Iannarino

DECEMBER 13, 2023

Recently, I read a story on LinkedIn that begins with the writer's friend complaining that a salesperson called their cellphone. The friend was outraged that a salesperson would call his mobile number to pitch him. The writer of this story suggested that it is difficult to reach people at their work phone, and that email no longer works. This leaves us with the question of how exactly one should sell using no form of communication.

Pitch 272

Pitch Sales Sell 272

Partners in Excellence

DECEMBER 13, 2023

Recently, just to try something different, I signed up for a cooking class. The family is getting together for the Holidays, I knew we would be spending a lot of time cooking. Usually, my task is to supply the wine and wash the dishes. I wanted to contribute to preparing the meal, so I decided to take a cooking class. There was a group of about 10 of us, with varying degrees of experience.

Follow-up 149

Follow-up Represent Start-ups Customers 149

SaaStr

DECEMBER 13, 2023

So if you are outside of fintech and banking, you may not have heard of nCino. But if you’re in the space, it’s a big player. They’re at almost $500m in ARR, with 1,850 customers, now growing a modest but steady 19% and they have gotten pretty efficient, like most other public SaaS and Cloud leaders. Non-GAAP operating margins are now +17%.

Non-Profits 138

Non-Profits Growth Engineering B2B 138

Martech

DECEMBER 13, 2023

Despite criticisms that it’s inefficient and ineffective, lead generation remains an important marketing tactic in B2B and in some B2C sectors, including high-ticket items like auto and home sales. The truth, of course, is rarely simple. Some lead gen strategies are more effective than others, which is why marketing organizations continue to spend on the tactic.

Lead generation 133

Lead generation B2C B2B Contact 133

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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

SaaStr

DECEMBER 13, 2023

Numbers don’t lie, but sometimes the stories we tell around them do. Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. First, let’s deep dive into the 15 ways that people misuse and abuse SaaS metrics.

X-functional 135

X-functional Trust Presentation Drivers/motivators 135

Martech

DECEMBER 13, 2023

Well, friends, we have reached the end of 2023. Maybe some of you in ecommerce and retail are pushing the “send” button feverishly and trying not to lose your minds with all of the last-minute requests and pressure this time of year brings. If you’re on the B2B side, you’re trying to get in every sale you can to achieve your goals. For everybody else, you’re kicking back, polishing up your year-end reports and wondering what the big deal is.

A/B testing 130

A/B testing Strategize Retail Clients 130

Martech

DECEMBER 13, 2023

SEOs know that the most valuable career skill is the ability to adapt to change, and there has been an incredible amount of it in the last 12 months. Industry headlines and random folks on X are happy to remind you that your SEO is “dead” in light of these developments, but the truth is that there has never been a more exciting and dynamic time to be in SEO.

Objectives and Key Results 122

Objectives and Key Results UX Manufacturing Technology 122

Search Engine Land

DECEMBER 13, 2023

Have you ever seen your traffic decline over time despite your top keywords ranking in Position 1? I have, and it’s the worst feeling. It might feel like Google is punishing you for being successful, but that’s not the case. Google doesn’t know you, but they do know users. And if your work is ranking in the top positions, but traffic continues to decline, it might not be your fault.

CTR 116

CTR Niche B2B Service 116

Martech

DECEMBER 13, 2023

In this series, we dig deeper into the stories of our expert contributors. This interview has been edited for clarity and length. Greg Krehbiel had a decades-long career in B2B and B2C publishing during which he did pretty much everything short of hand-craft individual pixels. He is now president of The Krehbiel Group, a digital consultancy that solves technology, strategy, operations and process problems for publishers.

A/B testing 116

A/B testing B2C Consult B2B 116

Search Engine Land

DECEMBER 13, 2023

Automation has been a focal point in discussions within the PPC community this year. Two noteworthy AI developments, Performance Max ( PMax ) and Search Generative Experience ( SGE ), are poised to revolutionize digital search marketing. PMax : A new campaign type that allows advertisers to run ads across all of Google’s networks, from search to YouTube to Maps within a single campaign.

Campaign 112

Campaign Launch Engineering Follow-up 112

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

G2

DECEMBER 13, 2023

Experiential marketing focuses on how customers perceive and engage with a brand. It’s about living the brand experience through an interactive event or a personalized demo. Experiential marketing creates moments that customers find memorable. It goes beyond traditional advertising to establish a more meaningful connection between a brand and its audience.

Growth 111

Growth Customers 111

Search Engine Land

DECEMBER 13, 2023

Google Ads is rolling out a step-by-step guide on how to complete business operation verification. The document will provide clarification on reasons for business operations verification failure and include example scenarios in which an advertiser might be chosen to undergo business operations verification as part of the advertiser verification program.

Represent 111

Represent Promote Presentation Service 111

Sales Gravy

DECEMBER 13, 2023

On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn.

Sell 109

Sell Sales 109

Search Engine Land

DECEMBER 13, 2023

SEOs know that the most valuable career skill is the ability to adapt to change, and there has been an incredible amount of it in the last 12 months. Industry headlines and random folks on X are happy to remind you that your SEO is “dead” in light of these developments, but the truth is that there has never been a more exciting and dynamic time to be in SEO.

UX 110

UX Manufacturing Clients Technology 110

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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 Pop!

DECEMBER 13, 2023

In the dynamic and ever-evolving world of business, success hinges on the ability to lead with unwavering determination. This unwavering mental fortitude and an unwavering commitment to personal growth. Drawing inspiration from the world of professional sports. Alex Fichera’s groundbreaking book, “The Business Athlete,” delves into the transformative power of adopting a business athlete mindset.

Sports 104

Sports Growth Gaming Trust 104

Search Engine Land

DECEMBER 13, 2023

SearchBot here! It’s been a few weeks since our launch and I’ve been watching with glee as more than 500 of you have registered to gain access to my personas, image generator and more. I’m writing with a few updates and tips to consider as you continue tinkering with all I have to offer. If you haven’t registered yet, get a free account now !

Technique 103

Technique Launch Engineering Follow-up 103

Martech

DECEMBER 13, 2023

Working with expert content creators and influencers is a smart decision. You can boost your content output for more marketing, grow your audience, and increase your credibility more quickly. Brands get $5.78 in earned media value (EMV) for every dollar they spend on influencers. Top performers get an amazing $18 of EMV for the same spend. Naturally, the benefits are cumulative when you work with the same creators over time.

Entertainment 89

Entertainment Campaign Trust B2B 89

Search Engine Land

DECEMBER 13, 2023

Optimizing page speed for enterprise-level websites is challenging. Beyond suggesting improvements, your success as an enterprise SEO specialist depends on understanding the web team’s tech stack and their performance budget. This article simplifies the process, offering insights to help you tailor recommendations and negotiate effectively for a stronger page speed strategy.

Negotiate 93

Negotiate Technology Technology Networking 93

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

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Membrain

DECEMBER 13, 2023

Periodically, I reach out to people who used to be Membrain customers and are no longer. Sometimes they left Membrain when their company was acquired by a larger company; other times, they just lost out on a strategic decision made by someone higher up.

Strategize 81

Strategize Customers CRM 81

SalesProInsider

DECEMBER 13, 2023

Head. Heart. Hands. No, it’s not a nursery song (i.e. “Head, shoulders, knees, and toes…”). These are the three areas we need to engage with our prospective clients in sales conversations. Why? Because engaging their head, heart, and hands is how we involve and immerse them in the experience that builds trust, connection, and commitment with them versus having them be passive observers.

Conversion 71

Conversion Prospecting Pitch Trust 71

Adaptive Business Services

DECEMBER 13, 2023

Happy holidays and all the best for the remainder of 2023! Let’s get started. Hot off the press! Nimble has just released an update to its web form offering. Read about it here – Web form automations. Key features include new form submission notifications as well as the ability to automatically create contact records and, if desired, add those to a workflow.

CRM 71

CRM Pipeline Contact Represent 71

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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

G2

DECEMBER 13, 2023

In a deeply insightful G2 Reach panel, SaaStr CEO Jason Lemkin moderated an engaging discussion on the current B2B SaaS investing landscape and what we can expect in the years ahead.

B2B 64

B2B 64

Predictable Revenue

DECEMBER 13, 2023

Collin Stewart welcomed Kathy Doucette, COO and CFO of Proposify. Kathy is recognized for her innovative financial mindset. The post Measuring Your GTM Efficiency with Kathy Doucette appeared first on Predictable Revenue.

GTM 52

GTM Sales 52

The Digital Technology

DECEMBER 13, 2023

It can be difficult to distinguish between genuine and fake online businesses. When thinking about starting an online business, many questions come to mind. What services should you offer? What technologies should be used to develop the mobile app?

Launch 45

Launch Service Technology Technology 45