Iannarino

OCTOBER 26, 2023

Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation comes from how salespeople are taught and trained. For example, you may have been taught to disqualify your prospective client, ensuring you are only talking to them so you can convert them. In first meetings , many sales reps still use a legacy approach that starts with a presentation about their company, clients, and their solutions, even though they should know better by no

Clients 279

Clients Presentation Meeting Prospecting 279

Partners in Excellence

OCTOBER 26, 2023

The word “Pitch” has dominated selling language. We are constantly subjected to pitches through email, social channels and in the media. We seek, overtly, to pitch our offerings and products to prospects and customers. Recently, my good friend, ChatGPT had a discussion about pitches. I asked her the origin of this concept: The word “pitch” in the context of selling comes from the Old English word “pician,” which means “to throw” or “to thrust

Pitch 149

Pitch Up-sell Promote Prospecting 149

Search Engine Land

OCTOBER 26, 2023

Google is currently having an issue serving or showing search results to some searchers. You may see error pages when you search on Google.com, keep in mind, Google is aware of the issue and working on a fix. What Google said. Google posted on its search status dashboard at 11:01 am ET saying, “There’s an ongoing issue with serving search results.

Engineering 136

Engineering 136

Martech

OCTOBER 26, 2023

I recently spoke at a marketing conference and, unsurprisingly, AI took center stage in many discussions. My presentation centered on the need for marketers to move beyond generative AI and start using AI to gain deeper insights into their customers. One eye-catching statistic from my presentation was the Gartner survey, revealing that 63% of marketers plan to invest in generative AI in the next 24 months.

Technology 132

Technology Technology Drivers/motivators Presentation 132

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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

Veloxy

OCTOBER 26, 2023

Dreaming of a rewarding and challenging career in medical device sales? You should be! The medical device industry is poised to reach nearly $800 billion in global annual sales by 2030. If you’re looking to cut yourself a piece of that pie, then you’re in for an exciting journey! In this guide, we’ll explore the ins and outs of becoming a medical device sales rep, from the role itself to the essential skills and qualifications, as well as job search tips and resources to help you excel i

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Martech

OCTOBER 26, 2023

Generative AI could have a big and positive impact on product reviews. Some 68% of consumers sometimes feel unsure about what information to share in their reviews, and 67% would be open to using AI assistance when writing them, according to a survey by Bazaarvoice — among other things, a review amplification platform. Consumers would also appreciate AI assistance in the Q&A section of product websites.

SQL 124

SQL Appointment Launch Relationship building 124

Martech

OCTOBER 26, 2023

When it comes to programmatic advertising, consent isn’t just a requirement; it’s the key to unprecedented revenue potential. Programmatic advertising thrives on precision and relevance, but how can you achieve these without compromising user trust or regulatory compliance? Register and attend this digital advertising webinar to stay ahead, mastering consent-driven ad strategies so you can build trust and boost profits: “Why Consent and Compliance Matter With Programmatic Ads,&

Trust 122

Trust Presentation 122

Search Engine Land

OCTOBER 26, 2023

Google today is adding search themes – a new, optional signal – to Performance Max. Search themes are a new way for advertisers to provide information about a business (e.g., what topics lead to conversions) or customers (e.g., search queries your customers are likely to use) to help improve performance. As Google explained: “When you add search themes, you’re telling Google AI you want to reach that traffic in your Performance Max campaign across all Google Ads inventory, including Search

Campaign 117

Campaign Launch Promote Engineering 117

SaaStr

OCTOBER 26, 2023

So we’ve talked a bit about high performing but toxic employees recently , and that sometimes you have to tolerate one, but not more than one, and not forever. More on that here. A different but related topic is The Hard to Work With VP. The VP that’s smart, gets stuff done but: Constantly argues; and/or Does things they’re told not to do; and/or Breaks rules; and/or Creates lots of issues with other VPs Etc.

Start-ups 117

Start-ups Growth 117

Search Engine Land

OCTOBER 26, 2023

Ahrefs leadership is once again calling out Semrush for making “7 shameless edits” to an Ahrefs vs. Semrush comparison article written by Brian Dean before his site, Backlinko, was acquired by Semrush. The saga continues. That would actually be seven additional edits. Because previously, in Ahrefs mentions vanishing from Semrush-owned Backlinko , Ahrefs called out Semrush for, among other edits, changing Dean’s recommendation from Ahrefs to Semrush in a sentence preceded by 

CTR 112

CTR Strategize Engineering Customers 112

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

SaaStr

OCTOBER 26, 2023

Co-founder and CEO at Greenhouse, Daniel Chait, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Greenhouse, a successful recruiting software company at $200M in ARR today. When Greenhouse started, it was at a time when the market was growing up, and there weren’t any playbooks. You could do vanilla 101 SaaS practices and succeed.

Pitch 111

Pitch Manufacturing Finance Management Consulting 111

Force Management

OCTOBER 26, 2023

In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently.

Cross-sell 111

Cross-sell Sell Represent Sales 111

Search Engine Land

OCTOBER 26, 2023

Microsoft wants small and mid-sized publishers to use pubCenter to monetize their websites, using display and native ads from the Microsoft Advertising Network. Not new, or is it? Microsoft pubCenter is not new – it dates back to 2008 and has its own Wikipedia page – so I guess this is technically a relaunch? Or maybe a reboot? Perhaps a reimagining?

Networking 101

Networking Start-ups Engineering 101

The Advantexe Advisor

OCTOBER 26, 2023

One of the most important, but often overlooked parts of a business strategy is the selection, development, nurturing, and management of channel partners. From a business acumen perspective, the channel partner could be the only way of getting products and services to the end customers. Recently, I was conducting a business acumen training program for one of our clients in the chemicals industry.

Strategize 89

Strategize Clients Service Product 89

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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

OCTOBER 26, 2023

With the busy season upon us, you want your PPC campaigns to be in the best shape possible. Whether you’re getting great results, struggling to perform or somewhere in between, below is a checklist of 13 features to help set your campaigns up for success. 1. Align and reassess client objectives Campaign performance is only as good as its ultimate objective.

Campaign 100

Campaign A/B testing Objectives and Key Results CTR 100

G2

OCTOBER 26, 2023

In many circumstances, companies are debating whether to focus on a sales-led or product-led approach for their new customer acquisition strategy.

Customers 69

Customers Product Sales 69

Search Engine Land

OCTOBER 26, 2023

Amazon generated $12.06 billion from its advertising services in the third quarter of 2023. The figure marks a 26.3% increase from the same period in 2022 – a result significantly better than forecasts predicted by Wall Street. Why we care. Amazon’s exceptional performance serves as a powerful signal that the digital advertising industry is experiencing a robust resurgence following on from the economic downturn.

Service 98

Service Transportation Territory Manufacturing 98

David Meerman Scott

OCTOBER 26, 2023

Apparently, the Baseball World Series begins tomorrow. I had to go to the Web to learn which teams are playing this year – it’s the Diamondbacks vs. the Rangers. But wait… Rangers? I thought they were New York’s Hockey team.

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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

Search Engine Land

OCTOBER 26, 2023

From home services to SEO and everything in between, do-it-yourself (DIY) content is one of the best ways businesses can engage with their audience online. You’re probably wondering, “How will showing potential customers how to do my work going to help grow my business?” DIY content has always been popular, but the continued rise in popularity of social media video sites like YouTube and TikTok makes do-it-yourself tutorials and content more accessible than ever.

Trust 96

Trust Education Entertainment Service 96

G2

OCTOBER 26, 2023

For B2B SaaS businesses, selecting an appropriate growth tactic, or more accurately, the right distribution model, is vital for the product's growth and success. Two strategies have emerged as dominant front-runners: Product-led Growth (PLG) and the increasingly prevalent Product-led Sales (PLS).

Growth 59

Growth Product B2B Sales 59

Search Engine Land

OCTOBER 26, 2023

When it comes to programmatic advertising, consent isn’t just a requirement; it’s the key to unprecedented revenue potential. Programmatic advertising thrives on precision and relevance, but how can you achieve these without compromising user trust or regulatory compliance? Register and attend this digital advertising webinar to stay ahead, mastering consent-driven ad strategies so you can build trust and boost profits: “Why Consent and Compliance Matter With Programmatic Ads,&

Trust 77

Trust Engineering Presentation 77

SalesLoft

OCTOBER 26, 2023

Customer churn is a big problem for SaaS companies because it impacts so many different parts of the business. And while it’s natural for a certain percentage of customers to churn during a specific period, a higher turnover rate can cause panic. You need a long-term strategy in place. The good news is, there are many proven ways to reduce churn — from customer education to protecting your customers.

Objectives and Key Results 52

Objectives and Key Results Legal Trust Conversion 52

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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

Search Engine Land

OCTOBER 26, 2023

In today’s omnichannel world, customers engage with brands across many different touchpoints both online and offline. This makes mapping the customer journey more complex for marketers. Customers expect seamless experiences across channels and devices. If the journey is disjointed, they will quickly become frustrated and take their business elsewhere.

Customers 73

Customers Campaign Engineering Growth 73

G2

OCTOBER 26, 2023

In this episode of GTM Innovators, John Ellett discusses customer buying, moving to dynamicity, and how to build a customer-centric GTM strategy.

GTM 52

GTM Customers 52

Lead Fuze

OCTOBER 26, 2023

In the modern era of technology, appointment booking systems serve a broader purpose beyond simply organizing calendars. They’ve evolved into powerful tools that drive lead generation , ensuring businesses not only keep pace but stay ahead. Successful companies recognize that streamlining the booking process can significantly improve lead conversions, optimizing the customer experience from the initial click to the final confirmation.

Appointment 52

Appointment Lead generation Consult Strategize 52

SalesLoft

OCTOBER 26, 2023

In the age of social media, it’s not hard to picture what an engaged customer looks like. They’re the superfans liking and commenting on every post a brand puts out there. You know the ones; Apple, Disney, Starbucks, American Girl Dolls (for those of you with kids of a certain age), and so on. They’ve built a passionate base of engaged customers who’ll talk your ear off, online and in real life, about every ‘exciting’ new thing.

Customers 52

Customers Sales Follow-up Pipeline 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

Predictable Revenue

OCTOBER 26, 2023

We talked to Sam Yang about the relationship between Customer Success and Sales, specifically, who should own the deal and when. The post When Should Sales vs Customer Success Own a Renewal with Sam Yang appeared first on Predictable Revenue.

Customers 52

Customers Sales 52

TaskDrive

OCTOBER 26, 2023

Learn all about how to maximize Boolean searches on LinkedIn. This is our key to sales success. The post Sales Outreach 101: Choosing Between Cold Calls vs Cold Emails appeared first on TaskDrive.

Cold Call 52

Cold Call Sales Lead generation 52

Search Engine Land

OCTOBER 26, 2023

Google is launching a new Google Maps search results interface that brings to focus the photos that are associated with Google Business Profile listings. Google is calling this a “photo-first” search result listing interface that is going live this week in France, Germany, Japan, the U.K. and the U.S. What it looks like. You can see from the GIF below that the search results in the Google Maps listings show photos above the other parts of the listing, like the company name, star revi

Launch 128

Launch Engineering Customers 128

Martech

OCTOBER 26, 2023

Facebook parent Meta’s third-quarter revenue jumped 23% to $34.15 billion, the latest indicator of a rebound in digital advertising. The company reported $11.6 billion in profit, more than twice the $4.4 billion from a year earlier. Its operating income of $13.7 billion also more than doubled year-over-year. Meta, which also owns Instagram, WhatsApp, Threads and Messenger said its ads viewed in the quarter increased by 31% from a year earlier.

Territory 122

Territory Price Growth Follow-up 122

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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

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