Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Martech

DECEMBER 11, 2023

Sales executives and marketers are caught in a Catch-22 that says we need more marketing activity because we have more sales resources — we have more sales resources, so we need more marketing. Many factors have led to the place we now find ourselves in B2B. How did we get here?

Quota 116

Quota Sales Pipeline B2B 116

Search Engine Land

SEPTEMBER 13, 2023

8 reasons Amazon reviews are important Amazon reviews aren’t just testimonials; they are powerful tools that can make or break your sales on the platform. Here’s why Amazon reviews have so much impact. Consumer trust Amazon reviews provide valuable insights into the quality and performance of products.

Trust 131

Trust Construction Sales Campaign 131

Martech

SEPTEMBER 19, 2023

Marketing automation leaders are faced with a big challenge: How to add new technologies that provide fresh ways of executing campaigns and engaging customers while maintaining the quality of older approaches. Here are three areas where marketing automation can help with this.

Campaign 115

Campaign Consult Gaming Contact 115

SaaStr

JANUARY 31, 2024

billion of ARR last year, with a market cap of $25.7 As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales. Where do you start, and which data cuts should you look at to assess the health of your pipeline?

Pipeline 98

Pipeline Sales Up-sell Meeting 98

Martech

FEBRUARY 26, 2024

See more about how marketers are using MarTechBot here. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content. I am the first generative AI chatbot for marketing technology professionals. What could be wrong? I am trained with MarTech content.

Price 96

Price Strategic planning Referrals Sales 96

Partners in Excellence

APRIL 10, 2024

While we provide exact specifications, “It has to have dimensions of X inches, by Y inches, by Z inches. It has to have a hole of R inches in diameter at this location… ” We specify everything important to the design of the product. And the more parts you have to put into the assembly, the greater the problem becomes.

GTM 93

GTM Manufacturing Meeting Quota 93

Search Engine Land

APRIL 23, 2024

It’s no stretch to say the marketing data landscape has changed quite a bit over the past two years. For one, the ways companies collect user data have been under the microscope, and policies from Apple and Google are forcing marketing data analytics changes across the board.

Government 109

Government Campaign Follow-up Conversion 109

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%. The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%.

SQL 117

SQL Quota Presentation Prospecting 117

Search Engine Land

JANUARY 30, 2024

You’re getting lots of high-quality traffic. But despite the uptick in visitors, your sales and leads remain lackluster. This article explores nine proven methods to help you turn SEO traffic into sales and leads. You might know the nuances of your site and sales funnel, but your users do not. The good news?

A/B testing 114

A/B testing UX Intrinsic Trust 114

Martech

APRIL 4, 2024

What’s missing? I’ve worked with some exceptional email marketers over the years and they share 10 personality traits that have helped them excel. What takes email marketers from good to great? Service mindset The best marketers don’t just sell. They help others find solutions.

Strategize 88

Strategize Growth Campaign Legal 88

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 ? There is a lot of marketing hype that is creating that perception. Interview edited for length and clarity.)

Appointment 86

Appointment Technology Technology Follow-up 86

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 99

Quota Commission Networking Drivers/motivators 99

SaaStr

MAY 16, 2024

They dive into the nuances of topics like: Evolving dynamics of remote work The most effective marketing channels of 2024 Owned assets vs. “walled gardens” The practical realities vs. the hype around AI As everyone here at SaaStr knows, Jason sold his first company, Echosign, for $400M. Zapier was last valued at over $5B.

B2B 79

B2B Angle X-functional Trust 79

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. All totaled we have large, diverse sample sizes. Varying types of products/services, different markets, transactional and complex sales. Reflecting on the research, intuitively, it makes sense.

Sell 105

Sell Pipeline Prospecting Up-sell 105

Search Engine Land

APRIL 19, 2024

While Google’s responsive search ads (RSAs) have come a long way from the simple text ads of the past, there are still plenty of opportunities to optimize and take your PPC performance to new heights. A few reasons why: You could be diluting the key USPs with filler content, just so the ad strength improves (not a quality indicator).

CTR 105

CTR A/B testing Objectives and Key Results Campaign 105

Martech

JANUARY 26, 2024

While many other metrics matter, revenue is what enables success. Do you know what drives revenue growth? Let’s look at exactly what an ICP is, how to create an effective one for B2B and common mistakes to avoid. Scott is the VP of sales at a $50 million tech company. Focusing deeply on the customers you serve.

B2B 117

B2B Customers Appointment Objectives and Key Results 117

Heinz Marketing

NOVEMBER 21, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Whether you’re yet to explore AI or you’re an early adopter, welcome (again) to the AI future of B2B sales and marketing! Company Adoption of ChatGPT: Adoption varies across industries and companies.

B2B 113

B2B Strategize Clients Consult 113

Martech

MAY 16, 2024

What is customer experience (CX)? More importantly, it’s the feelings, emotions and perceptions customers have about those interactions. More importantly, it’s the feelings, emotions and perceptions customers have about those interactions. Still, the CX team is not doing the work to improve systems, processes, policies, etc.

Customers 105

Customers B2C UX User Experience 105

Search Engine Land

SEPTEMBER 11, 2023

Media companies and publishers play a pivotal role in affiliate marketing. However, recent shifts in the industry have seen traditional publications lose their traffic, with smaller, newer players dominating Google’s top positions. Some are making the same mistakes, while others are doing things differently.

Niche 139

Niche Commission UX Trust 139

Salesforce

MARCH 15, 2024

AI has taken center stage, but the question on many manufacturers’ minds is “how do I get started with generative AI?” While many manufacturers have taken advantage of predictive AI when it comes to planning and supply chain, forecasting, wallet share, and market share, generative AI presents new opportunities and challenges.

Manufacturing 97

Manufacturing Networking Start-ups Technology 97

Partners in Excellence

MARCH 26, 2024

But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully. I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.”

Sell 103

Sell Cross-sell Finance B2C 103

PandaDoc

MAY 15, 2024

Did you know that companies with a strong lead nurturing strategy generate 50% more sales-ready leads than companies that don’t do this? So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. What is lead nurturing? Pushy sales tactics.

Appointment 52

Appointment Objectives and Key Results Campaign Legal 52

Martech

MAY 18, 2023

The health of your business is highly dependent on your marketing strategy. In turn, your marketing strategy’s success depends on your content’s quality and substance. One survey found that most people prefer content over social media, reviews or contact with a sales rep. Your content marketing is similar.

Promote 128

Promote Entertainment Clients Campaign 128

Salesforce

NOVEMBER 6, 2023

They know they need to do something but don’t have clarity on what, or how. I’ll tell you what I tell them. I know that when I’m overwhelmed with a huge decision, I break it down into steps — and that’s what I’ve done for the C-suite leaders I advise. What can you learn from companies leading the pack?

Strategize 111

Strategize Technology Technology Clients 111

Martech

SEPTEMBER 25, 2023

“It was a great quarter,” the senior executive said as he raised his glass to toast the winning district sales manager. Everyone was ecstatic about what looked like a banner year — except the marketing manager, who knew the company could have done even better. Attributing sales to marketing is a challenge.

A/B testing 114

A/B testing Tradeshows Finance Cross-sell 114

Search Engine Land

OCTOBER 3, 2023

Ever get the feeling you’re reporting on – or your agency or marketing team is reporting on – the wrong metrics? Put another way, how high is your frustration level that your marketing team is bringing in hundreds of leads without any noticeable effect on your pipeline? What is offline conversion tracking?

Conversion 115

Conversion SQL Campaign CRM 115

Salesforce

DECEMBER 12, 2023

As more generative AI innovations become available, the question of what’s trustworthy becomes more acute. Results show customers and users do believe in the potential of AI to increase efficiency and consistency, bring inspiration and fulfillment, and improve how they organize their thoughts.

Trust 119

Trust Drivers/motivators Legal Cold Call 119

Martech

DECEMBER 1, 2023

Generative AI is revolutionizing digital marketing by altering how we create, analyze and optimize marketing strategies. Understanding and harnessing its capabilities allows marketers to achieve new levels of efficiency and creativity. Custom GPT models offer controlled data but are limited to what is provided.

Technology 141

Technology Technology Campaign Technique 141

Salesforce

OCTOBER 18, 2023

Demand generation marketing (or “demand gen,” for short) means finding, learning about, and winning over potential customers. There are plenty of obstacles between you and good demand generation marketing, but fortunately also plenty of ways to conquer them. Well, it’s now reality – and something marketers need to do.

Objectives and Key Results 111

Objectives and Key Results Customers Drivers/motivators Lead generation 111

Search Engine Land

APRIL 9, 2024

A full-funnel PPC marketing strategy is incredibly important. But do you understand how to implement this strategy in your accounts? Awareness stage Top-of-the-funnel (TOFU) campaigns are focused on consumers in the awareness stage, when they haven’t yet entered the market for your product or identified a problem that needs solving.

A/B testing 110

A/B testing Campaign Click Through Rate Promote 110

Search Engine Land

MARCH 22, 2024

With the rise of AI-generated content, Google is cracking down on low-quality, auto-generated copy in favor of high-quality, human-written content from real experts. Incorporating video marketing. This article covers strategies for creating localized business content that converts, such as: Providing transparent pricing details.

Real Estate 110

Real Estate Trust Healthcare Click Through Rate 110

Search Engine Land

OCTOBER 13, 2023

While some digital marketers agreed with Google that the practice provides a better user experience, others sided with the Department of Justice (DOJ), arguing that it makes ad auctions unfair and purely helps line Google’s extremely deep pockets. Here’s everything you need to know. How does Google pick an ad auction winner?

Price 117

Price CTR Click Through Rate Campaign 117

Search Engine Land

JANUARY 4, 2024

The key is to focus on quality over quantity (i.e., leads that will actually convert into sales). ” “To do this, you need a well thought out strategy to ensure that your message reaches the right consumer.” Meta Ads > Google Ads? But that’s where the similarities end.”

Objectives and Key Results 109

Objectives and Key Results Lead generation Campaign Up-sell 109

Partners in Excellence

MARCH 22, 2024

I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave. I’d been in sales. I went back for an MBA to get away from sales. I like ideas. He was right.

Sell 77

Sell Construction Finance Up-sell 77

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52