Anthony Cole Training

SEPTEMBER 6, 2024

An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do." If a salesperson follows a stage-based sales process, they know that a proposal only follows when the prospect has hit certain milestones in the discovery process, and they will be ready to give an answer, whether yes or no,

Sales 239

Sales Presentation Prospecting Process 239

Iannarino

SEPTEMBER 3, 2024

Are your traditional sales methods no longer delivering the results they once did? It's time to rethink your cold-outreach strategy with these innovative approaches.

Meeting 260

Meeting Clients Sales Prospecting 260

Force Management

SEPTEMBER 5, 2024

Last month, the Revenue Builders Podcast shared some tactical sales conversations that really dig into the intricacies of winning deals, creating processes, and leading teams with confidence. Hosts John Kaplan and John McMahon speak to several specialized experts with deep practical knowledge on their topics, as well as sharing their own insights and experiences from their decades-long tenure as sales leaders.

Sales 130

Sales Technology Technology Conversion 130

Search Engine Land

SEPTEMBER 3, 2024

Google’s August 2024 core update is now done rolling out, a Google spokesperson told us. It started on August 15, 2024 and completed 19 days later on September 3, 2024. This update caused a lot of ranking movement and changes to the overall Google Search results. As we said before, this update is not just a normal core update. The August 2024 core update took into account the feedback Google heard since the September 2023 helpful content update that seemed to have a negative impact on many sma

Launch 143

Launch Promote Start-ups Engineering 143

Speaker: Jamie Bernard

Success in product management goes beyond delivering great features - it’s about achieving measurable financial outcomes that resonate across the organization. By connecting your product’s journey with the company’s financial success, you’ll ensure that every feature, release, and innovation contributes to the bottom line, driving both customer satisfaction and business growth.

Product

Understanding the Sales Force

AUGUST 31, 2024

My wife and I add around 200 plants to our perennial gardens each year. She chooses the plants, decides where they should be placed, and I have the important job of digging holes. One thing I have excelled at in my hole digging responsibilities is cutting into the coaxial cable that makes up Dinger’s invisible fence, rendering it useless. As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices th

Cold Call 125

Cold Call Relationship building Follow-up Up-sell 125

Partners in Excellence

SEPTEMBER 3, 2024

Maybe I’m being hard-nosed or lacking in sensitivity, but I’m amazed at how much lack of accountability we accept in performance of people’s jobs. Too often, it seems that we treat many of our accountabilities as optional. The examples are rampant. Things like, using the sales process, maintaining high quality/healthy pipelines, leveraging the tools and technologies we put in place, coaching/developing our people, and on and on.

Territory 107

Territory Pipeline Quota Strategize 107

Martech

SEPTEMBER 4, 2024

Google Ads launched advanced “Performance Planner” plans, now including tailored strategies for YouTube campaigns, focusing on demand gen for both Action and Awareness goals. Why we care. The new plans allow advertisers to better align their full marketing strategy with campaign goals, offering customizable options for budget, ad format, buying method, and campaign objectives—whether aiming for conversions or building brand awareness.

Campaign 105

Campaign Promote Launch Gaming 105

Search Engine Land

SEPTEMBER 6, 2024

AI winter is a term that describes funding cuts in research and development of artificial intelligence systems. This usually follows after a period of overhype and under-delivery in the expectations of AI systems capabilities. Does this sound like today’s AI? Over the past few months, we’ve observed several key generative AI systems failing to meet the promise of investors and Silicon Valley executives – from the recent launch of Open AI’s GPT-4o model to Google’s AI Overviews to Perspecti

Healthcare 104

Healthcare Niche Technology Technology 104

SaaStr

AUGUST 31, 2024

So is it a downturn in SaaS or Cloud — or not? There are so many mixed signals: Unicorn product is up 2x over last year, but layoffs continue AI spend is fast and furious, with Google Cloud, Microsoft Azure, etc. seeing record acceleration in growth. The U.S. economy overall still has record low unemployment and strong growth Gartner is seeing overall Cloud spend up 20% this year But : Overall, SaaS leaders are seeing their lowest growth ever.

Growth 116

Growth Product Customers 116

G2

SEPTEMBER 5, 2024

As more readers turn to digital devices for their reading experiences, ebooks have become an essential tool for authors, entrepreneurs, and educators alike.

Education 104

Education 104

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales

Iannarino

SEPTEMBER 4, 2024

Are you struggling to secure that first meeting or get a follow-up? The secret might be simpler than you think—it's all about trading value.

Meeting 212

Meeting Closing Follow-up Sales 212

Martech

SEPTEMBER 5, 2024

The customer journey for B2B software is long and complex for everything but the most basic, inexpensive products. Regardless of the complexity of the product or process, it’s safe to say most B2B SaaS buyers want to see the product in action before they invest. In response, vendors have several strategies to get the product in front of prospects. Free trials: Users try the software for a limited number of days.

B2B 98

B2B Non-Profits CTR GTM 98

Search Engine Land

SEPTEMBER 6, 2024

Brand visibility measures how well a brand is known and how often potential customers encounter it across various channels, such as search engines, social media, advertising, public relations or word-of-mouth. High brand visibility means that a brand is easily recognizable, leading to increased awareness, customer trust and, eventually, higher sales.

Trust 104

Trust Engineering Growth Niche 104

SaaStr

SEPTEMBER 5, 2024

Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I generally don’t recommend this. I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month.

Commission 100

Commission Customers GTM Contract 100

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

G2

SEPTEMBER 4, 2024

Today, much like Alice in Wonderland, who had to run fast just to stay in place, marketers must keep up a rapid pace to maintain their market position.

100

100

Sales Hacker

SEPTEMBER 3, 2024

Dennis Lyandres is currently an Advisor at Iconiq Capital. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development.

GTM 85

GTM Growth Price Go To Market 85

Martech

SEPTEMBER 4, 2024

Data analytics is essential for marketers to understand and engage their target audiences. This is especially true when reaching distinct customer segments or attempting to broaden reach into new ones. For businesses serving — or seeking to serve — the U.S. Hispanic market, data analytics is invaluable for optimizing marketing programs to this demographic’s unique needs and preferences while enhancing the overall customer journey.

Agriculture 99

Agriculture Territory Healthcare Campaign 99

Search Engine Land

SEPTEMBER 6, 2024

Google Ads will phase out the option to use enhanced cost-per-click (eCPC) for new Search and Display campaigns starting in October. Key dates: October: eCPC option removed for new campaigns. March 2025: All remaining eCPC campaigns transitioned to Manual CPC. Why we care. ECPC is the most light touch of automated bid strategies, so it allowed you to dip your toe into automated bidding without giving Google full control by just working toward a conversion target.

Campaign 103

Campaign Conversion 103

Advertisement

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

SaaStr

SEPTEMBER 2, 2024

Dear SaaStr: Should You Always Ask a Co-founder to Invest Their Own Money? No. Especially if they haven’t really made any money yet, and you have more. In both my start-ups, I was the only founder to contribute cash. It didn’t matter. Yes, you need money one way or another to startup. But writing code, bringing in the first customers, raising seed funding, recruiting the team, and almost anything else is more important than money.

Start-ups 107

Start-ups Customers 107

Partners in Excellence

SEPTEMBER 4, 2024

The term “coaching” has become a catch all word for all sorts of performance improvement practices. When one enters a conversation about “coaching,” it’s often confusing, we may be talking about apples and oranges–both are important, but they are very different. We engage coaches for a variety of different purposes: Personal development for improving our lives.

Sports 75

Sports High impact Education Process 75

Adaptive Business Services

SEPTEMBER 4, 2024

Everything these days, in one way or another, is tied to … sequencing, so let’s get started. Status Check Where am I today on deploying sequences? I am not 100% there yet. No matter how hard I try, I seem to keep running into roadblocks. I hit a major one with a client this past week. Fortunately, the Nimble team got right on it and made a same day fix but … it’s been frustrating:( Message sequencing, which is totally tied to automation, is extremely complex in itself.

CRM 71

CRM Clients Business Services Trust 71

Martech

SEPTEMBER 3, 2024

No company can exist without marketing. And no modern marketer can operate without technology. That’s why thousands of marketers from some of the world’s most iconic brands – from Amazon to Apple, General Mills to Google, Netflix to Nike – are attending MarTech , online September 24-25, for free. Join them to unlock a treasure trove of cutting-edge solutions and strategies that will help you get the most out of your marketing technology investments and drive better business results for your orga

Technology 95

Technology Technology Customers 95

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Search Engine Land

SEPTEMBER 4, 2024

With the emergence of conversational AI models like ChatGPT, there is an increasingly loud debate about how the future of search and information retrieval could evolve. Traditional search engines like Google have long been the primary method for accessing information on the web. Now, advanced AI models offer a new approach to finding and retrieving information.

User Experience 109

User Experience Engineering Conversion Presentation 109

SaaStr

SEPTEMBER 5, 2024

So there’s a mistake I see a lot of founders make again and again, especially when cash is tight. In fact, these days cash is tight for most, even if you’re at $20m, $50m, $100m ARR, since everyone’s trying to get more efficient and profitable. And the mistake they make is they finally hire a great VP of Sales, Marketing, CS, Product, etc. that they really believe in … and then … they sort of veto or don’t quite believe in their first hire.

Non-Profits 97

Non-Profits Trust Product Sales 97

Partners in Excellence

SEPTEMBER 6, 2024

Continuous improvement is critical to our ability to grow, both as individuals and organizations. Whether it’s to drive higher levels of productivity/performance, responding to changes in our customers or markets, addressing new opportunities, or anything else. We have to constantly be assessing what we do, who we do it to/with, how and why we do these things—and how we improve and do more.

Growth 68

Growth Technology Technology Product 68

Membrain

SEPTEMBER 4, 2024

In the sales world, we talk a lot about growing your pipeline , qualifying prospects , and closing deals. But if you really want to get out of a rut and win more deals, what you have to do is evaluate your mental models and fit them more accurately to reality.

Pipeline 69

Pipeline Closing Prospecting Sales 69

Speaker: Conrado Morlan

In this engaging and witty talk, industry expert Conrado Morlan will explore how artificial intelligence can transform the daily tasks of product managers into streamlined, efficient processes. Using the lens of a superhero narrative, he’ll uncover how AI can be the ultimate sidekick, aiding in data management and reporting, enhancing productivity, and boosting innovation.

Product

Martech

SEPTEMBER 3, 2024

“At the moment, I feel like the industry has stalled; there’s not much innovation happening because everyone is waiting to see what Google does.” That was Amit Kotecha, CMO at digital advertising , audience insights and measurement platform Quantcast, talking to us back in May of this year. It turns out that three months is a lifetime in adtech.

Education 90

Education Campaign Conversion Engineering 90

Search Engine Land

SEPTEMBER 3, 2024

Over the last 20 years of speaking to clients, I’ve developed a list of questions that have been instrumental in fostering better long-term relationships. There are many questions you can ask, but I’ve created a list of key questions I usually ask during the pitch process for new clients. Find out about the business One thing that separates strategic-thinking search marketers from those who simply apply a list of tactics is understanding how SEO fits into the wider business context.

Clients 108

Clients Pitch Strategize Start-ups 108

SaaStr

SEPTEMBER 3, 2024

Dear SaaStr: When My Startup Raises $10m, Would It Be Appropriate to Take a $170k Salary (no co founders)? Yes, not a problem. You should take a “market correct” salary as soon as it’s economically immaterial to the company. I don’t write $10m checks. I write, typically, $1m-$5m checks, the stage before that. But. As soon as I do write a check > $1m — I want to at least make sure the founders get paid.

Growth 99

Growth 99

The Advantexe Advisor

SEPTEMBER 5, 2024

Earlier this week I wrote a Business Acumen oriented blog called, “ How do you Grow KPIs in a Declining Market ,” and one of the five recommendations is to diversify the product portfolio and adapt it to the needs of the current market. In that suggestion, I posed the hypothesis that one of the ways you do that is to prioritize the “value” brands (lower price) and deprioritize (for the short term) the premiere brands until there is an economic recovery.

Product 69

Product Price Customers 69

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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