ClickFunnels

DECEMBER 14, 2022

The easiest way to learn more about your dream customers is to figure out where they hang out online and then observe the conversations happening there. People love to talk about themselves, so they will likely be happy to share their thoughts with you, provided that you don’t put them on guard by trying to sell them something.

Pitch 229

Pitch Up-sell Niche Sell 229

Iannarino

JULY 15, 2021

How you sell—not what you sell or who you work for—is your most important competitive advantage. There is nothing unfair about enabling better decision-making! Anyone who is oblivious that B2B sales are mainly about change management is playing the wrong game. In a zero-sum game, you need to create a competitive advantage.

Gaming 296

Gaming Clients Contract Up-sell 296

Understanding the Sales Force

APRIL 30, 2024

We were away for most of April, watching our son play his senior year of college baseball. When salespeople aren’t physically present or on the phone with decision makers at the account, it is likely that one of their competitors is physically present or on the phone competing for the business or trying to take their business away.

Presentation 73

Presentation Account management Consult Gaming 73

Veloxy

MARCH 23, 2023

In this guide, you’ll learn: What is Win Loss Analysis? What is Win Loss Analysis? In a Win Loss Analysis, a company can ask questions such as: What factors influenced the customer’s decision to choose or not choose our company? What did the customer think of our competitors?

Process 244

Process Objectives and Key Results Sales Up-sell 244

Partners in Excellence

APRIL 1, 2024

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. Most of the time, we and our customers think of value in terms of the price/cost. But the customer incurs more “cost,” than just what they pay for our product.

Price 120

Price X-functional Presentation Represent 120

Iannarino

JULY 30, 2021

The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. Last week, I wrote here about my sensitivity to wasted time. In other words, I don’t mind automating what might be transactional, but no technology can outperform humans on relational tasks. Wouldn’t It Be More Efficient?

Technology 302

Technology Technology Clients Meeting 302

Search Engine Land

MARCH 11, 2024

Entity competitor analysis is the key to unlocking higher rankings and staying ahead of competitors. Entity-based competitor analysis isn’t about mimicking existing content. Entity-based competitor analysis isn’t about mimicking existing content. Why not just do a competitor keyword content gap?

Niche 123

Niche Strategize Engineering Represent 123

Search Engine Land

MARCH 7, 2024

This is something we work with our nonprofit clients to achieve. One client, for example, gave us an agile budget: as long as our advertising was giving a positive return, the sky was the limit. This worked great from 2020 to 2021 when COVID-19 and other factors helped drive interest and conversions for our nonprofit’s worthy cause.

Non-Profits 105

Non-Profits A/B testing Campaign Clients 105

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them.

Manufacturing 117

Manufacturing Represent Clients Education 117

Martech

FEBRUARY 26, 2024

See more about how marketers are using MarTechBot here. Prompt: Our product is loss-making for two years in spite of researched marketing plans. What could be wrong? Understanding your competitors’ strategies can help you identify opportunities for differentiation. I am trained with MarTech content.

Price 93

Price Strategic planning Referrals Sales 93

Search Engine Land

JANUARY 10, 2024

As we kick off 2024, it’s time to rethink our SEO strategy. Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. What is happening in the industry, thinking bigger than SEO? Have any big competitors made big moves in 2023?

Strategize 136

Strategize Launch Start-ups Engineering 136

Search Engine Land

JANUARY 11, 2024

What other sites say about you carries more weight. Understanding Google’s ‘About this result’ feature We can find out by checking out the sources Google is using with the “ About this result ” feature. Here’s a quick way to check what other sites say about you: Google your website.

Trust 124

Trust Engineering Represent Follow-up 124

Search Engine Land

MARCH 4, 2024

This also includes data collected on users on your website, such as what they click, read or buy. This process will need to evolve as this type of user tracking is exactly what Google’s changes aim to eliminate. Google’s changes won’t impact this type of data collection. Take the self-guided tour of Search Terms.

Territory 116

Territory Market share Legal Strategize 116

Partners in Excellence

MARCH 26, 2024

During the Q&A, a salesperson asked me, “What are your favorite books on sales? What should we be reading?” ” We constantly struggle to connect with our customers, to understand their challenges and problems. We create the greatest value with our customers when we connect with them where they are at.

Manufacturing 125

Manufacturing Technique Sell Customers 125

SaaStr

APRIL 5, 2024

SaaStr’s CRO Confidential podcast host Sam Blond chats with the CRO of Apollo, Leandra Fishman, about just that. What they did for marketers, Apollo is trying to do for sales. In a PLG model, if you aren’t getting what you came for, you take your money elsewhere. You’re just doing what they asked. No, you don’t.

Sell 76

Sell GTM Price Up-sell 76

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness.

X-functional 127

X-functional Price Presentation Product 127

Salesforce

OCTOBER 31, 2023

Meanwhile, a competitor does their research, knows what buyers want, and delivers it. What you’ll learn: What is a go-to-market strategy? How to build a go-to-market strategy framework Go-to-market strategy example What is a go-to-market strategy? In this world, there is no overnight success.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Partners in Excellence

SEPTEMBER 26, 2023

I’ve been reading some fascinating work on marketing, brand building, differentiation (Imagine ever learning something from marketers ) I listened to a fascinating webcast by Mark Ritson about Differentiation , take some time to listen to it. It prompted me to think a little about differentiation and much more about distinctiveness.

Territory 107

Territory Retail Technology Technology 107

Search Engine Land

SEPTEMBER 28, 2023

This is an invaluable metric that can show you what is actually possible when it comes to opportunities for local ranking and traffic improvements for all your keywords in your given market. based client was located in the middle of a major metropolitan area, surrounded by tons of competitors, in an already competitive industry.

Clients 133

Clients Education Strategize Growth 133

Hubspot

MARCH 18, 2024

Subscribe to our newsletter. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. What is this sales strategy, you ask? How we spend our time says so much more about who we are than how we spend our money does.”

Price 76

Price Objectives and Key Results Pipeline Pitch 76

Martech

MAY 12, 2023

Further, we are also targeted by our fellow martech practitioners. Thus, it doesn’t hurt to pay attention to all the various tactics and channels our counterparts employ to persuade us to purchase their goods or services. For some odd reason, I decided to check the site on another device and it was what I last experienced.

A/B testing 117

A/B testing UX B2C Referrals 117

Partners in Excellence

OCTOBER 12, 2023

Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. The problem with most of our retention strategies is we become the status quo! However they were doing things in the past were displaced and replaced with our solutions. But are all of these enough?

Cross-sell 133

Cross-sell Up-sell Sell Customers 133

Partners in Excellence

OCTOBER 23, 2020

The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked me what I like about the competition. He might then start to talk about his solution in the context of the things I highlighted. Our customers will always consider alternatives–they should.

Presentation 145

Presentation Sell Customers Product 145

Martech

FEBRUARY 8, 2024

Let’s delve into how we turned our agency’s SEO strategy upside down and generated revenue as a result. Higher conversion rates The bottom-of-the-funnel (BOFU) content is all about conversions. Take an example of the keyword our article ranks first for: You can also see that the search intent for this keyword is commercial.

B2B 111

B2B Gaming Niche Appointment 111

Partners in Excellence

SEPTEMBER 12, 2023

Profitability may start to decline, competitors start to catch up, even in some areas overtake them. Too often, we are too late in recognizing, “What got us here won’t get us to where we need to/want to go!” ” What causes is this to happen? They aren’t scaling or growing at the same rate.

Service 120

Service Start-ups Up-sell Customers 120

Martech

MAY 6, 2024

At the same time, customers are increasingly concerned about the what, why, and how of their data. They want to know what’s being collected, why we’re collecting it and how it’s being used. On the one hand, customers want their online experience to be personalized, while on the other, they want their data to remain anonymous.

Customers 107

Customers Trust Campaign Closing 107

SaaStr

MARCH 26, 2024

Dear SaaStr: What Was it Like Acquiring Your First Customer? So Customer #1 showed us the path to our future. My first customer signed a $10k contract (a small pilot) but our second, their competitor, then signed a $6m (multi-year) contract. It led to disarray, as we couldn’t agree on our ICP.

Customers 84

Customers Contract Represent Start-ups 84

Search Engine Land

SEPTEMBER 25, 2023

In response to a DOJ question about whether Google had an advantage in using BERT over competition because of its user data, Lehman testified that Google’s ‘biggest advantage in using BERT’ over its competitors was that Google invented BERT. Fortunately, our training data gives us a head-start. Sensitive Topics.

CTR 139

CTR Click Through Rate Engineering Technology 139

Adaptive Business Services

MARCH 13, 2024

What makes these deals easier to close? Smart buyers know the old axiom … price is what you pay, but value is what you live with. If you are trying to break into a new account who has an established relationship with a competitor, you will have to be persistent and be at the right place and the right time.

Electricity 77

Electricity Price CRM Consult 77

Partners in Excellence

MAY 31, 2023

As a proud Manhattanite, the cover reflected our view that the world rotated around Manhattan. Sometimes, when I look at our views of our customers, markets, competitions, I get images of Steinberg’s New Yorker cover flashing in my mind—only a corporate version of it. In this view, they are the center of attention.

Pitch 90

Pitch Represent Presentation Customers 90

Search Engine Land

MAY 6, 2024

Harness the power of ad platforms and campaigns Our friendly ad interfaces, Google Ads and Microsoft Ads, offer a wealth of powerful information if you know where and how to look for it. What does this indicate? For example, let’s say you’re looking at a campaign and notice a high CTR coupled with a low CVR.

CTR 86

CTR Objectives and Key Results Click Through Rate Campaign 86

Search Engine Land

MARCH 21, 2024

The decision to hire a new SEO agency brings high hopes for what might be achieved together. This article covers the three things you want to get right when onboarding a new SEO agency: Education: Educating your agency about your business. What are the value props of individual offerings? What do you define as project success?

Contract 98

Contract Education Clients Trust 98

Search Engine Land

SEPTEMBER 28, 2023

What to do when your PPC campaigns perform poorly When your account starts performing poorly, you need to take swift action. On the other hand, external issues are events or changes beyond our control, like the emergence of new competitors, economic conditions or search engine updates. Were any CAPTCHA changes made on the site?

Campaign 117

Campaign Promote Start-ups Engineering 117

Search Engine Land

APRIL 24, 2024

What that means is our growth in this new operating reality has to be hard earned.” Some of those Raghavan highlighted: More competition: Raghavan didn’t name any specific competitors, but OpenAI, Microsoft, Meta and many other companies are all competing hard with Google to win the AI arms race. About Raghavan.

Growth 106

Growth Sports Promote Meeting 106

Sales Pop!

NOVEMBER 15, 2023

As we head towards the finish line of another selling year, we reassess our own selling organization in preparation for 2024. We look at what we do well and not so well to enhance the former and improve the latter. And most of us don’t know much about them, but there’s one thing we’ve always heard – they never change their spots.

Clients 64

Clients Represent Strategize Prospecting 64

Search Engine Land

APRIL 4, 2024

Here’s an easy example of what that might look like for my company, using GSC’s Query filter functionality and RegEx: Are you seeing relatively flat non-brand traffic changes, but a big brand swing? Do we care about this traffic? What does the trend line tell us? Did something change with our site content?

Referrals 118

Referrals CTR Territory Sports 118

Partners in Excellence

OCTOBER 3, 2023

.” It’s related to much of what I’ve written about Inciting Customers To Change. They’ve done all the heavy lifting of trying to figure out what questions they should be asking, who should be involved, the risks, the necessity of changing. This would change our whole relationship with the customer.

Sell 127

Sell Up-sell Start-ups Customers 127