Anthony Cole Training

MARCH 1, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture.

Niche 274

Niche Sales Drivers/motivators Growth 274

Iannarino

MARCH 1, 2024

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them. To achieve this, you would need to equip them with what they need to make that decision through the sales conversation, including your experience.

Consult 244

Consult Sell Contact Sales 244

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks.

B2B 136

B2B Cross-sell Pharmaceutical Account management 136

Search Engine Land

MARCH 1, 2024

Google Ads will automatically start pausing ad groups with low activity. From March 11, ads groups created at least 13 months ago and have not had impressions in the past 13 months will be paused to improve budget efficiency for advertisers. The rollout is expected to take just over seven weeks, with completion for all production Google Ads accounts by April 30.

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Campaign Process Product 132

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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

MARCH 1, 2024

After four years of anticipation, Google officially began restricting third-party cookies for 1% of Chrome users (about 30 million people) this January. This move lays the groundwork for a broader third-party cookie phaseout in the second half of 2024. Google’s decision to phase out third-party cookies follows a larger market trend — Safari and Firefox deprecated cookies years ago — driven by consumer privacy concerns and mounting regulations.

Profit margin 130

Profit margin Customer Relationship Management Campaign Technology 130

SaaStr

MARCH 1, 2024

So Michael Ho did an analysis here of Carta valuation data in a way that IMHO visualizes in a way so many founders miss. And misunderstand. At the end of the day, the top SaaS companies IPO and end up trading at “standard” ARR multiples. Today, on average that’s about 6x. Not great, but it is what it is. But they don’t start there. Seed rounds can’t really be done at 6x ARR typically.

Presentation 128

Presentation Start-ups Closing Growth 128

Martech

MARCH 1, 2024

National retailer Sur La Table draws customers to physical locations with cooking classes and a wide selection of high-end kitchenware to shop. Now, the company’s customer experience is similarly optimized online with a new AI tool that aids in product discovery and identifying ecommerce opportunities to boost sales. Adopting an AI tool In 2023, Sur La Table implemented Bloomreach’s Discovery tool, which uses AI to improve site search, curate product pages and segment customers.

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Customers Retail Campaign Product 119

Search Engine Land

MARCH 1, 2024

Recent Google scandals have raised concerns about search result fairness , accuracy , transparency and the ethics of big brands’ dominance. This article explores how these factors collide by examining Google’s use of search engine results page (SERP) list-based features to further their monetary gains while going against their own content guidelines and advice.

Non-Profits 123

Non-Profits Consult User Experience Presentation 123

SaaStr

MARCH 1, 2024

Dear SaaStr: What’s The Number One Challenge for Scale-Up Stage Founders? In SaaS, once you have even a few million in ARR, the #1 challenge is recruiting top-tier VPs and building a truly top-tier management team: SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales.

Cold Call 111

Cold Call Engineering Gaming Up-sell 111

Search Engine Land

MARCH 1, 2024

TikTok is providing a roundup of the latest trends gaining traction in the app with a new Trends Digest series. The monthly updates offer content ideas and practical tips on integrating these trends into your videos to boost reach and engagement. Why we care. TikTok’s Trends Digest series offers an easy and cost-effective way to find out what’s trending, however, the advice obviously will not be tailored to your brand or channel, and so some information may not be relevant.

Launch 118

Launch Represent Follow-up Process 118

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

MARCH 1, 2024

Google is facing a $2.27 billion lawsuit by 32 media groups claiming that the company’s digital advertising practices have led to financial losses. The publishers, including Axel Springer and Schibsted, are based in various countries across Europe, such as Austria, Belgium, Bulgaria, the Czech Republic, Denmark, Finland, Hungary, Luxembourg, the Netherlands, Norway, Poland, Spain, and Sweden.

Commission 111

Commission Construction Legal Engineering 111

Search Engine Land

MARCH 1, 2024

Content pillars are foundational to your brand’s content strategy. They are the central themes that drive your messaging and shape your identity across platforms. Developing strong content pillars is crucial for every brand that wants to attract and engage followers online. They help you build connections with your target audience by creating informative, inspiring and entertaining content.

Entertainment 115

Entertainment Technique Follow-up Education 115

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They’ve gone through all the tough work of identifying they need to change. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us.

Manufacturing 83

Manufacturing GTM Represent Start-ups 83

Search Engine Land

MARCH 1, 2024

Google advised advertisers to take urgent action by investing in AI as it addressed potential third-party cookie deprecation delays. The UK’s Competition and Markets Authority (CMA) warned the tech giant last month that it could not proceed with the removal of third-party cookies unless it resolved some privacy concerns first. However, it appears Google is confident these issues will be ironed out ahead of time as Dan Taylor, the company’s vice president of Global Advertising Strategies, c

Campaign 107

Campaign Follow-up Technology Technology 107

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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

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies.

GTM 80

GTM Launch B2B Lead generation 80

Heinz Marketing

MARCH 1, 2024

By Win Salyards , Senior Marketing Consultant at Heinz Marketing Writers can often get caught in habitual pitfalls. It’s good to revisit fundamental principles to combat falling for those traps. Consider these ten practices to ensure you avoid common writing traps: Eliminate redundancies: Remove repetitive expressions or ideas to enhance brevity and clarity in your writing.

Consult 78

Consult 78

Partners in Excellence

MARCH 1, 2024

“Selling Bad Breath” repulses the people we are trying to reach. Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. No amount of “mouthwash” disguises selling bad breath. Prospects and customers can always sniff it out, regardless how we try to cover it up.

Sell 77

Sell Pitch Quota Up-sell 77

Sales Pop!

MARCH 1, 2024

Your e-commerce payment solution is as essential as the platform you set your site on. Without any way to accept payments, generate revenue, and reuse that revenue to grow, your e-commerce business will just fail. If you’re setting up your first e-commerce store and have no clue about e-commerce payment solutions, then this quick guide will help you out.

E-commerce 59

E-commerce Up-sell Start-ups Sell 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

G2

MARCH 1, 2024

Driving customer engagement is essential to business success because engaged customers bring higher revenue and are more likely to remain loyal to your brand. But how do you keep customers engaged? Here are seven examples of brands that excel at customer engagement — we’ll learn what works for them and how you can apply the same tactics to your business.

Customers 52

Customers Networking 52

Lead Fuze

MARCH 1, 2024

Stepping into a leadership role can feel like navigating uncharted waters, but understanding what are attributes of a good leader is the compass that guides you to success. A great leader doesn’t just bark orders; they build trust with every interaction and inspire their team to reach new heights. By reading on, you’ll discover how self-awareness and humility pave the way for authentic connections while effective communication opens doors to clear and meaningful exchanges.

Teamwork 52

Teamwork Negotiate Trust Strategize 52

PandaDoc

MARCH 1, 2024

Mergers and acquisitions require buyers and sellers alike to enter in a vast amount of confidential company data. These documents are private and must be kept in a safe place for the duration of the deal, while still allowing appropriate access to all stakeholders involved in the transaction. A virtual data room (VDR) solves this problem. It provides a secure, online hub where relevant parties can conduct business virtually.

Legal 52

Legal Government Price Appointment 52

SaaStr

MARCH 1, 2024

Generative AI is a platform shift where models can take inputs such as text, image, audio, video, and code and generate new content into any of the modalities mentioned. TJ Nahigian, co-founder and Managing Partner of Base10 Partners, and Luci Fonseca, Partner, deep dive into the current GenAI landscape, incumbents vs. startups, and the six questions founders should ask themselves to drive value from GenAI.

E-commerce 118

E-commerce Legal Launch Electricity 118

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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

MARCH 1, 2024

You send an email to a potential customer, a day or two or ten goes by, and crickets … nothing. We’ve all been there. With a predicted 361.6 billion emails sent each day in 2024, it takes extra effort to make sure yours stands out. Instead of accepting the silence and non-response, turn those crickets into loyal customers by learning how to send a reminder email that shines in their inbox.

Territory 52

Territory E-commerce CRM Start-ups 52

Salesforce

MARCH 1, 2024

Imagine it’s the beginning of Q4. You’re meeting with your company leadership to go over year-end targets. Your sales team is close to meeting their quota. Your reps just need a push to stay motivated. Now is the time to reveal the ace up your sleeve — sales SPIFFs. Sales SPIFFs, or incentives for reps, are an excellent resource to help your team achieve their full potential.

Commission 52

Commission Teamwork Drivers/motivators Territory 52