Iannarino

JANUARY 4, 2024

Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B sales performance. Right now, it involves reading, research, and data analysis to understand the implications of different strategies. But for now, our purpose here is to measure the impact on sales and understand why sales organizations and their teams lose deals they could have won if they had performed better in the sales conversation.

B2B 261

B2B Sales Conversion 261

Search Engine Land

JANUARY 4, 2024

Google has officially started to phase out third-party cookies. A new feature called Tracking Protection, which restricts third-party cookies by default, began rolling out to 1% of Chrome users globally on January 4, 2024. If you have been affected, you will will receive a notification when you open Chrome on either desktop or Android devices. Why we care.

Engineering 138

Engineering Process 138

Force Management

JANUARY 4, 2024

2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires.

Follow-up 123

Follow-up Up-sell Growth Conversion 123

Search Engine Land

JANUARY 4, 2024

Internal linking has often been a powerful tool for SEO, helping serve as a bridge to connect various webpages. One main goal has typically been to boost visibility in search engines. However, the importance of internal linking extends beyond SEO; it’s pivotal in creating a navigable, user-friendly website, especially for people with disabilities. Internal linking is one area that SEO has influence in terms of where and how it appears on a website.

User Experience 124

User Experience Trust Follow-up Engineering 124

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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

JANUARY 4, 2024

Website speed is often seen as the main factor impacting customer conversions. However, speed is just one element that contributes to broader digital friction. Here’s why taking a more holistic view of digital experience is key and how to balance best practices with your business’s unique circumstances. Factor fixation Recently, my boss, Ken Goldshvartz, was on The Frictionless Experience podcast to discuss putting website speed into a broader context.

UX 124

UX Hospitality User Experience Conversion 124

Salesforce

JANUARY 4, 2024

Influencing an audience to take action is tough business. Often, leads aren’t ready to buy, and when they are, it’s a challenge to keep them engaged. Thankfully, email makes it possible for you to gain influence with your desired audience over time. And with drip marketing, emails don’t have to live on an island unto themselves. A marketer’s job is to find and understand high quality leads, then help convert them to sales.

Campaign 120

Campaign Objectives and Key Results A/B testing Promote 120

Martech

JANUARY 4, 2024

Ecommerce isn’t only digital anymore, it’s a key part of shopping at physical stores, too. It’s so important and also constantly changing. New channels, new platforms, new customer expectations, how do you keep on top of them all? Here are six must-follow experts to help you deliver the kind of ecommerce experience shoppers are looking for. Marsha Collier Marsha is a best-selling author, radio host, podcast host and educator who specializes in technology, internet marketing, and ecommerce.

E-commerce 107

E-commerce Retail Entertainment Launch 107

Search Engine Land

JANUARY 4, 2024

The Google Ads gambling and games policy United States country-specifics has been updated. From January 4, the platform will accept and run ads for sports betting from state-approved entities in Delaware. Why we care. Eligible advertisers who want to run sports betting ads in Delaware will need to apply for accreditation. Certification. To obtain certification, follow these steps if you meet Google’s policy and country-specific requirements: Privately-licensed operators: If you are based in one

Gambling 107

Gambling Gaming Sports Campaign 107

Martech

JANUARY 4, 2024

TransUnion today announced the launch of a new and improved identity graph to deliver better identity resolution and demographic enrichment. TransUnion is a major consumer credit reporting agency that also offers marketing solutions under the TruAudience brand. The identity graph supports the full range of these solutions. The graph uses AI to cluster identifiers into individuals and households and evaluate the strength of the resulting profiles.

Finance 105

Finance Launch Process 105

Search Engine Land

JANUARY 4, 2024

Advertising on Meta presents unique opportunities that Google Ads doesn’t offer. Whether your goal is lead generation or ecommerce, Menachem Ani, PPC expert and founder of JXT Group, shared valuable insights at SMX Next on how to optimize campaigns for Facebook and Instagram. Read on to learn Ani’s seven-step frameworks for building winning lead generation and ecommerce strategies in Meta’s automated landscape.

Objectives and Key Results 100

Objectives and Key Results Lead generation Campaign Up-sell 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

Martech

JANUARY 4, 2024

Consumers spent $220.1 billion online during the recent holiday season, up $10.4 billion on the previous year, a growth of almost 5%. That’s an all-time record, as measured by Adobe Analytics (based on over one trillion visits to U.S. retail sites). Buy Now Pay Later transactions also broke records. Another driver was major discounting by retailers.

Drivers/motivators 91

Drivers/motivators Retail Price Follow-up 91

Search Engine Land

JANUARY 4, 2024

Group M is planning to simplify the buying and placement of ads on streaming services for advertisers. Through the GroupM Ad Innovation Accelerator program, GroupM is joining forces with BrightLine, Disney, KERV, NBCUniversal, Roku, Telly, and YouTube to develop a new ad format for streaming services. This format aims to cater to viewers who prefer to avoid commercials.

Campaign 92

Campaign Launch Service Presentation 92

SaaStr

JANUARY 4, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We had a great one last week with Nina Achadijian, Partner at Index Ventures. Check that out here. This week we’re focusing on Erica Brescia, Managing Director at Redpoint Ventures! #1. What’s your most recent disclosed investment?

Growth 86

Growth Launch Networking B2B 86

Understanding the Sales Force

JANUARY 4, 2024

Happy New Year everyone! In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! Most people set New Year’s resolutions around this time of the year which, in general terms, is nothing more than an exercise in goal setting. Your goals for the new selling year should start with the things you want to have, places to you want to see, and things you want to do.

Entertainment 70

Entertainment Sales Consult Sell 70

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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

SaaStr

JANUARY 4, 2024

Dear SaaStr: What’s The Best Way to Fire Your Co-Founder Who Was Once a Friend? It’s pretty common that a co-founder doesn’t work out, unfortunately. I’ve been a part of all versions of this. I’ve had a great co-founder that went the distance with me. I’ve had one that quit less than a year into the journey. And I’ve been part of a senior team (not a co-founder, but part of a team) where I was the top performer by far, but wasn’t a fit for them

Start-ups 82

Start-ups Process 82

Martech

JANUARY 4, 2024

Google has officially started to phase out third-party cookies. A new feature called Tracking Protection, which restricts third-party cookies by default, began rolling out to 1% of Chrome users globally on Jan. 4, 2024. If you, as a Chrome user, have been affected, you will will receive a notification when you open Chrome on either desktop or Android devices.

Process 82

Process Advertising/ Marketing 82

SaaStr

JANUARY 4, 2024

So 2023 was a weird year. 2021 was nuts, with crazy growth and crazy multiples. In 2022, revenue growth held up for many leaders, but share prices and multiples cratered. And 2023? It was mixed actually, even if startups didn’t seem to get a breather, it wasn’t so bad for most public SaaS leaders. On the debit side: Growth at public SaaS companies fell to all-time lows, averaging just 16% Public ARR multiples remained low, at 6x, for the second straight year Late stage VC fell dr

Price 73

Price Growth Follow-up Start-ups 73

Hubspot

JANUARY 4, 2024

Having a bad sales month? We’ve all been there. Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion. It's official: You’re in a slump.

Quota 82

Quota Pipeline Sales Prospecting 82

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

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. Yet, neglecting it might be what’s holding your team back. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building.

Objection handling 52

Objection handling Pitch Sales Technique 52

SalesLoft

JANUARY 4, 2024

“When we were going through the journey with Salesloft… it was important that we did everything that we could to make sure we were at the right position to roll it out.” – Karan Mehta , Sales Director at Blink. A successful rollout is critical to an organization’s sales team when implementing new technology. That’s why it’s important for us to learn the best practices from customers like Blink and how they managed to get to entirely new levels of success with our revenue workflow platform.

Conversion 52

Conversion Clients Follow-up Gaming 52

Highspot

JANUARY 4, 2024

Ready or not, 2024 is in full swing, and there’s no time to waste in such a competitive market. As it says in the side view mirror, “objects in mirror may be closer than they appear, ”and last year was just a moment ago. To get ahead and stay ahead, let’s take a look back at 2023’s best resources chock full of insights that defined success in the years past.

Sales 52

Sales Strategize Growth Product 52

The Digital Technology

JANUARY 4, 2024

For businesses operating locally, it’s crucial to secure a spot on the map. Literally. Your presence in local SEO search results significantly impacts various aspects of your business, from overall visibility to revenue and profits.

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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

G2

JANUARY 4, 2024

At G2 Reach 2023 , my colleague Palmer Houchins , Head of Marketing at G2, and I teamed up to offer a look behind the curtain at what’s happening here at G2.

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