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. As a product manager, you bring features into the product and add value for customers.

UX 65

UX Intrinsic Product Conversion 65

Veloxy

MARCH 23, 2023

Whether you’re an inside sales rep, field sales rep, or sales manager—you’ll learn the valuable insights and strategies to predictably crush quota. Whether you’re an inside sales rep, field sales rep, or sales manager—you’ll learn the valuable insights and strategies to predictably crush quota.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Partners in Excellence

APRIL 18, 2024

The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%. I’ve never thought I should stand outside our local Safeway prospecting people, “We consult, very successfully, with multibillion orgs on improving performance. The data, by itself, is stunning.

SQL 116

SQL Quota Presentation Prospecting 116

Veloxy

NOVEMBER 22, 2023

Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes. Key Takeaways Field Sales Managers are responsible for setting targets, developing strategies and providing guidance to their team.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Martech

MAY 14, 2024

Why is putting a figure on marketing ROI still a problem? The problem of marketing ROI is simple, but it’s difficult to solve. The problem of marketing ROI is simple, but it’s difficult to solve. In the fall 2023 CMO survey , CMOs report Increased pressure from the CFO to properly report and improve marketing ROI.

Click Through Rate 60

Click Through Rate Promote Finance Technology 60

Search Engine Land

MAY 9, 2024

We get to leverage both sides of our brains: The right brain when it comes to on-page, content and even link building campaigns. The left brain when it comes to technical, data analysis, etc. When it comes to SEO, our goal is not really to gain the coveted top blue link. It’s a proven approach. What about their intent?

A/B testing 92

A/B testing Entertainment Engineering Campaign 92

Veloxy

MARCH 15, 2023

That’s a HUGE problem. Revenue enablement vs sales enablement 5 rev enablement best practices 7 steps to build a rev enablement strategy How to become a rev enablement manager Download SBI Growth’s Revenue Enablement Chart – Great Resource for You! What is revenue enablement? Why is revenue enablement important?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Partners in Excellence

APRIL 25, 2024

What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? Focus on the top of the funnel and everything else will work out. This seems to dominate so much of the conversation I see. What if we changed our deal size?

Pipeline 112

Pipeline Prospecting Closing Process 112

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. Endless forecast and pipeline discussions–usually between managers and not with people. Too often, I hear the lament, “I don’t have the time to coach!”

Pipeline 110

Pipeline Meeting Technology Technology 110

Understanding the Sales Force

MAY 14, 2024

I recall that we hosted a couple of parties there when our son was small and probably attended several more for his little friends. Initially, I thought it was a problem with my connections, but it was actually a hole in the pump itself. The Pump Story On one corner of our property we have a small pond with a waterfall.

Pipeline 68

Pipeline Sales Drivers/motivators Consult 68

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. These tend to fall into two categories: “Mis-diagnoses,” incorrectly identifying the problem/solution; and Missed Diagnoses, not recognizing that something might be changed or improved. They don’t perceive any problems.

Manufacturing 116

Manufacturing Represent Clients Education 116

Partners in Excellence

APRIL 8, 2024

Add on to this the terrifying data on sales performance–a few numbers from EBSTA, in the second half of 2023, 73% of reps missed quota, 23% of reps contribute 83% of revenue (our good friend, Pareto, again), 39% of deals slipping, and win rates plummeting another 47%. Yet there are so many challenges and barriers.

Quota 116

Quota Trust Pitch Up-sell 116

Search Engine Land

OCTOBER 31, 2023

Google penalizes accounts for wrong GTIN values, so it’s crucial for merchants to fix identification problems to avoid listing rejections. Once you know the problem, make the required changes to your product feed or website. The simplest method is to alter the image assignment through a feed management service.

Product 114

Product Promote Networking Contact 114

Search Engine Land

APRIL 26, 2024

It can be overwhelming when you hear that an update has finished rolling out. Examine your performance reports, looking for changes in impressions, clicks or average position compared to the previous period. The March 2024 core update has been a volatile, mammoth update. It’s been a long and turbulent road for some.

X-functional 123

X-functional User Experience UX Follow-up 123

Partners in Excellence

MAY 6, 2024

We later looked at methods to ratchet up performance even further. My dad ran his own company when I was growing up, and he did a lot of selling to support his business. When I was younger, I used to go with him when he visited customers to give them quotes and collect their payments.

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. ” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance. .” Here’s his take: Why am I obsessed with Selling?

Sell 112

Sell Education Territory Engineering 112

Search Engine Land

APRIL 4, 2024

The contributing factors behind SEO performance are numerous, interconnected and often complex. Other channels: If site traffic is down across the board, there’s a good chance something is up with your Analytics tracking code or Tag Manager implementation. Is this a brand problem? Where is non-brand performance down?

Referrals 124

Referrals CTR Territory Sports 124

Martech

MAY 9, 2024

An entry point is that pivotal moment when a prospective customer feels intense pain from a problem that your solution could instantly alleviate — if only they were aware it existed. They’re not actively considering your product or seeking to make a purchase; instead, they’re feeling the pain of their current situation.

Presentation 85

Presentation Represent Prospecting Customers 85

Search Engine Land

APRIL 2, 2024

Gemini’s integration with Google Workspace can improve SEO operations and align activities with management priorities. One major problem many SEOs and leadership have with managing SEO teams is aligning the team’s activities to business or marketing priorities.

Objectives and Key Results 83

Objectives and Key Results Consult Engineering Technology 83

Partners in Excellence

MARCH 14, 2024

At that time, my clients were asking me the same questions, I wrote a paper to help them think about the issues and how to manage through and thrive. Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening. Businesses, industries and markets are being restructured, profoundly.

Objectives and Key Results 120

Objectives and Key Results Clients Drivers/motivators Start-ups 120

Search Engine Land

SEPTEMBER 28, 2023

Ideally, trendlines in your performance charts are going up and to the right. What to do when your PPC campaigns perform poorly When your account starts performing poorly, you need to take swift action. Were any bid strategy changes made or CPA targets changed that would alter performance?

Campaign 118

Campaign Promote Start-ups Engineering 118

Search Engine Land

DECEMBER 20, 2023

Campaign management software helps you automate the manual tasks of planning, launching and measuring the impact of your marketing campaigns. Campaign management software helps keep stakeholders organized. Campaign management software helps keep stakeholders organized. Modern marketing campaigns often have many moving parts.

Campaign 103

Campaign Assembly Line Launch Government 103

Partners in Excellence

MAY 9, 2023

As we see more organizations announce reductions and layoffs, we are seeing more CEOs use poor seller performance as an excuse for the layoffs. Simply put, a significant percentage of our sales force has been repeatedly underperforming based on measurable performance targets and critical KPIs. That’s obviously a problem.

Meeting 108

Meeting Process Sales 108

Martech

OCTOBER 23, 2023

Incorporating social insights into every aspect of a company is critical for trendspotting, competitor analysis, and achieving proactive crisis management. Incorporating social insights into every aspect of a company is critical for trendspotting, competitor analysis, and achieving proactive crisis management.

Sports 120

Sports Education Service Technology 120

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions. 3: Deja vu.

X-functional 120

X-functional Trust Presentation Drivers/motivators 120

Salesforce

MARCH 19, 2024

When you’re a Serviceblazer, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. 6 reasons to join the Serviceblazer Community Get actionable customer service insights High-performing service organizations are using data and AI to improve efficiency without sacrificing the customer experience.

Networking 135

Networking Negotiate Service Contact 135

Partners in Excellence

FEBRUARY 2, 2024

As we started the company, we realized this technology could be used in dozens of industries applying it to hundreds of different problems. We even had about half a dozen of the F1 teams using it for deep analytics on race performance. My feeds are filled with all sorts of stuff on Generative AI and LLMs. We will move beyond this.

Manufacturing 116

Manufacturing Engineering Technology Technology 116

Search Engine Land

FEBRUARY 20, 2024

There are other problems with an SEO strategy based on PageRank-passing link building, too. For companies with finite resources, this means that over time, budgets allocated to other areas, such as infrastructure, code base, performance, content publication, marketing or brand building drop.

Gambling 117

Gambling Cross-sell CTR Represent 117

Search Engine Land

APRIL 26, 2023

At some point, your PPC performance will take a nose-dive. Once you’ve managed PPC campaigns long enough, you will likely navigate numerous crises. Here’s how PPC managers can embrace root cause analysis to mitigate performance issues and get things back on track.

Technique 87

Technique Account management Click Through Rate Campaign 87

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. Did the client or manager say, “Hurry up! We can whip up content for text ads, no problem. We can whip up content for text ads, no problem.

Launch 115

Launch Campaign B2C Trust 115

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 were closing and the customer was still defining the problem), the probability of winning decreases by 15-20%.

B2B 129

B2B Up-sell Contract Start-ups 129

Search Engine Land

OCTOBER 23, 2023

Incorporating social insights into every aspect of a company is critical for trendspotting, competitor analysis, and achieving proactive crisis management. Incorporating social insights into every aspect of a company is critical for trendspotting, competitor analysis, and achieving proactive crisis management.

Sports 112

Sports Education Service Technology 112

Search Engine Land

FEBRUARY 15, 2024

We’ve worked with some of those clients before, attempting to address issues while managing paid media simultaneously – similar to building a plane while flying it. Performance expectations. However, this approach rarely succeeded. Audience understanding. We can see conversion data in each platform’s UI.

B2B 108

B2B UX CRM Campaign 108

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” Let’s look at what this means: Our top performers are already very busy. Their performance will decline.

Start-ups 108

Start-ups Up-sell Sell Product 108

Partners in Excellence

MAY 17, 2022

I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management. They were, however, struggling.

Sales 127

Sales High impact Conversion Process 127

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. We need to be able to think on our feet, manage emotions, think creatively, and solve problems. Energy that is not there when you are in poor physical shape.

Sell 74

Sell Gaming Clients Sales 74

Partners in Excellence

JUNE 26, 2023

But when the injury is much bigger or deeper, band-aids are insufficient. These usually require more serious wound management treatment–perhaps stitches (my med device clients are shuddering–I mean sutures), surgery, more robust wound coverings and so forth. Band-Aids are indispensable for those.

Hospitality 83

Hospitality Pipeline Quota Up-sell 83