Iannarino

APRIL 30, 2024

Discover how to thrive in the unpredictable terrain of modern sales by mastering decision making.

B2B 224

B2B Sell Sales 224

Partners in Excellence

APRIL 30, 2024

All credit for this post goes to Scott Gillum and his fantastic post: Why Relying on AI Won’t Improve Customer Experience. Reading it caused me to start reflecting on how much we misunderstand about AI and how we leverage it in selling. Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process.

Represent 135

Represent Presentation Up-sell Start-ups 135

Martech

APRIL 30, 2024

Developing an effective email marketing strategy requires being aware of the constant change while continuing to strategize around the best way to bring value to your audience. Among the areas of change: Data privacy regulations, which remain a patchwork on a global and national level in the United States. New email regulations from companies like Google and Yahoo, which are trying to reduce spam and protect their email revenue stream.

Strategize 127

Strategize B2B Conversion Process 127

SaaStr

APRIL 30, 2024

So averages can be a bit misleading, especially once you are looking at the Best of the Best. The SaaS companies that actually IPO’d. But those ones are the ones we have great data on. And how old is the average SaaS CEO at … founding? The answer is 33: Some were younger, some older, of course. Scott and Michael were 22 when they started Atlassian.

Engineering 124

Engineering Technology Technology 124

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Sales Hacker

APRIL 30, 2024

Eric Gilpin is Chief Revenue Officer of G2, the world’s largest and most trusted software marketplace. In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling large technology businesses, Eric joined G2 from Upwork, where he oversaw a global team of 400+ and helped lead the company to a successful IPO in 2018 (NASDAQ

GTM 121

GTM Customers Contract Go To Market 121

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. PST. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. The three topics we’ll focus on are: The importance of staying focused and how to say no.

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

SaaStr

APRIL 30, 2024

Assume you can’t kick out investors. And plan accordingly. There are some limited exceptions, especially if you do nonstandard types of convertible debt or only raise a very small amount of capital. But for the most part, you are stuck with your investors forever. In the U.S. and Delaware and California, and under standard VC terms, it’s almost impossible not just to kick investors out — but even to deny them a vote.

Trust 115

Trust Sell 115

Martech

APRIL 30, 2024

Brian McKenna is the VP of CRM at DMi Partners, a Philadelphia-based marketing agency. As you’ll see, he kind of stumbled into a job and career he loves. In addition to being an email marketing savant, Brian has long been involved with The Hole in the Wall Gang Camp. Founded by Paul Newman, the organization runs a residential summer camp, and year-round center serving children and their families coping with chronic illnesses such as cancer. ( Interview edited for length and clarity.

CRM 111

CRM Clients Start-ups Education 111

Search Engine Land

APRIL 30, 2024

Google’s new Search spam policy around reputation abuse – or what SEOs have referred to as “parasite SEO” – will take effect “after May 5,” according to Google. May 5 is this Sunday. We knew this was coming. Google told us this change was coming in March, when Google announced multiple search enhancements , which also included the March 2024 core update (which completed April 19 ) and spam updates (which completed March 20 ).

Education 108

Education Trust Closing 108

Martech

APRIL 30, 2024

When many organizations contemplate the path forward for their martech stack, they quickly embrace a modern data stack as the foundation. They are anchored on a Cloud Data Warehouse and use tools and technologies that can scale and have interoperability within a composable architecture. The benefits of a modern data stack are justified and broad, such as speed to market, agility and lower costs from limited operations.

Objectives and Key Results 108

Objectives and Key Results Customers Transportation Construction 108

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Heinz Marketing

APRIL 30, 2024

By Win Salyards , Senior Marketing Consultant at Heinz Marketing When delving into B2B marketing, understanding the pivotal role of technical personas such as programmers, engineers, and IT professionals is key. Their specialized expertise and discerning preferences shape industries, making it imperative to engage them effectively. This necessitates a strategic approach that transcends traditional marketing tactics.

B2B 106

B2B Niche Strategize Trust 106

Search Engine Land

APRIL 30, 2024

The Google interface we know today will be gone in less than three years. As ridiculous as this prediction may seem, I remember back in 2004 when Google.com finally overtook Yahoo.com. For eight years, no one thought that would ever happen, but it did. Why? Simply put, Yahoo had the best user experience on the web for 10 years, but Google provided a better one.

User Experience 102

User Experience Niche Service Closing 102

The Advantexe Advisor

APRIL 30, 2024

If you are listening carefully to the business news, you will have heard the experts talking about the impacts of a “soft landing” and how that will affect business performance from now until the end of the year.

99

99

Search Engine Land

APRIL 30, 2024

If you’ve ever tried using avatars or buyer personas to write a Google Ads headline, you know it can be frustrating and fruitless. You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” Persist a bit and you might refine it to “Ages 25-45 in metropolitan areas.” Eventually, you craft a detailed persona : Alex, 37, from Chicago, who enjoys protein smoothies, drives a Lexus and dreams of traveling to Asia.

CTR 97

CTR Real Estate Legal Clients 97

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

GTM

SalesProInsider

APRIL 30, 2024

What you think matters. Your mindset becomes a driver or drawback to everything in your life, career, and business. Your mindset impacts: The life you lead – short- and long-term. Career and business satisfaction and success level. The obstacles you encounter. The goals achieved, or missed. The people who are drawn to you. The career and business you have.

Drivers/motivators 62

Drivers/motivators Manufacturing Pitch Start-ups 62

Search Engine Land

APRIL 30, 2024

Google Ads will automatically pause low-activity keywords, starting in June, according to an email sent to advertisers by the Google Ads team. What is low activity? Campaigns that were created more than 13 months ago and that have had zero impressions in the past 13 months. Why we care. Navah Hopkins explained it well on LinkedIn: “Keywords with no impressions in your account are dragging down your account performance.

Campaign 93

Campaign 93

SalesProInsider

APRIL 30, 2024

“How are you today?” “Sorry to hear about the Packer’s loss last weekend, what was your highlight of the season?” “How has your day been so far in the new location?” “How are the kids?” What do you think about those questions? Maybe you’re thinking, “Oh, the dreaded small talk!” Well, “small talk” is only small if you make it so. You see, each of those questions can be a powerful STARTER to a fuller sales conversation…if you guide the conversation in that direction.

Sports 62

Sports Conversion Networking Pitch 62

Search Engine Land

APRIL 30, 2024

Google has replaced First Input Delay (FID) with a new Core Web Vitals metric called Interaction to Next Paint (INP). This change aims to better measure a website’s responsiveness and overall user experience. This article explains what INP is, why it has replaced FID, how to check your site’s INP score, and various techniques to improve INP and enhance website responsiveness.

User Experience 89

User Experience Technique Networking Start-ups 89

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

Salesfolks

APRIL 30, 2024

While the primary goal of any sales effort is to secure customers and boost revenue, there are occasions when saying "no" to a prospective customer is not only prudent but necessary for long-term success and team well-being

Sales 59

Sales Prospecting Customers 59

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric. Key takeaways Measuring incremental sales helps improve your marketing strategy.

A/B testing 52

A/B testing Objectives and Key Results Campaign Legal 52

Salesforce

APRIL 30, 2024

Behind every customer experience is a set of fine-tuned metrics. Customer service metrics are the performance indicators you use to measure everything from agent efficiency to customer satisfaction. It’s what every successful company tracks and monitors to improve service quality – and quality is imperative. According to our research, 80% of customers say the experience a company provides is just as important as the products and services it sells.

Service 52

Service Customers Objectives and Key Results CRM 52

Highspot

APRIL 30, 2024

In fact, 71% of organizations don’t provide guidance to employees on how to use AI, and half of companies are skeptical about its impact. As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? Go-to-market teams can easily use AI to improve their workflows, especially when it comes to automation, co-creation, and insights.

Government 52

Government Sell Sales Go To Market 52

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

APRIL 30, 2024

We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said early April, the grass and gardens were still dormant and the weather felt like mid-January with some games played in 25-degree wind chills! When we returned home three weeks later, we looked outside and saw life!

Presentation 75

Presentation Account management Consult Gaming 75