Search Engine Land

FEBRUARY 1, 2024

Google Ads’ Solutions script templates are now easier to create and access. Solutions can now be found under the “Bulk Actions” menu in Google Ads, allowing users to swiftly create automated and customized workflows for tasks such as: Confirming link functionality. Solutions explained. Solution types.

X-functional 123

X-functional Campaign Process Customers 123

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. ” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career. When these large, strategic deals closed, our team and the company celebrated the success.

Sell 103

Sell Cross-sell Finance B2C 103

Martech

MAY 9, 2024

Understanding the “entry points” where your ideal customers first experience the acute pains your product or service can solve is critical for marketing success. Your customer likely experiences this pain frequently, perhaps continuously. So, why don’t you come to mind? Triggers can be big events (i.e.,

Presentation 80

Presentation Represent Prospecting Customers 80

Martech

APRIL 30, 2024

Marketing technology is the backbone of marketing operations, enabling organizations to efficiently and effectively manage campaigns, analyze data and engage customers. An optimized martech stack is essential for several reasons: Efficiency : Streamlined tools and processes allow for more efficient campaign management and execution.

Strategic planning 96

Strategic planning Technology Technology Strategize 96

Heinz Marketing

MARCH 15, 2024

The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today. Only companies who genuinely grasp their customers’ challenges, goals, and buying journeys can tailor solutions and deliver tangible value.

Growth 102

Growth Customers Objectives and Key Results Teamwork 102

Partners in Excellence

JANUARY 16, 2024

As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.

Trust 118

Trust Customers Process Product 118

Partners in Excellence

MARCH 6, 2024

Likewise, they don’t need our “glamour list,” all the great logos and customers. What’s interesting, as we look at many sales engagement strategies, and most of our training, the focus is on providing the things our customers don’t need, or that are not as urgent as the things they do need.

Education 129

Education Trust Sell Product 129

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

Martech

APRIL 10, 2024

The beat drops, the lights flash and a charismatic salesperson struts across the stage, extolling the virtues of their latest martech solution. These industry giants, these supposed titans of martech, were peddling overpriced snake oil — bloated solutions masking a fundamental lack of innovation. But those days are over.

Pitch 101

Pitch Product Electricity Healthcare 101

Martech

MAY 13, 2024

We reached $40 million in recurring revenue but lacked a forum for collaboration and idea-sharing with our several thousand customers. Customer surveys informed us that our buyers and users were hungry for this type of relational rather than transactional forum. Additionally, people like to self-help.

Growth 96

Growth B2B Launch Follow-up 96

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey.

Cross-sell 52

Cross-sell GTM Technology Technology 52

Partners in Excellence

DECEMBER 19, 2023

.” For decades, we have thought about our value proposition in the context of our products/solutions. We would go through endless detail about the unique and differentiated capabilities of our products and solutions. Some of the more advanced sellers look at the value created/realized by these solutions.

X-functional 127

X-functional Price Presentation Product 127

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? I won’t bother revisiting all the data we see reinforcing the struggle customers experience in committing to and managing a change process. You already know that.

Customers 122

Customers Quota Up-sell Conversion 122

The Lost Book of Sales

JANUARY 31, 2024

In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to begin. Let’s discuss each of these stages.

Sports 105

Sports Drivers/motivators Clients Contract 105

Sales Hacker

APRIL 16, 2024

James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021.

GTM 76

GTM Pipeline B2B Growth 76

Partners in Excellence

AUGUST 9, 2023

Recently, sitting with a sales management team, we started discussing the “Sales Process.” As is typical of most sales processes I look at, this process described all the things they needed to do to the customer to persuade them to buy their solutions. It was called the “customer buying process.”

Process 96

Process Sell Customers Trust 96

SaaStr

APRIL 23, 2024

Lesson 1: Innovating with First Principles First principles is when you make an assumption about something and then break down that idea into its fundamental parts to find solutions. It’s also a crucial part of many company successes, including Databricks. They’re fulfilling their vision of a unified data platform.

Product 92

Product Government Engineering User Experience 92

Membrain

FEBRUARY 26, 2023

They are focused on our success. Salesmanship” is more about helping the customer than our own self focus. When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions.

Commission 125

Commission Quota Negotiate Pitch 125

Partners in Excellence

APRIL 5, 2024

I found that I enjoyed both the intellectual challenge of persuading a customer to spend money with us and actually the pressure of delivering the number was offset by the thrill of winning the deal! That balance of leadership and management is constantly challenging and demanding and is probably ultimately what continues to stimulate me.

Sell 115

Sell Territory Consult Contract 115

Salesforce

APRIL 3, 2024

Here’s what the Fordham Student Success Hub app looks like today: Seamless navigation contributes to high app adoption of the Fordham Student Success Hub. Human-centered design is an approach to problem solving that begins with identifying user needs and then creating solutions that meet those needs.

Appointment 104

Appointment UX User Experience Education 104

SaaStr

APRIL 20, 2024

Will AI let ICs do more, with fewer managers? Challenges in AI Implementation Companies experimenting with AI in customer support face challenges due to the limitations of current AI technology. Word-of-mouth marketing is the most effective channel for acquiring customers, followed by Google and the company blog.

Drivers/motivators 102

Drivers/motivators Growth Product Technology 102

Partners in Excellence

SEPTEMBER 7, 2023

Unfortunately, too many are driven by wishful thinking and random walks through the customer engagement process. But I’m confused, where is the customer in their buying process?” Didn’t we just describe all the activities we are conducting with the customer?” Where are they in doing those activities?

Process 116

Process Sales Up-sell Meeting 116

Martech

MARCH 15, 2024

Marketing, IT, legal, compliance, customer service teams and other parts of the business must work together to navigate the complexities of collecting and managing data flow. These teams cross over various functions, including marketing, IT, data analytics, customer service, legal, compliance and product development.

Legal 106

Legal Teamwork User Experience Represent 106

Search Engine Land

APRIL 4, 2024

In addition to LinkedIn’s self-service Campaign Manager, the company also has a managed offering, LinkedIn Premiere via its partnership with NBCUniversal. As part of the rationale for introducing CTV, LinkedIn cited a study from Demandbase that found 90% of B2B marketers who used it in 2023 believed it helped reach customers.

Campaign 94

Campaign B2B Objectives and Key Results Represent 94

Partners in Excellence

MARCH 8, 2024

One of the ideas that struck me in his story is, “When I recommend solutions that solve problems, it’s exciting and rewarding. To be trusted in this way let me know the customer knew I was invested in their success. Such trust is a key component of successful selling. I sketched out a custom packaging solution.

Sell 73

Sell Retail Commission Territory 73

Search Engine Land

NOVEMBER 13, 2023

And as AdWeek’s report explains, a consistently high churn rate indicates your agency is failing to establish long-term relationships with your customers. The solutions to client churn 3. In the next chapter, we’ll explore solutions. Recognizing when a client isn’t a good fit is crucial for long-term success.

Clients 97

Clients Objectives and Key Results Referrals Non-Profits 97

Martech

MAY 7, 2024

Stop waiting for vendor consolidation and hoping it will simplify the management of your stack. We counted the number of times each solution was mentioned. Formerly referred to as isolated “point solutions,” today, specialist apps perform one task intuitively and seamlessly integrate with their ecosystem partners.

Legal 106

Legal Growth Pitch Technology 106

Partners in Excellence

MARCH 2, 2024

Here is what I got: “ Being passionate about selling can be beneficial for several reasons: Financial Success: A strong focus on selling can lead to increased revenue and financial stability. The answer above convinces me, that sales manager might never be replaced by AI, selling represents core values of human beings.

Sell 107

Sell Negotiate Relationship building Up-sell 107

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. ” With managers going along with this, saying, “More top of funnel focus!” And AI, when leveraged by customers, makes that even easier.

Quota 117

Quota Trust Pitch Up-sell 117

Partners in Excellence

NOVEMBER 7, 2023

.” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process. On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing. We saw how much customers struggled.

B2B 130

B2B Up-sell Contract Start-ups 130

Martech

MARCH 21, 2024

As a marketing leader or CMO, you’re looking to harness AI to generate tangible business outcomes and elevate customer experiences. This alignment enables you to effectively track progress and evaluate the success of your AI initiatives. AI can tailor customer interactions, leading to deeper engagement and loyalty.

Objectives and Key Results 103

Objectives and Key Results Strategize Technology Technology 103

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. We all get solution-focused too quickly, and solutions are shiny objects.

Product 74

Product GTM Trust Growth 74

Sales Pop!

MAY 17, 2024

Using artificial intelligence, AiSDR [link] analyses customer data, allowing businesses to create personalised emails that best match the interests and needs of each recipient. This ensures that messages are engaging and relevant to the audience, which in turn increases the effectiveness of campaigns and boosts customer engagement.

Objectives and Key Results 52

Objectives and Key Results Strategize Campaign Growth 52

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills.

Customers 107

Customers Objectives and Key Results Drivers/motivators Pipeline 107

PandaDoc

MAY 8, 2024

Key takeaways With its specific business needs, budget restrictions, and customization requirements, the sales landscape for small- and medium-sized businesses requires a different strategy than enterprise and B2C sales. What are SMB sales? Small businesses are companies with fewer than 100 employees.

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

Search Engine Land

MAY 10, 2023

How do you measure the effectiveness of your loyalty management system? The Forrester Wave Loyalty Technology Solutions, Q1 2023 report is here with an answer. Gathering the industry’s most significant loyalty technology solution vendors , this report shows us which providers matter most. as Comarch Loyalty Management does.

Referrals 100

Referrals B2C Technology Technology 100

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? If it isn’t, you are wasting your and the customer time. To effectively engage our customers in business conversations, we have to understand the and be able to talk to them about their business problem first. How do they address and manage each? Do they care?

Customers 113

Customers Territory Manufacturing Finance 113