Martech

APRIL 17, 2024

Understandably, marketers who cut their teeth on UA were unhappy with learning new ways to do new things. We talked to Sharon Mostyn, CEO of Mostyn Marketing Group, to find out the current state of all things GA4-related. So the last 30 days doesn’t do it for me. Now we have three different levels of events.

Healthcare 124

Healthcare GTM Clients Price 124

Martech

MAY 13, 2024

We sat down with their U.K.-based A couple of days after that announcement, we got the new report from the CMA that adopted most of the concerns that the Information Commissioner’s Office had surfaced about privacy. This is a complicated industry; there are many players. We will work with any partner in the ecosystem.

Conversion 114

Conversion Follow-up Engineering Technology 114

Veloxy

JANUARY 19, 2022

In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. Why do you need a first impression for cold calling ? Rather, let the results, numbers, and value do what most mere names cannot—close the deal!

Cold Call 358

Cold Call Territory Quota Up-sell 358

Search Engine Land

OCTOBER 5, 2023

Why we care. Search marketers have long speculated that Google intentionally complicates SEO to boost ad sales revenue. What do the published emails say? ” “Our best shot at making the quarter is if we get an injection of at least [redacted]% , queries ASAP from Chrome.” What did John Mueller say?

Launch 115

Launch Price Campaign Engineering 115

Adaptive Business Services

MAY 15, 2024

We’re not going to do anything advanced. However, the fundamentals are 90% of what you need to do in order to see awesome results! I’m also giving some sample times for each step just to dispel the erroneous rumors that it’s too f’ing complicated and it takes too f’ing much time:) Here we go!

CRM 77

CRM Pipeline Contact Closing 77

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. That’s where you have to be.

Engineering 105

Engineering Price Cross-sell Niche 105

Martech

MAY 17, 2024

Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. Rain Group also found a substantial training gap: 85% of sales professionals do not receive formal training on using AI in their roles. You’ve been on LinkedIn.

B2B 128

B2B Strategize Technology Technology 128

SaaStr

FEBRUARY 1, 2024

I knew an SVP at a Top 20 Tech Company, and really as a favor, he told me he’d do a $25k+ deal with Adobe Sign / EchoSign in the early days. I tried to do the Salesforce demo, but I actually had never really used Salesforce before. We had 1 sales rep, so I didn’t see the point of learning it. It didn’t work.

Product 100

Product Engineering B2B Pitch 100

Salesforce

APRIL 24, 2024

What you’ll learn What is zero copy integration? What is a data warehouse? How it works: from CDP to data warehouse How it works: from data warehouse to CDP How Buyers Edge uses zero copy technology What is zero copy integration? Copying data from one database to another is a common practice.

Customers 124

Customers Transportation Government UX 124

Search Engine Land

MAY 3, 2024

The following analysis is what I’ve seen and my interpretations. Even just understanding what happened in terms of the HCU and integration (or lack thereof) into the core is a whole basket of confusion for various reasons. There is going to be a lot said about this update. To be clear: none of this is definitive. Not really.

Construction 131

Construction Follow-up Start-ups Presentation 131

Search Engine Land

MAY 20, 2024

The general idea is that: Businesses design new products and services every day The majority of these fail miserably Focusing on what matters to the customer helps you succeed The Value Proposition Canvas helps fix this for products and services by ensuring they are created to address customer goals, pains and jobs.

Non-Profits 120

Non-Profits Drivers/motivators Finance Service 120

SaaStr

MAY 28, 2024

Some are mistakes we make again and again, and others are newer territory as we evolve. Mistake #1: A VP of Sales that Can’t Sell or Demo the Product “Whatever you do, do not hire a Head of Sales who can’t demo the product before day one,” Jason says. What was this Head of Marketing’s previous role?

GTM 83

GTM Pipeline Growth Quota 83

Search Engine Land

DECEMBER 14, 2023

But we’re not in 2014 any longer. LLMs and SEO in an AI era We all know it’s coming. AI is complicated; we all know this. AI is complicated; we all know this. But we also know that large language models (LLMs) are being trained on text data from the most popular websites in the world.

Drivers/motivators 139

Drivers/motivators Sports Engineering Follow-up 139

Martech

MARCH 7, 2024

From what I heard from vendors and marketers, the day of reckoning is upon us. Here’s the key point from his presentation: If something is expected or “normal” do the opposite. But to do that, you have to make time for it. It doesn’t have to be complicated. Too many people are just going through the motions. Get MarTech!

Entertainment 120

Entertainment Presentation Contract Pitch 120

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. All of these focus on how we succeed as sales people or leaders. So what’s the secret to success? How can we help them? Likewise, the tools.

Objection handling 151

Objection handling Negotiate Consult Quota 151

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 128

Process Objectives and Key Results Angle Follow-up 128

Search Engine Land

MAY 29, 2024

As we inevitably entrust more of this testing process to ad platform AI, gaining insights into what worked becomes more complicated. We receive limited data about top performing combinations and assets, but building a practical takeaway for future advertising tactics can be difficult without a clear plan going in.

CTR 83

CTR A/B testing Campaign Launch 83

Search Engine Land

MARCH 20, 2024

So, if you’re a PPC expert looking to tie your campaigns to other marketing efforts, here are four ways to start doing that. If this is what you’ve been doing, stop and schedule some time with the paid social team to address the following: If you can edit and write new copy, your platforms should be aligned on key phrases and approaches.

Campaign 115

Campaign Strategize Follow-up Consult 115

Martech

JANUARY 25, 2024

In this series, we dig deeper into the stories of our expert contributors. Ruth Stevens found her way into B2B marketing by accident, as many B2B marketers do. And after that, I moved to Ziff Davis and IBM, where I worked in B2B marketing and thought, “Boy, this is great because in B2B, the marketing mission is more complicated.”

B2B 108

B2B Drivers/motivators Education Technology 108

Partners in Excellence

AUGUST 3, 2020

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?”

Pipeline 159

Pipeline Quota Sales Negotiate 159

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process. This is a long article.

Process 121

Process Sales Sales Support Sell 121

Search Engine Land

MAY 21, 2024

You get complacent Rest on your laurels for a month or so and see what happens. So, how do you mitigate the impact? For instance, if a product is being discontinued and we need to redirect the product page to a new product page, I ask if we can rewrite that new destination page with the language that worked on the old one.

Territory 82

Territory Growth Lead generation Launch 82

Martech

JANUARY 16, 2024

I’ve called in over a dozen times — they tell me someone will call back, but they never do. To do this, they would need to talk to their rep. We have no one to talk to’ Menachem Ani, founder of JXT Group, said there was a steep decline in customer service quality after the company restructured agency teams last April. ‘We

Service 122

Service Customers Represent Networking 122

Martech

APRIL 19, 2024

Even with new channels and new tactics entering the fray on a regular basis, the debate around how to do lead gen rages on, including on social media channels. We added as much friction as possible,” she said. “We We get better leads, more serious leads. We wanted to get a $200 lead, but the cost is $20.”

B2C 129

B2C Lead generation B2B Campaign 129

SaaStr

SEPTEMBER 29, 2023

What Caused This Crowded Software Market? We’re so many years into the Cloud, and here we are at hundreds of billions in annual Cloud spend and growing at 6x over eight years. We have better tooling and systems — The shoulders we’re all standing on compared to the past are incredible. What to do instead?

Product 99

Product GTM Cross-sell Commission 99

Martech

MAY 24, 2024

Here’s my quick list of 10 email fails (some misdemeanors, some felonies) that can put us in email jail and what to do to stay on the right side of the law. I’d love to see what you consider an offense punishable by email jail time. How do you feel when you get email from what is clearly a purchased list?

Cross-sell 120

Cross-sell Promote Represent Technology 120

Martech

AUGUST 12, 2022

What happened, and what does it mean for you, the martech leader? Read next: What is customer journey orchestration and how does it work? First of all, omnichannel journey orchestration is more complicated than it looks. Since then, the marketplace for standalone journey orchestration engine (JOE) platforms has receded.

Customers 137

Customers E-commerce Government Technology 137

Partners in Excellence

JUNE 16, 2023

How we seem to continue to do the same things, over and over, even when they are failing. I’ve written about how we are trapped in “business as usual.” ” I’ve gotten some questions, “Dave, how do we change, what should we do? What if we fail?”

Conversion 122

Conversion Follow-up Prospecting Start-ups 122

Search Engine Land

JANUARY 12, 2024

” “I’ve called in over a dozen times – they tell me someone will call back, but they never do. To do this, they would need to talk to their rep. ” ‘We have no one to talk to’ Menachem Ani , founder of JXT Group, said a lot has changed in terms of Google support over the past decade. .”

Engineering 141

Engineering Clients Networking Represent 141

Salesforce

FEBRUARY 20, 2024

I did what any millennial would do. I downloaded TikTok and Instagram and started making ridiculous videos about living life with a disability, about being a young face of ALS, about the disgusting taste of my medicine — anything I could do to get people googling ALS and learning more.”

Pharmaceutical 137

Pharmaceutical Healthcare Drivers/motivators Appointment 137

SalesProInsider

APRIL 7, 2022

Do you want to complicate growing your business, or book of business? It’s these factors that show what works and what doesn’t. There are so many ways to get in the rut of creating, recreating, doing more research, waiting for the best time to start conversations, etc. If so, strive for perfection!

Clients 126

Clients Networking Conversion Start-ups 126

Adaptive Business Services

JANUARY 24, 2024

Today we have electronic tools. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. How can we ensure that leads are being followed up on?

CRM 71

CRM Commission Territory Repeat business 71

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. We know 60% of committed buying processes end in no decision made. And we layer on more content than anyone could reasonably consume.

Up-sell 122

Up-sell Sell B2B Process 122

SaaStr

AUGUST 23, 2023

Dear SaaStr: How Do You Price a SaaS Product in a New B2B Market? It’s not as complicated or as hard as it sounds. It’s OK you are doing something different. We did a podcast with Godard Abel, CEO of G2 the other day, and talked about their new data product. I’ve lived it. I guessed the pricing almost immediately.

Price 86

Price B2B Product Sell 86

Martech

JULY 5, 2023

What it means. It’s easier to hit a bigger target and that’s exactly what the regulators are trying to do,” he says. “If We’ll continue to see big tech take a step towards paid subscriptions and away from ad-supported platforms.” What happened. What’s next. Why we care.

Consult 114

Consult Networking Service Follow-up 114

Partners in Excellence

APRIL 18, 2022

We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. Unfortunately, we’ve created no value in being order centric, but in truth, we probably don’t care, we are driven by getting the order. As a result, we focus on the buyer.

Objectives and Key Results 157

Objectives and Key Results Quota Represent Education 157

Partners in Excellence

AUGUST 1, 2022

We do this through hiring the right people, training, giving them tools/processes/programs/systems to help them perform, providing the right support, eliminating barriers to their performance, and constantly coaching/developing them. We set performance goals, we measure their attainment against that performance.

Quota 124

Quota CRM Promote Growth 124