Martech

APRIL 30, 2024

And then when it came time to find a real job, he had an immediate need and I came here and started and haven’t left since. Q: What do you like about it? And then the biggest thing for me today is we have such an impressive and fun team to work with. As you’ll see, he kind of stumbled into a job and career he loves.

CRM 93

CRM Clients Start-ups Education 93

Partners in Excellence

APRIL 25, 2024

It’s not wrong, but it’s not completely right. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?”

Pipeline 113

Pipeline Prospecting Closing Process 113

Tibor Shanto

JULY 7, 2021

Ultimately, neither can convince the other that they were wrong, but neither can say they were right. But as is the case when we evolve, one can emerge with a third, better alternative. But the numbers are nothing on their own, they are a snapshot of the state of things when measured. Numbers Are Here To Stay.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Search Engine Land

APRIL 5, 2024

It’s more an issue of both doing the audit and selling it the wrong way, which is the root cause of the perception that “SEO audits are a waste of time.” Why we must do SEO audits Before we dive into the problems with SEO audits and what you can do about them, I would like to provide three arguments for why we need them.

Hospitality 100

Hospitality Consult Clients Construction 100

Cerebral Selling

MARCH 18, 2024

So if you find yourself in that position, it might seem natural and even efficient to quickly dispense answers and advice from your vast stock of experience when reps bring you sales or deal-related questions. Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful.

Objectives and Key Results 164

Objectives and Key Results Legal Negotiate Trust 164

SaaStr

MAY 10, 2024

When he joined Zipwhip, they were at a quarter million in ARR, and he took the sales team to over $100M before it sold to Twilio for almost $850M. That small difference becomes huge over time, especially when multiplied across a team of new hires. Sales Hires Have the Highest Failure Rate It’s a costly problem to have.

Price 76

Price Territory Quota Sales 76

Veloxy

DECEMBER 21, 2021

Sounds simple enough, right? He doesn’t have time for 635 pages of workflows and if/then statements— and neither do you! When we speak of Salesforce automation, we’re talking about the automatic processing of administrative tasks and manual sales tasks related to Salesforce. Good thing you’re here!

Tradeshows 348

Tradeshows Contract Sales Territory 348

Cerebral Selling

JANUARY 14, 2023

And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Something that stood out to me was that regardless of industry, tenure, or leadership title, we were all going through the same thing. Year-end can be the most exciting time in sales.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

SaaStr

MARCH 31, 2024

Jason Lemkin : I’m going to shut up in the beginning and let Dharmesh and Katie talk about culture and diversity and other things, but just for fun, who here is a HubSpot customer or user? Jason Lemkin : All right, pretty good. Then we’ll spend a few minutes digging on the learnings about how we can all do better.

Teamwork 103

Teamwork Start-ups Engineering Up-sell 103

Search Engine Land

MAY 3, 2024

There seems to be this new “thing” emerging online. Don’t get me wrong – burnout is real. I often work in the evenings or weekends and I don’t see anything wrong with that. I love what I do and I prefer to do certain types of tasks when it’s quiet,” she said. No one wants to see anyone get to that stage.

Contract 99

Contract Start-ups Drivers/motivators Meeting 99

SaaStr

AUGUST 12, 2023

All i can tell you over the years is a few things: First. it’s the party that’s “right” that gets the most burnt out, the most frustrated, and is drained of the most energy. Second, any business dispute — even if you are “right”, it doesn’t really matter. The “wrong” side rarely gets burnt out. Then more common.

Commission 98

Commission Start-ups Closing Customers 98

SaaStr

APRIL 12, 2024

But when it comes to Enterprises specifically, language models can change the way we work, and they have very big issues. Staleness and compliance — language models must be up-to-date, compliant with regulations, and able to be revised on the fly without having to retrain the entire thing every time. But the way people do RAG is wrong.

Product 99

Product Start-ups Technology Technology 99

Search Engine Land

OCTOBER 18, 2023

But here’s the thing. And what do you notice? Quantity and quality are often diametrically opposed. Increase the former, the latter drops like a rock. Try to bring it back up, and pretty soon, you’re back where you started; lowering quantity back down to bring them into balance. It doesn’t have to be this way. Go look at the SERPs.

Follow-up 133

Follow-up Process Start-ups Gaming 133

Search Engine Land

MAY 16, 2024

This article will examine: What brands still get wrong about their lead gen fundamentals. What brands are getting wrong about lead gen The single biggest mistake I see brands making with lead gen is misjudging (or ignoring) the intent of the lead. And the tracking upheaval from cookies disappearing is about to make it harder.

B2B 97

B2B Education Campaign Prospecting 97

SaaStr

MARCH 11, 2024

What Should I Do? It usually means something is wrong. Or at least, off: If you got the equity splits right at first, usually, big issues don’t come up later. This may be a sign you need to fix things here. In any event, it’s not the right time to bring the topic up if you guys are communicating well. Not always.

Growth 74

Growth 74

Search Engine Land

FEBRUARY 29, 2024

Commenting on the new ad format and lack of information provided from Google, Higman told Search Engine Land: “What bothers me about most things that Google has rolled out recently is the lack of transparency.” She wrote on X : “It’s beyond crazy what’s happening in the LSA world right now.

X-functional 125

X-functional Engineering Launch Clients 125

Search Engine Land

JANUARY 18, 2024

Ever reminisce about the days when sprinkling a few keywords on a page was like hitting the SEO jackpot in the search results? However, for those of us who love to solve SEO puzzles, it’s an exciting time when we’re faced with new challenges and massive opportunities. In 2024, the world of SEO is the exact opposite of easy. See terms.

Transportation 125

Transportation Sports User Experience Technology 125

Partners in Excellence

APRIL 5, 2024

How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales! So it remains stimulating and exciting after many years. ” Thanks for sharing your story Martin! .”

Sell 115

Sell Territory Consult Contract 115

SaaStr

DECEMBER 13, 2023

Numbers don’t lie, but sometimes the stories we tell around them do. This is when SaaS metrics aren’t used as a tool of understanding to improve your business but to club people with numbers. Boards do it to CEOs, and CEOs pass it along to CROs. Boards do it to CEOs, and CEOs pass it along to CROs. 2: Misleading.

X-functional 117

X-functional Trust Presentation Drivers/motivators 117

Martech

NOVEMBER 13, 2023

Because, in order to continuously improve, you need to have the necessary information to do so. This is where things can sometimes get uncomfortable because not all of our assumptions are right, and not all of the questions we ask may improve our customer journeys. Helping to battle the trap of acting on anecdotal evidence.

Customers 103

Customers Government Start-ups Process 103

SaaStr

OCTOBER 16, 2023

Dear SaaStr: Why Do Many Startup CEOs Quit After Their Companies Are Acquired? But being told what to do, especially when it’s not clearly “right”? The only real answer here is to let the founder-CEO sort of run things AND … Economically, most acquirers get things wrong. And often, right now.

Consult 95

Consult Sell Product Sales 95

SaaStr

FEBRUARY 19, 2024

I didn’t really know why until I dug in with Harry: If VC’s were willing to hand a founder $100m to buy some of their shares, what’s wrong with that? I didn’t really know why until I dug in with Harry: If VC’s were willing to hand a founder $100m to buy some of their shares, what’s wrong with that?

Trust 92

Trust Up-sell Closing Sell 92

The Lost Book of Sales

JANUARY 31, 2024

If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you're wrong! Implementation stage Just as you’d think you’d be safe to decrease your effort, there’s another critical stage right there ready to bite you. What can the seller do?

Sports 105

Sports Drivers/motivators Clients Contract 105

SaaStr

JANUARY 10, 2024

When you get everyone on the leadership team in a room to come up with the best ideas, those people take ownership of the ideas. When you get everyone on the leadership team in a room to come up with the best ideas, those people take ownership of the ideas. What do we value?”

Pipeline 98

Pipeline Growth Strategize Start-ups 98

Partners in Excellence

JUNE 27, 2023

The willingness to be wrong. “I will be wrong today. ” Nothing you see leaders bragging to each other about, “I was wrong more times than you! First off, nobody likes to be wrong. It’s discomforting, embarrassing. “Wrongness,” comes in all scales. I will embrace failure.

Growth 89

Growth Campaign Start-ups Prospecting 89

SaaStr

MARCH 4, 2024

One thing though that everyone learned was wrong from the Go Go Days is that there’s no such thing as Free Capital. What seems free, when times are good? Raising a high-priced round, just to raise it Raising a lot of extra money on SAFEs Raising too much “non-dilutive” capital Used right, these tools all can work well.

Finance 89

Finance Price Growth Up-sell 89

Partners in Excellence

SEPTEMBER 18, 2023

Without these, we don’t know whether we are recruiting and hiring the right people, or developing them to achieve their full potential. What are the things most critical to high performance in that role? For those who have worked with me, you know the importance I hold Competency Models. What is a Competency Model?

B2B 103

B2B Sell High impact Represent 103

Partners in Excellence

JULY 5, 2022

Disagreement can be personally threatening, we might actually be wrong, we might learn that we may need to change. It’s hard to admit we may have been wrong. Too often, in our efforts to resolve disagreement, we focus on rightness and wrongness, which makes everyone more disagreeable. They don’t get it!”

Product 120

Product Objection handling Conversion Customers 120

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” We would co-mingle procurement processes with complex B2B buying processes, thinking they were the same thing.

B2B 130

B2B Up-sell Contract Start-ups 130

Partners in Excellence

JANUARY 10, 2024

We, often, display avoidance behaviors–persisting in doing things the way we have always done them, even when we know they are no longer effective. We choose to do nothing primarily because we don’t want to face uncertainty. When we are uncertain, we tend to embrace those who appear to be certain.

Follow-up 98

Follow-up Customers 98

SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. How do you budget this? Let’s look back at what we used to do. You have to do zero burn, zero cost budgeting. You have to do zero burn, zero cost budgeting. We can’t do that anymore.

Quota 82

Quota GTM Price Finance 82

Search Engine Land

OCTOBER 18, 2023

Things like: Newer campaign types (such as Performance Max and Demand Gen campaigns) are missing important guardrails that could improve performance and reduce wasted ad spend. At the same time, you may also find tell-tale signs of things that went wrong from the beginning – things your checklist may not catch and aren’t so simple to fix.

Launch 113

Launch Campaign B2C Trust 113

Partners in Excellence

OCTOBER 20, 2021

It’s just piling on to all the things we know to be wrong. It’s too easy to take pot shots at all that’s wrong about how we sell. At the same time, I’m privileged to work with people and organizations that are trying to change and do things right.

Sell 113

Sell Clients Conversion Customers 113

Martech

FEBRUARY 1, 2024

I worked as a professional comedian for several years (professional meaning people paid me to do it, not that they paid me enough to support myself) in the Greater Boston-Rhode Island area. The first thing a comedian must do is connect with an audience. If they can’t do that then it doesn’t matter how good their material is.

Presentation 107

Presentation Clients Meeting Process 107

Search Engine Land

APRIL 30, 2024

As ridiculous as this prediction may seem, I remember back in 2004 when Google.com finally overtook Yahoo.com. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? The Google interface we know today will be gone in less than three years. Now, think about this. Is SEO dead?

User Experience 113

User Experience Niche Service Closing 113

SaaStr

OCTOBER 11, 2023

What Am I Doing Wrong? The fairly crappy, “my product is so great”, outbound random email to 30–100 folks when you are trying to get your start-up off the ground. But the thing is, outbound always works. If … if … you do it right. Really find the right stakeholder. If You Do It Right.

B2B 90

B2B Pitch Trust Prospecting 90

Search Engine Land

APRIL 22, 2024

Rebranding happens when companies grow or face big PR problems. Regardless of the reason, traffic will drop when things go wrong. It depends on the cause of the loss and what you do next. It depends on the cause of the loss and what you do next. But don’t panic. Give it at least a few months in between.

Launch 113

Launch Engineering Cross-sell Trust 113