SaaStr

JANUARY 5, 2024

Growth slowed for everyone in 2023 and they now need to buy growth. Growth slowed for everyone in 2023 and they now need to buy growth. There will be less direct competitor buys and more ancillary product buys. Why is Jason Worried for The First Time About SaaS: We are trading at 6x revenues in the public markets.

Growth 119

Growth Gaming Customers Product 119

Search Engine Land

FEBRUARY 8, 2024

You’ll learn exactly why and how SEO supports brand growth, sales, and leads. You increase the brand’s: Mental availability : The likelihood of a brand being considered in a buying situation. Without trust, we don’t buy. You want to be found or searched for by people who are in the market to buy.

Service 126

Service Engineering Growth Trust 126

Heinz Marketing

DECEMBER 14, 2023

Which area of the model organizations tend to struggle with the most (Learn, Teach, or Amplify) Great book recommendations from Brent’s collection and why science fiction is one of them ( in part because you can ask weird questions which appeals to how his brain likes to break things and put them back together again ).

B2B 124

B2B Sales Presentation Clients 124

PandaDoc

MAY 13, 2024

Why does it matter? Because without understanding the psychology behind buying and selling, you’re a mere outsider looking in. Why do people buy? Ever wondered why some businesses can easily sell off high-priced products while others struggle with closing deals on similar, more affordable options? Is it pure luck?

Closing 52

Closing Legal Real Estate Trust 52

Search Engine Land

MAY 13, 2024

Whenever a new change happens, I first try to understand what the search engines are doing and why they’re trying to accomplish it. OpenAI is building a search engine , and Google’s Search Generative Experience is likely expanding soon. It’s getting hard to keep up, and many SEOs are having some serious FOMO. Make it rank for this keyword.”

Engineering 136

Engineering Legal Start-ups Trust 136

Partners in Excellence

DECEMBER 4, 2023

His research showed those being customer focused outperformed those being more product focused by more than 2-1. Some would say, “Dave, we’re hitting our goals, we’re scaling, why change?” So why change? He was sharing data that, frankly, wasn’t surprising, but it was stunning.

Customers 115

Customers Pitch Meeting Sell 115

SaaStr

MARCH 16, 2024

Ok but you asked Why. Why do scale-ups and startups do this? Why do they block folks from selling shares, when someone wants to buy them, seemingly fair and square? Why do they block folks from selling shares, when someone wants to buy them, seemingly fair and square? #1. Personally, I’ve lost here.

Start-ups 85

Start-ups Up-sell Sell Cross-sell 85

Salesforce

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Contract 119

Contract Negotiate Follow-up Contact 119

Martech

APRIL 25, 2024

Know what you need and why. The most important thing is to understand why you are using the solution in the first place. Protect yourself by really knowing why you picked something to begin with.” The buyer likely tell you why the two will work well together and provide you with something better than ever. “The

Contract 100

Contract Legal Price Technology 100

Heinz Marketing

JANUARY 19, 2024

This led to a growing tech stack that was not consistently used nor aligned, and it ultimately never addressed their go-to-market problem. What steps should Operations take to gain buy in from the entire marketing team, enabling ease of orchestration? Step 1. Feel like maybe you have too many tools in your stack collecting dust?

Campaign 110

Campaign Represent Education Clients 110

Martech

MARCH 20, 2024

Start with soul searching What is your why? Start by examining and then articulating your purpose because it’s the “why” that people actually buy. People are hardwired to take action — such as buying hardware and/or software — based on how they feel. And technology buyers also buy on emotion. Hybrid names (e.g.,

Strategize 106

Strategize B2B Legal Launch 106

Search Engine Land

MARCH 13, 2024

We can be demographically similar and have different reasons to buy. We do not understand why we do what we do. But this is not what truly motivates someone to buy. They need to know it, but it won’t be their why. You need to ask why to get to a deeper reason for them buying or not buying your product.

Drivers/motivators 102

Drivers/motivators B2B B2C Quota 102

Search Engine Land

APRIL 24, 2024

Consider laser-focusing on the customers ready to buy from you right now – your competitor’s unhappiest clients. People who are willing to buy from you. Looking to improve your PPC lead generation efforts? Customers trying to cancel services. People who are interested in your services or products.

Legal 107

Legal Contract Gambling Lead generation 107

Search Engine Land

FEBRUARY 21, 2024

They just can’t understand why it isn’t ranking. Which is why you’re seeing so many complaints lately (none of which are actually new, though they may be new to you) about: Big sites outranking smaller publishers. The real question is, why is the web getting worse?'” But it isn’t. It just isn’t.

Retail 134

Retail Start-ups Gaming Engineering 134

Martech

JANUARY 3, 2024

Senior leaders are aligned with a common reason why change is needed at this point in time. Instead of this approach, leaders should have a compelling reason why change is necessary and needed at this point in time but leave exactly how that change will happen in the hands of the marketers that it directly impacts.

Trust 103

Trust Represent Growth Meeting 103

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” Just look at Hank Barnes’ provocative research on planned versus unplanned buying efforts and buyer regret. The buying imitative may be real but if it’s not in our ICP, it’s someone else’s deal.

Customers 165

Customers Manufacturing B2C Technology 165

Search Engine Land

FEBRUARY 16, 2024

They want customers to continue buying. Continuously analyze your keywords and focus on relevancy Amazon’s algorithm may be focused on customers buying products, which is similar to saying Google’s algorithm is focused on providing the best answers. This year, Amazon’s core belief behind its algorithm remains straightforward.

Profit margin 126

Profit margin Promote Campaign Price 126

Search Engine Land

MARCH 15, 2024

Buying them through guest posts or inserts. Google has been transparent on its views on link buying for some time: But unless you live under the naive rock of SEO, you’ll know this isn’t what happens. Buy niche edits or guest post links at a fee, charge the agencies more money and then the agencies charge the clients.

Networking 104

Networking Niche Launch Up-sell 104

Search Engine Land

MARCH 15, 2024

Discussions and forums (2 Reddit threads and one niche forum). A “buying guide” (similar search feature to people also ask). If they were diagnosing a traffic drop, understanding the different rankings on different devices and how the results have shifted on both mobile and desktop may be the key to understanding why traffic dropped.

Niche 105

Niche Start-ups Process Conversion 105

Search Engine Land

FEBRUARY 29, 2024

The journey from a novice to an expert in ad buying is paved with trials, errors and invaluable lessons. This article delves into personal experiences and industry insights, offering a comprehensive guide to mastering the art of ad buying. Firsthand experience lays a solid foundation for understanding the intricacies of ad buying.

Finance 109

Finance A/B testing Campaign Retail 109

Search Engine Land

MARCH 13, 2024

Explain what keyword research tools you would use and why. Additionally, outline how you would find trending topics, how you would monitor trends, and why. Detail how you would forward-plan content as well as create reactive blog posts – and why this is important. Here are some steps to help you choose suitable topics: 1.

Real Estate 106

Real Estate Click Through Rate CTR Angle 106

Martech

MAY 9, 2024

So, why don’t you come to mind? For example: If the customer is using spreadsheets, why? Why are the spreadsheets so necessary? Step 6: Test it with customers There is so much nuance in the buying process that we have difficulty understanding — customer feedback will improve everything about your entry point strategy.

Presentation 81

Presentation Represent Prospecting Customers 81

Search Engine Land

FEBRUARY 7, 2024

Along with product images, descriptions are crucial to make a customer buy or abandon the idea of buying. If you have a high-value item, showing too many pop-ups might not convince people to buy it; instead, it might make them change their minds and leave the website without buying anything. See terms.

Product 131

Product Territory Niche Engineering 131

Salesforce

OCTOBER 31, 2023

Why is a go-to-market strategy important? Find ready-to-buy prospects faster Learn how Sales Cloud can help you score your best leads and prioritize them by how likely they are to close. See how it works Why is a go-to-market strategy important? The buying group might include end users, the CFO , an operations lead, and so on.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Search Engine Land

NOVEMBER 2, 2023

Why we care. 2 to an exclusive briefing scheduled for Tuesday, Feb. Google, that’s why. That’s why we’ve been hesitant to put it forward,” Reid said. You buying this? Google antitrust hearing. Which, in case you forgot, are called lies. 7 in Redmond, Wash. Suddenly, Google has huge embargoed news to share.

Engineering 111

Engineering Technology Technology Price 111

SaaStr

MARCH 12, 2024

2 Talk to Product: D eals that go through M&A teams have an extremely low success rate — less than 1%. Figure out their goals and company goals, and create mockups, prototypes, business plans, and even real code to demonstrate why your company is going to be incredibly valuable. #2 Build relationships with product.

Negotiate 88

Negotiate Finance Launch Start-ups 88

SaaStr

JULY 8, 2023

We’ve closed over $50,000,000 of sponsorships to SaaStr events but it took me a while to totally understand why they perform — and when they perform. Fair enough — and we’ll talk about why that’s good, too first. Why pay for a booth, the costs of flying people out, and more? This isn’t to say just buying a booth is magic.

Meeting 80

Meeting Prospecting Price Follow-up 80

The 5% Institute

OCTOBER 11, 2021

There are various kinds of gap selling discovery questions; from learning how they buy, to handling sales objections early and finding pain points and desire. In this article, we’ll be exploring 20 x powerful gap selling discovery questions to help you with: Learning how they buy. Qualifying questions. Finding pain. With Examples).

Sell 145

Sell Clients Technique Closing 145

Understanding the Sales Force

MARCH 13, 2024

Option 1 is stupid and Option 2 is brilliant. But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1? Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming.

Manufacturing 77

Manufacturing Territory Price Finance 77

SaaStr

OCTOBER 3, 2023

Why is teaming the new selling? Pipe generation — Attracting your target market with active buying intent into your pipeline. Why Crafting A Buying Vision Is Important According to Forrester Research, 74% of executive buyers pick the company that helps them create the buying vision.

B2B 90

B2B GTM Objectives and Key Results X-functional 90

SaaStr

SEPTEMBER 1, 2023

Ah, hiring those first 1 or 2 sales reps. You can’t just hire one rep to start, or you’ll never know why they failed — or succeeded. #2. How To (Successfully) Source Your First 2 Sales Reps Ok, you’ve closed 10+ customers yourself, and you’re ready to hire your first 2 reps.

Quota 87

Quota Sales Gaming Closing 87

The 5% Institute

MARCH 17, 2022

Secondly – it allows your potential clients to feel comfortable to tell you if they don’t want to buy, which’ll prevent the ‘I need to think about’ objection later. Non Pushy Sales Techniques #2 – Find Pain. People buy for two emotional reasons – to escape pain and move towards pleasure. These are: Technical issues.

Technique 143

Technique Closing Sales Presentation 143

Understanding the Sales Force

MARCH 25, 2024

Lesson #2 – The Power of Meeting Decision Makers We stopped for lunch at the best restaurant in the village, inside the hotel at which we have stayed more than sixty times in the past four years. While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. We didn’t.

Sell 73

Sell Relationship building Sales Gaming 73

SaaStr

APRIL 10, 2023

But the customers are still loyal, i.e. they are still repeat customers, because (1) they get invested in the frequent flyer program and (2) the particular flights are understood and familiar. More importantly, we want to buy all their new stuff. Brands we are attitudinally loyalty to, we want to buy more stuff from.

Up-sell 96

Up-sell Customers Meeting Closing 96

Martech

SEPTEMBER 13, 2023

Additionally, 67% say they will be buying items on sale, and 48% plan to buy less. 41% of consumers are considering using buy now pay later services, while an additional 2 out of 5 consumers would cut down on essential expenses such as food and gas to afford their gifts.

Retail 115

Retail Government Price Campaign 115

Search Engine Land

JANUARY 26, 2024

Why a quick answer is tough to provide Fully understanding the strong points of each tool across different types of queries is essential to a full evaluation, depending on how you want to use these tools. Commercial (9 queries) These ranged from informational to ready-to-buy. when I was in Falmouth, Mass.

Objectives and Key Results 143

Objectives and Key Results Drivers/motivators Follow-up Consult 143

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 121

Education Follow-up Start-ups Pitch 121