Iannarino
OCTOBER 19, 2023
Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a foundation for decisions. Even though you sell B2B , you will encounter many people who lack business acumen. Occasionally, you will meet one of these people in a conversation; other times they could be a contact.
Force Management
OCTOBER 19, 2023
Competitive differentiation is at the core of every organization’s sales strategy. It’s why customers choose your solution and why sellers get excited about bringing your product to market. As markets change, though, customer needs change too. It’s possible that your differentiation may need to adapt to fit these changing customer behaviors.
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Search Engine Land
OCTOBER 19, 2023
Google has confirmed that the October 2023 Core Update – the third core update this year – has completed rolling out. The update started on October 5, 2023, a day after the October 2023 spam update was released, and completed 14 days later on October 19, 2023. Lots of volatility. This update, like most previous core updates, felt big in terms of the number of sites that saw ranking volatility and the complaints from SEOs I spotted over the rollout.
Martech
OCTOBER 19, 2023
While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. About 90% of sales and marketing professionals understand that uniting their efforts positively impacts customer experience, according to a LinkedIn report.
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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.
Search Engine Land
OCTOBER 19, 2023
Search, as we know it, has been irrevocably changed by generative AI. The rapid improvements in Google’s Search Generative Experience (SGE) and Sundar Pichai’s recent proclamations about its future suggest it’s here to stay. The dramatic change in how information is considered and surfaced threatens how the search channel (both paid and organic) performs and all businesses that monetize their content.
Martech
OCTOBER 19, 2023
Almost all SaaS companies are raising or maintaining their investment in customer success, while investment in digital customer success is growing steadily with 48% currently embracing it. The data is from a new survey of 400 North American businesses conducted by customer success platform Gainsight in partnership with Benchmarkit, a B2B SaaS research firm.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
OCTOBER 19, 2023
Feeling overwhelmed by AI? You are very much not alone: 70% of marketers feel inundated by the rapid pace of AI’s development and incorporation into their marketing strategies, according to a survey by SOCi. Nearly half (44%) said the frequent introduction of new AI tools and applications causes more confusion than assistance in their marketing activities.
SaaStr
OCTOBER 19, 2023
Dear SaaStr: How do VCs Really Feel About Founder Salaries? I Was Told That a General Rule of Thumb is 75% of Market The 75% Rule once you are VC Funded for more than a few million dollars is a good one. But if you raise less than that — 75% may well be too high. You need the cash to last 24 months. And of course, stage and timing does matter.
Martech
OCTOBER 19, 2023
HubSpot’s September releases include a leads view in the prospecting workspace, AI additions, reporting improvements and more. Here are the updates relevant for managers: Leads view in the prospecting workspace (beta) AI additions AI-powered website builder (beta) AI-powered blog post generator AI assistant for workflow and report descriptions (beta) Reporting improvements Gauge visualizations in the custom report builder (beta) Formula fields in the custom report builder (beta) Conditional prop
Search Engine Land
OCTOBER 19, 2023
Google AdSense has rolled out related search for Auto ads. The new feature shows search terms that are relevant to the content on the pages your users are viewing. If a user were to then click on one of the suggested search terms displayed, they would be directed to a search results page where they’d have the ability to engage with AdSense for Search ads, as well as relevant results from your site.
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.
Martech
OCTOBER 19, 2023
At last year’s Optimizely user conference, there seemed to be some tension between a holistic approach towards digital experience and the recognition that some customers wanted to take elements of the Optimizely offering and combine them with third-party solutions in a best-of-breed stack. One Optimizely executive described their go-to-market as “ threading the needle.
Search Engine Land
OCTOBER 19, 2023
LinkedIn is giving users more incentives to contribute to Collaborative Articles , promising greater visibility in search, feeds and notifications, the company announced today. More visibility. LinkedIn plans to include more Collaborative Articles when people search for specific problems or topics. So if you’ve contributed to a Collaborative Article, this increases the odds your answer could be featured in LinkedIn’s search results.
Heinz Marketing
OCTOBER 19, 2023
By Lisa Heay , Director of Business Operations at Heinz Marketing It’s no secret 2023 has been a tough year for many businesses. Companies need to pinch pennies, reduce costs, and in many unfortunate cases, reduce their workforce, too. Marketing departments are often the first to find their budgets cut. But that doesn’t mean your company’s goals have to fall by the wayside, too.
Sales Pop!
OCTOBER 19, 2023
Transforming Sales and Marketing Alignment: The Rise of the CRO In the ever-evolving landscape of business, the harmony between sales and marketing departments has been a long-sought-after goal. In this article, we delve into the transformative role of the Chief Revenue Officer (CRO) and how it is reshaping the traditional boundaries between these two crucial pillars of an organization.
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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
Salesforce
OCTOBER 19, 2023
If you’re an email marketer, building a strong subscriber list is one of your top goals. But it’s also crucial to keep those email subscribers over the long term. Sending them great content is a given. But there’s an underrated factor that also determines success : email deliverability. Email platforms Gmail and Yahoo recently announced new measures to help prevent spam from reaching readers’ inboxes, meaning new domain validation requirements for bulk email senders.
Search Engine Land
OCTOBER 19, 2023
Google Analytics 4 is rolling out new features that offer 360 customers more customization capabilities, including: Customized reporting for all types of teams. BigQuery reports + customization. Links + integrations. GA4 will begin introducing the new tools over the next few weeks and will continue adding more functionalities later this year. Why we care.
SaaStr
OCTOBER 19, 2023
So G2 put out its latest Quarterly State of the Software and there’s lots of good stuff in there, but what really stood out to be is how they quantify what we’ve all known for a while — just how many top vendors there are in each category. Not every vendor is on G2, but we can probably assume most with a significant customer base is on G2.
Salesforce
OCTOBER 19, 2023
When it comes to great customer service, your contact center plays an important role. We found that 94% of customers say a positive customer service experience makes them more likely to make a purchase again. Yet, only 13% of customers say they can get their issues solved with little effort. Contact center automation can help you deliver personalized, efficient, and complete service — all while reducing costs for your business.
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!
Search Engine Land
OCTOBER 19, 2023
Marketing professionals say they are overwhelmed by the pace of AI developments, according to a new survey. While 70% of marketers often or always feel overwhelmed, just 30% rarely or never feel overwhelmed, according to a survey released by SOCi, a marketing platform for multi-location brands. “It’s a call to action for organizations to prioritize continuous learning and offer support to their teams.
Salesforce
OCTOBER 19, 2023
AI vs. human? That’s a false choice. The general consensus is that AI will create more jobs than it kills. The thinking is that it’s an individual’s lack of AI skills, not the technology itself, that jeopardizes jobs. That said, here are four things you can do to make yourself more valuable to your employer in this age of data and AI. 1. Learn how to write good prompts A prompt is what you ask GPT, or what you tell it to do.
Search Engine Land
OCTOBER 19, 2023
Microsoft has moved Target CPA and Maximize Conversions to general availability. This means marketers can start using the automated bid strategies in all regions where Audience Ads are available. The tech giant has also announced updates to its text-to-image generative AI product DALL-E 3, as well as Chat Ads API. Why we care. Automated bidding optimizes campaign performance without requiring hands-on involvement, making life easier for advertisers.
The Advantexe Advisor
OCTOBER 19, 2023
The Taylor Swift – Travis Kelce relationship is like two different and unique galaxies on opposite sides of the universe colliding with unprecedented business outcomes. Think about it for a moment… The National Football League (NFL) is one of the most important and prestigious assets in the entertainment industry and for that matter, the world. Its fanbase is one of the most desirable to advertisers and their buying power is immense.
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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.
David Meerman Scott
OCTOBER 19, 2023
Marketers have many choices about how we interact with existing and potential customers. We can be selfish, doing things for short-term revenue hits that annoy our best customers. Or we can build fans by focusing on what’s best for long-term loyalty.
Salesforce
OCTOBER 19, 2023
We’ve all been there: It’s Q4 crunch time. Your numbers are slipping. Quotas seem out of reach, and your team starts breaking into a cold sweat. Will they hit their numbers? Will the company hit its targets? This is not how you want your team to feel. But it’s where a lot of sellers are. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022.
Sales Pop!
OCTOBER 19, 2023
Without a doubt, consumer social media usage on Instagram is at an all-time high. Instagram marketing is effective for B2B brands because it’s where the customers are. And in every stage of the buying process, the platform’s visual, digestible content becomes the secret sauce in making any value proposition stick in the customer journey of any target audience identified.
Salesforce
OCTOBER 19, 2023
A website can pass or fail usability testing – though it’s usually somewhere in the middle. There’s a difference between: Can they use it? vs. Can they use it, easily ? Sometimes research-driven optimizations require a lot of effort. Other times, it’s just adding text in the right place on the page. Coming out of usability testing on a nonprofit’s Experience Cloud site, #DreamDesigner Kailee Quinn invested in low-effort optimizations that helped all users succeed.
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.
G2
OCTOBER 19, 2023
Take a moment to think about a situation where a loved one ends up all alone during a medical emergency. It distresses you, doesn't it? Especially if your loved one is older or disabled. The worry of a medical crisis is understandable, but for those of us who care for elderly or disabled people, a medical alert bracelet or other emergency medical services becomes a lifeline.
SalesLoft
OCTOBER 19, 2023
Your CRM is not delivering as much value as it could. Savvy sales leader that you are, I suspect you already knew that. A survey of over 500 sales leaders found that most CRM ( customer relationship management ) systems are painfully difficult to use, with 76% of respondents reporting that their team doesn’t use the majority of tools in their CRM. And almost half (47%) didn’t even believe their CRM was capable of helping them meet their business goals over the next three years.
G2
OCTOBER 19, 2023
Forming, storming, norming, performing. What does it all mean? G2's Jack Plouse explains what he learned from creating his own team development strategy.
The Bridge Group
OCTOBER 19, 2023
T oday we launch our 2023 Account Executive motions, metrics, and compensation research. This is our 10th iteration of this project since 2007. This edition will take ~ 6 minutes to complete. If you lead an AE group, please participate below. We've redesigned this year’s survey based on your feedback to dig into how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment.
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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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