Iannarino

FEBRUARY 1, 2024

Exploring the Unfilled Sales Roles Crisis of 2021 In March of 2021, a Wall Street Journal article reported that there were 700,000 open sales roles that were unfilled. It continued by stating that these jobs paid better than other jobs and offered greater autonomy. There are two questions worth exploring. First, why so many open jobs in sales? Second, why were so few people interested in pursuing a sales role ?

Sales 207

Sales 207

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130

Product Quota Objectives and Key Results CRM 130

Force Management

FEBRUARY 1, 2024

Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time.

Growth 139

Growth Sales 139

Search Engine Land

FEBRUARY 1, 2024

Google officially removed the cache link from the Google Search results snippets last week and Google confirmed that it will remove the cache functionality completely in the near future. Danny Sullivan, Google’s Search Liaison told us that Google has “decided to retire it” and removed it from the Google Search result pages and will soon remove the cache completely.

Engineering 143

Engineering 143

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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.

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Martech

FEBRUARY 1, 2024

The digital marketing ecosystem is full of trends that flicker and fizzle faster than your Instagram stories. Mention Vine to a Gen Z colleague and see what happens. It takes a discerning marketer to know where their brand should invest time and resources. Here is a roundup of the top social media opportunities where brands will confidently see momentum in 2024. 1.

Strategize 136

Strategize Trust Launch Retail 136

Search Engine Land

FEBRUARY 1, 2024

Struggling to boost your Google Ads campaign performance? Whether it’s dwindling impressions, rising CPCs, or a drop in conversions, this article outlines six key steps to diagnose issues and unlock opportunities for improvement. From checking conversion tracking setup and bid strategies to evaluating ad groups and search terms, these actionable tips will help refine your PPC approach to drive better results. 1.

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Campaign CTR User Experience Conversion 125

Search Engine Land

FEBRUARY 1, 2024

Google Ads’ Solutions script templates are now easier to create and access. Solutions can now be found under the “Bulk Actions” menu in Google Ads, allowing users to swiftly create automated and customized workflows for tasks such as: Confirming link functionality. Automatically adjusting campaign budgets. Generating reports. Receiving notifications on account performance changes.

X-functional 120

X-functional Campaign Customers Process 120

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? ” My friend, Christian Mauer , true to form, often poses some of the most challenging questions to my post. He did this asking, “Dave, why are you so interested in selling?” The answer is easy, but perhaps worth explaining. I’m obsessed with selling—all things selling.

Sell 105

Sell Up-sell Follow-up Start-ups 105

Search Engine Land

FEBRUARY 1, 2024

Google has confirmed it is investigating an indexing issue affecting a “small number of sites” from showing up in the Google Search results in a timely fashion. The issue seems to have started at around 11:30 pm ET Monday, January 31, where some sites noticed indexing issues with Google Search. Google confirmation. Google posted a confirmation of the issue at 4:42 am ET this morning: We’re investigating an issue with indexing in Google Search that’s affecting a small numb

Engineering 118

Engineering Start-ups 118

Martech

FEBRUARY 1, 2024

This week, IAB launched a new tool for standardizing privacy practices in digital advertising. The IAB Diligence Platform was created in partnership with privacy compliance company SafeGuard Privacy. The tool aims at making it easier for advertisers and publishers to vet adtech partners in an increasingly regulated digital advertising space. Why we care.

Launch 101

Launch Government Legal Trust 101

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

Search Engine Land

FEBRUARY 1, 2024

The language capabilities of generative AI , specifically GPT-4 , have proven helpful in various PPC tasks like managing keywords, writing ad text, and helping with audience development. However, there are also difficulties to tackle, such as figuring out which existing domain expertise to prioritize, connecting with business data and integrating into established workflows.

Construction 115

Construction Campaign Engineering Technique 115

Martech

FEBRUARY 1, 2024

Here’s a simple rule for marketers to improve their presentations: Don’t tell jokes. That may seem odd advice coming from a (former) stand-up comic, but it is 100% true. Read on and I’ll explain why and give some other tips for better presentations. I worked as a professional comedian for several years (professional meaning people paid me to do it, not that they paid me enough to support myself) in the Greater Boston-Rhode Island area.

Presentation 99

Presentation Clients Meeting Process 99

Search Engine Land

FEBRUARY 1, 2024

Meta advertisers can now measure conversions that occur within one day of a video ad play. The introduction of the Engaged-view attribution setting addresses a video trend where viewers prefer to complete their session before taking action on a video ad, minimizing disruptions to their viewing experience. Meta has said it introduced this setting to enable advertisers to capitalize on this behavior.

Conversion 109

Conversion Campaign Process Customers 109

Martech

FEBRUARY 1, 2024

How many emails do you think your most valuable Gmail users received on average per day in Q4? I’m guessing it was at least one hundred, with many revenue-seeking messages landing in the Promotions tab for mass deletions and/or general oblivion. It would have been nice to have a way to stand out in that crowd, right? Well, this is where I tell you that there is a way — in fact, there’s been a way for a few years, but it’s the rare email marketer who knows about it, let alone takes advantage of i

Promote 99

Promote Start-ups Campaign Clients 99

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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

Heinz Marketing

FEBRUARY 1, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing The beginning of the year is a time many of us ponder and plan how we can grow, personally as a professional and as a business in the coming year ahead. Reflection of the past is a key piece to how we look at and shape the future. The ability to do it effectively, however, can be the pivotal factor in what makes future goals and planning successful.

Growth 108

Growth Strategic planning Strategize Technique 108

The Advantexe Advisor

FEBRUARY 1, 2024

The business simulation Teams were more excited and prepared than I have experienced in quite some time. Today was Board of Directors Presentations Day, and the Empowering Leaders who have spent the last month further developing their Business Acumen and Business Leadership skills as part of a virtual and immersive simulation-centric experience. The presentations were excellent and I truly appreciated the great job of keeping the presentations strategic and at the enterprise level; all skills th

Strategize 101

Strategize Presentation 101

Search Engine Land

FEBRUARY 1, 2024

Amazon generated $14.65 billion from its advertising services in the final quarter of 2023. The figure marks a 26.8% increase from the same period in 2022 – a result better than forecasts predicted by Wall Street. Why we care. Amazon’s outstanding performance helps to cement the digital advertising industry’s recovery from a challenging start to 2023.

Service 101

Service Territory Networking Trust 101

Martech

FEBRUARY 1, 2024

Before we get to this week’s releases, here are the three most important things marketers need to know about AI, according to our very own MarTechBot. Data is the Foundation: AI thrives on large volumes of high-quality data. Marketers need to ensure they have robust data collection and management systems in place. This data is used to train machine learning models to recognize patterns, predict customer behavior, personalize content, and more.

Government 96

Government Trust Campaign CRM 96

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

FEBRUARY 1, 2024

Behavioral psychology reveals a lot about customer decision-making. Principles like the fresh start effect, fast vs. slow thinking, the speak-easy effect, and social proof can be applied to SEO to better understand and influence customer intent. This article uncovers how these specific behavioral concepts can enhance your SEO and conversion rate optimization (CRO) efforts by tapping into customer psychology.

Drivers/motivators 99

Drivers/motivators Electricity Trust Start-ups 99

SaaStr

FEBRUARY 1, 2024

Sales execs can screw up so many things and still close a lot if they just get 1 thing right If they just are a true subject matter expert in the product they sell Yet so many aren't — Jason ✨Be Kind✨ Lemkin  ?? (@jasonlk) January 26, 2024 I remember my first embarrassing sales meeting. I knew an SVP at a Top 20 Tech Company, and really as a favor, he told me he’d do a $25k+ deal with Adobe Sign / EchoSign in the early days.

Product 97

Product Engineering B2B Pitch 97

Search Engine Land

FEBRUARY 1, 2024

Meta’s ad revenue increased by 23.8% in the final quarter of 2023 compared to the year-earlier period, surpassing expectations. Advertising revenue for Q4 2023 was $38.7 billion compared to $31.3 billion in the same period in 2022. This success helped drive total Meta revenue to grow 25% year-on-year from $32.2 billion in Q4 2022 to $40.1 billion in Q4 2023.

Growth 96

Growth Price Product Process 96

SaaStr

FEBRUARY 1, 2024

Dear SaaStr: What Is The Ideal Size For a SaaS Marketing Team? The ideal size of a SaaS marketing team until you are at $10m+ ARR is the size that is accretive. The last thing you want is a bunch of “marketers” whose ROI you don’t understand. That’s where things break quickly, and costs spiral out of control. It happened almost everywhere the past few years But marketing is your future.

Pipeline 95

Pipeline Growth 95

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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

Search Engine Land

FEBRUARY 1, 2024

You can now generate images for free using Google Bard. The new capability is available in English, in most countries, Google announced today. Why we care. AI image generation tools have taken giant leaps forward in the past year, with Midjourney leading the way and other solid options like DALL-E and Bing Chat/Copilot. Now you have a new way to generate visually interesting image content for free.

Presentation 94

Presentation Technology Technology 94

Martech

FEBRUARY 1, 2024

Corporate gifting platform Sendoso announced it acquired Alyce , combining two of the biggest players in the corporate gifting platform space. There will be no immediate changes to either platform, Kris Rudeegraap, CEO of Sendoso, said in the statement. Alyce will operate as Alyce by Sendoso in the immediate future. Terms of the deal were not disclosed.

Prospecting 91

Prospecting Process Customers Sales 91

Search Engine Land

FEBRUARY 1, 2024

Google launched substantial updates to asset management and creation for Responsive Search Ads (RSAs), including: The ability to display a single headline. Associate up to three headlines and two descriptions at campaign level. Implement account-level automated assets. Google utilizes AI technology to predict which of the above capabilities could enhance your campaign performance, determining the most suitable approach for your ad.

Campaign 92

Campaign Launch Promote Start-ups 92

Martech

FEBRUARY 1, 2024

Navigating compliance requirements has become a complex puzzle for marketers seeking campaign success. As privacy regulations tighten and consumer expectations rise, a comprehensive solution becomes critical. In this webinar, experts address the common problem of navigating intricate compliance requirements across web, mobile, OTT and CTV. Explore the tools and strategies Consent Management Platforms (CMP) provide, empowering marketers with unparalleled advantages to maintain compliance and elev

Campaign 91

Campaign Presentation 91

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Search Engine Land

FEBRUARY 1, 2024

LinkedIn is simplifying action tracking with a new tool called Website Actions. This new data layer enables B2B marketers using LinkedIn’s Insight Tag to set new conversions, build retargeting audiences and measure campaign impact without the need for additional tracking codes on your website. Why we care. It’s now easier to track and attribute website activity because there is no need for complex coding knowledge.

Launch 89

Launch Campaign B2B Engineering 89

Partners in Excellence

FEBRUARY 1, 2024

Without a doubt, selling is a really hard job. Regardless what role you hold in selling, it is very difficult. We get more “No’s” than “Yes’s.” We have to find ways of engaging people who do everything they can to resist those efforts. We have aggressive goals we must meet. We are often driven by high levels of activity.

Sell 83

Sell Quota Conversion Meeting 83

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? Kady Srinivasan , CMO of Lightspeed Commerce, has been through every stage of marketing growth at companies like DropBox, Owlet, Klaviyo, and now Lightspeed Commerce. In last week’s Workshop Wednesday , held every Wednesday at 10 a.m. PST, Kady shares the ten things that change in marketing as you scale.

GTM 82

GTM Growth Education Strategic planning 82

Search Engine Land

FEBRUARY 1, 2024

Navigating compliance requirements has become a complex puzzle for marketers seeking campaign success. As privacy regulations tighten and consumer expectations rise, a comprehensive solution becomes critical. In this webinar, experts address the common problem of navigating intricate compliance requirements across web, mobile, OTT and CTV. Explore the tools and strategies Consent Management Platforms (CMP) provide, empowering marketers with unparalleled advantages to maintain compliance and elev

Campaign 80

Campaign Engineering Presentation Conversion 80

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Are your sellers unsure about using AI in their day-to-day workflows? Or are they eager to try but uncertain where to start? They might be asking: Which tasks are best suited for AI? How will using AI affect my relationship with my customers? With so many tools available, which ones are the most useful to me? To help answer these and other common questions about using AI during the sales cycle, we surveyed B2B sellers who were early adopters to get their insight and advice about how to use gen A

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