Iannarino

FEBRUARY 7, 2024

One of the recurring complaints I hear from sales leaders and sales managers is that their sales teams don't ask open-ended questions. Open-ended questions are necessary to acquire all kinds of information that will make it easier to sell to the client and their stakeholders. Some part of the reticence to ask these questions may come from the fear that there may be a lack of business acumen to address the response to the question.

Clients 181

Clients Sell Sales 181

Partners in Excellence

FEBRUARY 7, 2024

It’s SKO time of the year. In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” The answers, while not surprising are disappointing. So far, it looks like the average is somewhere around 15-20%. I ask, “How are you spending your time?

Meeting 127

Meeting Presentation Contact Customers 127

Search Engine Land

FEBRUARY 7, 2024

Google is investigating a devastating Local Service Ads (LSA) tactic that could “nuke competitors out of existence.” When more than one LSA is linked to a Google Business Profile (GBP), the ad becomes invisible, killing off all leads. Alarmingly, competitors can use this loophole to intentionally create an LSA linked to your GBP without your knowledge, preventing your ad from reaching consumers.

Service 128

Service Consult Represent Start-ups 128

Martech

FEBRUARY 7, 2024

Almost every business today has access to similar AI tools, but outcomes are going to differ significantly based on how they apply the technology. Results depend not just on the AI you’re using, but how you integrate it into your existing tech stack, processes, and strategy. AI is incredibly good at gathering and analyzing huge volumes of customer data.

Technology 121

Technology Technology CRM Finance 121

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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

Search Engine Land

FEBRUARY 7, 2024

Optimizing product detail pages (PDPs) is crucial for ecommerce websites. Well-optimized product pages can increase organic traffic, boost conversions, and grow revenue. This comprehensive guide covers key elements of effective product page optimization, including: Structuring clear, descriptive product page URLs. Optimizing image file names, alt text, and schema.

Product 125

Product Territory Niche Engineering 125

RAIN Group

FEBRUARY 7, 2024

Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business. I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI?

Prospecting 110

Prospecting Sales Clients Closing 110

Martech

FEBRUARY 7, 2024

I remember when the web was brand new, unknown and scary to many people. The company I worked for was extremely traditional and vowed never to have a website or allow employees to use email. Well, that was in 1996, and as you can imagine, a few years later, they could no longer fight it because the world had changed. It seems like AI is causing that next paradigm shift.

X-functional 108

X-functional Cross-sell Territory Retail 108

Search Engine Land

FEBRUARY 7, 2024

The relationship between SEO and user experience (UX) is an important consideration in your digital strategy. On one hand, SEO is crucial for getting a website to gain visibility on search engines. On the other hand, neglecting user experience could undermine success even with good SEO. The key is finding the right balance between optimizing for search engines and providing a smooth user journey.

UX 109

UX Strategize User Experience Engineering 109

Martech

FEBRUARY 7, 2024

Our “Spotlight on the expert” series digs deeper into the stories of our expert contributors. This interview has been edited for clarity and length. Greg Kihlstrom is a best-selling author, speaker, entrepreneur and valued contributor to MarTech. His curiosity about music promotion and connecting with other bands led him quickly to the early days of the web and digital experience.

UX 103

UX Technology Technology Up-sell 103

Spiro Technologies

FEBRUARY 7, 2024

Before Amazon, buying something online was unimaginable. Amazon changed the game by offering 2-day delivery and forcing retailers to adapt. You can't beat Amazon by copying their tactics. You need to offer something different.

Retail 96

Retail Gaming 96

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

Membrain

FEBRUARY 7, 2024

It’s no secret that I’ve been pushing the importance of coaching over the past several months. With the upcoming launch of our Coaching Cockpit this year, it’s definitely been top of mind for me.

Launch 89

Launch Sales 89

Martech

FEBRUARY 7, 2024

Brands are accustomed to pointing their marketing megaphone at the audience and controlling the conversation even in the digital age. Now, it’s the consumer wielding the megaphone and their message is loud and clear: Stop interrupting and start listening. Consumer behavior tells you what information they’re looking for. The brands that pay attention and address those needs will build long-term trust.

UX 93

UX Trust Education Finance 93

SaaStr

FEBRUARY 7, 2024

So Atlassian has cruised past $4 Billion in ARR, still growing a steady 21% in a very efficient fashion. It’s raining cash, with 27% free-cash flow margins. The markets like this combination. Even with a few bumps, Atlassian is still trading at a $55 Billion market cap, so over 12x ARR. That’s twice the average of 6x ARR for public SaaS companies.

Up-sell 88

Up-sell Growth Sell Customers 88

SalesProInsider

FEBRUARY 7, 2024

Impact. It’s the missing ingredient for many sales conversations and conversions. Impact is the consequence of what is going on with your prospective client, and the consequence of what will happen if they use your service and work with you. Why is impact important? Because without discussing impact, we’re missing the key motivator and the sense of urgency that will help that person make a confident decision and/or make a change.

Conversion 77

Conversion Finance Drivers/motivators Sales 77

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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

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. In a panel, Guillaume Cabane (G) and Martin Gontovnikas (Gonto), co-founders of HyperGrowth Partners, Axelle Heems, Senior Director of Growth Operations at Gorgias, and Morgane Palomares, VP of Marketing at Vercel, share real-life examples of how demand generation, growth, and marketing strategies have been executed to scale beyond 2x A

E-commerce 87

E-commerce Referrals Growth Quota 87

The Advantexe Advisor

FEBRUARY 7, 2024

Business is hard. Shareholder expectations border on the impossible. The next generation of employees has changed the paradigm of work. These are just three of an infinite number of challenges faced by today’s business leaders. But if there is one thing we all know to be a universal truth is that by building skills and developing talent you can solve every challenge that comes your way.

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80

Martech

FEBRUARY 7, 2024

As currently consituted, Google Privacy Sandbox faces multiple challenges, said IAB Tech Lab in a new report. The report is a “fit gap analysis” designed to provide the industry with an understanding of how Google’s proposed solution will support the most basic and common use cases. The Privacy Sandbox is intended to offer an alternative method of executing targeted digital advertising once third-party cookies are fully deprecated on the Chrome browser.

Legal 109

Legal Government Represent Gaming 109

Adaptive Business Services

FEBRUARY 7, 2024

Happy February! Let’s get to it! First a few clarifications … Multi-value custom fields – You can actually use this feature on multiple field types! Here is an article and here is a video (click the image to go to YouTube) … Copy and Paste into the new compose window – Google Docs works far better than Word. FYI. Here is a video on the new compose window.

CRM 71

CRM Pipeline Contact Consult 71

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

Search Engine Land

FEBRUARY 7, 2024

More advertisers are exploring the potential of value-based bidding (VBB). But what exactly is this method and why does it matter? This article discusses what you need to know about value-based bidding, how it differs from “Maximize conversions,” and two approaches to implement VBB for your Google Ads account. We’ll also explore perspectives from the PPC community on this evolving strategy.

X-functional 106

X-functional Non-Profits Objectives and Key Results Profit margin 106

Salesforce

FEBRUARY 7, 2024

Data takes center stage in building trust. However, stories about data loss can steal the spotlight – and be reputation killers. Safeguarding against such risks requires a proactive approach: with strong data privacy, governance, and precaution. The outcome? Sensitive customer data stays private, and customers stay satisfied. It’s important to note that data privacy is different from data security.

Healthcare 59

Healthcare Commission Trust Territory 59

G2

FEBRUARY 7, 2024

Stay calm when the computer warns you that the C drive is full with low disk space. Follow the tips and tutorials here, and you can efficiently get more free space to extend the c drive and improve computer performance.

Networking 52

Networking 52

Salesforce

FEBRUARY 7, 2024

Reporting environmental, social, and governance (ESG) disclosures is vital, but it can be a tedious process, especially as global regulations ramp up. However, ESG practitioners can tap into generative artificial intelligence (AI) to streamline this operation. You can use generative AI for ESG processes like finding relevant data, building components of various reports, and adding required or voluntary disclosures.

Meeting 52

Meeting Government Objectives and Key Results Trust 52

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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

FEBRUARY 7, 2024

Figuring out the right way to price your products can be tricky. Whether you’re selling software or designer handbags, your pricing strategy has a big impact on your sales success. There are a lot of ways to go about it, but if you’re looking for simplicity, cost-plus pricing might be a good bet. Below, we’ll talk about what cost pricing is, how to use it effectively, and some of the biggest advantages — and potential drawbacks.

Price 52

Price Profit margin Manufacturing Retail 52