Iannarino

MAY 29, 2024

Unlock the secrets to transforming your sales enablement approach to align with modern buyer needs.

Sales 204

Sales 204

Partners in Excellence

MAY 29, 2024

When I was a kid, my father taught me how to sail. At first I sailed in racing dinghy’s never far from the shore. In high school, we graduated to cruising boats. While we never intended to do oceanic cruising, but the shoreline was beyond sight, and one of the challenges was knowing where we were and if we were going in the right direction. My dad’s solution to this was to teach me celestial navigation.

Sales 143

Sales Technology Technology Follow-up 143

Martech

MAY 29, 2024

For more than a decade of my career, I held various demand generation titles at multiple companies, and the function has evolved greatly in that time. However, if you’ve been listening to the chatter on LinkedIn over the past two years, that evolution has gained speed and influence. What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies.

SQL 134

SQL GTM B2B Pipeline 134

Partners in Excellence

MAY 29, 2024

This morning, clearing my inbox and feeds, I noticed a headline. It referred to the average tenure of GTM executives being 17 months… The article offered sound advice on how to deal with a career living in 17 month increments. My thought, in reading this was, “Why do we settle for this? Why do we consider this acceptable? Wouldn’t we and the organizations we lead achieve much more with longer tenures?

GTM 139

GTM Electricity Education Start-ups 139

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

Search Engine Land

MAY 29, 2024

The search community is still unpacking and processing the huge reveal of the Google Search ranking documents that were made public yesterday morning. Everyone has been asking, why has Google not commented on the leak. Well, Google has finally commented – we spoke to a Google spokesperson about the data leak. Google told us. Google told us that there are a lot of assumptions being published based on the data leak that are being taken out of context, that are incomplete and added that searc

Represent 127

Represent Trust Engineering Follow-up 127

Salesforce

MAY 29, 2024

What you’ll learn What is first-party data and why is it so important? Build the culture and infrastructure to adapt to first-party data Find tools and tactics that work – and stop using old methods that don’t Get the most out of your first-party data Understand how first-party data impacts generative AI The era of third-party data is just about over – long live first-party data.

Campaign 126

Campaign Trust Promote Follow-up 126

SaaStr

MAY 29, 2024

So UiPath was early to what we now think of as “AI”, but blazed the path in automation. Which is what a lot of SaaS and B2B AI is really about. Automating away human-driven processes. And its “Robotic Process Automation” did that to an extreme, rocketing it from $1m ARR to $1000m ARR is close to record time. Growth slowed a bit, but now is re-acclerating.

Growth 118

Growth B2B Closing Process 118

Martech

MAY 29, 2024

Audience at Salesforce Connections, Chicago. The latest Salesforce Shopping Index data suggests that shoppers are holding onto their purse strings until later in the year — at least, if 2023 is any guide. The consumer caution exhibited in 2022 and 2023 will continue through 2024. As far as ecommerce goes, this doesn’t mean it’s not showing YoY growth; it’s just that the growth is very modest so far — just 2% in Q1.

Non-Profits 111

Non-Profits Retail Price Promote 111

SaaStr

MAY 29, 2024

Dear SaaStr: What Is The Smartest Thing a Boss Has Ever Said To You? “You need to manage people.” I went fairly far, fairly quickly as an individual contributor. Even one that had several folks “reporting” to him. But I hadn’t really managed a team. One that I didn’t really want to manage. One that didn’t really need to do everything I told them to do.

Growth 114

Growth 114

Search Engine Land

MAY 29, 2024

Iterative testing is crucial to ongoing success of any PPC campaign. As we inevitably entrust more of this testing process to ad platform AI, gaining insights into what worked becomes more complicated. For instance, responsive search ads can consist of up to 15 headlines and four descriptions in a practically endless variety of formats. We receive limited data about top performing combinations and assets, but building a practical takeaway for future advertising tactics can be difficult without

CTR 93

CTR A/B testing Campaign Launch 93

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! You would think that Closing Arguments would have much in common with the Closing competency in sales but that’s not the case.

Closing 87

Closing Consult Presentation Represent 87

Search Engine Land

MAY 29, 2024

Google has confirmed a “logging error” that affected the product snippets reporting within the Google Search Console performance report. The issue occurred between May 15, 2024 until May 27, 2024 and resulted in an increase in clicks and impressions for the Product snippet search appearance type within the search performance report and impressions overlay in the product snippet rich result report.

Product 90

Product Clients 90

Membrain

MAY 29, 2024

You don’t have to work in the world of technology to know that technology is undergoing a massive shift thanks to recent advances in Artificial Intelligence (AI). Almost every major platform, from Google to Microsoft to Facebook has launched multiple new AI-powered tools, and many smaller technology companies have followed suit.

Launch 83

Launch Technology Technology Sales 83

Search Engine Land

MAY 29, 2024

PayPal is building an advertising business that will leverage the troves of data it collects on consumer purchases and spending habits. What’s happening? The digital payments giant plans to create an ad network that allows merchants and brands to target PayPal’s roughly 400 million users with personalized promotions and ads based on their transaction histories.

Networking 88

Networking Profit margin Launch Finance 88

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

Adaptive Business Services

MAY 29, 2024

While I don’t do this often (I did it constantly when I was in management), I recently hired a salesperson for a local company and I am now involved with the training of that individual. I’m not sure why companies want me to be involved in the hiring process. Well, yes I do. It’s PAINFUL and it’s a GRIND! I also secretly suspect that, if this salesperson fails, they can blame me instead of themselves.

CRM 77

CRM Sales Consult Business Services 77

Search Engine Land

MAY 29, 2024

Understanding all the features of Google Analytics 4 (GA4) is essential to making the most of it. Doing so allows you to configure the tool to analyze data accurately and efficiently. It also lets you draw the best conclusions for designing, refocusing and defining your digital strategies. GA4 users can configure many functionalities, including custom dimensions, which allow for more detailed and personalized data analysis.

Customers 81

Customers Quota Consult Follow-up 81

Hubspot

MAY 29, 2024

Did you know that a disagreement between founders can lead to an entire startup business failing? In fact, 65% of startups fail due to founder conflict (Noam Wasserman, author of The Founder's Dilemmas ). Even small disagreements can come to light during the startup due diligence process when investors look into your company before deciding to invest their money.

Legal 62

Legal Contract Growth Negotiate 62

Salesfolks

MAY 29, 2024

Incorporating a sales hiring scorecard into your recruitment process is not just a smart move; it’s a necessity in today's competitive market. By focusing on objective criteria and consistent evaluation, you'll make better hiring decisions, improve your team's performance, and save significant costs associated with mis-hires.

Sales 59

Sales Process 59

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Price

G2

MAY 29, 2024

Companies use corporate bonds to generate debt capital, and investors buy them to earn interest. There are many factors to consider in a corporate bond; learn about different types of bonds here.

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59

Sales Pop!

MAY 29, 2024

There’s no question that employees are the lifeblood of any successful business. Their dedication, hard work, and commitment are what keep the wheels turning and the company thriving. As a business owner, you need to recognize the invaluable contributions of your employees and show your appreciation for their efforts. And one of the most effective ways to do this is by giving them personalized gifts.

Construction 52

Construction Drivers/motivators Promote Customers 52

Highspot

MAY 29, 2024

Discovery call questions make or break a deal. As a sales rep, this is your opportunity to build a relationship with the buyer and make a good first impression. The good thing is, your buyer has already expressed interest in the product, all you have to do is identify if they’re a good fit. Easy, right? Not so much. Nearly half of your buyers will not convert.

Objectives and Key Results 52

Objectives and Key Results Sales Pitch Prospecting 52

Sales Pop!

MAY 29, 2024

In a world where employers and employment agencies are increasingly concerned about onboarding the right people with the right combination of skills, employer branding could make the difference between a good hire and a great hire. We look at some examples where employers have conveyed their culture to entice the best talent. According to IT Salary Guide , the constant fluctuations in the IT industry require a tight hold of the job market and an understanding of not just what is required today,

Sell 52

Sell Up-sell Follow-up Prospecting 52

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

The Digital Technology

MAY 29, 2024

We all are mingling around the digital spectrum of AI. It has turned every stone with the recent release of Chat GPT. Of course, there are robots and other revolutionary AI advances that are helping the firm make a mark.

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Martech

MAY 29, 2024

When we envision the jobs that AI will transform, marketing roles often come to the forefront. AI algorithms project that only around 18% of marketing managers will witness their roles being automated, yet the perception of AI’s encroachment into the marketing sphere is widespread. It might be particularly unsettling for women in marketing, who actually constitute most of these roles.

A/B testing 117

A/B testing Technology Technology Campaign 117