Search Engine Land

DECEMBER 5, 2023

Sadly for B2B, most are either aimed at ecommerce/B2C or represent minor improvements that don’t make up for the advertising controls Google has stripped or the glaring lack of transparency behind auctions and pricing. AI functionality Google has added more AI functionality within the platform, with much of that centered on Performance Max.

B2B 101

B2B X-functional UX Campaign 101

Search Engine Land

MAY 13, 2024

And for B2B, you need a content strategy with a strategic distribution plan. Here are a few proven ways to supercharge your B2B content distribution strategy. Top B2B content distribution strategies that work Content marketing is crucial for B2B. But it’s not enough to just create great content.

B2B 109

B2B X-functional Pitch Click Through Rate 109

Heinz Marketing

NOVEMBER 16, 2021

Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. You might look at the platforms below and be thinking “there’s some missing” or “why isn’t X included?”, Boost productivity across teams by helping them access the business data they need to work better cross-functionally.

B2B 122

B2B X-functional SQL UX 122

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Some functions (e.g. This is the most outsourced sales function.

B2B 100

B2B X-functional Cold Call SQL 100

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different. It’s called Optimizing for B2B.

B2B 110

B2B Conversion B2C SQL 110

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. The journey covers three stages.

B2B 118

B2B GTM Objectives and Key Results Sell 118

ConversionXL

OCTOBER 22, 2018

Talk to any B2B marketer about attribution and they’ll either roll their eyes or rant about how it’s important but hard to get right—long lead cycles, multiple contacts from a single organization, etc. The critical touchpoints in B2B are the transition stages in the customer journey: First Touch. Position Based.

B2B 131

B2B Process Campaign Contact 131

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. Scott Barker: [0:55] So Guy Yalif is a very seasoned B2B SaaS executive, over 20 years of go-to-market experience. Feeling that AI FOMO?

GTM 102

GTM Engineering Electricity X-functional 102

Heinz Marketing

FEBRUARY 26, 2021

Mapping a B2B buying committee is no easy feat. Here at Heinz Marketing, our typical clients sell their products or services to other companies in the private sector, hence our specialty in “B2B marketing”. But, B2B marketing principles can also apply to B2G , a.k.a. By Lauren Dichter , Marketing Consultant at Heinz Marketing.

Government 126

Government X-functional Angle B2B 126

SalesHandy

JUNE 29, 2021

Which is why you need a well thought out B2B Sales strategy in place. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. What is B2B Sales? B2B Sales Principles. selling products to other businesses).

B2B 98

B2B Cross-sell X-functional Follow-up 98

Search Engine Land

JUNE 2, 2023

In this article, we’ll walk through steps you can take to reverse organic traffic drops or get your B2B site growing again if traffic has flattened. Recurring reports If you put out an industry survey or “State of X” style report, those are often assets that can take a hit with time. Get the daily newsletter search marketers rely on.

B2B 90

B2B Click Through Rate X-functional Real Estate 90

The 5% Institute

OCTOBER 26, 2021

Coaching For Sales Performance – 5 x Important Reasons. Related article: The B2B Sales Process – Explained Step By Step. Finally, the last reason as to why coaching for sales performance should be a priority function, is because it reframes their relationship with selling. Coaching For Sales Performance Reason #1 – Alignment.

X-functional 145

X-functional Sales Clients Closing 145

SaaStr

MAY 16, 2024

On the first episode of the Angles and Insight podcast, SaaStr Founder and CEO Jason Lemkin chats with Zapier CEO Wade Foster about the future of B2B SaaS in 2024 and beyond. Twitter, now X, has changed drastically. Instead, find what you’re good at, become great at it, and spend 80-90% of your energy on that thing. Quora is dead.

B2B 119

B2B Angle X-functional Trust 119

Martech

NOVEMBER 9, 2023

For example, a customer may never know why one vendor got placed at (x, y) and another one at (x1, y1). You can often find solid regional vendors and functionally specialized vendors. B2B attribution. You may seek a similar set of functionality, but there are always differences in how you will deploy that functionality.

X-functional 109

X-functional Strategize B2B Territory 109

Martech

AUGUST 9, 2023

Account-based marketing (ABM) is a powerful strategy helping B2B marketers target and engage with high-value accounts, deliver personalized experiences and drive revenue growth. Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. That’s plenty, but far from all.

X-functional 97

X-functional GTM B2B Technology 97

Sales Hacker

AUGUST 7, 2024

Paul Mander currently leads all of go-to-market for B2B at Optery. CDPs can be technically complex pieces of software, with deep and lengthy sales cycles and cross functional implementations. There is no longer an appetite for CS functions that lack a commercial focus and don’t own metrics such as Net Dollar Retention (NDR).

Go To Market 122

Go To Market X-functional Engineering Cross-sell 122

Sales Pop!

FEBRUARY 6, 2023

First, such vendors make claims for these platforms that could never be kept, such as “Get more qualified leads” and “increase sales by x%.” AI might eventually be able to track a sale with one buyer or prospect, but in B2B, several stakeholders are often involved. However, one thing that a truly robust CRM is not is a platform.

CRM 130

CRM Engineering Manufacturing X-functional 130

Hubspot

FEBRUARY 24, 2012

But when you think about customer loyalty, it seems hard to apply many of the tried and true programs to B2B organizations. But really, customer loyalty is alive and well with B2B marketers; they simply must move away from the mindset that they should design specific customer loyalty programs , to a broader customer retention mindset.

B2B 77

B2B Customers Education X-functional 77

Search Engine Land

OCTOBER 20, 2023

stores with free wifi in X area, hotels that allow dogs in Y area, etc.), This is often a good fit for a B2B site that’s looking for PSEO ideas or a site aimed at creators, as you can build collections of things like: Video templates. If you have a specific feature for a store or location that people find valuable (i.e.,

X-functional 115

X-functional Gaming Entertainment B2B 115

The 5% Institute

AUGUST 5, 2021

Mercedes Benz through their value messaging; have been able to surpass the cars general function. Even if you’re selling B2B , the everyday issues they’re facing have a personal toll on the individuals within the business. Further reading: Sales Probing Questions – 20 x To Use Daily. Finding Pain. People buy for two reasons.

X-functional 145

X-functional Presentation Clients Closing 145

Heinz Marketing

JANUARY 9, 2018

To say that the B2B landscape has changed dramatically over the last decade would be an understatement. However, it’d be dismissive to think the changes in B2B content marketing solely revolve around new technologies displacing the old. What does this change mean for B2B sales and marketing teams?

B2B 72

B2B Objectives and Key Results B2C Promote 72

Martech

MARCH 12, 2024

The expansion was first reported by Google Ads expert Thomas Eccel, who spotted the tool within Bing Ads and shared a screenshot on X : What is Copilot? This functionality should also be more efficient than stand-alone generative AI tools because it’s baked-in to the Microsoft Advertising Platform. First spotted. Why we care.

X-functional 106

X-functional Campaign Engineering Product 106

Hubspot

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs? How do you do X?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

SEPTEMBER 22, 2023

This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. Include a full-feature free trial. Take a more hands-on approach to inside sales.

GTM 121

GTM X-functional Inside sales User Experience 121

Sales Hacker

APRIL 10, 2018

How to Segment B2B Your Customers. Distribution of B2B deals as a function of price (a product of discount and list price). B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value. 1) Freemium.

Go To Market 96

Go To Market GTM X-functional Territory 96

Search Engine Land

OCTOBER 28, 2022

do X, doesn’t mean X will work for Bob’s Hardware or Bob’s Finance Co. A solid understanding of business, business processes, workflow automation and cross-functional alignment is worth gold in this segment.” Just because eBay, the BBC, Amazon, etc. ” 12. Inquisitiveness.

UX 124

UX X-functional Angle B2C 124

SaaStr

FEBRUARY 2, 2022

And that transition over the next year, from an end-user-centric story to a B2B product for teams, required a collaborative effort. PLG, for all its virtues, doesn’t mean that you can skip GTM functions. Virality, as much as it remains the X factor, won’t be enough in the long-term. 2018’s Lesson from Salesforce.

Growth 115

Growth Product GTM X-functional 115

Sales Hacker

JULY 21, 2021

Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. While some industries are still going through digital transformations, B2B SaaS companies kind of invented the concept.

X-functional 133

X-functional Sales Strategize Cold Call 133

SaaStr

MARCH 26, 2024

The biggest thing on many of our minds is what the future of AI will be in B2B. As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. In B2B, we will be stuck with AI because there’s no one to work at our companies. What about budget?

Price 121

Price X-functional Growth B2B 121

SaaStr

NOVEMBER 23, 2021

Not only is this true for us here at SaaStr as the hosts of the largest B2B SaaS community conference on the planet— SaaStr Annual, but it’s true for our sponsors. Live events are a forcing function for your entire team, not just sales, and marketing. Take sales intelligence platform, Dooly , for example. Think Zapier.

Technique 111

Technique X-functional Launch Pitch 111

Martech

NOVEMBER 15, 2023

To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. This is particularly true in B2B companies. As marketers, we have two challenges: To ensure that our martech stack is optimized from both a functionality and expense perspective and meets our business objectives.

X-functional 104

X-functional Objectives and Key Results Technology Technology 104

ConversionXL

JULY 6, 2021

for B2B specifically. 72% of the Fortune 1000 are B2B companies. If you get your LinkedIn ad strategy right, you’ll be exposed to a top-tier B2B focused audience. Featuring a user’s name, LinkedIn profile photo, and job function, they’re eye-catching and stand out from a more generic newsfeed. Message ads.

CTR 129

CTR X-functional Campaign Price 129

Partners in Excellence

JUNE 14, 2016

Sales people, can go on forever about features, functions, feeds, and speeds for each of the products they sell. In most cases in complex B2B sales, we have to be engaging multiple customers in differing roles who care about this issue and want to do something about it.

X-functional 82

X-functional Customers Manufacturing Sales 82

Search Engine Land

SEPTEMBER 1, 2023

Below is an example of an SEO impact forecast for B2B. Technical SEO : Oversees crawling, indexing, and general site functionality, particularly regarding page speed and UX/UI. Subtract operational costs, and then get the forecasted KPIs for monthly sales from traffic, cost per sale, estimated monthly revenue and ROI.

CTR 122

CTR X-functional Profit margin Contract 122

Heinz Marketing

JUNE 7, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk to some of the best leaders in B2B sales and marketing every day. It’s a common noun in B2B. Listen in and/or read along with the transcript below.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

CloserIQ

APRIL 29, 2019

It’s typical for B2B buyers to go through 70% of the decision-making process without ever speaking to a sales representative. Social selling has emerged as one of the most effective B2B lead generation techniques. LinkedIn’s search function is a great method for lead generation. Lead generation has changed a lot in recent years.

Lead generation 86

Lead generation Referrals X-functional Technique 86

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

Sell 81

Sell X-functional Networking Follow-up 81