Search Engine Land

APRIL 16, 2024

To me, it’s the perfect time to put some under-utilized SEO research initiatives that we know are effective back in the spotlight. Customer research. The tool (and a bit of a mentality shift) helps you apply a real-time approach to your top keywords, not a set-and-occasionally-review process.

CTR 105

CTR Growth Campaign Service 105

Highspot

OCTOBER 3, 2023

A recent study we commissioned from a leading B2B research firm, surveying 120 global sales leaders, found an average 16% increase in win rate with one thing in common—sales enablement. Here are data-driven tips to come out of this challenging sales environment on top. So, how do you enable your sellers to succeed?

Sell 91

Sell Commission Quota B2B 91

Veloxy

DECEMBER 7, 2022

AI sales assistant software programs play an increasingly important role for sales teams. So, choosing the best AI sales assistant is crucial. There are many different AI for sales programs now available. In this post, we will explain what AI sales assistant software is and how it works.

Sales 246

Sales Entertainment Pipeline Follow-up 246

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. Hacks for structuring and measuring an entire sales organization. There are hacks piled on top of other hacks–I suppose helping us become even more efficient. Or any market or industry. Try it yourself.

Healthcare 108

Healthcare Drivers/motivators Engineering Presentation 108

Heinz Marketing

MAY 13, 2023

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. Here, we’ll go over what that means, how to measure it and provide steps you can take to improve your sales process. Great Sellers are Great Researchers.

B2B 102

B2B Sales Drivers/motivators Up-sell 102

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Search Engine Land

APRIL 17, 2024

This is especially true for SEO specialists and managers who currently use website traffic from organic search to measure their results. Many SEOs use Search Console to measure organic search traffic. Organic search is responsible for 53% of all website traffic, while paid search is responsible for 15%, per a BrightEdge study.

Conversion 122

Conversion Gaming Objectives and Key Results Referrals 122

Partners in Excellence

DECEMBER 7, 2023

Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. CRM compliance is a major issue with every organization I work with! But CRM has been a powerful tool that drives sales productivity and performance.

CRM 117

CRM Technique Conversion Customers 117

Heinz Marketing

DECEMBER 26, 2023

Market Research and Analysis Market research and analysis form the foundation of informed decision-making for businesses. Furthermore, deciphering consumer behaviors through research sheds light on what drives purchasing decisions, enabling businesses to tailor their products or services to meet customer needs effectively.

Strategize 114

Strategize Strategic planning Technology Technology 114

Martech

APRIL 18, 2024

This is not only true for SEO specialists who currently use website traffic from organic search to measure their results, but is also the case for other marketing professionals, who could use website traffic from referral, organic social or other default channels to measure their contribution to the success of their company or clients.

Gaming 106

Gaming Conversion Objectives and Key Results Referrals 106

SalesLoft

APRIL 25, 2024

Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? Role of a sales engineer Chris: What does a sales engineer even do, Rebby?

Engineering 52

Engineering Sales Education Finance 52

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. She joined a team of two, and there was a lack of product-market fit beyond small groups of researchers. How Did We Get Here — OpenAI OpenAI started as a research lab in 2015. How did they get here? It started with chatbots.

Growth 91

Growth Launch Territory Legal 91

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64

Sales Pop!

FEBRUARY 18, 2024

All that said, the Kansas City Chiefs once again sit at the top of the mountain and talk of a KC dynasty is everywhere. But what about playbooks in sales? Most organizations do. Well said and clearly sales-focused. Super Bowl LVIII is now history. And they believe strongly in a concept that they execute with precision.

Sales 59

Sales Gaming Quota Process 59

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play. The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

Search Engine Land

NOVEMBER 9, 2023

Not a sales figure. The client is within the top 11-15 for their core terms, and with a bit of a nudge, everyone wins, and off you skip to the SEO awards. What they usually mean is "sales." Clients log into their analytics dashboards and try to attribute sales of some kind to organic search. Yes, ROI is a ratio.

Click Through Rate 118

Click Through Rate Clients Finance Start-ups 118

SaaStr

APRIL 16, 2022

Ok I have to admit, I don’t know BowtiedCocoon on Twitter but the research from LinkedIn put together looks really solid and consistent with all my data. Per LinkedIn data, SMB AEs at some of the top SaaS and B2B companies have: an average base salary of $70k, an average OTE of $125k, and. the best, top reps make $260k.

B2B 107

B2B Sales 107

Salesforce

DECEMBER 19, 2023

In the enterprise world, generative AI has shaken up fields from marketing and sales to service and ecommerce. 11 Time-Saving GPT Prompts for Sales Crafting a good GPT prompt can be deceptively simple, but getting it just right requires nuance that can deliver a big productivity win, especially in sales.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

ConversionXL

OCTOBER 4, 2022

In this article, you’ll learn how to build a powerful ecommerce marketing strategy using customer research and messaging development, and how to use it to determine which marketing tactics will best reach your target audience. Above, the average order value and sales conversion rate equally impact total sales growth.

Referrals 129

Referrals Retail Growth Cross-sell 129

Hubspot

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Why do sales teams experience high turnover? In short, yes.

Non-Profits 80

Non-Profits Drivers/motivators Quota Represent 80

RAIN Group

JANUARY 26, 2022

66% of respondents agree that people in their organization don’t dedicate enough time or energy to prospecting, according to our Top Performance in Sales Prospecting research. Beyond that:

Prospecting 105

Prospecting Sales 105

Hubspot

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. Clients aren’t buying like they used to.

Sell 66

Sell Territory Niche Up-sell 66

SalesHandy

SEPTEMBER 3, 2020

You need to stay updated with the latest sales statistics for setting up your goals, defining the KPIs, and measuring the performance metrics of your sales team. But, the sales statistics frequently change depending on the buyer’s behavior and sellers’ persona, economic conditions, and market sentiments to reflect trends.

Product 131

Product Cold Call Referrals Sales 131

Partners in Excellence

MARCH 1, 2023

Consultants, like me, market researchers, and technology vendors love normal distribution charts. They are a, sometimes, useful way to look at performance or data on large groups and data sets. For example, when we look at very large organizations, let’s say 1000 sales people.

Consult 62

Consult Gaming Technology Technology 62

Hubspot

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. To top it off, high performers can earn over $100,000 annually. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front.

Objectives and Key Results 69

Objectives and Key Results Sales Trust Up-sell 69

Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. The reality for many organizations is—top performers thrive and the rest of the team is left behind.

Objectives and Key Results 98

Objectives and Key Results Sell Quota Construction 98

Partners in Excellence

MAY 9, 2022

Researchers and guru’s proclaim, “suck it up, this is just the way things are, it’s a new work environment……” They provide all sorts of data supporting these premises. Over the past few years, tenures in all sales roles have been plummeting. According to some research, average tenure is 11-15 months.

B2C 104

B2C Growth B2B Trust 104

Search Engine Land

FEBRUARY 16, 2023

In 2004, SEO as a discipline was perceived as some kind of dark art performed behind the scenes. Marketing Sales. Most organizations have marketing and sales teams – even small businesses with limited resources, but SEO is not as mainstream. If you’re lucky, you have an SEO team within your company. Been there.

UX 98

UX Objectives and Key Results Consult Start-ups 98

Search Engine Land

DECEMBER 6, 2023

Improving information architecture An internal linking structure optimized for the customer’s buying journey and search behaviors captures top- and mid-funnel search traffic. Generative AI can help organize inventory, content and demand data to create the optimal internal linking structure.

Niche 128

Niche User Experience CTR Click Through Rate 128

Highspot

DECEMBER 2, 2021

For sales enablement practitioners, this requires proactive evaluation of how you manage customer-facing talent, content, and communications to deliver exceptional buyer experiences. Fueled by the latest analyst research, we’ve identified the biggest opportunities that will power your program’s ongoing evolution.

Drivers/motivators 98

Drivers/motivators Technique Conversion Start-ups 98

ConversionXL

SEPTEMBER 20, 2021

Strategically leveraging YouTube’s robust analytics can help you make data-backed decisions and improve performance. Why YouTube analytics is critical for measuring content and paid ad performance. But you can also accumulate significant exposure and revenue through an organic YouTube strategy. YouTube generated $19.77

CTR 134

CTR Click Through Rate Non-Profits Represent 134

Search Engine Land

DECEMBER 6, 2023

With the proper strategy, SEO can become a strong acquisition channel for any organization in the B2B space. Below are top tips for ensuring your SEO strategy is set up for success across every stage of the B2B buyer’s journey. Dig deeper: B2B keyword research: A comprehensive guide 2. B2B SEO tips for the Awareness stage 1.

B2B 101

B2B B2C CRM Engineering 101

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 102

Customers Contract Consult Electrical Engineering 102

RAIN Group

FEBRUARY 8, 2023

Given the investment companies make in hiring, training, and managing their sales force to get maximum results, it’s imperative sales and enablement leaders understand how they can make the most of that investment and retain the best sellers once hired.

Process 58

Process Product Sales 58

Salesforce

MARCH 4, 2023

Is your sales pipeline generating enough leads? To keep afloat in these times, sales leaders need to have access to reliable data, and these sales management dashboards can help. Data dashboards , standard with Sales Cloud, provide minute-to-minute visibility of your business as things change.

Territory 98

Territory Pipeline Sales CRM 98

Salesforce

DECEMBER 12, 2023

A bad experience is one of the top reasons a customer will leave a brand , and younger generations are increasingly likely to abandon ship for this very reason. That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. Watch the demo What is a customer-obsessed culture?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59