Search Engine Land

AUGUST 14, 2024

Digital advertising has evolved quite a bit since I started working in paid media. 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. Optimizing your landing page experience.

CRM 116

CRM Campaign Niche Negotiate 116

Veloxy

JANUARY 7, 2025

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. Having theappropriate qualifying criteria, like budget, authority, need and timeline ( BANT ), is a good place to start.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. When they do that, they commit one of the cardinal sins of selling. They wind up wasting their time. Across the country, most salespeople just chase prospects. They do not follow any rules of engagement.

Prospecting 299

Prospecting Up-sell Follow-up Start-ups 299

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 117

Appointment Follow-up Contact Start-ups 117

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Despite ramping up the numbers, increasingly we are not achieving our goals. What if we started thinking of selling as a human game?

Gaming 122

Gaming Up-sell Quota Pitch 122

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. In many cases, individuals who start as contributors in sales work their way up to leadership roles by consistently showing dedication to their work.

Cold Call 103

Cold Call Clients Trust Up-sell 103

SaaStr

NOVEMBER 3, 2024

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. The email to me was: “What do they do again?” And the talk.

Sell 115

Sell Up-sell Sales Start-ups 115

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 121

Gaming Contract Pipeline CRM 121

Partners in Excellence

NOVEMBER 5, 2024

If selling reduction in admin time/tasks represents a few percent of their overall expenses, they may have bigger fish to fry. That doesn’t mean our solutions aren’t important or that we should give up, we have to focus on the people the solution impacts the most, getting their support to invest in those solutions.

Represent 124

Represent Up-sell High impact Gaming 124

Martech

NOVEMBER 4, 2024

Another driver of this trend is agencies, who are thrilled at the chance to ramp up their creative output and inject some emotion into business messaging for a change. Mailchimp has been a quirky standout from the start, so this is nothing new for them. Maintain your authenticity and transparency Buyers know what’s up.

B2C 132

B2C B2B Drivers/motivators Entertainment 132

Veloxy

JANUARY 19, 2022

Start with basic results. Gone are the days where I could start a cold call with, “ My name is Samir and I co-founded Veloxy. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Start with basic results. Get ready to impress more buyers and get more meetings.

Cold Call 358

Cold Call Territory Quota Up-sell 358

SaaStr

JANUARY 4, 2025

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. You cant get sales reps used to only doing inbox to magically start cold calling for real.

Cold Call 110

Cold Call Customers Start-ups Meeting 110

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

OCTOBER 22, 2024

Growing up, my parents constantly reminded me to finish things, “Eat everything on your plate…… Make sure you finish your homework… You haven’t finished putting things away… ” That bad habit has persisted for decades. There’s that Adrenalin rush that comes from starting something new.

Start-ups 118

Start-ups Consult Up-sell Technology 118

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 85

Cold Call Commission Appointment Pipeline 85

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. And AI has amped it up to another level. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up. It’s stunning how much time we free up! Are you selling more?” Our people should be able to sell more.

Objection handling 126

Objection handling Technology Technology Up-sell 126

SaaStr

JANUARY 9, 2025

Many that are self-serve and SMB-focused can start off without a sales team … for a while. 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.

Cross-sell 110

Cross-sell Outside Sales Sales Up-sell 110

SaaStr

DECEMBER 31, 2024

So I caught up the other day with the CTO of a leading SaaS company with tens of thousands of customers, growing quickly. Even the best CTOs are just getting started here. The post Most SaaS Apps Are Just Getting Starting With AI. AI is all over their homepage and website and comms. The same with other leaders.

B2B 132

B2B Start-ups Up-sell Sell 132

Heinz Marketing

AUGUST 13, 2024

We have defined CLG in other posts , if you are new to the concept I recommend starting there. Tighten up that ICP. Section 2: Start Early with Localized Targeting Most needed info is available on-site, but you might need to call. Start early, and don’t assume it’ll be a quick process. Always have a Plan B ready.

Campaign 111

Campaign Launch Start-ups Growth 111

Martech

AUGUST 14, 2024

Holiday email campaigns will soon be up against a tidal wave of last-minute election emails. Some of this apprehension could be not knowing how to sell the budget increase to their bosses. Line up your campaigns. Huddle up with your team and review every part of your plan. Review, revise, and organize your segments.

Strategic planning 128

Strategic planning Strategize Campaign Up-sell 128

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. Email: Business email address Sign me up! How do you calculate the company’s CAC?

Customers 109

Customers Commission Customer Relationship Management Retail 109

Sales Gravy

JANUARY 14, 2025

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. Choose a CRM that matches your current size and selling process. Pro Tip: Start with a limited number of power users on your team who will commit to mastering the tool.

Appointment 98

Appointment Cross-sell CRM Pipeline 98

Sales Gravy

DECEMBER 25, 2024

Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. Consistency Is King: Talent might get you started, but consistency is what keeps you winning. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time.

Conversion 97

Conversion Pitch Sales Trust 97

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

Martech

JULY 24, 2024

To answer that, let’s take a sample marketing campaign where we’re selling all-inclusive Mexico vacations and see where AI can help. As for channels, it gave me every relevant channel in existence, and when I asked it to split up the budget, it was sort of random. Processing. The post How does AI fit into marketing campaigns?

Campaign 127

Campaign Strategize Launch Up-sell 127

Iannarino

JUNE 30, 2021

I started by asking if she was using a script, and she confirmed that she was using the script her company gave her. I told her that she should promise the client that she would share with them about the challenges of scheduling sales meetings with their prospective clients, as that’s the service her company sells.

Prospecting 311

Prospecting Cold Call Pitch Clients 311

Martech

JULY 11, 2024

Pull data on 10 accounts to start. Giving the sales organization insight into how and what audiences engage with lets them focus on starting a relationship. They’re building a relationship based on interest, not jumping to selling a solution they have shown no real interest in pursuing. Then, examine the following areas.

B2B 133

B2B Cross-sell Drivers/motivators Pipeline 133

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

Cerebral Selling

FEBRUARY 23, 2025

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! If their answer doesnt align with your solution, use follow-up questions to explore their reasoning.

Customers 130

Customers Objection handling Strategize Negotiate 130

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

Sales Gravy

MARCH 30, 2025

Its not unusual to work hard to close so many deals at the end of the quarter that you start off in a weak position at the beginning of the quarter. On Track If you hit your quota in Q1 and ended up right where you should be, nice job! The most important thing you can do right now is conduct a deep dive analysis of your pipeline.

Quota 104

Quota Pipeline Sales Up-sell 104

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

SaaStr

FEBRUARY 24, 2025

So few having been doing M&A and acquiring start-ups for longer than Steve Mitzenmacher. In His 20+ Years Acquiring Startups, He’s Never Called Up a Founder to Acquire Them “Out of The Blue” Never. I’ve screwed this up too a few times, and I really regret it. So Steve went from acquirer.

Price 104

Price Start-ups Up-sell Process 104

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. Also, remember that just because your lead magnet is free, doesn’t mean that you don’t need to “sell it”. We recommend sending at least six follow-ups.

Lead generation 289

Lead generation Process Cross-sell Up-sell 289

Sales Gravy

MARCH 27, 2025

If you want to crush your numbers, start here. But you can practice your way to excellence and thenone dayreach elite levels of selling. In other words, be ready to roll up your sleeves and get in the trenches. You have to pick up the phone and make calls no one else willthats how you win. Sales strategist Dawnna St.

Negotiate 71

Negotiate Technique Sales Up-sell 71

Martech

NOVEMBER 7, 2024

Talk to CMOs who have used these platforms for at least nine months, and you’ll often see steam start to blow from their ears like a train whistle. These teams need to align from the start and understand how platforms work. Marketers are expected to set up, integrate and manage the system themselves. Processing.

B2B 127

B2B Contract GTM CRM 127

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 133

Go To Market Quota GTM Price 133