Iannarino
FEBRUARY 20, 2024
Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough opportunities that the salesperson has a margin of error, something you know as “ pipeline coverage.” This is supposed to ensure that every salesperson hits their targets, even though there is far too little evidence that this strategy is responsible for that important outcome.
Search Engine Land
FEBRUARY 20, 2024
How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. The irony here is that story is currently being outranked by Reddit – no joke. Google ranking Reddit above HouseFresh.
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Salesforce
FEBRUARY 20, 2024
For many people, a sudden tingling in the leg or a feeling of numbness in the arm isn’t too much cause for alarm. The tingling or the numbness goes away after a little while, and they go on with their lives. But for Brooke Eby, an abrupt limp on her way to a conference one day ultimately led to a diagnosis of amyotrophic lateral sclerosis (ALS) at the age of 33.
Martech
FEBRUARY 20, 2024
B2B content marketing is an indispensable strategy for businesses looking to establish their brand, engage their target audience, and drive conversions. In this article, we will explore the fundamentals of B2B content marketing, delve into effective strategies for creating impactful content, and examine the role of generative AI in enhancing content creation.
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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.
Search Engine Land
FEBRUARY 20, 2024
Websites using first-person pronouns, first-hand experience and a cookie consent banner were more likely to see positive visibility gains during Google updates, according to a new correlation study from Zyppy SEO. Meanwhile, fixed footer ads and fixed video ads were two features that were likely to negatively impact websites. Why we care. Credibility and experience are becoming increasingly important elements of SEO, in my opinion.
Martech
FEBRUARY 20, 2024
Back in January, I was appointed CEO of our email agency. Within a week, I made a mistake that cost our company money. It’s not much, but it’s enough to make me not want to do it again. Unlike most email mistakes, this one happened behind the scenes. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
FEBRUARY 20, 2024
Forget nailing your value proposition, crafting eloquent email copy and avoiding spam filters. Your entire outreach will fail if your call to action (CTA) is weak. While regular cold emails can bring you an average reply rate of 5% to 10%, personalized CTAs perform 202% better. Yet, a truly good CTA isn’t just about personalization. This data-driven guide dissects the science behind powerful B2B calls to action along with insider tips and winning examples.
Search Engine Land
FEBRUARY 20, 2024
The SERPs of 2024 are certainly not what they were a few years ago, and they’re due to change even more in the coming months as Google aggressively rolls out SGE. Defining an SEO strategy to capture SERP real estate is increasingly complex due to recent additions like SGE, rich snippets, and other features. Surprisingly, video search optimization, a method to dominate real estate, remains underutilized.
Martech
FEBRUARY 20, 2024
In the past year, many very profitable tech companies — Apple, PayPal, Google, Meta to name a few — have laid off many people. They have done this to “maximize shareholder value.” I call this the Jack Welch strategy, named for the former General Electric CEO who laid off more than 100,000 employees to increase short-term stock value and created a company that long-term saw its market cap go from $450 billion to $200 billion.
Search Engine Land
FEBRUARY 20, 2024
X reported a significant surge in traffic during the Super Bowl weekend – but the majority of that traffic was allegedly fake. The social media giant claimed impressions, user posts and video views were up 31%, 41% and 75% year-on-year respectively. However, 75.85% of the traffic from X to its advertising clients’ websites was identified as fake in a new report by cybersecurity firm CHEQ.
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.
Martech
FEBRUARY 20, 2024
Walmart confirmed plans to buy TV marker Vizio for $2.3 billion. The retail giant hopes the deal will boost its ad business by leveraging Vizio’s SmartCast Operating System, which serves free ad-supported content on its TVs. The SmartCast system currently has 18 million active accounts. Why we care. Walmart’s acquisition opens up new ways for advertisers to connect with potential customers.
G2
FEBRUARY 20, 2024
Globalization has brought a more competitive environment to any and every industry out there. Good customer service is essential for any company, but how crucial is it? Customer service channels were not at all common a few decades ago, but today, they are important for any thriving company.
Search Engine Land
FEBRUARY 20, 2024
YouTube Analytics now tells creators their top-performing content across Shorts, Videos on Demand, and Lives. Now, when you check the revenue by format cards, you not only see the estimated total revenue for your chosen video format for the prior 28 day period, but you also get a list of your best-performing videos, along with how much money each one has made.
SaaStr
FEBRUARY 20, 2024
Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territ
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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
Search Engine Land
FEBRUARY 20, 2024
Google added new structured data to support product variants on e-commerce stores, this includes new technical documentation on how to implement the new structured data and Search Console and rich result testing tools for validation of the new markup. This is called product variant structured data. Also, Google clarified when to use FreeReturn versus ReturnShippingFees as value for returnFees for product returns in the product structured data documentation.
SaaStr
FEBRUARY 20, 2024
So lately I’ve listened to a few calls from churned customers from portfolio companies. It’s been a while since I listened to or talked to struggling customers. On the one hand, arguably, their feedback is not fully representative of your customer base if you’re growing. If you’re growing, generally, you’re focused on a market or market segment that’s also growing.
Search Engine Land
FEBRUARY 20, 2024
Despite new trends and innovative tools like AI stealing the limelight occasionally, many competitive industries continue to focus their SEO efforts primarily on building PageRank-passing link building. The basic assumption is that accumulating more PageRank-passing backlinks will eventually boost rankings and drive converting traffic to the website.
G2
FEBRUARY 20, 2024
The G2 team here, myself included, has been busy celebrating our Best Software Award winners, ever since they were unveiled on February 6th. We’re still going, but I’d like to take a moment to reflect on some of the trends and data underneath all the hoopla.
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!
Search Engine Land
FEBRUARY 20, 2024
Google Ads finally resolved the “Confusing Ad Text” and other content quality label errors for “the vast majority of affected users” For those still impacted by the error messages, which have been ongoing for the past 14 days, the platform confirmed it would continue working to restore the service. Appeals. The backlog for self-service appeals related to “Confusing Ad Text” and other content quality labels has now been brought down to normal levels, so if you
Understanding the Sales Force
FEBRUARY 20, 2024
Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball. In baseball there is a huge focus on numbers, but that’s more for fans while providing coaches with analytics they can use.
Search Engine Land
FEBRUARY 20, 2024
Walmart confirmed plans to buy TV marker Vizio for $2.3 billion. The retail giant hopes the deal will boost its ad business by leveraging Vizio’s SmartCast Operating System, which serves free ad-supported content on its TVs. The SmartCast system currently has 18 million active accounts. Why we care. Walmart’s acquisition opens up new ways for advertisers to connect with potential customers.
The Advantexe Advisor
FEBRUARY 20, 2024
And in the blink of an eye, we are more than halfway through February. In another two weeks, two-thirds of Q1 2024 will be in the books, meaning there will be a lot of Sales Leaders and Senior Executives starting to get nervous about Q1 earnings reports. Q1 earnings reports set the tone for the year and a poor Q1 could dig a hole that is impossible to get out of.
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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.
Search Engine Land
FEBRUARY 20, 2024
SEO has traditionally been viewed as an acquisition channel, focusing on ranking websites to generate more traffic and leads. However, the role of SEO can extend far beyond just acquisition. This article explores how SEO can strategically influence user activation, retention, and community building to drive long-term growth and customer loyalty. The role of SEO in user activation By definition, user activation is the moment when a user achieves value.
Hubspot
FEBRUARY 20, 2024
Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. It doesn’t matter how frequently you call prospects or how many years you’ve been in sales, you’ll always feel some anxiety before you dial — and that’s a good thing. If you’re nervous, you’re taking it seriously. Anxiety only becomes a problem when it impacts your ability or willingness to call.
Highspot
FEBRUARY 20, 2024
Today’s reps can often feel the same way about the tools they use in their jobs – 66% of sellers say they’re drowning in tech, using 10 tools on average to close a deal. When reps jump between several tools to get their deals across the finish line, it can waste selling time and slow down deal cycles, while hindering your ability to understand how your go-to-market efforts are performing.
Sales Pop!
FEBRUARY 20, 2024
I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level.
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.
Salesforce
FEBRUARY 20, 2024
Digital communications have changed sales forever. Our State of Sales report revealed that 57% of buyers now prefer to engage with companies through digital channels, and more than 90% of B2B companies have adopted a virtual or hybridized sales model, according to McKinsey. But that doesn’t mean field sales is dead. Outside sales (aka field sales, or making deals in person) is still vitally important for businesses.
Sales Hacker
FEBRUARY 20, 2024
Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles – SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops – to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups.
Salesforce
FEBRUARY 20, 2024
Do you know what a cybersecurity expert looks like? Hollywood and popular culture have certainly painted a picture. However, the stereotypes fail to recognize the diversity of roles, both technical and nontechnical, within the cybersecurity career landscape. People with cybersecurity skills are in high demand and can work in roles across departments and industries.
Martech
FEBRUARY 20, 2024
Today Salesforce announced Marketing Cloud Growth, an edition of Marketing Cloud designed specifically for small businesses. With help from AI, this edition makes it easy for marketers to segment audiences, create and execute email campaigns from text to image, optimize campaign performance and create unified customer profiles. It also has a prompt builder that can store and manage known reliable prompts for organizations.
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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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