Iannarino
JULY 2, 2024
I had already written the book when the publisher approached me and asked if I had ever considered writing a book. I told him that I already had. He asked me why he couldn’t find it, and I told him that it wasn’t out yet. It would be available early next year, on January 15, 2016. Then, he asked me what it was called. I told him what I planned to call it.
Force Management
JULY 18, 2024
Consumption pricing is associated with some of the fastest-growing SaaS companies of the past few years, including Snowflake , Datadog , Zscaler , and MongoDB. The consumption-based pricing model is popular because it helps these types of companies manage costs and gives the customer more control and transparency in how much they’re billed. But if the customer doesn’t directly see the value of your solution, they may stagnate or even fall in their usage.
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Search Engine Land
JULY 22, 2024
Google is reversing course and won’t phase out third-party cookies in Chrome as previously planned, instead opting for a new approach that gives users more control, the company announced today. Why we care. This decision marks a significant shift in Google’s privacy strategy and will come as a relief to many in the advertising industry who have been scrambling to prepare for a cookieless future.
Partners in Excellence
JULY 17, 2024
I suppose it’s human nature to be self centered, focused on those things that impact each of us, our goals, dreams, and aspirations. Within business, we focus relentlessly on our own performance objectives/goals/comp. We are consumed by the day to day activities and tasks critical to achieving those goals. I talk to many sellers frustrated by the “obstacles” standing in their way, “Just leave me alone, let me do my job!
Speaker: Jamie Bernard
Success in product management goes beyond delivering great features - it’s about achieving measurable financial outcomes that resonate across the organization. By connecting your product’s journey with the company’s financial success, you’ll ensure that every feature, release, and innovation contributes to the bottom line, driving both customer satisfaction and business growth.
Martech
JULY 17, 2024
Eighty-three percent of Chinese business decision-makers say their organizations are using AI. This contrasts with the U.S. (65%) and the U.K. (70%). However, closer questioning reveals that U.S. organizations are ahead in terms of genAI maturity, having fully implemented solutions. These statistics come from an extensive global survey of 1,600 decision makers in genAI strategy or data analytics in organizations across key sectors conducted by Coleman Parkes for data management and analytics ven
Salesforce
JULY 2, 2024
In a world where advances in artificial intelligence (AI) happen seemingly on a daily basis, you might wonder whether books about AI are rendered obsolete before they can even reach bookshelves. While there’s no slowing down the pace of innovation, slowing down to read a book can be the best way to gain a deeper understanding of complex ideas. The books on this list offer perspective from some of the industry’s most prominent leaders and thinkers, illuminating the history of AI, the current land
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JULY 22, 2024
So lately I’ve watched a lot of new VPs of Sales crash and burn when they start. Is it their fault? The CEO’s? The VCs? It really doesn’t matter in the end. One thing I do know is a lot of mistakes are avoidable. You’re going to possibly laugh at a few, but here are the Top 10 Mistakes I’ve Seen New VPs of Sales Make The First Week on the Job.
Search Engine Land
JULY 25, 2024
OpenAI today announced SearchGPT, its long-awaited search product. SearchGPT is a “temporary prototype” and limited to just 10,000 users and publishers at launch. OpenAI plans to integrate the “best” parts of the new search features directly within ChatGPT in the future. How SearchGPT works. SearchGPT responds to queries using its AI models plus information pulled from the web.
Partners in Excellence
JULY 31, 2024
For decades, tools/technologies have been developed with the promise of freeing up seller time to do that which is most critical–connecting with and engaging customers. We have 1000s of tools that demonstrably improve our efficiency. We can get much more done in much less time. In the past few years, AI and LLMs have amplified that. Not only do these tools enable us to accomplish more in less time, but they provide high levels of personalization and deep research on the organizations and i
Martech
JULY 29, 2024
Change is constant, but one thing is certain: hype cycles grab attention and influence budgets, for better or worse. Artificial intelligence (AI) is just the latest enterprise fixation, but it won’t be the last. Additionally, AI is too broad a term to focus on, with generative AI taking much of the oxygen in conversations, yet with other forms of artificial intelligence, such as predictive analytics and robotic process automation (RPA), having a larger existing footprint.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
Salesforce
JULY 19, 2024
If you’ve ever chatted with an online customer support agent or asked Siri what the official state bird of Rhode Island is, you’ve interacted with a chatbot. These handy digital assistants are great at answering simple questions and performing basic tasks, but in the era of generative artificial intelligence (AI), they can feel pretty limited. Ask Siri for a list of your most important sales prospects by region and it’ll probably offer to Google it for you.
Iannarino
JULY 8, 2024
In 2018, I published Eat Their Lunch: Winning Customers Away from Your Competition. I still believe in that mindset and skills you find in The Only Sales Guide You'll Ever Need and The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. All of these books aim to help readers lead their clients at a time when many salespeople instead try to comply with their clients.
SaaStr
JULY 17, 2024
So we’ve finally got another SaaS IPO gearing up — OneStream. It’s SaaS for CFOs and financial operations, a large but somewhat under-discussed category. SAP and Oracle are very strong here. Founded back in 2010 (SaaS takes time!) with first customers launched in 2012, the metrics today are very strong: $480,000,000 in ARR Growing 34% (strong) 98% GRR (!
Search Engine Land
JULY 31, 2024
Google Analytics 4 (GA4) is a powerful tool for analyzing website and app traffic, offering valuable insights into user behavior and campaign performance. This article explores how SEO professionals can leverage GA4’s features to refine their strategies, from linking with Google Search Console to analyzing organic traffic and setting up custom events.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Partners in Excellence
JULY 5, 2024
We, rightfully, constantly seek to free up time. Yesterday, coaching an executive, the key issue was “freeing up time.” For such a senior executive, to some it might seem surprising, but it comes up in virtually every conversation I have, at every level of the organization. It’s interesting, I see two, almost diametrically oppose, things happening when we look to free up time.
Martech
JULY 1, 2024
You’ve launched new social campaigns, optimized your website and established thought leadership opportunities. While these are crucial to running a successful business today, there is a critical fourth element that can’t be overlooked: Data privacy. Six years ago, the European Union set global standards for data privacy compliance with the General Data Protection Regulation (GDPR).
G2
JULY 22, 2024
AI in sales has taken off since the advent of ChatGPT. But how are salespeople actually using it? Let's find out how they’re using AI in their outreach.
Iannarino
JULY 25, 2024
Losing a client can feel like a major setback, but with the right strategies, you can win them back and strengthen your business relationships.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Heinz Marketing
JULY 30, 2024
By Tom Swanson Engagement Manager at Heinz Marketing Let’s get straight to the point: there is no one-size-fits-all approach to integrating AI. Part of this is because of regular change management rules (every change is different, etc.), but another part is just how nebulous the term “AI” is. Somewhere in the past 6 months I lost sight of what the term actually means.
Search Engine Land
JULY 10, 2024
Internal linking is one of the most under-utilized arrows in the quiver of a site owner. Although inbound link building gets all the press, it’s the correct use of internal linking that can really move a site algorithmically when done strategically. Need to provide increased UX to users accessing content ? Use internal linking. Need to promote an inclusive, accessibility-compliant experience ?
Partners in Excellence
JULY 8, 2024
It is human nature to look at things from our own points of view. But it’s restricting our thinking in those ways that blinds us to things that are changing around us, threats, opportunities, challenges, disruptions. Retention, renewal, expansion is key to our success with customers. We want to create customers for life! We want to have the continue to buy from us.
Martech
JULY 24, 2024
Lately, it seems like everyone is focused on AI. To summarize what I’ve read: AI is the panacea; problems will cease to exist and we’ll be more productive than ever if we just use AI. The reality is that, at least in marketing, AI is not new. We’ve been using it for years and its use continues to grow as new opportunities for automation appear with each advancement in AI capabilities.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Sales Hacker
JULY 8, 2024
David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. CHEQ is David’s 5th startup.
Iannarino
JULY 22, 2024
Discover how waking up early can transform your productivity and well-being, and learn practical tips to make it a habit.
SaaStr
JULY 21, 2024
Does SEO still work? As someone who has written relatively highly cited, highly linked, highly read, etc. content since 2011 … I’ll say … “Yes But” Yes But What do I mean? Well yes content marketing and SEO still clearly are the magic and miracles of the internet. Google and now other GPT-related engines will find your content on their own, and if it’s truly high value, ultimately promote it for you.
Search Engine Land
JULY 24, 2024
Reddit has updated its robots.txt file, preventing Bing and many other search engines from crawling the site. “Bing stopped crawling Reddit after they implemented their updated robots.txt file on July 1, which prohibits all crawling of their site,” a Microsoft representative told Search Engine Land. What happened. On July 1, 2024, Reddit updated its robots.txt file preventing many search engines and AI tools from crawling the site.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Partners in Excellence
JULY 12, 2024
I was listening to a webcast recently and the “new” concept of “Relationship” selling came up. Apparently the speakers were noticing the fact that to develop trust and confidence with our customers, we have to build some sort of relationship. The discussion went further, discussing concepts around FOFU, sensemaking, decision confidence, all requiring some level of relationship in helping the customer understand and move forward.
Martech
JULY 2, 2024
To know and be known is the essence of a relationship. To know — and understand — your customers, you need to listen to them. It seems so obvious, yet many marketing efforts miss this perspective. For all the claims of being “customer-obsessed,” brand stories focus too much on the brand itself and not the reason for its existence. B2B buyers need even more empathy, information and reassurance when deciding to purchase.
G2
JULY 30, 2024
Artificial intelligence (AI) has quickly become integral to our lives. From auto-generated video captions to advanced language models, using AI on a daily basis has become the norm.
Iannarino
JULY 24, 2024
Discover the secrets to effortlessly displacing your competitors and achieving sales success with these proven strategies.
Speaker: Conrado Morlan
In this engaging and witty talk, industry expert Conrado Morlan will explore how artificial intelligence can transform the daily tasks of product managers into streamlined, efficient processes. Using the lens of a superhero narrative, he’ll uncover how AI can be the ultimate sidekick, aiding in data management and reporting, enhancing productivity, and boosting innovation.
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