Iannarino

MARCH 6, 2024

Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a spray-and-pray approach, adopting a strategy engineered to target their Ideal Customer Profile (ICP). As part of this change, sales organizations began personalizing their cold outreach emails, incorporating strategies such as acknowledging the contact’s role, identifying a trigger event or concern, offering a compliment, and addressing the client’s interests.

Sales 204

Sales Engineering Customers 204

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 149

Education Trust Sell Presentation 149

Martech

MARCH 6, 2024

Marketers are ready to embrace AI in the retail media space. A majority (53%) of marketers believe AI will “significantly enhance” the way shoppers are targeted and served relevant ads, according to a survey of 200 CPG advertisers commissioned by in-store media technology company Cooler Screens. Another 37% of marketers said AI’s impact on the space will be “moderate, improving some aspects [of retail media], but not transformative.

Retail 130

Retail Commission Networking Technology 130

Partners in Excellence

MARCH 6, 2024

Preface : Who doesn’t know Anthony Iannarino ? Anthony has been a friend/colleague for years. One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. Thanks for your contribution Anthony! When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money.

Sell 139

Sell Non-Profits Cold Call Clients 139

Advertisement

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

Martech

MARCH 6, 2024

If you could increase your revenue from email just by sending messages more often, you’d do it, right? So, what’s stopping you from communicating more often? To be fair, that’s a bit of a rhetorical question. I know why many email marketers hesitate to send more messages and it has nothing to do with revenue. It’s because, once upon a time, someone on the email team set up a test to determine what would happen if the brand increased email frequency from one campaign per w

Campaign 126

Campaign Drivers/motivators Start-ups Follow-up 126

Search Engine Land

MARCH 6, 2024

Crafting winning ads is crucial for attracting the right audience, enhancing brand visibility and driving business growth in today’s highly competitive paid search landscape. As we navigate an AI-driven world, we must adapt our strategies to create impactful ads that resonate with their target audience. This article explores top practices and insightful tips for creating successful paid search ads in 2024, leveraging historical data, incorporating engaging visuals and aligning messaging ac

A/B testing 120

A/B testing Campaign Networking Engineering 120

Search Engine Land

MARCH 6, 2024

TikTok is encouraging creators to post more high-quality content by expanding its incentives, including: Allowing all creators to offer subscription packages. Bringing its Creativity Program out of beta. Upgrading its Creator Academy. Why we care. Encouraging creators to share lengthier videos not only expands advertising opportunities for brands but also enhances engagement.

Follow-up 119

Follow-up Start-ups Process 119

Martech

MARCH 6, 2024

Since February, Google and Yahoo’s new spam policy updates have shaken things up for businesses using cold email outreach. The aim is to make inboxes safer and less cluttered. For companies in the gray area, the time to adjust is now. With stricter rules, the stakes are undeniably high — the risk of company-wide email blocks looms large. Rather than see this as a setback, our agency views it as a call to action — a chance to hone our cold emails for precision and compliance.

Electricity 122

Electricity Non-Profits Construction Real Estate 122

G2

MARCH 6, 2024

Learn how generative AI is making its way into the industrial sector to automate tasks and optimize workplace productivity to achieve business objectives.

Product 119

Product 119

Martech

MARCH 6, 2024

There’s a problem with the infusion of generative AI into marketing: finding people with the skills to use it. This isn’t just a problem for marketing, of course. Some 90% of businesses are facing a shortage of AI professionals, according to a study by IBM’s Institute for Business Value. This isn’t just because AI is suddenly showing up in all facets of business.

Engineering 119

Engineering Campaign Presentation Consult 119

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

Search Engine Land

MARCH 6, 2024

LinkedIn is back up and running after a global outage prevented users from accessing their accounts. The technical glitch was impacting users globally, including the U.S. and UK, with more than 48,000 reports of issues via Downdetector. Why we care. If you were running ad campaigns on LinkedIn, expect a significant decrease in reach, engagement, and conversions from when the error began until it was resolved.

Service 117

Service Campaign Start-ups Conversion 117

Martech

MARCH 6, 2024

Are you searching for the right marketing automation platform to help scale your marketing efforts? As strategies like ABM and personalization become critical for engaging today’s buyers, many companies find they’ve outgrown their current tools and need enhanced functionality. That’s why we’ve just published our fully updated guide to the top marketing automation platforms on the market.

Drivers/motivators 119

Drivers/motivators Process 119

Search Engine Land

MARCH 6, 2024

Google has turned off some event rich results and changed the way some event rich results appear in the Google search results. As a result, you may see a drop in impressions and clicks reported in Google Search Console with that specific search appearance filter set to on. What Google said. Google posted this news in the data anomalies section of the Search Console help area.

113

113

SaaStr

MARCH 6, 2024

So Okta is one of our favorite SaaS and Cloud leaders. The story is super inspiring. Founder CEO Todd McKinnon was VP of Engineering at Salesforce and left to start Okta in the depths of the last downturn. Salesforce and Marc Benioff at first said the core market, security identity, was too small of a market. Then, they brought out a competing product :).

Contract 112

Contract Engineering B2B Growth 112

Advertisement

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Search Engine Land

MARCH 6, 2024

Marketing channels and the teams managing them should be constantly collaborating and avoiding operating within silos. But it’s easier said than done sometimes. One partnership that commonly gets overlooked is between SEO and social media teams – both organic and paid – and how they can collaborate to maximize output, performance, ROI and, most importantly, customer connections.

Objectives and Key Results 112

Objectives and Key Results Cold Call Cross-sell Engineering 112

G2

MARCH 6, 2024

Moving through the workday with a million tasks on your mind can be draining, especially when you’re on the move without much time to spare. We always look for new ways to improve efficiency for ourselves and our team without interrupting workflow.

CRM 111

CRM Product Networking Sales 111

Sales Hacker

MARCH 6, 2024

Stephen Hakami is the Founder and CEO of Wiza – the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that’s powered by live LinkedIn data. Discussed in this Episode: The frustration with bad data and the inspiration behind building Wiza.

GTM 101

GTM Consult Growth Price 101

Search Engine Land

MARCH 6, 2024

Billions of users log into Meta technologies like Facebook and Instagram every day – an advertiser’s dream. But reaching these users with ads that are relevant to what they’re looking for is a challenge if you don’t have the right data, particularly in the era of third-party cookie deprecation and data privacy restrictions. To reach the right customers at the right time with the right message, you need a strong data strategy.

Appointment 99

Appointment Campaign Conversion Technology 99

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

Martech

MARCH 6, 2024

LinkedIn is back up and running after a global outage prevented users from accessing their accounts. The technical glitch was impacting users globally, including the U.S. and UK, with more than 48,000 reports of issues via Downdetector. Earlier this week, Meta reported an outage that impacted its Facebook, Instagram and WhatsApp platforms. Why we care.

Service 93

Service Campaign Start-ups Conversion 93

Partners in Excellence

MARCH 6, 2024

Preface : John Tan is CRO of Data#3 in Australia. He’s a great friend and client, leading one of the highest performing sales organizations I’ve encountered. John’s thoughts resonate with me because they span several perspectives. First, a personal perspective as a seller. Second, a leadership perspective as a CRO who cares deeply about the people on the team.

Sell 77

Sell Hospitality Retail Drivers/motivators 77

Membrain

MARCH 6, 2024

Based on customer feedback, we have decided not to launch the “Coaching Cockpit” - instead, we'll welcome Membrain Elevate: See. Coach. Grow.

Launch 76

Launch Customers CRM Sales 76

Spiro Technologies

MARCH 6, 2024

Spiro recently surveyed 200 business leaders at mid-sized manufacturers and distributors, which highlights that the manufacturing industry faces a critical hurdle in optimizing operations and driving revenue growth – knowing what is going on with their customers. In fact, we found that a striking 62% lacked visibility into their customer interactions.

Manufacturing 64

Manufacturing Growth Customers Sales 64

Advertisement

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Sales

Adaptive Business Services

MARCH 6, 2024

Nothing, as far as I am aware of, has been introduced to Nimble since our last newsletter. We are still waiting on … Increase group message send limits Message sequencing No problemo! There is still much to talk about! Recommended tool I’ve been using Feedly for several years now. Feedly is a news aggregator which means that you can subscribe to the blog on selected websites, based on your interests, and then keep up with new articles when they are published.

CRM 62

CRM Follow-up Consult Networking 62

G2

MARCH 6, 2024

Consumers today insist on making the retailer come to them, online or offline, flipping this long-standing relationship on its head. To survive this new dynamic, a brand or retailer must approach multi-channel pricing to prioritize growth, profit, and customer loyalty. Today, the average consumer uses just under six channels or touchpoints to make a purchase: mobile, PC, and in-store.

Retail 52

Retail Price Gaming Growth 52

Spiro Technologies

MARCH 6, 2024

Spiro's 2024 Benchmark Survey reveals that 4 out of 5 manufacturers and distributers unexpectedly lost significant revenue last year.

Manufacturing 52

Manufacturing 52

SalesLoft

MARCH 6, 2024

It was an absolutely massive deal. 32 people in the buying group and nearly two years in the making. We were at the finish line in the purchase phase and we had success multithreading nearly all of the key stakeholders. And after all this time, only one thing stood in our way: a single holdout. Unlike sales cycles of the past, this blocker was not in finance or IT, and they were not a senior level employee of the organization.

Launch 52

Launch Strategize Contact Territory 52

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

G2

MARCH 6, 2024

Building a startup is no walk in the park. It's a constant race fueled by passion, caffeine, and a sprinkle (okay, maybe more than a sprinkle) of recklessness. If you're thinking about joining the race, there’s no better way to succeed than to learn from experts who have been around the block a few times.

B2B 52

B2B Sales 52

PandaDoc

MARCH 6, 2024

Not using AI (artificial intelligence) tools isn’t an option anymore because it could mean the difference between unlocking your full potential and getting left behind. With that being said, we’re also seeing a boom in AI tools in the market these days — so the questions that remain are: Which AI tools are actually a necessity vs. which ones are a fad?

Price 97

Price Legal Contract Government 97

G2

MARCH 6, 2024

The next generation of sales is upon us! Find out how industry experts like trumpet Co-Founder Nick Telson are strategizing with buyer enablement.

Strategize 52

Strategize Sales 52

Heinz Marketing

MARCH 6, 2024

By Tom Swanson, Engagement Manager Can ChatGPT make a marketing workflow? To not bury the lead, the answer is: sorta. As with almost everything in the world it depends on what you seek. If you are looking for deep, visualized workflows with clear roles/responsibilities throughout, you might have to wait a few years. However, if you want a nice template of steps to build from, presented in canned text, then prepare to be delighted.

Objectives and Key Results 114

Objectives and Key Results Territory Launch Campaign 114

Advertisement

Are your sellers unsure about using AI in their day-to-day workflows? Or are they eager to try but uncertain where to start? They might be asking: Which tasks are best suited for AI? How will using AI affect my relationship with my customers? With so many tools available, which ones are the most useful to me? To help answer these and other common questions about using AI during the sales cycle, we surveyed B2B sellers who were early adopters to get their insight and advice about how to use gen A

Sales