Search Engine Land

AUGUST 14, 2024

Digital advertising has evolved quite a bit since I started working in paid media. Lead generation advertisers today have access to tools like broad match keywords and offline conversions – powerful when used right, but chaotic and expensive if left unchecked. AI tools to help you level up fast. Managing new or smaller accounts.

CRM 116

CRM Campaign Niche Negotiate 116

Veloxy

JANUARY 7, 2025

This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages. Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. There's more, read today!

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. And yes, theres a risk of mis-steps.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre avoiding real sales conversations because theyre uncomfortable. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell.

Closing 80

Closing Objection handling Cold Call Contract 80

Salesforce

AUGUST 6, 2024

Market more effectively with AI Now that Sandstone has started to tackle costs, the next move in its transformation is finding new sources of revenue. To start, it needs to segment its audience. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. 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. Bottom-up PLG and very top-down are relatively healthy.

Go To Market 132

Go To Market Quota GTM Price 132

Partners in Excellence

MARCH 27, 2024

Without a doubt it was likely to be a very difficult conversation. But selling is different from athletic competitions. These mindsets set us up for a fight. It’s difficult to move forward when we or the customer are have mindsets that result in combative conversations. We only win when our customers succeed.

Conversion 137

Conversion Gaming Meeting Up-sell 137

Partners in Excellence

JANUARY 2, 2025

We script every conversation, yet the customers we are engaging don’t have the same script. Attrition is up. Virtually every indicator says “selling is broken!” ” What if we started giving our people more autonomy to figure things out? Sometimes it’s as simple as shifting our conversations.

Pipeline 127

Pipeline Government Education Conversion 127

Cerebral Selling

FEBRUARY 23, 2025

Why it works: It shifts the conversation from solutions to challenges. Most sales reps start with product or process-focused questions like What are you doing today? But the truth is customers dont wake up thinking about products or processes. Its problems and challenges that keep them up at night!

Customers 130

Customers Objection handling Strategize Negotiate 130

Iannarino

JULY 4, 2021

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. In early conversations, your intentions must focus on creating value for your contacts.

Contract 337

Contract Contact Clients Prospecting 337

Sales Gravy

JANUARY 14, 2025

If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Maybe you need to tighten up your proposals so more of them convert.

Appointment 98

Appointment Cross-sell CRM Pipeline 98

Martech

OCTOBER 25, 2024

You can use them to promote events, keep leads engaged, follow up with customers and much more. Instead, set up a sequence to do it for you, making sure people don’t forget about your event and increasing attendance. Example: Start with an initial invite highlighting what they’ll learn and why it’s worth their time.

Appointment 115

Appointment Follow-up Contact Start-ups 115

Iannarino

JULY 3, 2021

Do not target the companies that already buy what you sell or are highly likely to start doing so. The primary ingredient in phone spam is the fact that what you sell has no relevance for the person receiving the call. Make sure you tell them exactly what you sell and how you 100% guarantee that they need this product.

Cold Call 325

Cold Call Pitch Retail Meeting 325

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. Lets dive in. Double Sales Productivity in only 1 Minute. Eliminate 75%+ of those activities in 1 minute with Veloxy.

Product 130

Product CRM Price Objectives and Key Results 130

SaaStr

JANUARY 8, 2025

It was started in 2014 when founders Daniel and Jonathan were working together at a delivery startup and experienced firsthand how slow background checks were slowing down worker onboarding. Some key findings included: Bookings to revenue conversion rates were significantly below target.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Martech

AUGUST 12, 2024

Prompt: How might a marketer for a large B2C company incorporate a CDP into their martech stack to improve the customer experience, increase customer engagement, and increase conversion rates? Data quality and governance: Ensure the data collected is accurate, up-to-date, and compliant with regulations (e.g.,

Customers 109

Customers A/B testing B2C Cross-sell 109

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. Increase in Lead Conversion Rates AI ranks leads based on their likelihood to convert. The result? AI automates these tasks.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Iannarino

JUNE 30, 2021

Our only tool in sales is a conversation, making language a primary variable to success. I started by asking if she was using a script, and she confirmed that she was using the script her company gave her. The salesperson ended our conversation by thanking me for taking the time to help her. The Aversion to Prospecting.

Prospecting 304

Prospecting Cold Call Pitch Clients 304

Iannarino

JULY 21, 2021

You best approach to differentiating yourself from your competition is enriching the sales conversation. His main goal, though, was to sell his solution, something his email made perfectly clear. Get started with this FREE eBook. Your only vehicle for creating value for your client is the sales conversation.

Cold Call 305

Cold Call Cross-sell Gaming Clients 305

Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. We all have been the subject of the most horrible LLM generated emails, social media conversations, AI generated posts. They were eager to start. And this is where the problems started arising.

Manufacturing 123

Manufacturing Engineering Technology Technology 123

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. ” I started listening to the calls this SDR was making.

Gaming 120

Gaming Contract Pipeline CRM 120

Iannarino

JUNE 29, 2021

You might still start this pitch by sharing information about your company, but follow up by extolling the tremendous value in your products and services. As they went from selling products to selling “solutions,” salespeople had to identify and solve each client’s specific problems.

Clients 344

Clients Price Technology Technology 344

ClickFunnels

AUGUST 2, 2021

In this step-by-step guide, we will show you how to get started with digital marketing. One of the most common mistakes that entrepreneurs make when they are just starting out is choosing a target audience that is way too broad. So start by clearly defining your dream customers. Show up there yourself. Continue reading….

Niche 290

Niche Follow-up Up-sell Start-ups 290

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. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Iannarino

JULY 30, 2021

The same trend has made many best practices so prevalent that entire swaths of selling are now fully commoditized, making many sales conversations transactional rather than consultative. I can imagine salespeople from Dimon’s competitors flipping through those books, thrilled to discover that no one from Chase had bothered to show up.

Technology 306

Technology Technology Clients Meeting 306

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. We have very rich conversational intelligence tools.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Martech

SEPTEMBER 9, 2024

Calculate total costs: Add up all the expenses gathered in Step 1 to get the total cost of sales and marketing. Also, please list up to three martech tools needed to measure marketing and sales costs, as well as other costs relevant to CAC. Google Analytics : This tool allows us to track website traffic and conversions.

Customers 106

Customers Commission Customer Relationship Management Retail 106

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? Entrepreneurs who are just starting out are often hesitant to use paid advertising because it costs money. Moreover, paid advertising is also a great way to optimize your sales funnel for conversions. We recommend sending at least six follow-ups. Continue reading….

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

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

Partners in Excellence

FEBRUARY 21, 2025

But what happens when we start to think about conversations, rather than questions and answers? A conversation is a shared experience, between the participants. Conversations tend to be dynamic, evolving, and fluid. Most importantly, in complex B2B buying, our customers are looking for conversations.

Customers 95

Customers High impact Gaming B2B 95

Sales Gravy

FEBRUARY 18, 2025

Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends.

Consult 76

Consult Territory Appointment Pitch 76

Iannarino

MARCH 2, 2023

This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. But by rushing the deal to get to the pain points, you break B2B selling and buying. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 286

B2B Contact Clients Entertainment 286

Search Engine Land

JULY 22, 2024

On top of that: Hanukkah starts on Christmas, and Kwanzaa is on the day after. Media will matter and markups haven’t started because many people haven’t realized it’s a short year yet, so you can get solid deals by reserving space now. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

ClickFunnels

JULY 2, 2021

Now it’s time to start thinking about how to maximize them. Table of Contents #1 Set Up a Value Ladder Sales Funnel #2 Add Cross-Sells, Upsells, and Downsells #3 Use the Hook, Story, Offer Framework #4 Optimize Your Marketing To Attract More Dream Customers #5 Be Proactive About Getting Social Proof Keep Optimizing Your Sales Funnel!

Cross-sell 246

Cross-sell Sales Niche Price 246

Tibor Shanto

JUNE 29, 2021

You need to change what you demo, while you demo how you change with how you sell. The time for a demo is way at the end of the process, not near the start. You need to think of it as a means of wrapping up a discussion not extending an open end like many do. Change the experience, change the conversation, change outcomes.

Up-sell 293

Up-sell Follow-up Sell Start-ups 293

Martech

DECEMBER 20, 2024

Use headings, bullet points and concise sentences to break up the text. Start by asking: What job roles or functions does this content address? Position educational pieces as stepping stones to future conversations, not immediate conversions. Email: Business email address Sign me up! Processing.

Education 112

Education Manufacturing B2B Trust 112

Partners in Excellence

NOVEMBER 18, 2024

While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!! They start/stop, wander all over the place, shift priorities! It makes the job of selling so simple!

Customers 126

Customers Sports Up-sell Start-ups 126