Iannarino

MAY 16, 2024

Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.

Contract 241

Contract Clients Legal Sales 241

Force Management

MAY 16, 2024

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 124

B2B Sales 124

Partners in Excellence

MAY 16, 2024

For years, the fashion has been to declare, “Cold calling is dead!” It always comes from people with a specific agenda. Those who believe inbound is the only thing that works. Or a newer fashion, espousing inbound generated outbound. Others promoting social engagement. Or any other engagement approach where “cold calling,” is the obvious foil.

Cold Call 118

Cold Call Technique High impact Pitch 118

Search Engine Land

MAY 16, 2024

I don’t know for a fact that people are searching less on Google. I just know it’s true. During Google I/O, Alphabet/Google CEO Sundar Pichai told us AI Overviews have resulted in an “increase in Search usage.” Pichai said the same thing during Alphabet’s Q1 2024 earnings call. But if that’s the case – doesn’t that mean AI Overviews, or the artist formerly known as Search Generative Experience (SGE), isn’t solving a problem it was supposedly invent

Gambling 121

Gambling Launch Follow-up Engineering 121

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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

Martech

MAY 16, 2024

You want to capture more leads. But your marketing team is already running on fumes, attempting to drive results with limited resources. How can you use software to build a lead-generation engine that delivers big results? Marketing automations can help you streamline processes, increase productivity, and yes, capture more leads. Are you ready to shift your team into high gear?

A/B testing 115

A/B testing Campaign Lead generation Prospecting 115

SaaStr

MAY 16, 2024

So not everyone is seeing tougher times these days. SaaS outside of classic “B2B’ is often holding up well. Klaviyo, Toast, etc. just had very strong quarters. More B2B2C there. And AI is obviously on fire, pulling up AWS, Google Cloud, Azure, etc. Security remains on fire overall as well. But classic B2B SaaS is definitely in many cases seeing tougher times.

B2B 110

B2B Sales 110

G2

MAY 16, 2024

Earlier this year, at our G2 FY25 kickoff in Chicago, we had the privilege of having bestselling author Alex Banayan join us as a guest speaker to share his Third Door™ framework with our Sales and Marketing teams.

Sales 104

Sales 104

Martech

MAY 16, 2024

Video ad spend is expected to rise 16% year-over-year in 2024. Brands are interested because of the deep penetration that CTV and digital video have with U.S. households. Streaming services and other publishers are stepping up to bring more ad-supported options to consumers, along with better ad experiences. Dig deeper: IAB NewFronts rings in the age of digital video dominance Here are three key reasons behind this growth in digital video and the numbers behind them.

Retail 105

Retail Entertainment B2B Campaign 105

Search Engine Land

MAY 16, 2024

B2B advertising, with its long sales cycles and relatively thin data density, has never been easy. And the tracking upheaval from cookies disappearing is about to make it harder. That means that some of the pervasive flaws I’ve seen in inheriting B2B lead gen accounts over the years are about to produce even shakier results. Even without talking about cookies and alternative measurement set-ups, there’s a better path forward for lead gen in 2024.

B2B 101

B2B Education Campaign Prospecting 101

Martech

MAY 16, 2024

A group of U.S. senators including Senate Majority Leader Charles Schumer (D-NY) released a proposed roadmap for AI policy yesterday. The senators, perhaps unaware of the jaw-dropping amount of private sector money going into AI, recommended raising federal spending for nondefense AI innovation to at least $32 billion annually. The group, which calls itself “The Senate AI Gang” ( Is there a secret handshake?

Profit margin 100

Profit margin Government User Experience Technique 100

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

MAY 16, 2024

If you run a local business and find that your Google Business Profile has been suspended , it can have a devastating effect on your business. Your phone may stop ringing. Customers may stop coming to your location. The loss of revenue is real. Your first instinct may be to panic and just go through the motions of filling out the Appeals tool without thinking too much about the consequences.

Electricity 100

Electricity Service Start-ups Follow-up 100

SaaStr

MAY 16, 2024

Dear SaaStr: Should Founders Start Their Vesting at the point of incorporation so they have shares vested prior to signing a deal with investors? No. At least, don’t do too much of this. I got this backwards , as do most founders. We think “being vested” protects us from VCs. Yes, there can be some corner cases where that is true, I guess. Maybe.

Customers 101

Customers 101

Search Engine Land

MAY 16, 2024

Google has added two new crawlers to the Googlebot family of web crawlers: GoogleOther-Image GoogleOther-Video Google said these two new crawlers are versions of GoogleOther optimized for fetching image and video bytes. GoogleOther was added in April 2023 to be used internally by Google teams to crawl the public web and free up some resources for the main Googlebot crawlers.

Launch 99

Launch Product 99

SaaStr

MAY 16, 2024

On the first episode of the Angles and Insight podcast, SaaStr Founder and CEO Jason Lemkin chats with Zapier CEO Wade Foster about the future of B2B SaaS in 2024 and beyond. They dive into the nuances of topics like: Evolving dynamics of remote work The most effective marketing channels of 2024 Owned assets vs. “walled gardens” The practical realities vs. the hype around AI As everyone here at SaaStr knows, Jason sold his first company, Echosign, for $400M.

B2B 98

B2B Angle X-functional Trust 98

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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

Martech

MAY 16, 2024

The marketing technology landscape has exploded into a vast ecosystem of over 15,000 products across 500+ categories, fueled by relentless innovation from generative AI to new channels and data sources. This growth challenges enterprise organizations to build integrated, data-driven martech stacks for seamless customer experiences. Amid this complexity, martech consultants have become indispensable guides for enterprises.

Consult 94

Consult Technology Technology Clients 94

Search Engine Land

MAY 16, 2024

A site migration can feel like packing up your entire house and moving across the country. There’s much to keep track of, and you don’t want to lose any valuable possessions (or, in this case, SEO progress) along the way. When done right, a site migration is a chance to improve site performance, enhance user experience and boost search presence.

Objectives and Key Results 93

Objectives and Key Results User Experience Launch Engineering 93

Partners in Excellence

MAY 16, 2024

Recurring revenue is critical to any business. But, I get confused in the discussions I get into with SaaS and other XaaS proponents. Somehow, they have the idea the SaaS recurring revenue model is both superior and has much greater predictability than other business models. I sit back, scratching my hear. My reaction is, “Huhhhhh, I’m not sure I get it… ” People roll their eyes, “Yeah, Dave, we know back when you helped to invent fire, your currency in trade was ap

Contract 87

Contract Manufacturing Up-sell Service 87

Martech

MAY 16, 2024

Amperity, the customer 360 platform, is describing its new, composable CDP offering as the first “Lakehouse CDP.” This approach obviates the need for reverse ETL — the commonly used means of synching data from a data warehouse to an operating system such as a CDP — or data copying. Amperity Bridge will allow users to point and share data to and from a data warehouse.

Launch 80

Launch Customers Process 80

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

MAY 16, 2024

Netflix’s ad-supported tier is rapidly gaining traction, reaching 40 million monthly users globally, the streamer announced at its 2024 Upfront presentation. The paid ad offering, initially seen as a risky move, has quickly become a hit for Netflix as it seeks new revenue streams amid intensifying streaming competition. Why we care. Netflix’s platform offers advertisers a large and expanding pool of potential customers.

Territory 82

Territory Launch Pipeline Presentation 82

G2

MAY 16, 2024

In a world where content is king, small businesses and startups often find themselves in an uphill battle to create diverse content in volume. This is especially challenging for businesses that are short on resources. Enter content curation, a valuable approach to finding and sharing insightful content.

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Search Engine Land

MAY 16, 2024

With rising data restrictions, Snapchat says “Execution, Experimentation and Evaluation” are the key pillars marketers need to focus on to ensure strategic measurement evolves with the times. Why we care. While Google keeps delaying deprecating third-party cookies , it will happen. So it’s important for advertisers to maintain accurate campaign insights and revenue accountability to conduct effective marketing measurement with tighter data privacy laws.

A/B testing 78

A/B testing Technique Strategize Campaign 78

Predictable Revenue

MAY 16, 2024

Kellen Casebeer and Collin highlight the strategic matrix approach. This approach aligns marketing efforts with current market realities. The post What Founders Get Wrong About GTM Efforts appeared first on Predictable Revenue.

GTM 59

GTM Strategize Sales 59

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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

PandaDoc

MAY 16, 2024

In this article, we’ll cover how you can measure indirect sales success and discuss the four main types of indirect sales strategies: distribution , dealership , franchising , and merchandising. We’ll also highlight the main advantages of indirect sales, such as expanding the sales network , increasing distribution efficiency , and minimizing costs.

Retail 52

Retail Manufacturing Profit margin Commission 52

SalesLoft

MAY 16, 2024

As a RevOps leader, you need to assess your company’s operational maturity in order to surface gaps in your sales processes and systems. But once you pinpoint those foundational gaps, the next step is to organize and prioritize the projects that will help you fix them. A RevOps Roadmap , a concept introduced by our friends at Union Square Consulting , offers a step-by-step approach for achieving your strategic goals.

GTM 52

GTM Strategize Consult Process 52

PandaDoc

MAY 16, 2024

Generating leads is vital, but it’s only half the battle — you also need to figure out which leads are most likely to become paying customers. That’s where lead qualification comes in. In this post, we’ll explore what’s involved in the process and show you some winning strategies. Key takeaways: Lead qualification identifies high-quality leads who are likely to buy.

Legal 52

Legal Pitch Cross-sell Follow-up 52

Sales Pop!

MAY 16, 2024

All companies stick to the motto that it’s all about the customer. While this term is usually used in marketing, it inevitably plays a huge role in the sales of every business. Therefore, understanding the needs of your customers and developing long-lasting relationships are crucial in today’s competitive landscape. Talking about this leads us to our main point.

B2B 52

B2B Represent Sales Negotiate 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

David Meerman Scott

MAY 16, 2024

Several hours ago, Samsung released a remarkable video response to the recent Apple CRUSH video. The text at the end “Creativity cannot be crushed” wonderfully trolls Apple. This is a great example of Newsjacking.

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The Digital Technology

MAY 16, 2024

The globe is becoming more mobile. Everything is at your fingertips, including ordering takeout, purchasing tickets, and making hotel reservations.

Growth 40

Growth 40