Martech

FEBRUARY 20, 2024

Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions. Content produced and distributed by your business’s marketing team and partners should be available on any channel where your customers are conducting research.

Strategize 124

Strategize B2B B2C Trust 124

Search Engine Land

MAY 29, 2024

Advertisers should be interested in this because PayPal has a vast amount of purchasing data from 400 million users, so this could mean sophisticated targeting and advertising across multiple channels (as Paypal plans on serving ads beyond its platforms) from one platform. Why we care. What they’re saying.

Networking 86

Networking Profit margin Launch Finance 86

SaaStr

MAY 30, 2024

When you want to buy a car, you test drive it, look at the stats, the steering and handling, the air conditioning, the quality of the sound, and how you feel about it. Then, after you experience the value, you decide to buy it. They get value, make a decision, and buy. How did it all start? That’s PLG. The last is product-led.

Cross-sell 91

Cross-sell Customers Pitch Drivers/motivators 91

Martech

MAY 24, 2024

When I talk with clients who are having deliverability problems, especially when sending into Gmail, I call it being in Google Jail. Why should you fear email jail? Buying a list Charges : Fraud, forced entry, coercion. They say, “Let’s just buy a list and scale up fast.” Annoyed, no doubt.

Cross-sell 114

Cross-sell Promote Represent Technology 114

Partners in Excellence

APRIL 8, 2024

We’ve seen the explicit signals around this for years, yet we haven’t been paying as much attention as we should. In spite of everything, customers are still buying, though the economy drives them to focus on mission critical purchases. But as we emerge from the downturn, we are seeing increases in buying.

Quota 113

Quota Trust Pitch Up-sell 113

Understanding the Sales Force

MAY 29, 2024

In the sales process, there are six competencies used prior to closing and salespeople who are strong in those competencies don’t really experience a closing event. Prospects simply buy. When companies recognize that too many opportunities are stalled in their pipeline, many want to train their salespeople on closing skills.

Closing 81

Closing Consult Presentation Represent 81

Understanding the Sales Force

APRIL 24, 2024

For their example, the author used salespeople who were promoted to sales managers based on their sales performance, but not because they had any specific skills or capabilities to be effective sales managers. There are people who don’t want to talk to you, who don’t want to meet with you, and who don’t want to buy from you.

Construction 77

Construction Promote Sales Clients 77

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. Too often, sellers catch customers who are very late in their buying cycle. Why should we do this? One of the things he discusses in the concept of “Selling Possibility.”

Sell 124

Sell Up-sell Start-ups Customers 124

Search Engine Land

MAY 28, 2024

“Buying” customers can work. And complex, consultative buying processes with sophisticated buyers don’t just “click and convert” but often require multiple ads in succession or funnels before ever paying you a dime. It’s just that low-priced, transactional sales or impulse buys are easy to generate “click + convert” B2C sales.

B2B 92

B2B Non-Profits Profit margin A/B testing 92

Partners in Excellence

FEBRUARY 8, 2024

Sadly, too much of this is from smart people who should know better. ” Today, I saw something from a very smart individual, someone who should know better. In others it’s “customers want rep-free buying experiences.” What about customers wanting “rep free buying experiences.”

Consult 120

Consult Clients Follow-up Up-sell 120

Heinz Marketing

JANUARY 19, 2024

Here’s a real life example from our client work: A client with large marketing team (200 members across functional marketing teams) had difficulty adopting and implementing a new tool, and in the process of implementation, they got resistance from some who would continue to use their own tools. Survey team for needs gaps. Ease of use?

Campaign 110

Campaign Represent Education Clients 110

Partners in Excellence

OCTOBER 4, 2023

Too often, however, we could/should be doing much better. How should we be coaching them? These are customers who have “committed to,” and budgeted to buy something. What if we set a goal of reducing the number of opportunities that customers abandon late in their buying process? Yet they fail!

Quota 115

Quota Growth Sell Process 115

Partners in Excellence

MARCH 20, 2024

Some of it is the “cool kids syndrome,” but we’ve had ChatGPT and it’s sisters for over a year and a half, everyone is leveraging it in various ways, so it’s no longer just the cool kids. ” After all, these game changing prompts focus on what sellers should already know.

Gaming 121

Gaming Engineering Presentation Start-ups 121

SaaStr

JANUARY 5, 2024

Who Will Be the First to Go Public: ServiceTitan. Databricks probably should not, and wait until 2025. Public companies today are so efficient, they should wait till they are more efficient as they will be comped against the others. Growth slowed for everyone in 2023 and they now need to buy growth. And A Few Worries.

Growth 116

Growth Gaming Customers Product 116

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.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 126

B2B Up-sell Contract Start-ups 126

Partners in Excellence

FEBRUARY 22, 2024

In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Discovery is a key part of the customer’s change/problem solving/buying process. What questions should be be asking? Too often, they mis-diagnose the situation.

Technique 106

Technique B2B Start-ups Up-sell 106

Partners in Excellence

JANUARY 25, 2024

The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. The old Challenger data shows customers typically involve vendors when they are about 60% through their buying process. With that as forewarning, let me dive into this. Think about that for a moment.

Customers 113

Customers Objectives and Key Results Growth Objection handling 113

Search Engine Land

MAY 17, 2024

Those of us who have been around for a while remember the PC war, the OS war, the first browser war, the smartphone war, the second browser war, the search engine war and the smart speaker war. Who will win the AI wars? Who will win the AI wars? As a parent, I love the idea of buying toys made in America.

Manufacturing 107

Manufacturing Government Promote Retail 107

Partners in Excellence

MARCH 15, 2024

The key opportunity we sellers face is our customers posing a question to themselves, “Should we do things differently?” The customer recognizes these, asking themselves, “Should we do things differently?” These get the customer thinking, “Should we do things differently?”

Consult 106

Consult Meeting Customers Process 106

Search Engine Land

FEBRUARY 8, 2024

Light buyers are consumers who make occasional or infrequent purchases of a particular product or service. You increase the brand’s: Mental availability : The likelihood of a brand being considered in a buying situation. Without trust, we don’t buy. These are people looking into buying or are ready to buy today.

Service 125

Service Engineering Growth Trust 125

Search Engine Land

JUNE 2, 2023

It also shows you how to personalize your content for your specific personas along their buying journey. Ultimately, a content map helps you plan how you’ll support, nurture, engage, and draw in potential customers no matter where they are in their buying journey. Why should you do content mapping? What is content mapping?

Education 120

Education Follow-up Start-ups Pitch 120

Martech

FEBRUARY 12, 2024

Together with AI advances and a marketing landscape of rapidly changing technology and consumer buying behaviors, they produced a “perfect storm” that could destroy the best of her efforts, even with the most competent support. It was planning time. It had to be different. Marketing and sales were two good examples. Project Management.

Lead generation 99

Lead generation A/B testing Government Customer Relationship Management 99

Search Engine Land

APRIL 19, 2024

For example, does your agency have an account or media lead who oversees the client relationship, or do individual practice leads handle the relationship? Who is the main point of contact? If not, who handles that troubleshooting? Be clear about who owns this responsibility. Who from the agency will attend?

Contract 104

Contract Clients CRM Meeting 104

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. They may struggle with understanding who in the organization is impacted and needs to be involved in defining and addressing it.

Education 126

Education Trust Sell Product 126

Partners in Excellence

JANUARY 30, 2024

But unless the prospect is very late in their buying process, product/solution focused prospecting is unlikely to catch their attention. How do we understand who in the organization is impacted by the problem? What questions should be be asking ourselves? We’ve seen this in their buying processes.

Product 96

Product Sell Pitch B2B 96

Search Engine Land

MAY 9, 2024

Who will give the answers? Who you do it for. Why not all Amazon mentions might lead to the ecommerce giant (and what it means for AI). How the right strategy and different processes can defend your brand from potential threats. Generative AI might Generative AI has become a significant topic for brands worldwide.

Engineering 113

Engineering Networking Clients Construction 113

Martech

SEPTEMBER 13, 2023

With the holiday shopping season gaining steam, many economic indicators suggest marketers should be focusing on price and savings. However, a new Gartner report takes a contrarian view, saying the focus should be on inclusivity and ESG (environmental, social and governance) achievements. Gartner’s own research says only 9% of U.S.

Retail 109

Retail Government Price Campaign 109

SaaStr

MAY 17, 2024

As you scale and need someone to prioritize your roadmap and build the organization, then you bring in the high-powered leader who can also build structure around how to strategize for a second, third, and fourth product. There may be times when there’s struggle on the executive team about where you should go.

Product 89

Product GTM Trust Growth 89

Partners in Excellence

OCTOBER 5, 2023

” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? Who should I be involving in the decision?… ” We are trained to pummel the customer with questions: Who is the decisionmaker?

B2B 100

B2B Clients Pitch Consult 100

Sales Hacker

NOVEMBER 16, 2023

The insight behind how implementing buying committee playbooks increased revenue 270%, doubled win rates, and shrank forecasted misses at Stytch. A Buying Committee is different than your “Ideal Customer Profile,” in that the focus isn’t on your product’s “fit” but rather on how a purchasing decision is made.

Objectives and Key Results 88

Objectives and Key Results Engineering B2B Start-ups 88

Search Engine Land

APRIL 25, 2024

How to approach AI-powered search platforms like Perplexity So, how should brands and search engine marketers think about a platform like Perplexity? Is there new information you had not considered before that should be something you work into your marketing and content strategy? There are three things to consider: 1.

Engineering 98

Engineering Follow-up Conversion Start-ups 98

Martech

MARCH 11, 2024

While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy. Only 5% of our market , is ready, willing and able to consider buying our product. If they’re in a buying cycle at all. Brand association.

Pipeline 78

Pipeline Contact Prospecting B2B 78

Partners in Excellence

DECEMBER 21, 2023

Do we really care about our customers and their success, or are we more focused on our success–and getting customers to buy is the inconvenience that impacts our ability to achieve our goals. I often ask people who have just closed a deal, “What did they buy it for?” They know only what their products do.

Customers 118

Customers Quota Up-sell Conversion 118

Martech

APRIL 24, 2024

Martech should be aligned with marketing processes from the beginning. Who owns the platform (i.e., Who uses it on a day-to-day basis? Customer journey/buying funnel phase. How does the martech platform match the customer journey or buying funnel? However, in reality, this approach often falls short.

Process 101

Process Technology Technology Government 101

Heinz Marketing

APRIL 5, 2023

That’s part of our job as marketers, to assess and determine who are the right people we need to market to and what are the best ways to reach them. They provide a deeper understanding of your target audience’s role within the buying committee and the company. Who is most likely to make a purchase?

Consult 102

Consult Prospecting Contact Campaign 102

Martech

FEBRUARY 21, 2023

“I think this is really crucial because you really need to have a baseline level of awareness in the marketplace,” said Megan Creighton, head of digital strategy for The Ricciardi Group, a boutique B2B marketing agency, who spoke at The MarTech Conference. When you engage your ideal customer, they should know about you. “In

B2B 110

B2B Territory Campaign Prospecting 110

Martech

APRIL 17, 2024

Here are three steps email marketers can and should take now — even if they’re not “bulk” senders — to stay on Google’s good side and keep their email compliance up to speed, regardless of their ESP. How to buy time to comply and keep your most valuable customers engaged. Advanced techniques to reduce spam. GDPR for Europe).

Technique 91

Technique Campaign CRM Gaming 91