Iannarino

MAY 9, 2024

Unlock the secret to turning your pipeline coverage into a revenue-generating machine with these proven strategies.

Pipeline 168

Pipeline Sales 168

Force Management

MAY 9, 2024

MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.

Closing 144

Closing Sell Sales 144

Salesforce

MAY 9, 2024

Learn to unlock data and build with AI Show off your AI innovations with the #BuiltWithEinstein Quest Join an AI + Data Community Tour stop Attend the AI NOW Tour Participate in an Ask Me Anything (AMA) with Salesforce Developers Attend a World Tour in your city We are in the midst of the artificial intelligence (AI) revolution, which is creating the most significant shifts and opportunities for Salesforce Admins and Developers in decades.

CRM 144

CRM Technology Technology Start-ups 144

Martech

MAY 9, 2024

AI will soon be able to handle up to 95% of the work currently done by marketing agencies, creative professionals and specialists, according to OpenAI CEO Sam Altman. Here’s how this shift could lead to the rise of the “marketing generalist” — a new type of marketer who uses AI tools to rapidly execute campaigns across various disciplines, such as content, digital, branding and more.

Campaign 131

Campaign Niche Service Product 131

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Sales Pop!

MAY 9, 2024

From coordinating with the vendors to managing logistics, event planners juggle many responsibilities to orchestrate memorable experiences for their clients and attendees. Whether it’s a corporate conference, a wedding, or a charity fundraiser, event planners will do whatever it takes to bring their clients’ vision to life. To ensure everything runs smoothly, event planners are always on the go, moving from one site visit to the next meeting.

Clients 130

Clients Contract Trust Process 130

Search Engine Land

MAY 9, 2024

The number of Google Search queries without SGE increased last month from 25% to 65%. This is a surprisingly big drop, especially considering rumors that SGE could launch ahead of, or during, Google I/O next week. Search results without SGE increase. Why did this happen, starting in mid-April? The reduction of SGE can be traced to Google’s Opt-in results type (when users must request an AI-generated answer).

Launch 121

Launch Product 121

SaaStr

MAY 9, 2024

Dear SaaStr: How Many Hours a Week and On The Weekends Did You Work as a Founder? The first time I worked at a start-up, I was confused. I came in that first Saturday to the office to work, and no one was there. Right before that first start-up job, I had been a young “grunt” in a services business before that for 22 months. I worked in the office constantly.

Start-ups 111

Start-ups Service 111

Martech

MAY 9, 2024

HubSpot’s earnings and revenue beat expectations for the ninth consecutive quarter amid more reports of a sale to Google’s parent company Alphabet. The Cambridge, Mass., digital marketing vendor reported earnings at $1.68 a share and revenue of $617.4 million for the first quarter of 2024. The earnings are up 40% from the same period last year and a 23% increase in revenue.

Legal 108

Legal Negotiate Launch Sales 108

SaaStr

MAY 9, 2024

“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 time with Luci Fonseca, Partner at Base10 Partners. Check that out here. This week we’re focusing on Andrew Steele, Partner at Activant Capital! #1. What’s your most recent disclosed investment?

Growth 110

Growth B2B Pipeline Strategize 110

Martech

MAY 9, 2024

This week saw the annual release of The Martech Landscape which has 14,106 “tools,” an increase of about 3,000 from last year. Please read Kim Davis’ excellent analysis of what that does and doesn’t mean. A closer look at the 3,000-ish new tools underlines that point. No fewer than 77% are genAI-based and more than half of those relate to content creation.

Conversion 108

Conversion Campaign Presentation Technology 108

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Search Engine Land

MAY 9, 2024

As Google Search continues to incorporate AI-generated answers into Search, links will live on, Alphabet/Google CEO Sundar Pichai told Bloomberg in a new interview. Here’s what you need to know from Pichai’s interview. Future of links. Unlike in previous statements, where Pichai indicated that the Search experience would evolve substantively in the next 10 years , in the Bloomberg interview he seemed to indicate that links to websites will continue to be an important part of Google S

Trust 106

Trust Presentation Meeting Product 106

Martech

MAY 9, 2024

Understanding the “entry points” where your ideal customers first experience the acute pains your product or service can solve is critical for marketing success. An entry point is that pivotal moment when a prospective customer feels intense pain from a problem that your solution could instantly alleviate — if only they were aware it existed.

Presentation 107

Presentation Represent Prospecting Customers 107

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. We also need to care about AI. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. Why not all Amazon mentions might lead to the ecommerce giant (and what it means for AI).

Engineering 104

Engineering Networking Clients Construction 104

G2

MAY 9, 2024

Conflict management styles are the specific ways people handle disagreements. Learn why these are important to understand, especially as a business leader.

98

98

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

GTM

Search Engine Land

MAY 9, 2024

Some Meta advertisers received an alert yesterday when they opened their accounts. A source from Meta confirmed this alert was sent in error. What was announced? The message said setting new detailed targeting exclusions would no longer be possible when creating campaigns after June 28. Existing exclusions would remain unless ad set targeting is modified.

Campaign 99

Campaign Engineering Trust Service 99

PandaDoc

MAY 9, 2024

So, what is a sales spiff, exactly? You’ve come to the right place. It’s no secret: sales is a fast-paced industry. Launching a new product can necessitate an overnight shift in objectives and strategy, which often damages morale and causes high staff turnover. How do you hold onto your top salespeople and keep hitting those targets? For many businesses, the answer lies in offering incentives like spiffs, spivs, or commission structures.

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Sales 52

Search Engine Land

MAY 9, 2024

The new buzzword in SEO is information gain. And like all new buzzwords, SEOs are throwing it around like we’ve just discovered fire. But there’s a massive problem. Information gain means different things to different people. In this article, you’ll learn about information gain and how to use it to your advantage. The 3 schools of information gain: Humans, machines and search engines Information gain can be used in three topics: Machine learning.

Engineering 95

Engineering Angle UX Trust 95

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’? From building trust and fostering deep, meaningful relationships with your most valued customers to seizing new opportunities to elevate your brand, effective key account manag

Account management 52

Account management Finance Promote Cross-sell 52

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

Search Engine Land

MAY 9, 2024

One of the things I love about SEO is its inherent duality. We get to leverage both sides of our brains: The right brain when it comes to on-page, content and even link building campaigns. The left brain when it comes to technical, data analysis, etc. However, it’s easy to think of SEO as predominantly left-brained. SEO tactics tend to rely heavily on data and numerical figures.

A/B testing 94

A/B testing Entertainment Engineering Campaign 94

G2

MAY 9, 2024

When most people think about turning a profit from a business, they assume it comes from traditional ownership, where you’re the boss and oversee the entire operation.

52

52

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length.

Pipeline 52

Pipeline Objectives and Key Results Legal Lead generation 52

G2

MAY 9, 2024

An About Us page builds trust with website visitors. Here’s how to craft a compelling one, along with examples for inspiration and mistakes to avoid.

Trust 52

Trust 52

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Predictable Revenue

MAY 9, 2024

In this episode, Andrew Sykes, founder of Habits at Work, re-joined us, this time exploring the pivotal role of founder-led selling. The post The Role of Founders in Sales with Andrew Sykes appeared first on Predictable Revenue.

Sales 52

Sales Sell 52

Martech

MAY 9, 2024

Ivan Ostojic is Chief Business Officer at Infobip, the omnichannel marketing platform focused on communications, conversations, chat and messaging. When we spoke, he was driving to an airport in Croatia, but he was still able to address the “trough of disillusionment” that might be just around the corner for some — not all — uses of generative AI.

Appointment 106

Appointment Technology Technology Follow-up 106