on their own, digitally. And over time, those catalogs moved on line.

Represent 73

Represent Pitch Up-sell Start-ups 73

Sales Hacker

JUNE 25, 2020

Anxieties keep us up at night , and distractions from working from home , burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom are all killing our focus. Even before the uncertainties of COVID-19, Americans were underslept. The Effect of Sleep Debt on Productivity.

Product 134

Product Teamwork Legal Sales 134

SaaStr

NOVEMBER 25, 2020

Do you have two sales teams? And most importantly, multiple products can be very distracting at the management team level. You can always kill it later. Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different.

Product 140

Product Drivers/motivators CRM Launch 140

SaaStr

NOVEMBER 18, 2020

Mistake #1: Hiring Too Inexperienced and Junior Managers and “VPs” Stretch VPs can do amazing things if you get it right. Hiring someone who’s never really been a manager at all, for a management role, for a true “owner” role … is usually a stretch too far. That can be very powerful.

Quota 145

Quota UX Price Inside sales 145

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. Or you’re used to coaching your team on the sales floor. Whether it’s selling, management, scaling, strategy, or whatever — now is a unique opportunity to get support. You’re home now, not in the office.

Quota 131

Quota Territory Trust Up-sell 131

Sales Hacker

JUNE 22, 2020

To make matters worse, today is the close date of this forecasted opportunity and your manager asks you when it’s coming in. It’s also why, when you don’t leverage those skills — CFOs kill your deals. This is why, when they get that random DocuSign in their inbox, they archive it, move on, and indirectly kill your deal.

Pitch 104

Pitch Up-sell Strategize Finance 104

Jeff Shore

MAY 31, 2018

While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence. Here are four areas that are causing your sales people to hand in their notices: 1. By Amy O’Connor. The result?

Commission 129

Commission Sales Up-sell Sell 129

Partners in Excellence

JUNE 11, 2020

I’m always stunned by the number of sales people and leaders that don’t know their numbers. ” Those are important numbers, but not very useful in managing performance. ” Those are important numbers, but not very useful in managing performance. What’s your sales cycle/deal velocity?

Pipeline 111

Pipeline Start-ups Quota Prospecting 111

Partners in Excellence

SEPTEMBER 14, 2018

Robert was one of the most interesting and dedicated sales enablement professionals I have met. When I published Sales Manager Survival Guide, Robert and I got into one of our most fascinating series of discussions. Our conversations formed the foundation to the “Sales Manager Survival Guide Fieldbook.”

Conversion 83

Conversion Growth Trust Start-ups 83

Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. How do we structure the sales organization to be most efficient? How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. They have no preference of digital, sales, or any other.

Assembly Line 88

Assembly Line Pitch Sales Growth 88

Gong.io

DECEMBER 5, 2018

The bell curve is the oldest problem in sales. You’ve got a handful of top producers who are killing it , far exceeding quota. The Oldest Problem in Sales Meets the Hottest New Tech. It’s the holy grail for sales leaders. The insights you’ll get will fundamentally change the fabric of your sales organization.

Quota 87

Quota Sales Pipeline Closing 87

SaaStr

OCTOBER 6, 2019

And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable. Generally speaking, one Director of Sales can manage about 8 closers, account execs, max. More account managers and farmers.

Non-Profits 93

Non-Profits Growth Appointment Sales 93

Sales Hacker

MARCH 16, 2021

If you missed episode 151 check it out here: Leads Don’t Matter: Moving From a Sales-led to a Product-growth Orientation with Stephanie Cox. Subscribe to the Sales Hacker Podcast. From Neuroscience to RevOps: How Sara used her brain to start her sales career [5:56]. They create sales engagement software. We’re on iTunes.

Non-Profits 95

Non-Profits Government Price Sales 95

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. This process is complex.

Sales 73

Sales Consult Start-ups Growth 73

Jeff Shore

OCTOBER 30, 2018

Yeah… John got more sales than anyone else! Cue the lackluster applause from the other sales people. At Shore Consulting, we help sales leaders transform boring, culture-killing sales meetings into sales rallies. How would I organize the meeting if every person in attendance paid $3000 to be there?

Meeting 78

Meeting Sales Strategize Consult 78

Partners in Excellence

OCTOBER 4, 2016

We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization. Just think of what sales people face every day: They have the complexity of working with their customers–each struggling with and managing their own complexity.

Manufacturing 90

Manufacturing Legal Finance Up-sell 90

Hubspot

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Balancing sales and relationship management. Building the right sales skills. This stems from strong competition and an increasing number of decision makers on the buyer’s side.

Cross-sell 100

Cross-sell Relationship Management Price Trust 100

A Sales Guy

JUNE 11, 2012

I’m amazed at how many sales organizations manage activity. If a sales organization is managing activity, it means one of two things: The sales team is broken. or they’re killing it. ” This mandate comes all the way from the SVP of Sales. .” He is on target.

Cold Call 117

Cold Call Territory CRM Trust 117

Hubspot

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. How to Create the Perfect Sales Pitch. Short” is key when discussing sales pitches. Answer the why.

Pitch 100

Pitch Sales Represent Commission 100

A Sales Guy

AUGUST 12, 2013

Most sales people suck. There is a shortage of good sales people. The talent pool of sales people is desperately small and it’s not improving. The numbers seem to prove this out as well, as some recent surveys suggest less than 50% of sales people meet or exceed quota. What happened to all the good sales people?

Quota 128

Quota Consult Sales Pitch 128