Martech

MARCH 14, 2024

The launch of OpenAI’s text-to-video tool Sora highlights a broader AI problem that too many marketers ignore: With so much AI-generated content out there, customers don’t know what’s authentic. This type of uncertainty isn’t just a B2C problem. This might not seem like a big issue.

Trust 120

Trust Customers Healthcare Service 120

Partners in Excellence

APRIL 9, 2024

Workloads seem to sky rocket as do demands on our time. We get into vicious cycles of overwhelm and have the tendency to solve this by doing more. What if we tried simplifying, for ourselves, our people, our organizations, and our customers? Define and viciously focus on your ICP.

CRM 126

CRM Technology Technology Pipeline 126

Salesforce

MARCH 19, 2024

You understand the pivotal role technology plays in shaping the future of customer service. And you love building community with others who know what it’s like to walk in your shoes. If you’re looking for new ways to connect with your peers, the Salesforce Serviceblazer Community is a great place to start.

Networking 135

Networking Negotiate Service Contact 135

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before. And when we do, we are overwhelmed with information and data about what we might do.

Customers 122

Customers Quota Up-sell Conversion 122

Partners in Excellence

OCTOBER 12, 2023

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. And most of the strategies seem built around customer retention. And most of the strategies seem built around customer retention. But are all of these enough?

Cross-sell 133

Cross-sell Up-sell Sell Customers 133

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do.

Customers 113

Customers Territory Manufacturing Finance 113

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. Let’s say you have all kinds of questions about the world: Do I need to wear a jacket out today? Sushi Kingdom is a 15-minute drive from here, but they have the most amazing fatty tuna shipped in from Japan.” Give me a hint to today’s Wordle.

User Experience 114

User Experience Niche Service Closing 114

Martech

APRIL 11, 2024

In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. B2B marketing is suffering from an effectiveness crisis, having chased efficiency gains for years.

B2B 132

B2B Manufacturing Technology Technology 132

Martech

FEBRUARY 7, 2024

The company I worked for was extremely traditional and vowed never to have a website or allow employees to use email. But I know there’s no way to stop progress, so we must be agile and adapt the way we’ve always worked. If all your marketers do is spit out the same thing repeatedly, they’re not adding much human value.

X-functional 119

X-functional Cross-sell Territory Retail 119

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? Some of you may react, “But Dave, we do this. How does it impact us?

Product 98

Product Sell Pitch B2B 98

Martech

MARCH 4, 2024

This saves time and greatly expands what your marketing team can accomplish with limited resources. In this article I’ll provide a list of things to check to make sure your automated programs aren’t giving you or your company a big black eye. ‘Hi But does every record have an appropriate first name for such a use? “Hi

Campaign 130

Campaign Cross-sell Contact Follow-up 130

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. But how many sellers have been trained on “change?”

High impact 120

High impact Service Growth Conversion 120

Search Engine Land

MAY 3, 2024

Google’s local search results have been shifting quite a bit since the start of 2024. Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. Don’t sleep on internal linking to and from these service area pages to help Google and users navigate your most important content.

Service 106

Service Trust Clients Cross-sell 106

Martech

APRIL 22, 2024

A lot of our very big enterprise customers are very concerned about using generative AI without understanding how it was trained,” Adobe chief strategy officer Scott Belsky told TechCrunch last year. This has created a big marketing problem for Adobe and potentially a big legal problem for Firefly’s users. We don’t know.”

Legal 114

Legal Technology Technology Trust 114

Salesforce

OCTOBER 31, 2023

Congratulations, you’ve smashed your goals! Meanwhile, a competitor does their research, knows what buyers want, and delivers it. Not only have you lost revenue, you’ve lost potential customers to the competition. Not only have you lost revenue, you’ve lost potential customers to the competition.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. It is all about them and has little to do with the customer. What is Selling Bad Breath?

Sell 73

Sell Pitch Quota Up-sell 73

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. They don’t know how to buy. Have they done their homework?

Customers 129

Customers Up-sell B2B Trust 129

Salesforce

JANUARY 17, 2024

When you’re a customer Service Star, staying ahead of the curve isn’t just an advantage — it’s an absolute necessity. You get the pivotal role technology plays in shaping the future of customer service. And you understand the need for building community with others who know what it’s like to walk in your shoes.

Service 132

Service Customers Networking Negotiate 132

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. I continue to imagine, “Wouldn’t it be great if I could achieve my desired level of fitness, without having to go to the gym for an hour every day! Technology has become our savior.

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. They might help our customers reduce costs. They might give them capabilities they currently don’t have. When the problems do occur, who does it impact?

Customers 106

Customers Follow-up Start-ups Product 106

Partners in Excellence

FEBRUARY 12, 2024

Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. What does this mean?

Customers 121

Customers Negotiate Pitch Trust 121

Partners in Excellence

FEBRUARY 17, 2024

I have written a companion article on Missed-diagnosis. At it’s simplest level is is mis-diagnosis is an incorrect identification of a problem. For instance, as sellers, we are looking for customers that have the problems we solve. We ask the questions to identify “the problem.”

Manufacturing 77

Manufacturing Clients Contract Presentation 77

SaaStr

APRIL 3, 2024

Before diving into all things AI, Jason asked Jennifer, “How do you keep going long in this industry when so many CEOs have left?” How do you go long in SaaS? Start with your motives and why you want to be a CEO. Context is magic, but it’s often hard to come by when solving really complex problems,” Jennifer says.

Healthcare 95

Healthcare Trust Drivers/motivators Start-ups 95

Partners in Excellence

MARCH 11, 2024

We know how they work and shouldn’t have an expectation of much more–at least used in these ways. My reaction to the majority responses these hacks produce is, “Nothing new, OK not great…” It’s stuff, if we work to master our profession, we should have known without needing ChatGPT.

Healthcare 117

Healthcare Drivers/motivators Engineering Presentation 117

Partners in Excellence

APRIL 10, 2024

But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts. For those of you scratching your heads, let me describe the tolerance tack up error. While we provide exact specifications, “It has to have dimensions of X inches, by Y inches, by Z inches. ″, Part 2, 2″ +/- 0.2″,

GTM 93

GTM Manufacturing Meeting Quota 93

SaaStr

OCTOBER 3, 2023

Dear SaaStr: What Does A Salesperson Need To Do To “Earn Your Business”? Solve my problem. Just truly solve my problem. Sales in SaaS, done well and done right, is about adding true value by solving a customer / prospect’s important problem. Often, a Top 3 Problem.

Negotiate 108

Negotiate Price Prospecting Sell 108

Martech

OCTOBER 31, 2023

So, what do you do when your confirmation emails aren’t being delivered? This article suggests ways to hone in on the problem and resolve the issue. In addition to ruining your open rate statistics, these systems can prevent crucial messages from reaching your customers. Authenticate your domain.

Customers 111

Customers Hospitality Contact Click Through Rate 111

Partners in Excellence

MAY 8, 2024

Customers are involving us later and later in the buying process. The “ideal” customer is the one that calls, saying, “Show us your product… ” Just what we’ve been waiting for! All we really want to do is present our product, our pricing, and hope that we get an order.

Price 68

Price Up-sell Conversion Presentation 68

Martech

FEBRUARY 5, 2024

Which of the three statements below comes closest to your view when it comes to email surveys and review requests: A. They’re useful, and we use the return data in our email program, customer profiles and product development B. How could we do a better job with these familiar emails? The boss told us to do it.

Profit margin 129

Profit margin Contact Campaign Service 129

Search Engine Land

APRIL 2, 2024

You might have a great product, but if the initial encounter is unpleasant, you won’t get a second chance. This article explores how SaaS companies can improve customer onboarding to retain customers and achieve product-led growth. Now, apply this concept to your SaaS product. Now, apply this concept to your SaaS product.

Customers 84

Customers Real Estate Education Conversion 84

Search Engine Land

APRIL 30, 2024

If you’ve ever tried using avatars or buyer personas to write a Google Ads headline, you know it can be frustrating and fruitless. You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” Ready to refine your approach? Let’s dive in.

CTR 108

CTR Real Estate Legal Clients 108

Salesforce

NOVEMBER 3, 2023

But they also have a problem: They frequently present inaccurate information as if it’s correct. We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice. “We What is an LLM?

Pharmaceutical 127

Pharmaceutical Legal Trust Technique 127

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world. How do we prevent mistakes from happening in email?

Objectives and Key Results 125

Objectives and Key Results Retail Campaign Appointment 125

Martech

MAY 9, 2024

But I know you think they’re trying to implement some over-complicated solutions. But when you see what serious enterprises are doing, they never went big on implementing this technology because they were worried about the hallucinations and so forth. Q: There are internal problems as well. A: You’re right.

Appointment 97

Appointment Technology Technology Follow-up 97

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. Start with soul searching What is your why? Don’t default to talking about the products or services your company provides or how it delivers them. If you do business outside the U.S.,

Strategize 113

Strategize B2B Legal Launch 113

Salesforce

FEBRUARY 12, 2024

Use these four in-demand Salesforce ecosystem job skill trends — identified in the Jobs in the Salesforce Ecosystem report — to build your skill set. What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce.

Relationship building 116

Relationship building Niche Contact Trust 116

SaaStr

FEBRUARY 1, 2024

I knew an SVP at a Top 20 Tech Company, and really as a favor, he told me he’d do a $25k+ deal with Adobe Sign / EchoSign in the early days. I tried to do the Salesforce demo, but I actually had never really used Salesforce before. My lesson learned: everyone has to know the product cold in a startup.

Product 94

Product Engineering B2B Pitch 94