Iannarino

MARCH 5, 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their win rate. If you are a sales leader or manager, you should be aware of your team's average win rate, as well as each individual’s win rate. This is arguably the most important metric, surpassing even pipeline coverage, because the win rate provides more insight than any other KPI, be it deal size or sales cycle.

B2B 153

B2B Pipeline Sales 153

Search Engine Land

MARCH 5, 2024

Google is unleashing multiple measures aimed at improving the quality of its search results beginning today. Google is releasing the March 2024 core update and a number of spam updates (aka March 2024 spam update). Also, Google’s helpful content system has been incorporated into its overall core ranking system. In addition, Google announced several new and updated spam policies that it will begin enforcing through automated algorithms and manual actions.

Engineering 145

Engineering Start-ups User Experience Technique 145

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” I have several dozen stories so far, releasing a few each day. Everyone that’s responding is an extreme high performer. They come from varied industries ranging from motorcycles and extreme sports, professional services, software/SaaS. medical devices, semiconductors, industrial products and others.

Territory 139

Territory Sports Technique Represent 139

Veloxy

MARCH 5, 2024

When it comes to choosing an email service, you’re likely wondering about the “Outlook vs Gmail” debate and which will best meet your needs. Currently, 60% of businesses use Gmail as their email service provider, while Outlook is the preferred email application for 95% of large and very large companies. How do you choose? Start by understanding the key features, user experience, and overall functionality unique to Gmail and Outlook.

Service 130

Service User Experience Price Transportation 130

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

MARCH 5, 2024

Microsoft updated Bing Webmaster Tools with new helpful insights and reports to help you with your site performance within Bing and Search in general. Bing Webmaster Tools has a new IndexNow Insights report that shows you more than just the URLs submitted to IndexNow. Bing also added a new top SEO insights report that shows you your top SEO issues. Fabrice Canel, the Principal Product Manager at Microsoft Bing, announced this today at PubCon and published the news on the Bing blog.

Engineering 126

Engineering Start-ups Product 126

SaaStr

MARCH 5, 2024

Dear SaaStr: What’s the #1 Most Important Thing in Pricing A New SaaS Product? I think the #1 thing to think about is context. Software all sort of all, rough-and-tough, costs the same to build and ship. Why is Calendly $10 a month, when Salesforce is $200 a month per user? Why can Workday charge $20,000,000 a year for something that might be the same amount of work to build, ship, and serve as something that costs $20,000 a year?

Price 108

Price Product Up-sell Sell 108

Martech

MARCH 5, 2024

Recently, I had a personal martech experience that prompted me to think about what might be occurring behind the scenes. I came home to find a flier hanging from my doorknob from Xfinity, my internet provider. My contract is ending soon, and the flier invited me to set up an appointment to speak with a sales representative over the phone to find a new package to switch to before my promotional pricing ends.

Meeting 107

Meeting Represent Contract UX 107

Search Engine Land

MARCH 5, 2024

Google’s Core Web Vitals have been a ranking signal since 2021 when Google introduced three metrics to measure the quality of user experiences on a website. Real user monitoring data can tell you how well you do on Core Web Vitals and what you can do to improve them. This applies especially to the new Interaction to Next Paint (INP) metric that becomes one of the Core Web Vitals on March 12, 2024.

User Experience 105

User Experience Follow-up Start-ups Networking 105

Martech

MARCH 5, 2024

HubSpot’s February 2024 releases are paving the way for a transformative leap in digital marketing, sales efficiency and customer service excellence. February brought updates that introduce groundbreaking forecasting tools and service enhancements. And they are just the tip of the iceberg. HubSpot is also rolling out a series of updates designed to refine your content delivery, optimize lead management processes and provide profound analytical insights that drive strategic decision-making.

Strategize 105

Strategize User Experience Contact Service 105

Search Engine Land

MARCH 5, 2024

Google has been slowly changing how it talks about ranking algorithms. Although Google hasn’t said anything actually new to sharp-eyed industry watchers, it is important to shine a light on what has been subtly said, formalize it and apply it to digital marketing. Information satisfaction and helpful people-first content The core concept we should be focusing on is information satisfaction (IS).

Engineering 95

Engineering Clients Follow-up User Experience 95

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

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. Since I was assigned to a different team, I didn’t spend much time with Gus, but remember one call that I tagged along. He was talking to a very difficult customer.

Sell 83

Sell Contract Retail Account management 83

Search Engine Land

MARCH 5, 2024

Facebook, Instagram, and Threads are currently facing a widespread outage, with many users unable to access the platforms globally. Users attempting to log onto the websites and apps are encountering error messages, preventing them from refreshing their feeds as usual. Additionally, some users have been automatically logged out of their accounts and are unable to log back in.

Campaign 91

Campaign Engineering Service Process 91

Partners in Excellence

MARCH 5, 2024

Preface: Somehow, I got to know Craig Jamieson because we were “hanging out in the same places.” For the astute readers, it would cause you to tell Craig he needs to hang out with a better class of people. But Craig has hung in there, we have conversations and exchange ideas and opinions about the state of selling. I was attracted to Craig because he had a different client base and focus than I, but I could learn so much from what he was doing.

Sell 77

Sell Retail Cold Call Commission 77

Search Engine Land

MARCH 5, 2024

In the old days, humans had to identify sources, summarize the work and search for common meaning. Today, robots do the heavy lifting and you, the human, are left to do the creative work of prompting and interpreting the output for the rest of us. My tagline for the foreseeable future is: “I’m human. I’m helpful. Some of this is AI, and that’s OK.” This article explores how you can leverage AI tools to streamline the process of creating blog roundups and skyscraper

Technique 89

Technique Price Engineering Process 89

Advertisement

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

Partners in Excellence

MARCH 5, 2024

Preface : Bob Apollo is one of the more thoughtful consultants I met. We “discovered” each other hanging out with some of the same people and sharing ideas. Whenever I went to London, we would grab a beer and solve the problems of the sales world. At one point I was headed out to Reading a lot, at the time Bob lived nearby and he would take me to great restaurants.

Sell 77

Sell Up-sell Consult Pitch 77

Hubspot

MARCH 5, 2024

Raising millions for a startup is no easy feat, as anyone who’s raised venture capital will tell you. But Beatriz Acevedo did it twice, and in wildly different sectors – digital media and fintech. She co-founded: Mitú : A media network that specializes in content popular among young Latinos. It attracted 2B+ monthly video views and raised a total of $62m , before getting acquired in 2020.

Finance 75

Finance Education Networking Growth 75

Partners in Excellence

MARCH 5, 2024

Preface : I’ve actually never met Tobia La Marca , but we “talk” and exchange notes/ideas quite frequently. Our relationship started as one of those very “tentative” LinkedIn relationships. Tobia engaged me, complementing my book, I accepted his invitation. Then he started sending me questions and views on some of my posts.

Sell 77

Sell Retail Up-sell Start-ups 77

G2

MARCH 5, 2024

Do you know if your videos are resonating with viewers and driving action? Determining the right video metrics to track is the first step towards learning to measure the success of your video marketing strategy.

Networking 64

Networking 64

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Price

Partners in Excellence

MARCH 5, 2024

Preface : Marc Pugens was a client, later becoming a close friend and business partner. I first met Marc when he was running a large part of the sales organization in a joint venture with Ericsson and HP. He later went to manage EMEA Services Sales for HP. I remember, at the time, having some envy. He had managed and orchestrated one of the biggest deals in HP’s history.

Sell 77

Sell Non-Profits Manufacturing Clients 77

David Meerman Scott

MARCH 5, 2024

Many companies automatically send a survey after every transaction. Don’t these companies realize that they’re annoying the customers they say they value?

Customers 57

Customers Service Sales 57

Partners in Excellence

MARCH 5, 2024

Preface: Dave Kurlan is a very well known consultant, coach, trainer. When you encounter him in social media, you already know how driven he is about the “state of selling,” He is viciously focused on helping drive performance with his clients. I’ve learned a lot from him, and respect what he does. My only problem with Dave is his choice of baseball team, he’s a rabid Red Sox fan.

Sell 71

Sell Consult Up-sell Clients 71

Predictable Revenue

MARCH 5, 2024

Collin Stewart is joined by Larry Levine, a veteran sales guru and the visionary author behind "Selling from the Heart." The post Trust and Value in Customer Relationships with Larry Levine appeared first on Predictable Revenue.

Trust 52

Trust Customers Sell Sales 52

Advertisement

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

MARCH 5, 2024

Link building for e-commerce can be challenging, but it doesn't have to be. We all know that link building can benefit e-commerce stores , but many recommended link building methods online require significant time and effort. You could hire an agency or freelancers to help out, but the cost of link building can add up very quickly. In this article, we will discuss four easy but powerful e-commerce link building strategies with simple and actionable steps to help you start building links today.

E-commerce 52

E-commerce Start-ups Networking 52

The Lost Book of Sales

MARCH 5, 2024

If maintence is more about keeping things the way they are now, active account development is more actionable and dynamic. Sometimes it happens almost automatically and you receive direct follow-up access to where other problems exist in your account. This way, if you’re fortunate enough, you'll be able to instantly start a new sales cycle and take things onwards from there.

Clients 52

Clients Niche Presentation Up-sell 52

The Bridge Group

MARCH 5, 2024

The 2024 Benchmark Report is our latest dive into metrics and compensation for the AE role within SaaS companies. It summarizes the findings from leaders at more than 170 B2B SaaS companies regarding the current state of the Account Executive role. You can download the 2024 SaaS AE Report here. If you'd rather watch the report than read it, Kyle Smith and I recorded a video walkthrough and breakdown.

Quota 50

Quota Commission B2B Growth 50

Search Engine Land

MARCH 5, 2024

It took an extra five days but now websites built and hosted on Google Business Profiles are now being redirected to the Business Profile listing on Google Maps. Google announced in January that it will be shutting down Business Profile websites on March 1, 2024. Google updated its help page this morning to say, “As of March 5, 2024, websites made with Google Business Profiles are no longer available and customers that visit your site will be redirected to your Business Profile instead.

Follow-up 118

Follow-up Customers 118

Advertiser: ZoomInfo

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

Sell

Martech

MARCH 5, 2024

Meta’s online properties were down for about two hours Tuesday, preventing more than half a million Facebook, Instagram, Messenger, WhatsApp and Threads users from using their accounts, and disrupting ad creation and management as well. The incident began around 10:00 a.m. Eastern time. It logged out Facebook users, prevented Instagram users from refreshing their feeds, and on Threads there was a message saying, “Sorry, something went wrong.

X-functional 108

X-functional Engineering Service Process 108

Search Engine Land

MARCH 5, 2024

Google announced several upcoming changes aimed at ensuring compliance with the European Union’s Digital Markets Act (DMA), which is set to take effect this week. Why we care. New rules coming into effect may impact businesses, particularly with adjustments to Google SERPs potentially leading to reduced traffic for direct suppliers such as hotels and restaurants.

Commission 101

Commission Service Promote Price 101

Martech

MARCH 5, 2024

In 2024, going viral on the web can spell almost certain disaster. The worst place for that to happen? On X, in what’s known as the “main character effect.” Ryan Broderick, the author of the hilarious “Garbage Day,” explains that, unlike most other forms of social media, when you go viral on X, it will most likely cost you your job. One X user sums it up perfectly, “Each day on Twitter there is one main character.

Gaming 121

Gaming Entertainment A/B testing Government 121

Search Engine Land

MARCH 5, 2024

TikTok launched a new Data Portability API as part of its efforts to comply with the Digital Markets Act, which is being rolled out this week. This feature gives users on the platform the option to choose how their data is handled between the platform and third-party apps. It aligns with TikTok’s ongoing efforts to enhance user privacy, following its recent introduction of advanced data control tools and the ability to disable personalization in the app.

Legal 111

Legal UX Launch Campaign 111

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