Iannarino

JUNE 13, 2024

In the competitive world of B2B sales, proving you belong in the decision-maker's room is crucial for winning high-stakes deals.

B2B 248

B2B Sales 248

Partners in Excellence

JUNE 13, 2024

This is one of those knee jerk reaction posts. Two things happened in the past few days. I attended a conference. I was sitting toward the back of the room, there were about 100 people arrayed around tables watching the speaker. The speaker was a noted expert in the subject area. People had paid a lot of money just to hear that speaker (over $1K). As I looked around the audience, few eyes were on the speaker.

Presentation 149

Presentation Meeting Clients 149

Force Management

JUNE 13, 2024

Whether you’re a sales leader, manager, or seller, we’ve all been hearing a lot about the potential of AI for sales. You may already be incorporating some AI-powered tools in your sales stack. Like any new technology, generative AI tools require a learning curve to be most effective. Generative AI tools like ChatGPT, Microsoft Copilot, Google Gemini or Claude in particular can give very different quality outputs depending on the input they’re given.

B2B 131

B2B Consult Sales Technology 131

Sales Pop!

JUNE 13, 2024

Summertime……warm breezes and cool beverages. Living is easy, right? For those of us in sales, not so much. As we speed towards the midpoint in our selling year, we assess our 2024 performance and unless we are among the lucky ones who have nailed big Q1 or Q2 deals, we see that much work remains to be done to position ourselves for a strong year. Not that we can’t enjoy some of our summer but as we all know, in sales there’s no rest for the weary.

Up-sell 130

Up-sell Consult Start-ups Sell 130

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

SaaStr

JUNE 13, 2024

Earlier this month, Gong’s CEO and Co-Founder Amit Bendov sat down with SaaStr Founder and CEO Jason Lemkin at SaaStr Europa 2024 to talk about all things AI and the lessons learned while scaling to billions. Back in 2015, Google AI beat the world chess champion easily. AI was starting to diagnose diseases better than doctors. Amit asked himself, “ How hard would it be to understand customers better than salespeople?

Agriculture 124

Agriculture Growth Sales Up-sell 124

Martech

JUNE 13, 2024

As spring blossoms into summer, it feels like an apt time to address “walled gardens” in digital advertising. The term refers to closed marketing ecosystems in which the owner controls the content, data, inventory and engagement experience. Google, Meta and Amazon (a.k.a. the Big 3) are today’s dominant players. Reliance on these platforms can offer marketers significant advantages and limitations.

Cross-sell 122

Cross-sell Customer Relationship Management Campaign Relationship Management 122

Martech

JUNE 13, 2024

With one line in an earnings call on Tuesday full of positive talk around cloud computing and artificial intelligence, Oracle CEO Safra Catz put an end to a line of business Oracle built through acquisitions for more than a decade. “In Q4, we decided to exit the advertising business, which had declined to about $300 million in revenue in fiscal year ’24,” Catz said.

Technology 120

Technology Technology Process Customers 120

Salesforce

JUNE 13, 2024

Are you using your retail data from holiday shoppers effectively? The data you collect around special occasions and celebrations provides a wealth of information that, if used right, can make shopping easier for your loyal customers and gain you lots of new ones. Each time someone buys a gift, it could provide endless opportunities for the retailer.

Retail 98

Retail CRM Follow-up Presentation 98

Martech

JUNE 13, 2024

Adtech platform XR Extreme Reach and ad identification technology company AD-ID announced a new partnership to improve ad experiences through cross-platform identification of creative assets. The collaboration is the first implementation of IAB Tech Lab’s Ad Creative ID Framework (ACIF). “We applaud the IAB Tech Lab for moving the Ad Creative Identification Framework forward and we are thrilled to partner with AD-ID to drive adoption at scale, making it seamless for brands and publishers to trac

Campaign 107

Campaign Networking Technology Technology 107

Search Engine Land

JUNE 13, 2024

Google is rolling out an update to attribution models in Google Analytics 4 (GA4) to more accurately credit paid search campaigns for driving conversions. Why it matters. The change addresses an issue where conversions that should be attributed to paid search clicks were sometimes incorrectly assigned to organic search, especially for single-page applications.

Campaign 98

Campaign Conversion Process Product 98

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Martech

JUNE 13, 2024

Was the text in the ad AI-generated or did it require a human to create the typo in “where your brush”? Does anyone need a toothbrush with AI? The fine folks at Oral-B think so and have unleashed the Genius X to see if they’re right. For an MSRP of $219, you get “a revolutionary Artificial Intelligence technology that enables it to recognize your brushing style and coaches you for your best results every day.

Retail 107

Retail Technology Technology Launch 107

Search Engine Land

JUNE 13, 2024

Reddit is partnering with ad measurement firm Integral Ad Science (IAS) to provide advertisers with third-party validation for campaign delivery across its platform. Why it matters. The integration of IAS’s Total Media Quality suite gives Reddit advertisers globally an added layer of trusted, independent measurement around brand safety, viewability and invalid traffic.

Trust 84

Trust Campaign Growth Process 84

Martech

JUNE 13, 2024

Pega solutions like Customer Decision Hub, Knowledge Buddy and Blueprint are aimed primarily at large enterprise clients. It takes some digging to understand the architecture of these solutions so it helps to hear from Pega customers about use cases. Some of the world’s largest telcos were talking about Pega’s role in their stacks at this week’s PegaWorld conference.

Customers 104

Customers Angle Education Networking 104

Search Engine Land

JUNE 13, 2024

Your manager just informed you that you have a new PPC client. How exciting! Once the news settles in, the questions start flowing into your mind: When do I start working with them? What services am I going to provide them with? What does their business do? Where are they located? Overwhelmed and don’t know where to start? Here are a few tips and tricks to help you impress your boss and absolutely nail that first meeting with your new client.

Clients 84

Clients Meeting Contract Start-ups 84

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

GTM

Salesfolks

JUNE 13, 2024

By reframing the cost into an investment and infusing your pitch with humor, you not only de-risk the decision but also make the client feel like you’re both on the same team.

Pitch 59

Pitch Clients Sales 59

Search Engine Land

JUNE 13, 2024

Losing your job in SEO can happen for various reasons, such as redundancy, a shift in the company’s focus or performance issues. However, the reason doesn’t change the outcome. What you need now is a well-crafted, step-by-step plan to not only survive but thrive in this situation. Here it is. The SEO reality check you need to take In May, my friend Nick LeRoy, who runs SEOJobs.com, wrote an article that shocked a lot of people in the SEO world.

Government 75

Government Pitch Start-ups Clients 75

SaaStr

JUNE 13, 2024

Dear SaaStr: What should I know about getting acquired? My top 5 tips: #1. Listen more. Talk less (on the target side). It’s very difficult to invent an acquisition. It’s almost impossible to create one, though it happens sometimes. Listen and learn. Understand what everyone’s motivations are. Why your champion is doing the deal.

Negotiate 124

Negotiate Price Up-sell Drivers/motivators 124

Martech

JUNE 13, 2024

What’s on your email rap sheet? In my last MarTech column, “ Stop! Or go directly to email jail ,” I listed 10 crimes that could send digital marketers to the email Big House — from misdemeanors like sending transactional emails without even a line of business-building promotional copy to felonies like buying a list or skipping authentication.

Campaign 120

Campaign Retail Click Through Rate Commission 120

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales