Iannarino

DECEMBER 19, 2023

Discover key strategies to not only win your dream clients but also to retain and grow their business effectively.

Clients 258

Clients Growth Sales 258

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness. We would go through endless detail about the unique and differentiated capabilities of our products and solutions.

X-functional 143

X-functional Price Presentation Product 143

Martech

DECEMBER 19, 2023

One of the joys of living in a place where the winters tend to be long and dark is the time it allows for reading. Make a fire in the fireplace, pour yourself a drink and open a good book. I often do the bulk of my reading for the year between October and March because then it’s outside time (which isn’t to say you can’t read outside). We live in a time when we’re surrounded by marketing.

Hospitality 134

Hospitality B2C B2B Construction 134

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? In the early days, it’s simply that you have a few more leads than you can currently handle. For a higher-velocity, in-bound driven SaaS product, most sales reps will have trouble processing more than 50 or so truly qualified leads a month.

Lead generation 122

Lead generation Follow-up Gaming Sales 122

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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

DECEMBER 19, 2023

When your prospects are on the brink of decision-making in their buyer’s journey, a compelling case study can tip the scales in your favor. Because people, even corporate decision-makers, crave compelling stories. Our brains are wired to connect with and remember stories. This is where case studies shine — as engaging narratives that showcase real solutions to real business challenges.

B2B 128

B2B Campaign Represent Clients 128

SaaStr

DECEMBER 19, 2023

So I know we’ve all become stock market, interest rate, ZIRP and fed experts over the past 24 months. Just as we were all geniuses in 2021. So everyone has their crystal ball now on where the markets are headed in SaaS and for Cloud leaders. Me? I don’t. I don’t have any idea. First, in the history of SaaS, things weren’t always easier when interest rates were lower.

Growth 119

Growth Product Sales 119

Salesforce

DECEMBER 19, 2023

Generative artificial intelligence might be the only thing that’s had a bigger year than Taylor Swift. What can you say about a technology that, in under a year, captured the world’s imagination, became the #1 tech spending priority , spawned countless news articles, drew the attention of the White House, and was featured on “Last Week Tonight with John Oliver,” “60 Minutes,” “Saturday Night Live,” and “South Park”?

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Martech

DECEMBER 19, 2023

I thought I could get through 2023 without having to address a perennial problem for email marketers: how to manage seemingly unengaged subscribers without cutting them off. I was wrong. On Dec. 1, Google removed accounts people created over two years ago but never used. As Gmail is a Google product, Gmail accounts will be swept up in the deletion process.

Government 124

Government Angle Follow-up Meeting 124

Search Engine Land

DECEMBER 19, 2023

Google’s Search Generative Experience (SGE) is now showing for 84% of search queries. SGE has three main variants: Opt-in (68% of the time) where users must request an AI-generated answer. Collapsed (16%) where a truncated AI-generated answer is shown. None (15%) where no SGE is triggered. Image credit: BrightEdge That’s according to new data released by enterprise SEO platform, BrightEdge, and its new experimental tool, BrightEdge Generative Parser.

Product 111

Product Legal Consult Price 111

Martech

DECEMBER 19, 2023

With a shared commitment to fostering a secure and trustworthy environment for publishers and advertisers, BidsCube and Pixalate have partnered to fortify the digital advertising industry and make it more transparent. Pixalate’s fraud protection, privacy and compliance analytics solutions integrate into BidsCube’s programmatic ecosystem, providing clients with comprehensive tools powered by AI and machine learning.

Strategic partnership 116

Strategic partnership Strategize Clients Service 116

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

Salesforce

DECEMBER 19, 2023

Comparison isn’t always the thief of joy. When’s the right time to hit ‘send’? What subject line should you use? Which image is best? These might seem like small choices, but they are things that email A/B testing can help you figure out. According to our State of the Connected Customer report, nearly two-thirds of customers expect companies to adapt to their changing needs and preferences.

A/B testing 109

A/B testing Objectives and Key Results Click Through Rate Campaign 109

Search Engine Land

DECEMBER 19, 2023

Google is actively looking into improving brand safety controls for Performance Max (PMax) following a damning report by Adalytics. The research , which was published last month, accused the search engine of serving ads on inappropriate non-Google websites through the Search Partner Network (SPN). Google denied the accusations but began giving advertisers the choice to opt out of the SNP a week later.

Government 98

Government Networking Campaign Engineering 98

Martech

DECEMBER 19, 2023

Campaign management software helps marketers automate the manual tasks of planning, launching and measuring the impact of their campaigns. That’s important because there are a number of moving pieces to many modern marketing campaigns. Depending on the size of your marketing organization and the breadth of the campaign, people across internal departments (e.g., creative, media, brand, legal, etc.) and other companies (agencies, media partners or co-marketing partners) can all play a role in your

Campaign 85

Campaign Assembly Line Launch Government 85

Search Engine Land

DECEMBER 19, 2023

Google AdSense accounts can now be linked to Google Analytics 4 (GA4) properties. This integration allows your AdSense data to appear in GA4 reports and explorations for a more comprehensive analysis. Why we care. By combining AdSense data with GA4 metrics like traffic sources and user behavior, advertisers benefit from more detailed insights, enabling them to spot patterns, enhancing their ability to optimize ad revenue.

Follow-up 98

Follow-up Start-ups Process 98

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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

Hubspot

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. That said, with companies spending $2,020 per sales rep on average, sales training can be expensive.

Inside sales 77

Inside sales Sales Up-sell Follow-up 77

Search Engine Land

DECEMBER 19, 2023

Adding relevant statistics, quotations and citations can boost content visibility in generative engines by up to 40%, according to a recent research paper. That finding comes from a paper titled GEO: Generative Engine Optimization. It is authored by researchers from Princeton, Georgia Tech, The Allen Institute of AI and IIT Delhi. What is Generative Engine Optimization (GEO).

Engineering 98

Engineering Healthcare Government Technique 98

Membrain

DECEMBER 19, 2023

At the end of each year, I put out a list of that year’s top blog posts. Often, as I review which topics were read the most frequently, certain themes emerge. In 2022, for instance , sales effectiveness and methodologies took a top position as popular topics.

Sales 76

Sales 76

Search Engine Land

DECEMBER 19, 2023

Google is making it simpler to buy ads on YouTube by expanding its self-service purchasing system. Depending on its availability in your local market, this feature has now been rolled out to: YouTube Select Lineups : Reservation products that enable eligible clients to target the top 5% of popular channels on YouTube, focusing on the most passionate audiences in a given market.

Construction 92

Construction Territory Sports Negotiate 92

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

David Meerman Scott

DECEMBER 19, 2023

If I was going to trial, I’d hire a lawyer to advise me. And if I faced a PR crisis, I would hire a public relations team expert in crisis communications to advise me.

Legal 76

Legal 76

Search Engine Land

DECEMBER 19, 2023

With a shared commitment to fostering a secure and trustworthy environment for publishers and advertisers, BidsCube and Pixalate have partnered to fortify the digital advertising industry and make it more transparent. Pixalate’s fraud protection, privacy and compliance analytics solutions integrate into BidsCube’s programmatic ecosystem, providing clients with comprehensive tools powered by AI and machine learning.

Strategic partnership 79

Strategic partnership Strategize Clients Service 79

Salesforce

DECEMBER 19, 2023

The phrase “customer experience” gets thrown around a lot these days. But what does it really mean? That’s not as easy to answer as you might think. The concept is tough to define because it includes so many different aspects of the customer journey from the contact center to the field — and beyond. But this much is clear: customer experience can’t be ignored.

Customers 69

Customers Contact Cross-sell B2C 69

Highspot

DECEMBER 19, 2023

Do you want more customers? The answer lies in lead generation driven by sales development reps. These teams scout and qualify leads. To truly unlock their potential, a robust sales development playbook is vital. Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. What Is a Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

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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

Salesforce

DECEMBER 19, 2023

IT teams can run into problems quickly. We’ve all seen it. There are endless distractions, shifting priorities, and fires to be put out. Teams get pulled in every direction, and mistakes are made. How can you make your software development lifecycle process streamlined and successful? Start with an organized approach from the beginning, and ensure you have the right tools and processes to manage the application lifecycle.

Promote 69

Promote Government Launch Engineering 69

SalesLoft

DECEMBER 19, 2023

Let’s not sugar-coat it: Times are tough. Across industries, across enterprise and small business, revenue teams are shrinking. And those smaller teams are being asked to hit the same targets without the resources they need to succeed. Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sell Or Die

DECEMBER 19, 2023

Today we are honored to dive into sales with John Rankins,the CEO and Founder of The Sales Machine boasts a remarkable 30-year career in sales and business leadership. He has revolutionized business scaling with his patent-pending S.M.A.R.T. Framework, helping CEOs and leaders significantly increase their revenue. John’s remarkable journey from welfare to multi-millionaire showcases his resilience and has led him to train over 10,000 people and grow a global sales empire.

Process 40

Process Sales 40