Partners in Excellence

MAY 15, 2024

But what does it mean to be a high performing organization? What are some of the elements? We’ve seen skyrocketing tech stacks, with continued bragging “mine is bigger than yours!” We can do even more in less time. When you think about this, you know it can’t be hot products.

GTM 113

GTM Quota Technology Technology 113

Search Engine Land

MAY 15, 2024

As AI becomes more prevalent in digital marketing, incorporating an entity-based approach into your PPC campaigns is a way to get ahead of the competition. Entities for PPC keyword expansion If you’re struggling to expand your keyword list, taking an entity-based approach could expand your horizons. See terms.

Click Through Rate 106

Click Through Rate CTR Campaign Territory 106

Martech

MAY 15, 2024

We discussed the importance of being able to translate technology and break down silos in organizations, all while never losing sight of the customer. Q: How did you first get into marketing and technology? How did this lead you to customer experience? So that’s where I moved into customer experience.

Healthcare 98

Healthcare Technology Technology Sports 98

SaaStr

MAY 16, 2024

At least, don’t do too much of this. I got this backwards , as do most founders. But what vesting really does is protect the most committed founders from the least committed ones. Just think of who you could hire, and what you could do with that 20%. You could hire 20 great VPs with that.

Customers 90

Customers 90

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? What will they tell their friends or colleagues about their experience — will they even mention it? Do you think customers will talk about how they were “wowed” by their AI experience?

Customers 129

Customers Hospitality Technology Technology 129

Martech

MAY 15, 2024

Q: Tell us about what you’re doing with Silicon Foundry. What really catalysed it was a lot of the questions we were getting about which use cases were generating ROI today and we kept coming back to marketing-related use cases. Q: One example of a startup you have worked with is Echo AI. No surprise.

Retail 103

Retail Cross-sell Technology Technology 103

Partners in Excellence

MAY 17, 2024

As individual contributors, we are conditioned to think about what we owe our managers and leaders. Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. What do we “owe” our people? Where do I start?

Trust 68

Trust Start-ups Meeting Customers 68

Partners in Excellence

FEBRUARY 29, 2024

He was very focused on the customers and people he was prospecting. He researched others, understanding their roles and what their companies did, creating personalized emails. He tried to connect what he learned they were doing with his prospecting efforts. “What is he interested in talking about?”

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Step 1: Goals What is your goal for this content?

Process 120

Process Objectives and Key Results Angle Follow-up 120

SaaStr

MAY 8, 2024

What metrics should we expect in this environment? There is a whole generation of kids out of school and senior folks who were promoted who don’t know what it was like before the easier times. There is a whole generation of kids out of school and senior folks who were promoted who don’t know what it was like before the easier times.

Quota 82

Quota GTM Price Finance 82

SaaStr

APRIL 16, 2024

Dear SaaStr: What Do You Do When Your Startup is Not Growing Anymore? You can blame it on macro issues if you want, but if growth has radically decelerated, it’s likely because you are less competitive than you were before. The #1 source of new customers? But it does work.

Referrals 104

Referrals Growth Promote B2B 104

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?” If you understand three pivotal trends, you’ll master your martech and make informed decisions: Martech growth outpaces martech consolidation. Grow your martech maturity instead.

Legal 117

Legal Growth Pitch Technology 117

SaaStr

APRIL 21, 2024

Dear SaaStr: What Are The Top 5 Things I Should Know Before Starting a SaaS Startup? My Top 5: It will take you at least 24 months to really get anywhere. At least, not to get enough paying customers from Code Zero. Wait and find a co-founder just as committed as you are. So ask yourself — why will you win ?

Start-ups 110

Start-ups Engineering Product Customers 110

Martech

APRIL 17, 2024

Here’s what I was looking for: Stop depending on batch-and-blast. Here’s what I was looking for: Stop depending on batch-and-blast. Use customer data to inform email programs. That’s what we should be doing (see the second point above). The answer is, sadly, not much. Fast-forward to 2024.

Technology 130

Technology Technology Niche Campaign 130

Search Engine Land

APRIL 26, 2024

Keeping your website strategy tied to traditional notions like keyword research based on search volume is a recipe for a slow but certain death. But what are your options? One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires.

Product 108

Product Launch CRM Start-ups 108

Martech

APRIL 16, 2024

And you’ve probably been wondering, what is real-time marketing? What matters is that you reach your customers when they need to be reached, with the right experience. What matters is that you reach your customers when they need to be reached, with the right experience. Milliseconds?

E-commerce 112

E-commerce Hospitality Customers Strategize 112

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” Each of us talk to thousands of sellers and customers every year, and Andy’s podcasts reach 10s to 100s of thousands more. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 115

Technology Technology CRM Pipeline 115

SaaStr

MAY 13, 2024

And that thing I’ve learned is that you can take two brutally competitive products, that are very similar, give each a booth at SaaStr Annual, Europa or at one of our digital events… or each can try a podcast ad or do a newsletter ad … and one can walk away with more leads than you can follow up on.

Quota 81

Quota Pipeline Follow-up Start-ups 81

Partners in Excellence

APRIL 8, 2024

The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” We are reaping the results of what we have sowed.

Quota 117

Quota Trust Pitch Up-sell 117

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. Who you do it for.

Engineering 109

Engineering Networking Clients Construction 109

Search Engine Land

JANUARY 10, 2024

Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. This article outlines key strategic aspects you must review, from high-level business considerations to the specific data, tools, content and technical elements that drive results.

Strategize 139

Strategize Launch Start-ups Engineering 139

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there.

Engineering 98

Engineering Price Cross-sell Niche 98

Partners in Excellence

MARCH 12, 2024

One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.” ” Another thing struck me: “And I love what professional selling is not. You are on the front line, making things happen.

Sell 122

Sell Assembly Line Territory Sports 122

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 103

Drivers/motivators B2B B2C Quota 103

SaaStr

MAY 14, 2024

At SaaStr’s inaugural AI Day, the Senior Director of Product Management at Panoptica by Cisco, its incubation team, Alex Jauch, talks about how GenAI is powering app security, how Cisco is using it, and how you can use GenAI to protect other businesses. Did You Say Hype Cycle? So, two truths can, and do, exist.

UX 77

UX Intrinsic Product Conversion 77

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

APRIL 25, 2024

What do you do if the vendor of one of your martech solutions gets bought? This can change many things, including price, customer service, contract enforcement and more. Here are 10 things that will let you be proactive if this happens. Know what you need and why. Look out for promises.

Contract 107

Contract Legal Price Technology 107

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 115

Sell Territory Consult Contract 115

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customers 130

Customers Referrals Clients Strategize 130

Martech

MARCH 29, 2024

You may have heard “agile is dead.” I’m here to tell you there’s truth in these accusations. By not just focusing on getting things done faster but on delivering value faster, as measured by business outcomes, Huntington National Bank was able to increase loan application conversion rates and improve the customer experience.

Manufacturing 122

Manufacturing Promote Pipeline Technique 122

Martech

MAY 9, 2024

But I know you think they’re trying to implement some over-complicated solutions. Is that what is going to tip us into the trough of disillusionment ? Is that what is going to tip us into the trough of disillusionment ? A: You’re right. Q: What about these over-complicated implementations?

Appointment 99

Appointment Technology Technology Follow-up 99

SaaStr

MAY 1, 2024

Dear SaaStr: What Was Your #1 Hack to Increase Trial Conversions to Paid? There are many product-level things you can do. There are many product-level things you can do. Improve your messaging. You will only have just so many bona-fide trial users before say $5m-$10m in ARR, usually.

Conversion 96

Conversion Presentation Prospecting Start-ups 96

Martech

APRIL 11, 2024

Indeed, marketers use AI to brainstorm ideas, write copy, generate content, improve audience targeting, build landing pages, analyze data, parse text and find insights, customer intelligence and more. Higher-ups want us to do more with less (efficiency). Effectiveness should be mastered and constantly invested in ahead of efficiency.

B2B 133

B2B Manufacturing Technology Technology 133

SaaStr

MAY 16, 2024

Wade Foster, founder and CEO of Zapier, runs a category-creating brand that makes all your tech work together seamlessly – no coding required. When March 2020 hit, you laughed when you heard stories of engineers working 4-6 hour jobs, but it became rampant on the revenue side of the industry. 2021 was the boom.

B2B 79

B2B Angle X-functional Trust 79

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world. How do we prevent mistakes from happening in email?

Objectives and Key Results 126

Objectives and Key Results Retail Campaign Appointment 126

Martech

APRIL 18, 2024

Instead of creating a list of hundreds of AI marketing tools that may (or may not) be around in a few months, I hope to arm you with the foundational knowledge to select AI tools strategically well into the future. I’ll start with what hasn’t changed and provide an overview of what I consider a strategic approach to AI tool selection.

Strategize 136

Strategize Education Price Service 136

Martech

APRIL 15, 2024

She is currently global customer CRM senior manager and CDP advisor. Q: You studied in São Paulo. Is that where you are from? Q: You did a bachelor’s in economics and then — fashion marketing? Dig deeper: MarTech Spotlight interviews Q: How did you come to join Stanley Black & Decker? Europe and Asia.

CRM 106

CRM Retail Technology Technology 106