ConversionXL

DECEMBER 7, 2016

Nowadays nearly every online shop utilizes some sort of product recommendation engine, which is no wonder, as these systems, if set up and configured properly can significantly boost revenues, CTRs, conversions, and other important metrics. What is a recommendation engine, exactly? How Recommendation Engines Benefit Sites.

UX 115

UX Technique Conversion Product 115

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. Ep 256: As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market.

Finance 50

Finance X-functional CRM Engineering 50

Pointclear

JANUARY 26, 2012

One reason for the phone’s consistent powerhouse performance is its unique capability to replicate the face-to-face selling environment at a lower cost than a personal sales call. Business mailers generally prefer enveloped mail for cold prospecting, whether it is inside a #10 business size envelope or 6 x 9 inch or larger package.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? What are you trying to sell?

B2B 110

B2B Conversion B2C SQL 110

Heinz Marketing

JULY 13, 2020

Can you talk a little bit about though, in this pandemic, in a time when you’ve got your buyers are working from home, we don’t have in-person offices as often, you would think that this would be the time for digital selling strategies to really shine. You can’t hide behind technology. It’s not just the phone.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

SaaStr

FEBRUARY 4, 2020

We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. You’ll be on your company team, your functional team, an agile cross functional working group. Gusto now serves 100,000 small businesses. Who was the highest engaged teams?

Drivers/motivators 67

Drivers/motivators X-functional Trust Cross-sell 67

SalesHandy

MAY 1, 2020

The purpose of sales prospecting is to move the prospect into the sales funnel and eventually generate revenue for the company by selling the product or service. While you are ready to sell your product, you must know which segment of buyers is ideal for your product and services. Don’t sell, build relationships.

Prospecting 87

Prospecting Cold Call Technique Sales 87

SaaStr

AUGUST 7, 2020

The secret to building more than one is reusing components so that you don’t have six engines that do the same thing, that you reuse that engine and you get to use what we call metadata to reimagine it for each one of these industries. Absolutely information technology. which begins to balance global with local.

Price 58

Price Retail X-functional Healthcare 58

Martech

NOVEMBER 15, 2023

Martech vendors trying to sell into marketing departments with smaller budgets have been even more miserable. Marketing was viewed as the “fluffy stuff,” particularly in engineering-driven corporations, mostly because it was difficult to quantify the impact marketing had on the business. This is particularly true in B2B companies.

X-functional 106

X-functional Objectives and Key Results Technology Technology 106

SaaStr

JANUARY 10, 2020

Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. You’re selling capital and I think it was a really transformative experience for me. Bob Moore: At that 50 plus era, there’s a function for this.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

APRIL 23, 2019

We’re going to go into the bleeding edge of technology, and the bleeding edge of technology was VR. Because if you’re launching a consumer company, or even B2B size product, you can pretty much sell, or have a product ready in those three to six months, and even have 10 customers. Building the basic functionality.

Launch 61

Launch Pitch Niche Negotiate 61

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does your customer success and customer support functions change with the move to enterprise? Krish Subramanian: We are software engineers by training. A classic example is a Shopify selling to, let’s say, contract.

Price 48

Price GTM Up-sell Product 48

Sales Hacker

JANUARY 13, 2021

This article was written for technology professionals who would like to learn more about OEM deal strategies and structures. 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.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. But I was determined to do it and found a technology startup that was willing to give me a shot.

Finance 77

Finance X-functional Pipeline Territory 77

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Search Engine Land

APRIL 14, 2023

To avoid creating duplicate content issues with Google, you have to add the noindex meta tag to the test server (or block it in robots.txt): <meta name="robots" content=" noindex, nofollow " /> This tells the search engine to ignore this site version. Unsupported technologies Is your site built with Flash?

UX 108

UX X-functional User Experience Technology 108

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. And I think it’s anything but, but it needs to be layered on top of a revenue marketing engine. We’re on iTunes.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

DECEMBER 31, 2019

And before box she ran product and engineering teams building large scale financial platforms for Accenture clients. So that was an easy sell there. How do we get the functionality of Salesforce out there in the field and on the phone? It Has really, really deep functionality. Do we have a place where we can start?

Product 52

Product B2B Growth X-functional 52

SaaStr

MARCH 26, 2024

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. Give everyone x amount of money to go find the best one. Say growth slows, and you sell for $800M; that’s pretty amazing. Two things are fueling this change in CS with AI.

Price 91

Price X-functional Growth B2B 91

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Sales Hacker

JANUARY 12, 2021

Enabling productivity with new technology [20:10]. The future of selling in a post-COVID world [24:48]. Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. Remote work?

Product 59

Product X-functional Retail Technology 59

SaaStr

DECEMBER 17, 2019

Technology Reporter @ CNBC. Please welcome Zach Perret, Plaid Co-Founder and CEO and Ari Levy, CNBC Senior Technology Reporter. But the really wonderful thing that we’ve been searching for is we wanted a mix of finance and technology. Zach : Well, I guess in the truest sense we do sell software as a service.

Finance 58

Finance X-functional Non-Profits Launch 58

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. They are about buying time, educating, and selling the meeting.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Spiro Technologies

JULY 16, 2024

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Adam Honig: The King of Steel, so it sounded like your background was more in technology before joining Shickel, is that right? I can summarize things.

Construction 59

Construction Trust X-functional Drivers/motivators 59

Hubspot

OCTOBER 10, 2018

In fact, the technology is already in use. But while this technology is familiar in some settings, it’s definitely not simple. AR technology was born at Harvard University in 1968. Ivan Sutherland , an electrical engineering professor, created a head-mounted display system, nicknamed “ The Sword of Damocles." Projection.

Transportation 101

Transportation Drivers/motivators Healthcare Electrical Engineering 101

Heinz Marketing

APRIL 26, 2021

What are the things that keep you from spending more time actively selling? Is you go and you do your selling efforts, whether you’re in the field or online, but there is so much work and time, wasted time, that goes into having to record that in a system. Why their active selling time is so low. Well guess what?

Pipeline 122

Pipeline Sales Quota Up-sell 122

SaaStr

NOVEMBER 21, 2020

Tripod was a search engine there, which exited to AltaVista. Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. And that’s distinct from the X in the cloud pattern that was the first generation.

E-commerce 100

E-commerce Manufacturing X-functional Retail 100

SaaStr

AUGUST 15, 2020

There is a big set of trends happening right now, which is with the downturn and I tweeted this a while back like at the beginning of the downturn that like every customer is scrutinizing, do they really need this technology or not? That doesn’t mean to say, you’re going to do away with the functions. Jay Snyder: Yeah.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. Outreach has your back. About Managed by Q. Sam Jacobs: Hey, everybody. It’s Sam Jacobs.

Customers 53

Customers Account management X-functional Hospitality 53

SaaStr

AUGUST 30, 2019

They’d been predominantly selling, at that time, into SMBs, and that was kind of the wave of change from on premise software to SaaS software, mostly I think founded and I guess the ground broken by Salesforce. Whitney Bouck: So it was an exciting time to be on the front lines of the new and emerging trend in technology.

X-functional 50

X-functional Drivers/motivators Start-ups Engineering 50

SaaStr

MAY 14, 2023

Nicolas has a PhD in computer science, search engine background, text mining, worked in search for a long time. An engineering team and the sales team was me with a laptop. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. Nicolas : Not a month. A lot has changed.

Price 93

Price Start-ups Up-sell X-functional 93

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. But potentially even technology.

Growth 93

Growth Cross-sell Start-ups X-functional 93

Sales Hacker

APRIL 23, 2018

Gary Rhoads is a co-founder of Xvoyant, a sales coaching technology platform. This is the only way to create both predictability and sustainability to the sales function. You’ll still see unplanned things happen, but this will flatten out the variance associated with your individual B2B sales engine. Measuring outcomes is easy.

Drivers/motivators 77

Drivers/motivators Pipeline Objectives and Key Results X-functional 77

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. Despite how rapidly technology and lifestyles are changing, the main steps remain the same. And don’t forget to use the technology tools available. How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 52

Heinz Marketing

JANUARY 18, 2021

So was selling my wares too early in growth stage companies and was trying to reach new ones and out came this media property, which basically did well enough that it ate the consulting business as lunch. It was kind of the Uber for X age. Ben: I guess the fun part of the story starts with heartbreak. The relationship was souring.

Pipeline 120

Pipeline Consult Sales Start-ups 120

SaaStr

FEBRUARY 25, 2020

The other thing that we want to do is we want to increase that customer lifetime value or CLTV because not only is that easier to sell our current customers more than acquiring new customers, but it’s a way of continuing to grow the business at a faster rate even if you’re not adding as many new customers. You know why?

Prospecting 83

Prospecting Customers Promote X-functional 83

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. Clicktale provides very nice heatmaps of mouse movements, clicks, as well as mobile device tracking (the I haven’t tested CTs mobile functionality myself). Clicktale’s form analytics are second to none.

Conversion 124

Conversion A/B testing UX Consult 124