Search Engine Land

OCTOBER 2, 2024

Whether you’re a small local business or a large brand, understanding Amazon’s advertising options can help you reach new customers and grow your business. Both of these display ad types are available for businesses not selling goods on the marketplace. Sponsored Brands. Sponsored Display. Seller Central.

Customers 103

Customers Sell Campaign Engineering 103

Sales Hacker

JANUARY 7, 2025

I mean, And as you can imagine, everyone is focused on closing the year. We need to build, we need to close. And then I would say… Last month, I started focusing not anymore on the closing, but I would say I switched 60% as well on, okay, what about next quarter? So that’s usually a good sign.

GTM 118

GTM Sell Customers Cold Call 118

Veloxy

JANUARY 7, 2025

The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. This is the foundation of your sales management, outlining the progression from prospect to customer. Presenting: Showing the value of what you sell.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

AUGUST 7, 2024

Benefits of Using Sales Demo Environments How to Create a Demo Environment That Closes Deals I like to think of it like this: it’s common knowledge that Super Bowl halftime performances are mostly pre-recorded. How to Create a Demo Environment That Closes Deals Step 1: Formulate a narrative. Coworkers all tied up?

Closing 72

Closing Pitch Sales Prospecting 72

SaaStr

JANUARY 4, 2025

Dear SaaStr: My Salesteam Doesnt Want to Do Outbound or Visit Customers in Person. I think most agree, behind closed doors, theres only one answer: start over. You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. start over.

Cold Call 107

Cold Call Customers Start-ups Meeting 107

Hubspot

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges.

Conversion 78

Conversion Customers Gambling B2C 78

Salesforce

AUGUST 6, 2024

Imagine a company where every decision, strategy, customer interaction, and rote task is augmented by AI. But Sandstone has to market it to the right customers, at the right time, and in the right way. Now Sandstone is ready to reach out to its targeted customers. Does this company exist?

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Sales Pop!

APRIL 30, 2022

We’ve seen that many customers have not taken advantage of Pipeliner’s powerful email integration features. It’s really as easy and user-friendly as opening up a smartphone and connecting to your service provider. When sending emails to prospects, customers or partners, you want to know if they’ve opened and read your email.

Pipeline 244

Pipeline Customers CRM Appointment 244

Veloxy

OCTOBER 22, 2024

Start for free The Role of AI in Sales Strategy As someone who’s spent years working closely with sales teams, I’ve seen firsthand how time-consuming and inconsistent traditional sales methods can be. In sales, this means AI doesn’t just take a snapshot of your customer base and stop there. Let’s talk tools.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. As a result, they suffer with low close rates and poor forecast accuracy.

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

Martech

SEPTEMBER 20, 2024

” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Platform-market fit is about scaling, improving execution and tracking key metrics by customer groups.

GTM 110

GTM Product Cross-sell Profit margin 110

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. Artificial intelligence in sales can increase selling hours by not only automating tasks, but also improving daily productivity and analyzing habits.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. Don’t exaggerate.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Introduction.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The good news for martech vendors is the SaaS business model revolves around recurring revenue from subscriptions, so there’s a steady flow of cash coming from the customers. million, up 23% compared to Q1 ’23. Many industries go through this.

Cross-sell 114

Cross-sell Growth CRM Up-sell 114

Veloxy

JUNE 17, 2021

Drive Up Your Average Deal Size. Your customer relationship management software should already be measuring the following metrics. This particular metric is usually more relevant for SaaS companies and businesses that use subscription pricing models where customer lifetime value is the most important KPI for sales teams.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Martech

JULY 25, 2024

Each member may have up to 15 interactions with each vendor under evaluation. Influencers may not be the right person to sign off on the final agreement, but more often than not, the C-suite isn’t close enough to the pain points to decide which vendor is best positioned to solve a problem. Here are a few examples.

B2B 130

B2B Legal CRM Lead generation 130

SaaStr

JANUARY 2, 2025

Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and its often the largest functional area. We may have even sort of given up there, a bit.

Up-sell 130

Up-sell B2B Engineering Technology 130

Sales Pop!

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customers 162

Customers Account management Sales Clients 162

Martech

OCTOBER 22, 2024

Integrate persona-based data for effective lead analysis Personas are like the fictional characters of your ideal customers, crafted from real data and insights. By using persona information for lead scoring, you can ensure that you’re focusing on leads that fit your ideal customer profile. Negative scoring can help with that.

Cross-sell 119

Cross-sell Lead generation GTM Territory 119

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. How we reduce the time we need to spend doing research on our customers. Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. And AI has amped it up to another level. It will send emails to customers and manage the responses.

Objection handling 126

Objection handling Technology Technology Up-sell 126

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. The first initiative I have taken at every company I’ve worked at is to develop, design and implement a lead to opportunity process (ensuring leads end up on the opportunities they belong to). Customer-centric. Efficiency.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Martech

AUGUST 19, 2024

I’m not bringing it up to judge Robinson on his turn at this unfortunate ritual. Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. Retention.com had to let go of staff.

B2B 117

B2B Contract Consult Price 117

SaaStr

NOVEMBER 13, 2024

Still pretty darn impressive from smaller customers. #2. 54% Growth in $50k+ Customers Like Shopify, Klaviyo is firmly SMB overall. But its bigger customers are key to fueling growth, as they are at Shopify, too. Outside of a pre-IPO phase, Klaviyo has been cash-flow positive or close for most of its history. SMB Weaker.

Cross-sell 117

Cross-sell Growth Price Up-sell 117

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

SaaStr

NOVEMBER 3, 2024

I’m not talking about any close friends in sales here. The other day someone who used to be an A+ sales leader emailed me about a position I’d introduced to him as a super hot start-up. Maybe not epic, but really a sales leader I looked up to. He’s done selling, and probably, being curious. And the talk.

Sell 111

Sell Up-sell Sales Start-ups 111

SaaStr

JANUARY 9, 2025

But it had and has a very large channel that sells its product into the enterprise, and a lot of internal resources that support the channel. But its just third party selling instead of first party. And it staffed up a very big sales team. Then to sell Dropbox Enterprise, it added several. Hybrid models can be great.

Cross-sell 107

Cross-sell Outside Sales Sales Up-sell 107

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? Your first step is to get the potential customer interested in what you have to offer – that is what marketing is all about. There are two types of marketing: Inbound marketing where you use content to get your ideal customers to come to you. Continue reading….

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

Sales Pop!

OCTOBER 21, 2024

Regular trips to the supermarket can quickly add up, no matter how carefully you plan. 1) Take Advantage of Loyalty Programs and Special Offers Today, grocery stores are increasingly relying on loyalty programs to reward regular customers. Grocery shopping often accounts for a significant portion of most people’s household budgets.

Price 130

Price Sales Promote Up-sell 130

Understanding the Sales Force

NOVEMBER 1, 2024

This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October. A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Long Foliage Cycle. Short Foliage Cycle.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

Iannarino

JULY 28, 2021

Make enough calls, and you will bump into people are grouchy enough to say something rude or just hang up on you. Your experience with small bouts of conflict will help you build up an immunity, one you will need later. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Cold Call 352

Cold Call Clients Contract Meeting 352

Sales Gravy

DECEMBER 29, 2024

Whether its a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. Maybe you want to be a Presidents club winner or be recognized as an expert in your industrywhatever it is, to-be goals help you level up as a person and a professional. Its loaded with rejection.

Commission 98

Commission Sales Follow-up CRM 98

SaaStr

JANUARY 8, 2025

Naturally, their first customer was DoorDash and the quickly captured 95% of the gig economy market in their early days. When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

Search Engine Land

AUGUST 14, 2024

If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. AI tools to help you level up fast. As you implement or level up your comfort with AI, remember that ad accounts are not always your biggest lever for improvement.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. So how much business has it closed?

Go To Market 131

Go To Market Quota GTM Price 131

Iannarino

AUGUST 7, 2021

The Lost Art of Closing shows you how to proactively lead your customer and close your sales. There is no reason to schedule meetings with people who can’t or won’t benefit from what you sell. Selling is knowledge work, so it comes with more autonomy than many other roles. No more pushy sales tactics.

Cold Call 280

Cold Call Clients Sales Pitch 280