Closing Bigger

MAY 9, 2024

Emotional intelligence cannot be replicated by AI, making it essential for tasks requiring empathy and deeper understanding. Clearly communicate when AI is being used, helping customers understand the context and ensuring they don’t feel deceived by thinking they were interacting with a human when it was AI.

Strategic planning 111

Strategic planning Strategize Relationship building B2B 111

Search Engine Land

FEBRUARY 29, 2024

Platforms like TikTok, Pinterest, YouTube, Reddit and Instagram offer exciting new opportunities for savvy advertisers looking to expand their reach. This allows you to get your brand and products in front of massive new audiences beyond just Google and Bing. Each also enables targeting options using keywords, interests and more.

Engineering 120

Engineering Campaign Education Service 120

Search Engine Land

JANUARY 10, 2024

Whether you’re aiming for minor tweaks or bigger changes, this checklist will help set your SEO program up for success in the next 12 months. Gain clarity on business priorities for 2024 and beyond Before assessing your SEO strategy, you must understand where the business intends to go in 2024 and beyond.

Strategize 135

Strategize Launch Start-ups Engineering 135

Search Engine Land

DECEMBER 6, 2023

AI’s exceptional capacity to analyze data, forecast trends, aid content creation and automate tasks can help shift your SEO approach from reactive to proactive. Discover 10 ways to enhance your SEO using generative AI tools like ChatGPT, Bing Chat and Claude by Anthropic.

Niche 127

Niche User Experience CTR Click Through Rate 127

Search Engine Land

JANUARY 29, 2024

A search universe analysis is a strategic audit designed to unravel the roles various platforms play in a search journey, while thoroughly looking at your brand, the overall industry, and your main competitors. This enables brands to develop a “search everywhere” strategy and grow their share of search. This is why an SUA is necessary.

Objectives and Key Results 110

Objectives and Key Results Cross-sell Strategize Retail 110

Hubspot

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. They understand that steady revenue must come into their business before they can increase the time spent on dream clients and business outcomes.

Cold Call 80

Cold Call Territory Prospecting Sales 80

Search Engine Land

JANUARY 8, 2024

Let’s explore the innovations, opportunities and pitfalls to master as AI propels search into a new era. Search engines have evolved to understand the context behind queries. Including elements like location-based services and personalized recommendations turns searches into dynamic interactions between users and your content.

Objectives and Key Results 125

Objectives and Key Results Click Through Rate User Experience Engineering 125

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” They are crying for help!

Quota 119

Quota Trust Pitch Up-sell 119

Partners in Excellence

FEBRUARY 12, 2024

It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. Too often, sellers don’t take the time—often they don’t care—because understanding these things takes time. The post Do Your Customers Feel Heard? They don’t feel heard.

Customers 123

Customers Negotiate Pitch Trust 123

Heinz Marketing

DECEMBER 26, 2023

In this blog post, learn about 5 sources you and your teams can use to harness valuable insights to build strategies with greater impact. Understanding the nuances of industry trends, consumer behaviors, and competitor strategies is paramount for devising successful strategies that align with market demands.

Strategize 114

Strategize Strategic planning Technology Technology 114

Partners in Excellence

APRIL 17, 2024

We want the customer to recognize and exploit a new opportunity, which mandates the use of our products and services. If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? I don’t understand it. And we know how many of these fail!)

High impact 122

High impact Service Growth Conversion 122

Martech

FEBRUARY 21, 2024

Customer demographics and purchase history to understand our customers’ preferences and behaviors, as well as to: Understand customers’ preferences and behaviors to deliver targeted marketing campaigns. Identify patterns and trends in customer purchases to optimize product offerings and pricing strategies.

Growth 95

Growth Cross-sell Promote Price 95

Partners in Excellence

OCTOBER 3, 2023

They’ve determined there is a problem, an opportunity, a need to change. They have let their fingers do the walking through Google, found your site and expressed interest. But we miss a huge opportunity by waiting for our customers to figure things out. We have to understand their ambitions and dreams.

Sell 129

Sell Up-sell Start-ups Customers 129

Martech

NOVEMBER 10, 2023

As the marketing landscape evolves with over 12,000 tools vying for attention, understanding the challenges and opportunities is more critical than ever. The right insights on first-party data can empower you to stay ahead of the curve — and take advantage of new opportunities to engage with your customers.

Customers 113

Customers User Experience Strategize Drivers/motivators 113

Salesforce

MARCH 4, 2024

Before we explore these key success factors and recommendations, let’s understand the current state of AI-powered CRM. Learn what's new Gaps in basic AI understanding reveal room for growth The research reveals organizations worldwide are embracing AI across various CRM use cases. Three foundations for strong AI-powered CRM 1.

Commission 116

Commission CRM Education Trust 116

The 5% Institute

JANUARY 15, 2023

A sales SWOT Analysis is a powerful tool that can be used to optimize sales strategy and make sure each step of your plan has the best chance for success. Understanding the SWOT Analysis Concept For Sales. The SWOT Analysis is a powerful tool for understanding the overall market landscape and crafting strategic sales plans.

Strategize 132

Strategize Sales Closing Presentation 132

Martech

MAY 13, 2024

This alignment facilitates seamless collaboration, efficient communication, and a shared understanding of marketing goals and objectives. There are many possibilities, depending on the human user’s industry and main objectives: Before we start, in addition to your other context, you are CMO for a regional quick-service restaurant chain.

Territory 83

Territory Technology Technology Customer Relationship Management 83

Highspot

MARCH 21, 2024

Cold Outreach Emails Cold emails target prospects unfamiliar with your brand, making this first impression very important. To cut through the noise, your email must be intriguing from the subject line onwards, or it won’t work. Do you have irresistible savings, limited-time offers, or other exclusive opportunities?

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

Search Engine Land

MAY 8, 2024

Understandably, the impact for UX is much greater, as UX is focused on optimizing the experience to drive better results. Therefore, focusing on both SEO and UX within your digital marketing strategy is critical. Why you should focus on delighting your users Delighting users should be a core focus for all websites.

UX 88

UX Objectives and Key Results User Experience Legal 88

Partners in Excellence

FEBRUARY 17, 2024

” Our cognitive bias causes us to “understand” what the customer says in a certain way, but it may not be what the customer really said. So, as sellers, we may think we have found the right customer and opportunity, but, in reality, we have mis-diagnosed the problem. But it gets more complicated.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Salesforce

MAY 14, 2024

But when you aren’t transparent about change with your team, rumors can damage morale. If you handle this sensitive communication with care, you can keep your top reps from heading for the exit. If your letter doesn’t spell these terms out, link to resources or provide references your reps can review.

Commission 52

Commission Quota Represent Legal 52

Partners in Excellence

JANUARY 25, 2024

Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?” They are figuring out what questions they should be asking, what data they need to understand, the consequences of not addressing the problem and the risks involved in the change initiative.

Customers 119

Customers Objectives and Key Results Growth Objection handling 119

Martech

OCTOBER 24, 2023

For instance, if your analytics showcase a segment that demonstrates high purchase intent based on their digital engagement, you can direct specific campaigns their way, increasing your chances of conversion. Wasted opportunities in marketing can translate to lost revenue, damaged brand reputation and decreased customer satisfaction.

Campaign 110

Campaign Conversion Customers 110

SaaStr

MAY 7, 2024

Second — note your views on this will change based on how much you value cash , especially multi-year pre-paid contracts. 40% off Year 3 for paying all 3 years up front) in the end will “harm” your ARR unless your churn is high. Later, if your net retention is high, multi-year discounts may hurt your long term top line.

Contract 93

Contract Price Commission Closing 93

Search Engine Land

FEBRUARY 5, 2024

But there is palpable fear in the industry, and understandably so. Using AI in SEO I do not doubt that you have been trying to use AI within your workflows. This frees up the time we need to find more strategic growth opportunities. Will AI replace SEO professionals?” No, I don’t believe it will.

Engineering 123

Engineering Pitch Growth Strategize 123

Search Engine Land

MARCH 29, 2024

Implementing SGE incurs significantly higher costs compared to current methods, potentially impacting ad revenue as searchers’ needs are met more quickly reducing the number of placement opportunities. Aside from aiding search engines in understanding content more efficiently, it can also provide a great cost-saving for Google.

Trust 101

Trust User Experience Engineering Clients 101

Martech

NOVEMBER 27, 2023

If you were asked, right now, on the spot, to cite every possible source creating new contacts, leads, or supplemental data points in your CRM , could you do it? But chances are, if you’re like most marketers, you’ve kept your focus primarily on how data flows from your marketing automation platform to your CRM.

CRM 107

CRM Contact Technology Technology 107

Partners in Excellence

APRIL 24, 2024

They are buying to solve a problem or address an opportunity. Too often, we don’t know or understand what they are trying to do and why it’s important. We compete against the products and their pricing, having little understanding of why they need to buy in the first place. Let’s go ahead with your quote.”

Price 77

Price Contract Presentation Consult 77

Search Engine Land

FEBRUARY 5, 2024

From static benchmarks to dynamic insights Google’s Search Quality Rater Guidelines mention the word “user” more than 800 times across 168 pages, including an entire section called “Understanding Search User Needs.” This is important for users and Google, as it helps maintain focus on meeting user intent effectively.

Lead generation 123

Lead generation User Experience Conversion Meeting 123

Search Engine Land

NOVEMBER 10, 2023

As the marketing landscape evolves with over 12,000 tools vying for attention, understanding the challenges and opportunities is more critical than ever. The right insights on first-party data can empower you to stay ahead of the curve — and take advantage of new opportunities to engage with your customers.

Customers 103

Customers User Experience Strategize Drivers/motivators 103

Search Engine Land

FEBRUARY 15, 2024

Audience understanding. Still, without understanding which campaigns drove down-funnel results like opportunities or revenue, or even MQLs, it’s almost impossible for us to optimize the client’s budget. Lead follow-up strategies Let’s say you turn on media campaigns and drive a bunch of leads squarely in your target audience.

B2B 103

B2B UX CRM Campaign 103

Search Engine Land

MARCH 6, 2024

Make it a critical objective to meet with your social media or SEO team counterparts to ensure you maximize everything from your image to messaging. Your audience isn’t naive to those connections. Your audience relies on them. Use keyword research from SEO best practices to reinforce your social media messaging.

Objectives and Key Results 114

Objectives and Key Results Cold Call Cross-sell Engineering 114

Martech

OCTOBER 9, 2023

DAM is the right thing to do for your content and your brand, because when everything is connected, everything changes. Building an optimized martech stack is your opportunity to amplify your team’s efficiency in distributing your assets to your consumers.

Government 117

Government Technology Technology CRM 117

Sales Gravy

OCTOBER 25, 2023

It is critical for sales leaders to be curious and open-minded, as it helps them understand their team members' perspectives and provide effective guidance and support. Leaders must always be seeking opportunities to learn and grow, in turn building a culture of continuous learning and development. This concept also applies to sales.

Sales 93

Sales Clients Drivers/motivators Follow-up 93

Partners in Excellence

JANUARY 3, 2024

” Possibly, last quarter, you were asked to develop your account plan, but certainly in the next month or so, you will be asked to develop and present your account plan. In doing this, we neglect to understand the account itself. We don’t understand their goals, strategies, priorities, challenges.

Cross-sell 86

Cross-sell Presentation Sell Process 86

Partners in Excellence

APRIL 19, 2024

Dave: Thanks for the opportunity to speak, I’m sure I can have a great impact in driving growth in your sales organization. Can you tell me a little about the results you produced in your last role. If the person you are looking for is an expert on scaling, I’m your CRO! I’m your man!

Quota 122

Quota Growth Prospecting Start-ups 122

Partners in Excellence

MAY 6, 2024

I knew early on that I wanted to work with people, in a job that gave me opportunities to talk to them and help them solve their problems. When I finished university, I wanted to find a job that paid well so that I could clear my student debt, while also giving me opportunities to build strong relationships with customers.

Sell 88

Sell Technical Sales Up-sell Technology 88