Iannarino

DECEMBER 14, 2023

Discover the secret to transforming your sales approach and standing out in a competitive market by mastering the art of value creation.

Sales 289

Sales 289

Neuromarketing

DECEMBER 14, 2023

Yale scientists used brain imaging to compare face-to-face meetings with virtual sessions. The post Your Brain on Zoom Calls: New Research appeared first on Neuromarketing.

Meeting 246

Meeting 246

Anthony Cole Training

DECEMBER 14, 2023

Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member. Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).

Quota 188

Quota Sales Growth Closing 188

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. There are all sorts of variations. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary.

Sell 146

Sell Retail Promote Up-sell 146

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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 14, 2023

Google will begin testing a new feature that restricts third-party cookies by default in the coming weeks. The Tracking Protection tool will be rolled out on January 4, 2024, to 1% of Chrome users globally. Why we care. Be aware that if your website depends on third-party cookies, this rollout might pose challenges. Take this rollout as a heads-up to ensure your site is prepared well in advance before Google retires third-party cookies entirely in the latter half of 2024.

Engineering 136

Engineering Start-ups Service Process 136

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. However, backing your program with the right resources will be critical to its success.

Negotiate 134

Negotiate Education Market share Growth 134

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. We had the privilege of having an eye-opening fireside style chat with co-author Brent Adamson in our HM Inner Circle discussion– a tight-knit community for both current and past clients of Heinz Marketing.

B2B 127

B2B Sales Presentation Clients 127

SaaStr

DECEMBER 14, 2023

I’ve never once done a traditional “predictions” post on SaaStr, but there has been so much going on this year, I thought FWIW I’d at least share what I’ve been thinking about a lot. And putting my money on. Five perhaps somewhat obvious predictions for 2024: 1. Lower interest rates lead to SaaS multiple reflation, likely during 2H’24 It’s not clear how truly tight the link is between interest rates and SaaS multiples, but the overall correlation is cle

Contract 125

Contract Growth B2B Contact 125

Martech

DECEMBER 14, 2023

Today, Salesforce announced significant updates to its Einstein 1 Platform that will unify business data to help inform AI prompts for those who use the Einstein Copilot AI assistant. The company also announced improved AI search capabilities through Einstein Copilot Search, available February 2024. Both structured and unstructured business data will be unified by the newly-announced Data Cloud Vector Database, which will be built into Einstein 1 Platform.

CRM 119

CRM Service Clients Technology 119

SaaStr

DECEMBER 14, 2023

In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CMO of Google Cloud, Alison Wagonfeld. Alison brings the perspective of all sides of a startup, from investing to SaaS to Cloud.

GTM 122

GTM Cross-sell Territory Retail 122

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

Martech

DECEMBER 14, 2023

Governance is the key to ensuring that program goals are met during implementation of a digital asset management (DAM) system , as well as for future use of the system. “Ultimately, it’s the only way to manage and mitigate risk for your DAM,” said John Horodyski, managing director for Salt Flats, and a MarTech contributor , in a session at The MarTech Conference.

Government 119

Government Strategic planning Strategize Technology 119

SaaStr

DECEMBER 14, 2023

“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 Jay Levy, Managing Partner at Zelkova Ventures. Check that out here. This week we’re focusing on Mary D’Onofrio, Partner at Bessemer Venture Partners! #1. What’s your most recent disclosed investment?

Finance 113

Finance Growth B2B Trust 113

Martech

DECEMBER 14, 2023

Let’s do some good with ugly holiday sweaters and AI: The Food Group agency has set up a site for people to “knit” a holiday sweater by adding their favorite foods and beverages to a genAI prompt. For every sweater submitted, The Food Group will donate 10 meals to Feeding America. They want to donate 50,000 meals this month, so go here to contribute. ( At right, my sweater made of egg nog, mom’s homemade cookies, plum pudding and fruit cake. ) Now, here are this week’s releases, upgr

Technology 111

Technology Technology Process Customers 111

Salesforce

DECEMBER 14, 2023

You think you know what a cybersecurity expert looks like. Hollywood and popular culture have painted a picture of a hoodie-wearing hacker (unauthorized party), or a tech-savvy savant. However, that stereotype fails to recognize the vast diversity of roles within the cybersecurity career landscape. Cybersecurity isn’t a single division at a company or a technical role.

Government 105

Government Finance Networking Relationship building 105

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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

G2

DECEMBER 14, 2023

In 2010, an up-and-coming startup company called LinkedIn opened an office in my hometown of Dublin, Ireland. I heard about an opportunity through a friend and was lucky enough to be one of the founding members of the Dublin team. I was employee number six, to be exact.

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103

Search Engine Land

DECEMBER 14, 2023

Google will begin testing a new feature that restricts third-party cookies by default in the coming weeks. The Tracking Protection tool will be rolled out on January 4, 2024, to 1% of Chrome users globally. Why we care. Be aware that if your website depends on third-party cookies, this rollout might pose challenges. Take this rollout as a heads-up to ensure your site is prepared well in advance before Google retires third-party cookies entirely in the latter half of 2024.

Engineering 102

Engineering Service Start-ups Process 102

Martech

DECEMBER 14, 2023

Let’s discuss the elephant in the room: is your martech stack aligned with your business goals? This isn’t just a “check-in now and then” thing. It’s about making sure your marketing technology investments are more than just fancy tools. They should be strategic assets, a vital and consistent part of your overall business strategy.

Strategize 98

Strategize Technology Technology Retail 98

Search Engine Land

DECEMBER 14, 2023

Google Ads will stop responding to multicall requests within hybrid setups from January 2024. The announcement comes as the platform continues its gradual transition from waterfall to real-time bidding auctions for publisher apps. Why we care. Publisher apps must ensure they comply with the updated rules, as Google Ads has issued a warning that it will cease purchases from publishers deliberately evading multicall detection.

Technique 95

Technique Start-ups Process 95

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

Martech

DECEMBER 14, 2023

The B2B sales cycle is lengthy and complex. Depending on deal size, closing a lead can drag on for weeks and even months. As each day passes, customer acquisition costs rise while the likelihood of winning the deal diminishes. Regular follow-ups, reminders and negotiations offer little to no satisfaction for both parties. Sales isn’t easy. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster.

B2B 96

B2B Pharmaceutical Sales Healthcare 96

Search Engine Land

DECEMBER 14, 2023

Instagram is one of the most popular advertising platforms, with 2 billion monthly active users and over 2 million advertisers. Paired with the ability to evolve its capabilities, you’ve got a platform that compulsively hooks users and advertisers. This article breaks down Instagram’s ad formats and best practices for creating compelling ads for each placement.

Promote 90

Promote Campaign Lead generation Follow-up 90

Salesforce

DECEMBER 14, 2023

Another year, another World Tour New York! It’s been a wonderful experience for our community to come together and learn about the latest marketing innovations, with a particular focus on what’s next in first-party advertising. Here’s the scoop on our latest releases and updates — and what they can do for your business. Companies are now prioritizing first-party customer data in their marketing campaigns.

SQL 72

SQL Cross-sell Campaign Trust 72

Search Engine Land

DECEMBER 14, 2023

This is a gentle reminder that Google is updating its ad-serving requirements in the European Economic Area (EEA) and the UK in the coming weeks. Under the new rules, publishers and developers using Google AdSense, Ad Manager, or AdMob in these regions must use a certified Consent Management Platform (CMP) that has been certified by Google and has integrated with the IAB Europe’s Transparency and Consent Framework (TCF).

Territory 85

Territory Legal User Experience Campaign 85

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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 14, 2023

Sales route planning is critical to a sound sales strategy. If you do it right, you’ll reap the rewards of connecting your sales reps to high-value opportunities at the right time. This can be a complex process. But with planning and the right technology, sales teams can get the most out of every day in the field. Here’s everything you need to know to get started.

Territory 59

Territory Appointment Transportation CRM 59

APACSMA

DECEMBER 14, 2023

Thriving in the sales profession requires constant adaptation to new challenges. The need for perpetual evolution is evident from evolving technologies to shifting buyer behaviors. This article delves into strategies to survive and thrive amidst these ongoing challenges. Overcoming Sales Challenges Thriving in sales means embracing constant adaptation to evolving challenges.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

The Digital Technology

DECEMBER 14, 2023

As we navigate the vast sea of digital advertising, one method remains a beacon of measurable success: Pay-Per-Click (PPC) campaigns.

Campaign 45

Campaign 45

G2

DECEMBER 14, 2023

In a recent G2 Reach 2023 panel discussion about go-to-market (GTM) strategies, B2B SaaS leaders across marketing, sales, and product landscapes shared time-tested insights on how to align organizational efforts effectively.

GTM 40

GTM Product B2B Sales 40

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

The Digital Technology

DECEMBER 14, 2023

In the realm of gleaning insights from extensive textual data, text analytics play a crucial role. Standing out among key players is Gemini’s text analytics services, renowned for its cutting-edge algorithms and formidable capabilities.

Service 45

Service 45

Search Engine Land

DECEMBER 14, 2023

Ever wondered what would happen if you prevented Google from crawling your website for a few weeks? Technical SEO expert Kristina Azarenko has published the results of such an experiment. Six surprising things that happened. What happened when Googlebot couldn’t crawl Azarenko’s site from Oct 5 to Nov. 7: Favicon was removed from Google Search results.

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Search Engine Land

DECEMBER 14, 2023

Google is reviewing complaints regarding an ad policy update that enforces tighter restrictions on consumer financial products and services. Following the rollout, marketers have complained that the policy is so “overarching”, it is causing issues for advertisers outside the consumer finance sector. Why we care. If your Google Ads campaigns are facing disapproval or limitations as a result of this update and you’re unsure why, it might not be due to a violation of Google’

Finance 85

Finance Campaign Engineering Service 85