Gong.io

MAY 4, 2021

Maybe you should know something about our business before you continue.”. It’ll make sense in a minute. That’s a problem because presentations are about delivering information , but successful discovery calls are about exchanging information. . Follow me to read upcoming research. I froze. . But it was too late.

Presentation 118

Presentation Up-sell Sales Meeting 118

Salesforce

AUGUST 17, 2022

There is no doubt the predictive capabilities brought about by these algorithms have helped businesses to scale rapidly. This can result in large numbers of arrests of people of color in those neighborhoods, even if the same crimes occur at the same rates in predominantly white neighborhoods. . Innovate with AI.

Government 98

Government Legal Finance Retail 98

Salesforce

JANUARY 9, 2023

Product policy — the rules that specify how your customers can and can’t apply your features, services, and technology to meet their needs — is designed to achieve two key goals: It empowers users to make the best use of product features, and it prevents harm that might come from the misuse of those features, intentional or not.

Product 98

Product Trust Technology Technology 98

Search Engine Land

JANUARY 13, 2023

Read all about it in What happened when we turned off AMP. 2022: It was a widespread issue, not a Google bug, related to a chat feature in Shopify that had this unintended consequence in search. 2022: It was a widespread issue, not a Google bug, related to a chat feature in Shopify that had this unintended consequence in search.

Non-Profits 121

Non-Profits Engineering Networking CTR 121

Miller Heiman Group

MARCH 10, 2020

When the customer experience doesn’t live up to buyer expectations, it has devastating consequences. In our survey, more than 40% of global respondents found it annoying when employees talk to them about “things other than the problem I am trying to resolve,” including upselling and cross-selling. A lack of personal attention.

Cross-sell 64

Cross-sell Referrals B2B Represent 64

Partners in Excellence

SEPTEMBER 28, 2016

They help us be more productive, more efficient, more effective, more informed, manage our time better…… People will talk endlessly about the sales stack (all the tools we are providing sales people to “help” them), or the marketing stack. ” Basically these are versions of “mine is bigger than yours.”

Technology 87

Technology Technology CRM Territory 87

Partners in Excellence

JUNE 15, 2017

Virtually every organization I know is struggling with making their numbers. Every sales person, manager, executive inevitably says: “We need to make our numbers, we need more wins, we need more in our pipelines!” As our win rates sky rocket, the number of deals we have to chase to make our numbers decline.

Pipeline 76

Pipeline Launch Gaming Prospecting 76

Partners in Excellence

SEPTEMBER 4, 2019

Their pipelines are each about $10M, and let’s assume there are no quality or integrity issues with their pipelines. Kevin has a win rate of about 40%, Pete has a win rate of about 25%. They need to find about $5M each to have the right coverage for their pipelines.” Let me use an example.

Pipeline 80

Pipeline Quota Sales Prospecting 80

Partners in Excellence

MAY 2, 2018

I’ve stopped answering my phone–whether it’s my office, mobile, or home phone, I’ve stopped answering it unless: I recognize the phone number and it’s someone I know. If your number doesn’t fit into the first two categories, I simply ignore the call. ” The answer is always “No!”

Cold Call 52

Cold Call High impact Prospecting Technology 52

Partners in Excellence

NOVEMBER 18, 2013

I know no company would purposefully try to confuse it’s customers, making it very difficult for them to understand their offerings and buy. Unfortunately, that’s an unintended consequence of a lot of what I see happening in too many Go To Customer Strategies. But this case was extreme.

Customers 95

Customers Clients Up-sell Go To Market 95

Partners in Excellence

OCTOBER 25, 2017

” Not long ago, I wrote about how my car now provides many capabilities that dumb me down or make me less attentive as a driver. A lot of that makes huge sense (except to those of us who love driving.). A lot of that makes huge sense (except to those of us who love driving.).

High impact 48

High impact Sales Drivers/motivators B2B 48

Partners in Excellence

APRIL 3, 2015

The number of choices we have is expanding at a huge rate, sometimes the rate of change and volume of choices is overwhelming. At the same time, often unwittingly, we are narrowing and having are choice narrowed–and perhaps in ways that create unintended consequences, or can be very damaging.

Drivers/motivators 85

Drivers/motivators Construction Contract High impact 85

Hubspot

FEBRUARY 24, 2020

We also use them to learn about what our visitors are checking out online when they aren't on our websites. Some browsers have reacted to these concerns by blocking third-party cookies, but we believe this has unintended consequences that can negatively impact both users and the web ecosystem," the blog post notes. "By

Government 101

Government Legal Sports User Experience 101

Hubspot

APRIL 25, 2014

We''ve got audiences to serve and numbers to hit; we can''t pour all the effort we took writing and editing and designing content down the proverbial drain. We''ve got to recognize what mistakes we''re all making in our headlines and be vigilant about fixing them. so what about that screams "ultimate?".

Technique 77

Technique Angle Start-ups Follow-up 77

ConversionXL

NOVEMBER 21, 2017

You can’t be stupid about data; you need the right data people and tools to grow. Blog posts, speakers at conferences, and anecdotes in books often make the growth process sound formulaic and easy, but it’s hard and you know it! So, if you are struggling to implement the growth hacking methodology, I get it.

Growth 114

Growth Process Price Start-ups 114

Hubspot

DECEMBER 10, 2013

The great thing about A/B tests is that you have two pieces of content to test -- but you can test both large and small elements in your marketing. The great thing about A/B tests is that you have two pieces of content to test -- but you can test both large and small elements in your marketing. Why don''t you head on home?".

A/B testing 78

A/B testing Promote Follow-up Conversion 78

Partners in Excellence

APRIL 21, 2016

I’m amazed by the number of CEO’s I speak with that don’t want to have sales people. They struggle in their investments in sales–making the minimum they can, usually investing a little later than needed. These are the executives that believe it’s all about the product. and orders will fly in.

Manufacturing 53

Manufacturing Finance Sales Appointment 53

Partners in Excellence

APRIL 25, 2013

As I read articles about critical characteristics for sales people, I never see “the ability to figure things out” as a recruiting characteristic or something we train people on (though, critical problem solving may cover this–but how often do we train people in critical problem solving.)

Pitch 97

Pitch Process Prospecting Sell 97

Partners in Excellence

JUNE 6, 2017

Principle 13: Make decisions slowly by consensus, thoroughly considering all options. As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. There is a lot we can learn, at the same time, there are huge areas where the comparisons break down.

Manufacturing 58

Manufacturing Assembly Line Sales Process 58

Partners in Excellence

JUNE 12, 2022

When you think about it, Goodhart’s statement is less about measures and more about human behavior. It’s a number or indicator of some sort. A metric might put a time element around a measure, for example, “I make 50 calls a day.” Let’s start at the beginning. A measure is simply that.

Gaming 88

Gaming Pipeline Start-ups Conversion 88

Salesforce

MAY 8, 2024

Documenting a clear and thorough sales compensation philosophy is beneficial for a number of reasons: 1. How well can you explain (or defend) the way your company compensates sales employees? The “why” behind your compensation strategy — your compensation philosophy — is just as critical. Learn more What is a sales compensation philosophy?

Drivers/motivators 52

Drivers/motivators Commission Finance Sales 52

Search Engine Land

FEBRUARY 21, 2023

If anything, all these capabilities make it more complex. Even if you planned and executed it well, you still want to ensure everything’s approved and progressing as desired, without unintended consequences. So set and forget, but at your own peril. Extensions. Updated bid strategies.

Objectives and Key Results 90

Objectives and Key Results Campaign Clients B2B 90

Salesforce

APRIL 29, 2022

Both concepts are based on Ward Cunningham’s debt metaphor which is about being able to achieve a goal faster with borrowed money. Both concepts are based on Ward Cunningham’s debt metaphor which is about being able to achieve a goal faster with borrowed money. Think holistically about UX. Designers face similar issues.

UX 98

UX User Experience Objectives and Key Results Technology 98

Partners in Excellence

JUNE 29, 2014

The other day, Jim Keenan and I were chatting about a number of things (mostly my envy of his upcoming ski vacation at “Bump School.”) ”) We started talking about productivity tools—some that each of us were using and some errors we see customers making.

Customers 96

Customers Inside sales Technology Technology 96

ConversionXL

SEPTEMBER 2, 2019

If you are considering including social login in your marketing strategy, take a look at my top nine things every marketer should know about it. The number of visitors directly correlates to revenue—whatever business you are in. Whether you make money through sales or ads, you always need more user engagement on your website.

Networking 73

Networking B2C Niche User Experience 73

Partners in Excellence

AUGUST 2, 2017

The percent of organizations not making their plans is staggering. First they are becoming impossible to reach (perhaps an intended or unintended consequence of the deluge of prospecting emails/calls). No conference is complete without every speaker talking about the value and virtues of their sales and marketing stacks.

Sales 63

Sales Technology Technology Launch 63

ConversionXL

JUNE 24, 2014

If you are considering including social login in your marketing strategy, take a look at my top nine things every marketer should know about it. Estimates as to the average number of passwords users currently have to remember vary from around 7 to 30, but we can assume so-called ‘password fatigue’ will only get worse.

User Experience 130

User Experience Networking E-commerce B2C 130

The Lost Book of Sales

DECEMBER 30, 2021

Summary table of contents Click on a link to jump over to a desired section. Introduction. Brief thoughts from reading the book. Part 1: Uncertainty leading to organization complexity. Execution versus mere activity. Predictable versus an unpredictable environment. Three principles for ensuring alignment. Friction and the three gaps. Conclusion.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Strategize Follow-up 98

SaaStr

AUGUST 27, 2019

That make you either an Amtrak or a bullet train. So that’s what makes sales comp I think so fun. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform. Want to see more content like this? Join us at SaaStr Annual 2020.

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

Hubspot

AUGUST 12, 2015

But have you ever stopped to think about how this tradition started? By 1933, there was no denying the unintended consequences the Prohibition. For many, it's considered the best hour, as it's tied directly to the triumphant feeling you get when you realize that the work day is, in fact, over. You made it. You earned this.

Hospitality 78

Hospitality Entertainment Transportation Price 78

Martech

MARCH 4, 2022

But many factors make this transformation easier said than done. Digital transformation is the process of transitioning an organization’s operations to completely digital systems to better meet brand and customer needs. Why we care. Yet this type of innovation is not easy to implement. How does digital transformation start?

E-commerce 105

E-commerce Objectives and Key Results Technology Technology 105

SaaStr

OCTOBER 22, 2019

But when I landed the other night, there was rain and hail and snow, and I was wondering where I was, and I started thinking about produce. I am here not to talk about produce, but to talk about small businesses and why they’re such an important part of our economy and how we can all be a part of that. Hi everyone.

Government 41

Government Technology Technology User Experience 41

Hubspot

SEPTEMBER 22, 2017

If our headline freaked you out, you're not alone: a yet-to-be-determined number of Amazon customers experienced a similar sentiment this week when they mistakenly received emails regarding phantom baby registries. Sometimes, I wonder if the internet can be boiled down to a single sentiment: "Oops.". Here's what you missed. It's a Boy!

Objectives and Key Results 71

Objectives and Key Results Transportation Appointment Technology 71