Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. Influencers Make my job easier.

B2B 115

B2B Drivers/motivators CRM GTM 115

Veloxy

AUGUST 11, 2022

Veloxy is a powerful Salesforce automation platform for streamlining the sales process and accelerating sales cycles. As a sales leader, you need more than a Top 50 sales software to improve user adoption of Salesforce. You need proven tactics that improve sales rep morale and their overall productivity. Check them out below.

Contact 189

Contact Quota Engineering Follow-up 189

Veloxy

AUGUST 10, 2021

With more and more companies targeting leads, businesses have to adopt new techniques to remain competitive in a changing market dynamic. AI and machine learning are among the top reasons behind making sales and marketing (SaM) versatile and competitive. How to Improve Sales Processes with AI.

Process 328

Process Sales Technique CRM 328

Martech

FEBRUARY 7, 2024

Results depend not just on the AI you’re using, but how you integrate it into your existing tech stack, processes, and strategy. AI is incredibly good at gathering and analyzing huge volumes of customer data. And of course this allows you to improve areas such as customer experiences like never before.

Technology 121

Technology Technology CRM Finance 121

Partners in Excellence

APRIL 1, 2024

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact.

Price 120

Price X-functional Presentation Represent 120

Martech

MAY 13, 2024

based CMO Amit Kotecha in their New York office for a conversation about recent developments, including the latest delay in cookie deprecation and the new report from the U.K.’s ’s Competition and Markets Authority. ’s Competition and Markets Authority. We sat down with their U.K.-based

Conversion 99

Conversion Follow-up Engineering Technology 99

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. They’re not actively considering your product or seeking to make a purchase; instead, they’re feeling the pain of their current situation.

Presentation 80

Presentation Represent Prospecting Customers 80

Martech

MAY 7, 2024

With that sheer growth rate, it is fair to ask yourself and your team: “Do we control our martech, or does our martech control us?” With that sheer growth rate, it is fair to ask yourself and your team: “Do we control our martech, or does our martech control us?” Grow your martech maturity instead. You do the math.

Legal 106

Legal Growth Pitch Technology 106

Martech

JANUARY 12, 2024

Is 2024 about doing more of the same? If true for you, doing more of the same will not produce better outcomes. If true for you, doing more of the same will not produce better outcomes. Now is the time to question prior assumptions, change your thought process and find comfort in testing more than subject lines.

B2B 126

B2B Construction Strategize Growth 126

Search Engine Land

OCTOBER 17, 2023

One of my favorite aspects of SEO is diving into competitive research. Clients always love seeing insights about how they stack up against their rivals. There are a few standard, check-box steps SEOs take for competitive research, plus a few less orthodox methods that have proven useful for me and my clients over the years.

Angle 122

Angle Strategize Strategic planning Territory 122

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. They dive into how curiosity and empathy are pivotal for transforming your sales approach.

Sell 91

Sell Up-sell Engineering Conversion 91

The Lost Book of Sales

JANUARY 31, 2024

If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you're wrong! Implementation stage Just as you’d think you’d be safe to decrease your effort, there’s another critical stage right there ready to bite you.

Sports 105

Sports Drivers/motivators Clients Contract 105

Search Engine Land

SEPTEMBER 20, 2023

Or, if we’re talking retail and shopping, we might think of Amazon, Walmart or Target ad buys. And, if you’re a B2B, you might think of Microsoft Ads and LinkedIn Advertising. And that just about covers it, right? Why do many advertisers tend to forget about programmatic advertising? Isn’t your Google Ads program enough?

Real Estate 125

Real Estate Networking B2B Campaign 125

Search Engine Land

MAY 7, 2024

Top Google rankings: Secured top three positions for competitive terms like “electric bike” (246,000 searches) and “eBike” (90,500 searches), boosted by strategic digital PR and a focus on the online audience journey. Ecommerce SEO can be painful. selling over 400,000 eBikes in the last four years.

CTR 81

CTR Electricity Real Estate X-functional 81

SaaStr

MAY 9, 2023

From day one, it’s critical to drive results to impress your investors, acquire customers, and set your sales team up for success. Dave Kellogg –– Independent Consultant, EIR at Balderton Capital, and author of the Kellblog –– knows a thing or two about successful sales. Sign up for free. #1

Objectives and Key Results 102

Objectives and Key Results Sales Up-sell B2B 102

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. I will share with you my top five tips to make your content feel more human and to ensure it speaks to the people digesting it. When you get this right, the impact can skyrocket.

Drivers/motivators 98

Drivers/motivators B2B B2C Quota 98

Martech

JANUARY 26, 2024

Do you know what drives revenue growth? Focusing deeply on the customers you serve. Winning your clients’ loyalty brings you much more revenue. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in.

B2B 114

B2B Customers Appointment Objectives and Key Results 114

SalesLoft

APRIL 12, 2024

It’s no secret that in today’s market competition is fierce and margins are tight. The ability to effectively engage and guide your customers through the buying journey is not just a competitive advantage — it’s a necessity for survival and growth. Enter the Revenue Orchestration Platform.

B2B 80

B2B Technology Technology CRM 80

Martech

MAY 15, 2024

” This famous fairy tale starring Goldilocks searching for the perfect bowl of porridge is remarkably similar to assembling the perfect martech stack for your organization. Are you trying to find that “just right” solution to create the perfect martech stack? Here are a few ways to find your “just right.”

Contract 79

Contract Objectives and Key Results Technology Technology 79

Search Engine Land

APRIL 24, 2024

Looking to improve your PPC lead generation efforts? Consider laser-focusing on the customers ready to buy from you right now – your competitor’s unhappiest clients. Customers trying to cancel services. Customers trying to cancel services. Customers seeking help or support.

Legal 103

Legal Contract Gambling Lead generation 103

Search Engine Land

MARCH 6, 2024

Crafting winning ads is crucial for attracting the right audience, enhancing brand visibility and driving business growth in today’s highly competitive paid search landscape. As we navigate an AI-driven world, we must adapt our strategies to create impactful ads that resonate with their target audience.

A/B testing 121

A/B testing Campaign Networking Engineering 121

Martech

OCTOBER 30, 2023

It also offers strategic insights for CMOs to create genuine human connections with their customers in an increasingly data-driven world. Programmatic ad buying took personalization to the individual level and marketing emails became increasingly tailored to each recipient. Personalization is not just a marketing buzzword.

Objectives and Key Results 116

Objectives and Key Results Strategize Legal A/B testing 116

Martech

APRIL 4, 2024

But good email results depend on more than state-of-the-art technology, beautiful email designs or all the data you want. Staying on target, keeping your eyes on the prize — however you define it, focus on your email plan and keep distractions at bay to increase your chances of success. What’s missing?

Strategize 86

Strategize Growth Campaign Legal 86

Search Engine Land

SEPTEMBER 13, 2023

Asking whether Amazon reviews are important is like wondering whether your body needs water to thrive. 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. The answer is a resounding, “Yes!”

Trust 129

Trust Construction Sales Campaign 129

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” And I challenge others to write, “Why are you so interested in selling?”

Customers 113

Customers Contract Consult Electrical Engineering 113

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 131

Process Customers Manufacturing Sales 131

ConversionXL

SEPTEMBER 20, 2018

In this article, I’ll walk you through the three tidal waves coming ashore and show you how to avoid their potentially disastrous consequences. The Three Tidal Waves Coming for Your SaaS Business. Let me ask you two questions: Would you like to see and use a software product before buying it? Do you agree?

Go To Market 289

Go To Market GTM Profit margin Education 289

Search Engine Land

FEBRUARY 20, 2024

This article explores how SEO can strategically influence user activation, retention, and community building to drive long-term growth and customer loyalty. This means that our website content needs to allow users to adequately and accurately forecast their potential experience with your company.

Construction 95

Construction Growth Engineering Service 95

Search Engine Land

MARCH 21, 2024

However, successful partnerships require more than just hopeful thinking; you have to put in the work from the start. Whether it’s your first time or tenth, streamlining the ramp-up period when onboarding a new SEO agency will save you effort in the long run and lay the path to a productive partnership. Then go deeper.

Contract 98

Contract Education Clients Trust 98

Martech

MARCH 30, 2023

Think of a great conversation you’ve had recently. Marketing today is about engagement. It’s about generating great content and offering solutions that start a conversation and keep it going. The tools are just what you use to facilitate that engagement. Who are you talking to? Marketing is the same.

Conversion 127

Conversion Entertainment Trust Customers 127

Hubspot

FEBRUARY 12, 2024

Because it’s the right thing to do and in the 21st century — you are only as good as your public persona. This sets the foundation for long and healthy relationships, ensures you’re building a quality customer ecosystem, and decreases churn. Buyer beware.” Seller beware” is becoming the new norm.

Process 84

Process Territory Sales Education 84

Martech

OCTOBER 10, 2023

The pandemic redefined our cultural norms and launched a seismic shift in buying behavior. Here’s why brands must adopt a new approach to customer connection and how we can meet the demands of empowered consumers in this landscape. To stay competitive, companies must adapt their digital marketing strategies.

Trust 114

Trust Retail Meeting Launch 114

Salesforce

NOVEMBER 29, 2023

Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. In it, you’ll learn the basics of channel sales and how it can work for you.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

OCTOBER 20, 2020

If we aren’t differentiated from the alternatives, how does the customer choose? We’ve learned the customer’s all of the alternatives on the customer short list will solve their problems. Of course there are nuances and differences, but too often, these are irrelevant to the customer.

Pitch 141

Pitch Price Process Customers 141

Partners in Excellence

JULY 3, 2023

” Some of the discussions asked about matching prices or coming up with standard discounting, or how to find other ways to match or beat the competitors pricing. You will always have competitors with differing features and functions than your products. It’s this value that is most important to our customers.

Price 62

Price Gaming Process Conversion 62

Search Engine Land

SEPTEMBER 6, 2023

What comes to mind when you think of the fading days of summer? Although temperatures continue to linger in the upper half of the thermometer, it’s never too early to begin setting your SEO campaigns up for success amid an ever-crowded holiday shopping field. You might need to expand your definition of the “holiday season” altogether.

Click Through Rate 132

Click Through Rate A/B testing Retail Strategize 132

Closing Bigger

SEPTEMBER 13, 2023

Following is the podcast transcript and video: (Video) Keynote Speaker Shane Gibson on Non-Negotiable Sales Truths [Begin sales podcast transcript] Today, I want to talk about twelve non-negotiable sales truths. You can of listen to Shane Gibson’s Sales Podcast on platforms ranging from Spotify to Apple Podcasts and many others.

Negotiate 116

Negotiate Sales Territory Clients 116