Iannarino

JANUARY 18, 2024

Discover how leading rather than following in client conversations can revolutionize your B2B sales approach.

Clients 209

Clients B2B Sales Conversion 209

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

Customers 147

Customers Up-sell B2B Trust 147

Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team.

Negotiate 137

Negotiate Sales B2B 137

SaaStr

JANUARY 18, 2024

So Gartner is cutting back its growth projections for this year a bit. It was previously projecting a 13.8% spend in software spend in 2024 to over $1 Trillion. It’s now cutting that back a bit to 12.7% growth in 2024, basically flat with 2023. But that’s still a lot of growth. To over $1 Trillion in software spend worldwide — for the first time ever.

Drivers/motivators 133

Drivers/motivators Growth 133

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

Martech

JANUARY 18, 2024

Does your organization’s martech stack resemble a disjointed patchwork of tools and platforms? This fragmentation will only create inefficiencies and hinder effective customer engagement. Let’s explore how integrating your martech platforms and tools can enhance your marketing strategy and drive meaningful business growth. Connecting disjointed martech tools and platforms Meet Emily, a marketing manager at a mid-sized ecommerce company.

Strategize 126

Strategize Growth Technology Technology 126

Search Engine Land

JANUARY 18, 2024

Google’s Search Generative Experience (SGE) is having an “extreme” impact on healthcare queries and a high impact on ecommerce, B2B tech, insurance and education. That’s according to new data released by enterprise SEO platform BrightEdge and the company’s new-ish technology, BrightEdge Generative Parser. It’s surprising to see healthcare at the top of the list here, where many queries would fall under what Google would consider Your Money or Your Life (YMYL)

Healthcare 122

Healthcare Finance Entertainment Education 122

SaaStr

JANUARY 18, 2024

Dear SaaStr: What Are The Most “Evil” Things That VCs Do? I’ve been on every side of the table, and had challenging experiences with my investors. I think what founders get wrong is not understanding incentives. VCs really do want you to be a big success. They can’t make money otherwise. No one is out to get you. So really, the ‘worst’ things VCs do are simply around incentive dis-alignments.

Price 117

Price Up-sell Growth Engineering 117

Martech

JANUARY 18, 2024

Beware of hallucinations: 89% of engineers in companies using LLMs and generative AI models (chatbots, virtual assistants) say their models show signs of hallucination, according to Aporia’s “AI & ML Report: Evolution of Models & Solutions.” The hallucinations range from factual errors to content that’s biased and even dangerous.

Retail 119

Retail Promote Strategize Campaign 119

Search Engine Land

JANUARY 18, 2024

Ever reminisce about the days when sprinkling a few keywords on a page was like hitting the SEO jackpot in the search results? In 2024, the world of SEO is the exact opposite of easy. However, for those of us who love to solve SEO puzzles, it’s an exciting time when we’re faced with new challenges and massive opportunities. This year, it’s all about diving deep into the techy side of SEO, getting cozy with AI tools for content and figuring out how to manage rising costs without breaking th

Transportation 116

Transportation Sports User Experience Technology 116

G2

JANUARY 18, 2024

Explore these chatbot statistics to see how the market is responding to the thought of AI-driven conversations. Learn more about usage stats.

Growth 105

Growth Conversion 105

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.

Product

Search Engine Land

JANUARY 18, 2024

Advertisers who want to show personalized ads to consumers in the European Economic Area (EEA) must take immediate action to prevent campaign performance issues. Marketers need to send verifiable consent signal(s) to Google as the search engine prepares to step up the enforcement of its EU User Consent Policy (EU UCP). Why we care. Google cautioned that neglecting these steps promptly could adversely affect campaign performance, impacting both reach and return on investment.

Campaign 114

Campaign Engineering Technology Technology 114

G2

JANUARY 18, 2024

The healthcare industry rests on one important pillar: data. Without the collective knowledge synthesized and shared by generations of healthcare professionals, we would have never become so efficient in treating diseases.

Healthcare 94

Healthcare Networking 94

Search Engine Land

JANUARY 18, 2024

Google’s Search Generative Experience (SGE) has the potential to revolutionize PPC, presenting both unprecedented opportunities and challenges for marketers. A roundtable of experts examined how our industry might change at SMX Next. Brad Geddes , co-founder of Adalysis, spoke with Jyll Saskin Gales , marketing Consultant at Jyll.ca, Greg Kohler , senior digital marketing manager at ServiceMaster Brands, and Aaron Levy , VP of paid search at Tinuiti.

CTR 113

CTR Click Through Rate Start-ups Represent 113

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. What your process is matters.” Think of your sales process like a map. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. Without it, you get lost, fumble, or stall out. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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

Search Engine Land

JANUARY 18, 2024

Facebook’s extensive monitoring of its users’ online activities has been exposed in a new study. The research conducted by Consumer Reports indicates that, on average, an astonishing 2,230 companies actively share data about each user with the social networking app. In some instance, users had their data shared with Facebook by as many as 7,000 companies.

Non-Profits 113

Non-Profits Legal Represent Networking 113

Salesforce

JANUARY 18, 2024

Large language models and generative AI are extremely powerful because they allow us as humans to interact with AI tools in new ways we’ve never had before. But working with large language models, or LLMs , requires prompting. How we “design” our prompts – the order, the specificity, length, style, tone, and other aspects – are important to consider.

Teamwork 59

Teamwork Construction Start-ups Engineering 59

Search Engine Land

JANUARY 18, 2024

The beginning of a new year is always great for refreshing your outlook and resolving to find new ways to drive results in your PPC campaigns. As we dive into 2024, a few themes are shaping the way I’m approaching my clients’ campaigns: Remember to ask the bigger questions. Evaluate your options to engage your audience as the search landscape diversifies.

Campaign 106

Campaign Clients Growth Networking 106

Salesforce

JANUARY 18, 2024

Not long ago, Schneider Electric created what it calls its “digital opportunity factory.” Using data from a variety of sources, including research, accounts, orders, and customer assets, this “factory” is how salespeople are making it easier to identify sales leads that may need to upgrade, modernize, or replace their systems.

B2C 59

B2C Lead generation Cold Call CRM 59

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

Search Engine Land

JANUARY 18, 2024

As artificial intelligence (AI) continues transforming the future of SEO , search marketers must adopt an ethical implementation approach by ensuring that AI-driven practices align with responsible and transparent strategies. This article explores: The benefits of using AI in SEO. The unethical use of AI in SEO and its impact. The importance of ethical AI implementation in SEO.

Government 100

Government Legal Trust Promote 100

G2

JANUARY 18, 2024

Go through these statistics to understand how smartphones have changed our lives and what the future may hold. Learn about the opportunities they present.

Presentation 59

Presentation Sales 59

Highspot

JANUARY 18, 2024

When your content is poorly managed, reps share ineffective assets with buyers. Marketing has no idea what content generates business value. Enablement has little visibility into how reps are using content or if it’s landing in the field. How can you take control of your content to ensure it’s effective, adopted, and used in the right ways? Leverage data to gain insight into content usage, rep activity, and guidance efforts to help you manage your content more effectively and enhance its impact.

Government 52

Government Strategize Promote Go To Market 52

SalesLoft

JANUARY 18, 2024

These days, Vedant Namboodiri is the Global Sales Operations Manager at Cin7. But when Cin7 adopted Salesloft, he was an AE. That knowledgeable background made him perfect to talk to us at Saleslove on Tour in London about how Salesloft has made the AE experience at his company so much better. He’s seen it all happen firsthand. “I very distinctly remember my day-to-day as an AE,” Vedant told us, sharing how a lot of time was spent on admin and making sure the company’s CRM was up to date.

Sell 52

Sell Pipeline CRM Conversion 52

Advertisement

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

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. Lengthy sales pitches often fall short. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. This acronym stands as a best seller in sales strategies, aligning perfectly with the demands of the modern buyer.

Sell 52

Sell Real Estate Customers Healthcare 52

Sales Pop!

JANUARY 18, 2024

As your business grows, the need for talented and dedicated employees becomes increasingly vital. However, the process of hiring can be daunting, especially when you’re aiming to sustain and accelerate your company’s growth. Tips for Hiring Employees for Company Growth Expanding your team is more than just filling positions. It is about finding individuals who align with your company’s vision and culture.

Objectives and Key Results 52

Objectives and Key Results Strategize Niche Referrals 52

The Digital Technology

JANUARY 18, 2024

Introduction The dynamic landscape of digital advertising is evolving at a rapid pace with businesses facing the ever-present threats their ROI like click fraud. It drains advertising budget, affects overall campaign effectiveness and leads to the erosion of brand reputation.

Campaign 45

Campaign Presentation 45