Martech

MARCH 21, 2023

As marketers, we need to get more out of our current tech stack, whether through consolidation or more strategic use of existing tools. If you’re not an expert in your company’s tech stack, you won’t know how to use existing tools to boost results or maximize new functionality that could replace apps you no longer need.

X-functional 102

X-functional Negotiate Contract Technology 102

ConversionXL

AUGUST 5, 2021

The workflow might look something like this: User is directed to a landing page They enter their details to access a lead magnet On the following page, they’re invited to book a consultation. Similarly, once the lead books their consultation, their details in the CRM are updated, and they’re added to a new email automation workflow.

CRM 143

CRM Contact Consult X-functional 143

Martech

JUNE 21, 2023

A: Not very strategically. Eventually I stepped away from that world, did a little consulting for other high-tech startups, then took a right turn and went into angel investing; I ended up running a chapter of an angel investment group called Golden Seeds for a couple of years. She’s also a MarTech contributor.

X-functional 101

X-functional Technology Technology Construction 101

Salesforce

JANUARY 22, 2024

You can spend more focused time on strategic thinking or creative projects. And if you work in the legal or healthcare fields, AI can help analyze and research contracts or help interpret MRIs and X-rays, respectively. People will now have time to, well, be people. In marketing? I think it’s going to be very interesting to see.”

Healthcare 121

Healthcare X-functional Engineering Technology 121

Heinz Marketing

DECEMBER 18, 2020

If you delete an unsubscribed lead in Marketo, but it is imported back into the system, they will remain unsubscribed until they opt back in: Marketo has enhanced the behavior of the unsubscribe functionality to make it “durable.” 7 – Field Sync. they have in their CRM. Don’t do it. 10 – From address or Reply-to?

CRM 137

CRM Campaign X-functional Clients 137

InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow. I once consulted for a small startup to help them reimplement their entire sales process within Salesforce.

Transportation 75

Transportation X-functional Sales Contract 75

Hubspot

DECEMBER 10, 2019

In fact, the company I currently lead, Spotted Media, used these tactics below to acquire our first set of customers before we even had a fully functioning web site. Vendor] is helping [Client A] and [Client B] media teams achieve a [point #3] that is [X%] more efficient through [point #4]. Create an ideal customer profile.

Customers 93

Customers Manufacturing X-functional Strategic planning 93

ConversionXL

MAY 14, 2014

On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations. Since the potential scope of testing is vast, it’s important to strategically approach the next step. Being able to translate the complexity of a heatmap is like reading an X-ray.

Conversion 124

Conversion Sell E-commerce Legal 124

Search Engine Land

APRIL 26, 2024

Follow the following steps for a methodical and strategic way forward. Use the filter functionality to isolate positive or negative changes. With so many moving parts, pinpointing results and actions for your website can seem like an impossible task after a Google algorithm update finishes rolling out.

X-functional 114

X-functional UX User Experience Follow-up 114

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 77

GTM X-functional Start-ups Campaign 77

SaaStr

JULY 10, 2021

A lot of time in their mindset they want to do copy/paste from what they did in the previous company, “That worked for me at company X, it’s going to work like that in WalkMe.” X amount of revenue, X amount of churn, X amount of growth in marketing, etc. Nikos : What about functions? crosstalk].

Finance 104

Finance X-functional Start-ups Trust 104

Sales Hacker

JUNE 20, 2019

3) Sales Ops has grown from tactical to strategic. I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions. 4) Sales Enablement, at most companies, has yet to experience the “tactical to strategic” movement mentioned for Ops above. Sales Enablement Debriefed.

Quota 84

Quota X-functional Strategize Start-ups 84

Heinz Marketing

AUGUST 17, 2018

By Lisa Heay , Senior Marketing Consultant at Heinz Marketing. If you delete an unsubscribed lead in Marketo, but it is imported back in to the system, they will remain unsubscribed until they opt back in: Marketo has enhanced the behavior of the unsubscribe functionality to make it “durable”. It’s hard to know what you don’t know.

CRM 75

CRM Campaign X-functional Clients 75

InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow. I once consulted for a small startup to help them reimplement their entire sales process within Salesforce.

Transportation 54

Transportation X-functional Sales Contract 54

Hubspot

DECEMBER 28, 2012

Many companies choose to send weekly or monthly product digests to keep their customers or fan base up-to-date with the latest features and functionalities. Sometimes the relationship results in a strategic announcement; other times it's as simple as a joint webinar. 7) Lead Nurturing Emails.

X-functional 78

X-functional Promote Follow-up Contact 78

Hubspot

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. For example, inbound salespeople may offer a free consultation or ebook about the area the buyer is researching. You can segment the people you target by role, title, function, or common behaviors.

Prospecting 98

Prospecting Sell Healthcare Sales 98

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Resell arrangements are usually made with channel partners, consultants, and solution providers.

GTM 89

GTM Negotiate Profit margin Contract 89

Sales Hacker

MAY 9, 2019

Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. I usually recommend my clients consult with a local recruiter if they’re unsure of the expectations of the job market. This is common practice at companies working strategic deals with large teams.

SQL 110

SQL Commission Customers Non-Profits 110

PandaDoc

OCTOBER 3, 2023

Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks. The sessions were facilitated by an external consultant to ensure unbiased feedback. They also used Wonderway.io

Process 52

Process Objectives and Key Results X-functional Sales 52

ConversionXL

NOVEMBER 23, 2015

moves the mouse cursor next to the browser window closing X). What’s stopping them from buying – emotionally, functionally or otherwise? There are so many different questions you could ask and get actionable insights; it all depends on your strategic goals. We can learn a lot with on-site surveys.

Conversion 72

Conversion Objectives and Key Results X-functional Follow-up 72

ConversionXL

AUGUST 19, 2016

From here, you can run tests and use those results to strategize the best solutions for your customers. Initially, you want to focus on events that are most critical to your core conversion areas, such as consultation CTAs on your success stories page, or how users are interacting with your MOFU (middle-of-the-funnel) tools.

User Experience 58

User Experience X-functional Conversion Campaign 58

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Jake Sorofman : Structured strategic thinking and storytelling. Kristina Wallander at Human Interest is just a really, really smart strategic CMO. Now, before we get to the interview, we have sponsors and you need to hear about them.

Growth 83

Growth Contract Pipeline B2B 83

Heinz Marketing

FEBRUARY 24, 2020

What I see, I mean I work not just with Selling Power, I work with marketing teams, CMOs, press PR people who submit content on behalf of their clients, and then sometimes I just work with practitioners or sales consultants or sales trainers, and everybody kind of has their own particular approach to content. We’ll be right back.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71

ConversionXL

AUGUST 31, 2017

If you work in conversion optimization – whether at an agency, in-house, or as a consultant – you almost certainly run A/B tests. Here’s a review from Sean Patterson , a Digital Analytics and Optimization Consultant at Conversion.com: Sean Patterson: “An enterprise testing tool with a wide range of capability and customisation.

A/B testing 129

A/B testing E-commerce X-functional UX 129

Sales Hacker

MARCH 2, 2020

The New Strategic Selling. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. The New Strategic Selling: The Unique Sales System Proven Successful by America’s Best Companies. The Transparency Sale.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Hubspot

OCTOBER 23, 2017

According to Bob Apollo, the founder of sales consulting group Inflexion Point, there’s a hierarchy to qualification. For example, if you ask your prospect about the company’s strategic goals and they’re unable to answer, it’s a good sign they’re not close enough to the decision process and lack influence. Then, go in for the kill.

Sales 101

Sales X-functional Contact Prospecting 101

ConversionXL

JANUARY 24, 2017

The future seems to belong to those moving far past myopic CRO practices and into the strategic and universal realms. More and more, people are using experimentation as a way to optimise not just sales – but also pricing, functionality, and product. But human creativity and strategic input still applies. Image Source.

Conversion 87

Conversion UX A/B testing SQL 87

Sales Hacker

MAY 26, 2020

This week on the Sales Hacker podcast, we speak with Peter Wooster , a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. He was Chief Revenue Officer for Marin Software and now he’s running his own consulting firm called Wooster Advisors.

Prospecting 124

Prospecting E-commerce Account management Up-sell 124

ConversionXL

NOVEMBER 11, 2015

Whether you’re a conversion optimization agency, consultant, or in-house at a startup or enterprise, investing in the right conversion optimization tool is a big decision. To navigate the list, you can filter out tools based on function as well as for which size company it works best. It’s basically only for enterprises, though.

Conversion 124

Conversion A/B testing UX Consult 124

ConversionXL

APRIL 3, 2018

Value = (Knowledge + Process) x Skill x Attitude. Bugfixes, strategic initiatives, legal requirements, known wins, known losses. There’s an Experiments Council: internal consulting to help with tricky design , setup and interpretation. Functional analysis. You need to have a s tandardized process.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. First is strategic, and then the tactical. That’s the strategic. When did you start the company?”

Quota 98

Quota Growth Product Closing 98

SaaStr

MARCH 3, 2020

And so, I consult and advise for startups about 35 startups over the last three, three and a half years. QUESTION 4: Comp range in OTE as a function of your current revenue. He doesn’t come from business background, but he’s strategic, you know? So I was their first employee in the United States.

Sales 91

Sales Promote X-functional Up-sell 91

SaaStr

JULY 2, 2020

Kurt Muehmel: And so I’d gone through, I’d done my stint in consulting, ended up at a big four consultancy, felt that I needed to get away from that for many of the reasons that people get away from that, just the work life balance and so on. I’ve been consulting on environmental and sustainability topics.

Customers 117

Customers Contract Price Education 117

Sales Hacker

FEBRUARY 19, 2019

In this webinar , Dan showed us how to successfully map accounts and key contacts and how to use that map to strategize more effectively. Richard Harris – Founder of The Harris Consulting Group. Richard is the founder of The Harris Consulting Group , and a Sales Hacker regular. Jacco vanderKooij. Does it still apply?

Cold Call 14

Cold Call Inside sales Sales B2B 14

SaaStr

MAY 10, 2019

231: Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. Jason Reichl: Yeah, absolutely.

X-functional 56

X-functional SQL Pipeline Go To Market 56

PandaDoc

MARCH 7, 2023

This means your sales managers can spend less time micromanaging and more time strategizing. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. For example, you could aim for a new process to increase conversion or decrease loss by X%.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? Because marketing is the revenue function. Marketing is the customer service function, etc. What were Ryan’s biggest takeaways from his time at Salesforce? How did it change his mindset?

Start-ups 56

Start-ups B2B A/B testing Pipeline 56