Martech

APRIL 12, 2022

When Jim Stengel was CMO of Procter & Gamble he would visit all the marketing departments once a year (there were and are a lot of them). They can change your assumptions, show design flaws and make you realize you weren’t using the right data. Good morning, Marketers, may the wind blow your troubles away.

Gambling 91

Gambling Technology Technology Customers 91

Partners in Excellence

JUNE 27, 2023

” But the willingness to be wrong, or perhaps, the willingness to admit that we were wrong is critical to our growth, learning, and ability to achieve our goals (individually and organizationally). It’s discomforting, embarrassing. “Wrongness,” comes in all scales. First off, nobody likes to be wrong.

Growth 89

Growth Campaign Start-ups Prospecting 89

Martech

AUGUST 9, 2021

For example, Sony wanted to make sure that customers were satisfied with new TVs post-purchase, so they loaded their 4K TV purchasers into the system. This process helped them identify a flaw in the wall mount that could be corrected at scale for their customers.

Product 107

Product Drivers/motivators Campaign Service 107

Salesforce

OCTOBER 28, 2021

He’s chief security and trust officer at Epiphany Systems, formerly in development, and said, “There’s no penalty as an engineer for the security flaws. You don’t get demoted by creating a product that has a security flaw; you get promoted by having the functionality that can sell.” We’re all connected to each other.

Minimum Viable Product 98

Minimum Viable Product Government Teamwork Legal 98

Sales Hacker

JULY 1, 2021

Business success depends on forecast accuracy , but what happens if the inputs are flawed? These flaws can be attributed to many causes, and it’s hard to place blame on anyone factor when they happen. The sales managers were confident this was a glitch. The fix for this flaw is to have a robust opportunity scoring system.

Retail 78

Retail Sales Appointment CRM 78

Partners in Excellence

JUNE 12, 2023

All our focus is on efficiency, eliminating any wasted effort–either through not doing it, or through automation of the tasks. Regardless how “efficiently” the line worked, if the product it was manufacturing was flawed or wrong in any way, it was scrap or waste. There were however, some limitations to this.

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

SaaStr

OCTOBER 1, 2020

Three Fatal Flaws of Churn: Kellogg along with many other business owners have become increasingly skeptical of churn rates within the last few years. Grab a cohort (typically all customers). What were they worth a year ago in ARR? This is essentially looking at what customers were worth a year ago and ignoring the now.

Contract 91

Contract Commission Engineering Gaming 91

Salesforce

DECEMBER 20, 2023

The research, led by Stanford University, found all 10 major foundation model companies, including Google and OpenAI, were “lacking” in transparency. This opacity prevents independent auditing of the systems for biases, flaws, or ethical issues.” And that’s being charitable. Then, measure, measure, measure.

Pharmaceutical 111

Pharmaceutical Technique Healthcare Trust 111

Search Engine Land

NOVEMBER 7, 2023

We all know what’s involved in crafting the perfect, most SEO -conscious article for the web. Not all those elements are included by default (which is probably a good thing!). When I shared my first Search Engine Land article a few weeks ago, I noticed that none of those elements were being pulled through – just the URL was visible.

Retail 110

Retail Engineering Presentation Referrals 110

Heinz Marketing

SEPTEMBER 26, 2023

The Flaws of the Traditional Positioning Statement If you have a marketing and/or business degree, more than likely, you are aware of the traditional positioning statement template. Think about all the solution’s unique characteristics: is there someone who meets at the intersection of where all those characteristics overlap?

Education 70

Education Strategize Consult Product 70

Search Engine Land

FEBRUARY 7, 2023

Note the similarities in the content text: pic.twitter.com/uHux3rK57f — dan barker (@danbarker) February 27, 2014 As I’ve been digesting all the AI in search results news, the Harvey Dent quote from “The Dark Knight” popped into my mind: “You either die a hero, or you live long enough to see yourself become the villain.”

Sports 92

Sports Gaming Engineering Market share 92

Search Engine Land

MARCH 1, 2024

Around 2022, Google started introducing a SERP feature, From sources across the web , which today appears to have replaced all previous list-based content summary SERP features. All information is organized in a database, which then populates dynamically a page template to create unique pages. YouTube checklist) {type} software (e.g.,

Non-Profits 130

Non-Profits Consult User Experience Presentation 130

Salesforce

JULY 15, 2022

A rising tide lifts all ships. Let’s break down the second-quarter results from our Shopping Index, dive deeper into Prime Day numbers, and look at what it all means for the holidays. But it’s not all good news for the summer shopping extravaganza. Second-quarter sales were essentially flat in the U.S.,

Retail 98

Retail Territory Price Angle 98

SaaStr

APRIL 2, 2023

But I should have looked more carefully at leading indicators and had a clear system to evaluate if we were on track or not. Lesson: Invest early in Digital CS capabilities for all customers – like self-service, community, in-app engagement, telemetry, digital journeys, and product-CS feedback loops.

X-functional 105

X-functional Clients Growth Start-ups 105

Sales Hacker

JANUARY 31, 2022

We’ve witnessed a fundamental shift in how we all communicate at work. Participants were employed full-time at large organizations (500+ employees) and included remote and non-remote workers across industries with varying levels of seniority. That all changed with the pandemic-driven rise of video, audio, and instant messenger.

Represent 108

Represent B2B Construction Meeting 108

Hubspot

AUGUST 31, 2022

Brené Brown, a social psychologist with over 10 years of experience in studying vulnerability, famously spoke about the topic in one of the most-watched TED Talks of all time at over 57 million views: Vulnerability is uncertainty. When they appear flawed, we’re attracted to them. We’re all guilty of being distracted.

Presentation 101

Presentation Conversion Follow-up Up-sell 101

Sales Hacker

MARCH 8, 2021

Two flaws in customer interaction. Business success depends on forecast accuracy, but what if the inputs are flawed? To show you a new process to align value, we’ll discuss where we are today – flaws and all – so we can move to align with how customers buy. Flaw 1: We map and model a fraction of what is known.

Customers 68

Customers Represent Sales Appointment 68

Partners in Excellence

APRIL 23, 2021

Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all cars.” As one might expect, there were dozens of people piling on with inspiring comments like, “I totally agree, Well said,… ” and so forth. ” This is driven by the flawed thinking of “SaaS selling.”

Process 113

Process Manufacturing Government Sales 113

Martech

DECEMBER 4, 2023

It’s not an edge case at all. People forward emails all the time. All phones have sensitive areas.” It was a design flaw. It became a big scandal for Apple – all because they were looking at the big picture and ignoring what seemed to be an inconsequential, rare problem. Go away, kid, you bother me.

Gaming 108

Gaming Follow-up Technology Technology 108

Partners in Excellence

MAY 15, 2019

Perhaps, I was a little unfair in my comments, but the author’s premises were flawed. But there’s a huge flaw in the example, and in the thinking of how we apply science in selling. What we miss in these discussions is the essence of science and the inherent beauty, or art, that underlies all scientific query.

Sales 88

Sales Sell Customers 88

SaaStr

FEBRUARY 4, 2021

Brendon Cassidy joined as our VP Sales at a tough time, as we’ve discussed before, as we were coming out of our Year of Hell. Whatever flaws and gaps it had on his first day, it still had on Day 90. In the end, it all boiled down to one metric we’ve discussed briefly before: He Doubled Revenue Per Lead.

Pipeline 138

Pipeline Sales Price Promote 138

Martech

AUGUST 10, 2021

That’s all. For example, Sony wanted to make sure that customers were satisfied with new TVs post-purchase, so they loaded their 4K TV purchasers into the system. This process helped them identify a flaw in the wall mount that could be corrected at scale for their customers. Why we care.

GTM 109

GTM Drivers/motivators Technology Technology 109

The 5% Institute

OCTOBER 19, 2020

This mindset is not only flawed; but in fact, can cost you sales. If someone were to go past a restaurant, and they smelled the incredible smell of steak cooking; the spices, the juices and the flavour – they’d feel compelled to buy. Final Thoughts On The Sell The Sizzle, Not The Steak Meaning.

Sell 145

Sell Real Estate Up-sell Clients 145

ConversionXL

JUNE 14, 2019

A trail we were following had a clearly worn path through an open field, but we couldn’t find any trail markers beyond it. This pitfall is propagated by all the major software companies. This pitfall is a common trap on the path to personalization because good personalization is all about the audience.

Campaign 116

Campaign Follow-up Non-Profits Consult 116

Search Engine Land

AUGUST 3, 2023

While it works great for advertisers with few margin clusters and simple product structures, it has a few flaws. It’s impossible to visualize which products were bought, and hard to see how the gross profit of a campaign looks because you just throw similar margins into one basket.

GTM 92

GTM Campaign Price Account management 92

SaaStr

NOVEMBER 8, 2023

Most people aren’t growing as fast as they were a few years ago, so you kind of have to hire for who you need now and in the next year, and hope they grow with you. But, you need some element of discipline because a lot of these desperation deals at the end of the quarter almost all blow up later — bad customer success; impossible to scale.

X-functional 94

X-functional Contract Growth Quota 94

SalesBlog!

SEPTEMBER 20, 2022

Cash flow issues were the order of the day. By all accounts this should have been the “next big thing” Most small businesses would have given anything for this kind of growth and success. Don’t be lulled into the illusion that you’re making all the right moves thus all is well. But alas it failed.

Finance 52

Finance Contract Start-ups Consult 52

Anthony Cole Training

FEBRUARY 16, 2015

Expectations – Sometimes people are not meeting expectations because the “setting expectations” process is flawed. Were they reasonable? Allowing all of this to take place undermines effort and execution. If this is true in your organization, then that means that 20% of the results are coming from 80% of the team. Obama care.

Legal 221

Legal Sales Up-sell Meeting 221

Search Engine Land

FEBRUARY 13, 2023

Read all about it in Google Webmaster Central Leaves Beta; Its Blog Gains Comments. EU copyright directive poised to become law, includes licensing fees for search engines 2019: Controversial ‘link tax’ and content filtering provisions were part of the final language of the Directive. million and Google’s were 42.2

CTR 86

CTR Engineering Sports Launch 86

Salesforce

NOVEMBER 6, 2023

Their customers were experiencing long wait times (a key cause of customer attrition) while call center representatives tried to find answers to their questions. If your data is in any way flawed, the information the AI gives you will be, too. Ultimately, accessible, high-quality, secured data is essential for high-quality output.

Strategize 111

Strategize Technology Technology Clients 111

Martech

SEPTEMBER 14, 2022

In post-COVID times, business leaders seem convinced there is no need to restore the same level of human interaction we were once accustomed to when it comes to selling products and offering services. One common flaw among marketers with access to first-party data is the lack of personalized communication.

Contact 86

Contact User Experience Technology Technology 86

Salesforce

NOVEMBER 20, 2023

Customer service analytics makes sense of the data from all your customer interactions and turns them into insights you can use to improve your customer service operations. All of these types of analytics can be helpful for your service operations. After all, 73% of customers expect you to understand their needs and expectations.

Service 59

Service Customers Contact Promote 59

Search Engine Land

JULY 10, 2023

GPT gets an A+ on all exams.” “GPT The interface and the presentation are that of a conversational robot partner – part AI companion, part search engine, part calculator – a chatbot to end all chatbots. Even when corrected, it says, “There were no problems with the answer.” “ChatGPT can pass the bar.” “GPT

Engineering 98

Engineering Entertainment Follow-up Presentation 98

SaaStr

MAY 5, 2020

If they were real deals, then you can still close some of them. There were 2 natural finance reactions to Covid-19: Cut. But both have flaws. Almost all of us are now working from home in internet / tech. We all are now. We all need more help. Well, yes that does happen. At least a few. Add a new one.

Finance 87

Finance Closing Up-sell Growth 87

Sales Hacker

FEBRUARY 19, 2020

Here’s an example of what a simple data sheet on a prospect may look like with the implicit data we were able to gather. Draw data from all departments (not just sales). To accurately create scores that reflect the value of leads, you need to draw data f rom all three of these sources. Prospect.io. FullContact. Image Source.

Sales 98

Sales Launch Lead generation Price 98

ConversionXL

FEBRUARY 3, 2021

Many companies, after all, have great products but struggle to keep the lights on. Positioning statements can be useful for getting clarity but shouldn’t be relied on as the end all be all. In essence, we treat premiums as if they were still your money and return unclaimed remainders in our annual’ Giveback.’

Hospitality 153

Hospitality Price Networking Start-ups 153

PandaDoc

AUGUST 25, 2020

After all, consumers today are remarkably savvy people, well used to shopping around for the best deals on the products they want. It’s just not possible to pull the wool over their eyes (and even if it were, it would still be ethically unacceptable). You could be forgiven, then, for initially wondering just what all the fuss is about.

Product 77

Product Objectives and Key Results Profit margin Clients 77