Cerebral Selling

MARCH 18, 2024

Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful. For example, reps often come to their leaders with questions like: “My customer went dark on me. What should I say to get them back to the table?” “This customer is asking for a 30% discount to get the deal done. Should we agree?” “I asked for a discovery call but the customer just wants a demo.

Objectives and Key Results 173

Objectives and Key Results Legal Negotiate Trust 173

Iannarino

MARCH 18, 2024

Much of what you read here involves sales strategies designed to help you win your dream clients. These strategies are also designed to differentiate you from the many competitors who happen to sell the same thing you do. Without being different in some significant way, you will be one of the crowd, with no reason for anyone to prefer buying from you.

B2B 175

B2B Sales Clients Sell 175

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products. But are we addressing the most important issues our customers face?

Presentation 135

Presentation Closing Product Customers 135

Search Engine Land

MARCH 18, 2024

Google is making a number of changes to its executive team running Google Search: Liz Reid , who was leading up core search experiences, will now be the Head of Search at Google. Cheenu Venkatachary will be the new lead of Search quality and ranking. With these changes, Pandu Nayak is stepping down as lead of search quality and ranking and will become Chief Scientist of Search.

Promote 132

Promote Appointment Engineering Follow-up 132

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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

MARCH 18, 2024

ChatGPT has solidified its position within the marketing community, and the mass adoption proves it’s not going anywhere but up. While most view it as a way to generate new content, I look at it to help streamline and organize my own brainstorming — especially for enhancing my content strategies. Here’s how marketers like you can leverage ChatGPT and take your content strategy up a few notches without any additional investment. 1.

B2B 114

B2B Legal Strategize Follow-up 114

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? This is the scenario when the trade-off is the most acute. Imagine you are selling a $100,000+ product and you yourself as CEO/founders have limited knowledge selling to the customer base.

Niche 107

Niche B2B Price Sales 107

Martech

MARCH 18, 2024

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

A/B testing 102

A/B testing Click Through Rate Objectives and Key Results Campaign 102

Search Engine Land

MARCH 18, 2024

Advertisers attempting to export reports from Google Ads Report Editor are experiencing issues where the data is showing zeros instead of the actual numbers. Google is aware of the issue and is working on a fix to resolve it, but there is not estimated time for a fix at this time. What is the issue. Greg Kohler, aka PPCGreg posted a screenshot of a sample report export filled with blank data and/or zeros.

Clients 98

Clients 98

Martech

MARCH 18, 2024

What has more allure in martech than a tool that promises to grant remarkable advantage over the competition? And among such tools, what could be more powerful than one that tells you who is ready to buy? Intent data has become a big category with various sources, all of which promise visibility and focus that can change everything. These days, a marketing program that isn’t leveraging intent data of some description is seen as flying blind and hoping to hit the target with luck and timing on it

B2B 100

B2B Lead generation Prospecting Market share 100

Search Engine Land

MARCH 18, 2024

How often have you heard, “Use broad match along with smart bidding to get the best results?” Broad match can learn based on previous conversion activity. It can also use previous user search data, other keywords in your ad group and your landing page’s content to show your ads on relevant searches. Broad match has more learning capabilities than phrase or exact match.

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Conversion Government Campaign Finance 98

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

Partners in Excellence

MARCH 18, 2024

Preface: Ned Miller is one of my closest friends/mentors. The first Saturday of every month, we reserve an hour or so to catch up on things, to share ideas. Ned’s always patient in listening to my horrible puns and jokes. Every Sunday, Ned takes the time to send me a quick reflection or thought. I do reflect on them, they help me pay attention to the important stuff going on.

Sell 77

Sell Education Sports Niche 77

Search Engine Land

MARCH 18, 2024

Google Search Ads 360 launched a closed beta for offsite retail media campaigns to help retailers and brands achieve common goals with shoppers, boost product visibility, and increase sales, the search ad company told us. Google announced these new features today in Search Ads 360: Google added offsite retail media capabilities to Search Ads 360 to help retailers and brands sell more products together by combining unique retailer audiences with Google AI and scale across channels.

Retail 90

Retail Launch Campaign Contact 90

Martech

MARCH 18, 2024

Although the overwhelming majority of retailers (93%) report using genAI in some form to improve in-store and online CX, many are struggling with access to siloed data. Only 17% think they have a unified view of the customer, while almost half are in the early stages of (or still considering) building customer profiles. The statistics are based on a survey of 1,300 retailers by Salesforce and the Retail AI Council.

Retail 83

Retail Customers Process Product 83

Hubspot

MARCH 18, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable insight from real sales leaders. This week's installment comes from Arash Asli, CEO of Yocale. Want more “Pipeline” Content? Subscribe to our newsletter. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell.

Price 77

Price Objectives and Key Results Pipeline Pitch 77

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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

MARCH 18, 2024

Contributor Katie Robbert is the CEO and co-founder with Chris Penn, of Trust Insights, a marketing analytics agency. She’s an authority on compliance, governance, change management, agile methodologies and dealing with high-stakes, “no mistakes” data. Before Trust Insights, she built and grew multi-million dollar lines of business in the marketing technology, pharmaceutical, and healthcare industries.

Pharmaceutical 61

Pharmaceutical Healthcare Government Trust 61

Highspot

MARCH 18, 2024

Sales teams often face hurdles in hitting targets and meeting revenue growth expectations. Luckily, tech advances have paved the way for new solutions to refine sales processes and improve performance. Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales. In this article, we’ll share everything you need to know about using AI sales tools.

Product 52

Product Sales Objectives and Key Results CRM 52

Salesforce

MARCH 18, 2024

Media ad sales have evolved considerably in recent decades, and more changes are happening every day. Gone are the days when you would sell time slots during primetime TV or a half-page ad in a newspaper or magazine and call it a day. New types of ads are now available. This includes highly targeted digital ads, sponsored products on ecommerce sites, and new out-of-the-home (OOTH) options such as video displays at the gas pump.

Transportation 52

Transportation Cross-sell Territory Sales 52

Sales Pop!

MARCH 18, 2024

Efficiency is key in the heavy-haul trucking industry, where time is money and every minute counts. To stay competitive and profitable, companies need to constantly look for ways to enhance their operations and streamline their processes. Whether it’s optimizing routes, improving communication with drivers, or investing in technology. There are several strategic approaches that can help companies in the heavy-haul trucking sector operate more efficiently.

Strategize 52

Strategize Transportation Drivers/motivators Networking 52

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

The Digital Technology

MARCH 18, 2024

In today’s competitive world, information plays an important role in business’s success. But simply having data isn’t enough. There is NO use of having unstructured or raw data that can’t be processed in future.

Process 45

Process 45

Sales Pop!

MARCH 18, 2024

In an enlightening conversation with Glenn Lundy, a luminary in the automotive industry, accomplished author, engaging speaker, and the visionary founder of the 800% Elite Automotive Club, we delved into the transformative power of morning routines. Broadcasting his wisdom from Kentucky, Glenn generously shared personal insights that shed light on the profound impact establishing a morning routine can have on one’s personal and professional life.

Drivers/motivators 52

Drivers/motivators Education Start-ups Growth 52