Martech

APRIL 29, 2024

The age-old marketing question: Should we prioritize activity or results? In pursuit of activity In the activity corner, we’ve got the folks who believe that consistent effort is the secret sauce to long-term success. He said, “The essence of strategy is choosing what not to do.” It’s not pretty.

Strategize 108

Strategize Negotiate Follow-up Growth 108

Veloxy

FEBRUARY 22, 2022

I’m going to answer the last question and share with you our ten best practices for leveraging social selling to close the deal, earn the trust of your customers, and build your confidence in the field forever. Social media is much more than LinkedIn, Facebook, and Twitter. Why Social Selling? Find your audience.

Sell 231

Sell Niche Referrals Sales 231

Martech

MAY 9, 2024

Ivan Ostojic is Chief Business Officer at Infobip, the omnichannel marketing platform focused on communications, conversations, chat and messaging. Is that what is going to tip us into the trough of disillusionment ? Q: What about these over-complicated implementations? We had this issue with translation of our own website.

Appointment 87

Appointment Technology Technology Follow-up 87

Tibor Shanto

SEPTEMBER 28, 2021

I know what you’re thinking, “not my team.” Yet every time we do an exercise around what “you sell”, we see a different result. In almost all cases, sellers answer that question in the form of the deliverable. We are talk measurable change in workflows, production, market perception, and many more.

Objectives and Key Results 167

Objectives and Key Results Appointment Prospecting Up-sell 167

Martech

MARCH 6, 2024

We talked to him about marketing’s AI skills shortage and what can be done. You know how to think about data and ask the questions that make the best use of the AI. A: So, I’ll give an answer based on an example case that we were working on recently. It enables marketers to ask questions about the data.

Engineering 102

Engineering Campaign Presentation Consult 102

Search Engine Land

MARCH 5, 2024

March 2024 core update – bigger than before Today, Google started to roll out its first core update of the year and its first algorithm update of the year – the March 2024 core update. The September 2022 broad core update was less impactful than previous core updates and finished on Sept.

Engineering 145

Engineering Start-ups User Experience Technique 145

SalesProInsider

AUGUST 18, 2023

That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Drop – Drop our assumptions, our agenda, our emotion, and our ego as we listen. Roll – Roll into an Acknowledge, Ask, and Answer strategy. Here’s how a Stop, Drop, and Roll sounds.

Sales 115

Sales Pitch Clients Conversion 115

Search Engine Land

MARCH 13, 2024

When we turn up to work, we aren’t able to put ourselves into robot corporate mode. We are still that human that was at home in the morning and has many different motivational drivers. We are still that human that was at home in the morning and has many different motivational drivers. Humans are not rational.

Drivers/motivators 104

Drivers/motivators B2B B2C Quota 104

Partners in Excellence

AUGUST 18, 2021

But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Look at the number of budgeted buying initiatives that never result in an order (even though the customer could give the right answer to all the BANT questions).

Customers 165

Customers Manufacturing B2C Technology 165

Salesforce

NOVEMBER 3, 2023

We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice. “We So it can be difficult for individuals to know if they can trust the answers generative AI is giving them.”

Pharmaceutical 127

Pharmaceutical Legal Trust Technique 127

Search Engine Land

APRIL 26, 2024

But what are your options? One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. One possible escape route is product-led SEO , which focuses your strategy on your customers’ needs, pains and desires. The transformative rise of AI.

Product 108

Product Launch CRM Start-ups 108

Search Engine Land

FEBRUARY 19, 2024

What is an SEO strategy? The most prominent SEO strategy articles focus predominantly on planning rather than strategy. What does better mean? Strategy development should answer the question of how you create something better (rather than just to create something better).

Strategize 118

Strategize Niche Angle UX 118

Martech

JANUARY 12, 2024

As we slide into 2024, B2B marketing leaders face new challenges: deals are harder to close, budgets are shrinking, and expectations are rising. We must rethink what it means to be effective in marketing. But is safety really what we need right now? But let’s stop and question this for a moment.

B2B 132

B2B Construction Strategize Growth 132

Martech

FEBRUARY 7, 2024

And instead of being a fresh college graduate, I’m now one of those old people who’s a bit skeptical of what’s happening. But I know there’s no way to stop progress, so we must be agile and adapt the way we’ve always worked. I remember when the web was brand new, unknown and scary to many people.

X-functional 117

X-functional Cross-sell Territory Retail 117

ConversionXL

OCTOBER 27, 2020

When it comes to organic results, the biggest news is Google’s new focus on “passages”: By better understanding the relevancy of specific passages, not just the overall page, we can find that needle-in-a-haystack information you’re looking for. So what’s going on? What is passage-based indexing ranking? As we said.

Engineering 174

Engineering UX Legal Start-ups 174

Search Engine Land

NOVEMBER 22, 2023

Unlike previous edits to the Search Quality Guidelines, which have introduced significant, new concepts ( like the new E for Experience last year ), the latest updates to the Search Quality Guidelines seem much more focused on user intent and needs met. Google is: Refining what it means to provide high-quality search results.

Meeting 142

Meeting Represent Engineering Conversion 142

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Technique 134

Technique Sell Presentation Clients 134

Martech

OCTOBER 11, 2023

With AI tools and chatbots like ChatGPT now becoming the go-to source for quick answers, the traditional SEO game is changing. People are increasingly getting their questions answered directly in the chat or through supplemental results on the search results page.

Start-ups 131

Start-ups Launch Gaming Promote 131

Search Engine Land

APRIL 15, 2024

Then, you must create what Google calls “ helpful, reliable, people-first content.” A people-first content process Google has a help page that provides several questions you can use to review your existing content to ensure it is helpful, reliable and people-first. Step 1: Goals What is your goal for this content?

Process 120

Process Objectives and Key Results Angle Follow-up 120

Partners in Excellence

AUGUST 22, 2023

Leveraging friends and colleagues who consult, I asked them what they were seeing with sales executives they work with. Leveraging friends and colleagues who consult, I asked them what they were seeing with sales executives they work with. All totaled we have large, diverse sample sizes.

Sell 103

Sell Pipeline Prospecting Up-sell 103

Search Engine Land

SEPTEMBER 25, 2023

The new features will allow you to either engage in voice conversations with the chatbot or share images to express your thoughts, rather than relying solely on typing out prompts. Users simply take a photo, upload it, then ChatGPT will try to figure out your query and provide an answer. Opt into voice conversations.

Follow-up 113

Follow-up Conversion Start-ups Engineering 113

The 5% Institute

MARCH 1, 2022

Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. The conversation should be focused on: Their situation. What their ideal outcomes look like. 8 x Tips To Drive Up Sales.

Sales 144

Sales Presentation Follow-up Clients 144

Search Engine Land

JULY 14, 2023

The search results for an exact match brand name is Google’s evaluation of what that brand’s audience will find most helpful, relevant and valuable. That means the brand SERP is your guide to what’s right and what’s wrong with the digital strategy. We often see structural issues manifest themselves here. Fix these first.

Niche 96

Niche Clients Entertainment Engineering 96

Search Engine Land

DECEMBER 21, 2023

AI-generated content has also made judging what is quality content difficult for Google. The official position moved from “ it’s spam and breaks our guidelines ” to “ our focus is on the quality of content, rather than how content is produced.” During that time, Google’s attitude toward AI-created content evolved.

Gaming 137

Gaming Engineering Presentation UX 137

Search Engine Land

MARCH 20, 2024

What is the position-less marketer? The answer is yes in select circumstances. The answer is yes in select circumstances. This sentiment reflects a trend towards versatility in a sport. These are position-less players. Position-less was displayed by Jauan Jennings of the San Francisco 49ers in the 2024 Super Bowl.

Sports 91

Sports Assembly Line Campaign Technology 91

The 5% Institute

FEBRUARY 9, 2022

Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. The conversation should be focused on: Their situation. The conversation should be focused on: Their situation. Pain points.

Construction 145

Construction Closing Presentation Sales 145

Partners in Excellence

OCTOBER 10, 2023

I asked the question, “Who are the people, at your customers, most important to your ability to sell something? Then there are the finance people, the controller, and CFO… ” I probed further, “What does a CIO do? What other organizations are they dependent on to get their jobs done? ” I asked.

Customers 81

Customers Finance Legal Conversion 81

Martech

FEBRUARY 20, 2024

What makes a powerful CTA and why you need one Imagine a call to action as the spark that ignites the desired action in your audience. By explicitly telling readers what you want them to do, you eliminate confusion and guide them on their journey. It should answer the question, “Now what?” Connection.

B2B 110

B2B Prospecting A/B testing Click Through Rate 110

Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. They’re asking themselves questions like: How can I trust this business or build a working relationship if I don’t even know who’s talking to me?

Trust 115

Trust Customers Healthcare Service 115

Partners in Excellence

FEBRUARY 7, 2023

How do we incite customers to change when they don’t recognize they may need to change? How do we drive sufficient levels of demand to achieve our goals? How do we standout when customers are overwhelmed with information–particularly as we look at tools like ChatGPT enabling us to create reams of both good content and crap.

Tradeshows 122

Tradeshows Construction Prospecting Conversion 122

Martech

DECEMBER 21, 2023

Constructing a powerful and effective value proposition must include what is exclusive to your offer and answer the question “Why should I choose your company over any other company?” Encourage your teams to study and question the plan. Attract Most teams play it safe, doing what everyone else does to attract prospects.

Launch 110

Launch Product GTM Education 110

Martech

MARCH 20, 2024

What is the position-less marketer? The answer is yes in select circumstances. The answer is yes in select circumstances. This sentiment reflects a trend towards versatility in a sport. These are position-less players. Position-less was displayed by Jauan Jennings of the San Francisco 49ers in the 2024 Super Bowl.

Sports 83

Sports Assembly Line Campaign Technology 83

The 5% Institute

AUGUST 4, 2021

Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. The conversation should be focused on: Their situation. What their ideal outcomes look like. Pain points.

Technique 145

Technique Sell Sales Presentation 145

The 5% Institute

JANUARY 24, 2022

Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your overall selling ability. Another important tip for how to increase your selling ability, is to use something we call a pre-frame. Pain points.

Sell 144

Sell Presentation Clients Up-sell 144

The 5% Institute

OCTOBER 26, 2020

Using what vs how during your sales conversations, is a perfect example of how certain words and nuances could make a big difference. In this article, we’ll explore the difference between what vs how; and how the small word difference between the two could impact your closing rate, as well as your mindset. Use How Instead.

Clients 145

Clients Up-sell Closing Conversion 145

Gong.io

JULY 25, 2022

So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch.

Consult 117

Consult Pitch Up-sell Follow-up 117

The 5% Institute

JULY 29, 2021

Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. The conversation should be focused on: Their situation. What their ideal outcomes look like. Tip #3 – Keep It About Them.

Presentation 145

Presentation Sales Clients Trust 145