Force Management
NOVEMBER 16, 2023
How do you help your organization to evolve and grow? Economic indicators suggest that the sluggish economy is taking a positive turn. Now may be the time to shift your strategy from hold-the-line to a focus on growth and transformation. The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running.
Iannarino
NOVEMBER 13, 2023
Discover why treating sales like a lottery is a flawed strategy and how adopting an intentional approach can transform your sales results.
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Anthony Cole Training
NOVEMBER 17, 2023
Prospecting is one of the most important of the 21 Core Sales Competencies, because salespeople must have new opportunities entering their pipeline at all times. But what about lead relationship management? Once you have that important lead, how do you nurture it and potentially turn that lead into a long-term client? What skills are involved in building a relationship with leads and how do we improve?
Search Engine Land
NOVEMBER 15, 2023
Google has rolled out ranking improvements aimed at showcasing more content from social media, blog posts, forums and more that share personal insights and experiences. This is the hidden gems announcement Google made back in May, but this update is not part of the helpful content system. It is part of the Google core ranking system, Brad Kellett, Senior Director on Google Search product and engineering told us.
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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.
Martech
NOVEMBER 15, 2023
AI is everywhere, filling the web with content that often lacks the depth, nuance or forward-looking angle of expert insight. While tools like ChatGPT can supplement expertise with efficiency and creativity, more than ever, buyers need perspective that comes from years of experience and deep industry knowledge. In this sea of increasingly repetitive and recycled content, you need to offer something unique to capture attention.
Iannarino
NOVEMBER 12, 2023
We are consumed with efficiency. We want to produce more with less and less. As we try to keep pace with the rate of change in our environment, software has eaten the world and technology continues to promise that we can do more and more.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
NOVEMBER 15, 2023
Yahoo Search is expected to start rolling out aspects of its new search engine in the first weeks of 2024. Brian Provost, the Senior VP and General Manager of Yahoo Search, said Yahoo Search will be launching in the very early days of 2024. Brian Provost said this at Search Marketing Expo Next event during the question and answer portion of his talk today.
Martech
NOVEMBER 14, 2023
Whoa, did you just hear that? If you’re a retailer, an ecommerce company, or anybody else who relies on Q4 to make big money, that distant rumbling is the Black Friday engine revving up to what will become a deafening roar. At this time of year, we’re all crazy, working on campaigns, tightening our final strategy and getting ready to run the last big race.
Iannarino
NOVEMBER 17, 2023
In a world where unsolicited emails face their endgame, discover how shifting sales strategies and embracing smarter communication can be your key to success.
SaaStr
NOVEMBER 17, 2023
So one thing that has exploded in SaaS in the past decade is the role of Private Equity buying both public SaaS companies (to take them private, “fix” some metrics, and IPO or sell them again), and generally later-stage private SaaS companies. E.g., Vista bought leaders like Pipedrive, Gainsight, Salesloft and so many others for $1B+ or more.
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.
Search Engine Land
NOVEMBER 16, 2023
Google has updated its search quality raters guidelines for the first time in 2023 with a number of updates including simplifying the needs met scale, adding some more modern examples and some other minor changes. The last update to this document was 11 months ago on December 15, 2022 , which was a much larger update to the document. What changed. Here is a list of the documented changes: Simplified Needs Met scale definitions and added guidance for specific types of Needs Met ratings; refreshed
Martech
NOVEMBER 14, 2023
Marketing automation platforms (MAPs) help marketers speed up processes and increase efficiency. There are always more tasks that can be added to the marketing automation program and other ways that the program can be improved. Here are four essential steps marketers can take to boost MAP performance and drive value for their organization. Reverse engineer segmentation Customer segmentation is something marketers frequently do to improve marketing automation and make sure the right messages are
Iannarino
NOVEMBER 14, 2023
One of my friends was helping a salesperson to leave the legacy approach and adopt a modern sales methodology. At some point, my friend used the term B2B , and the salesperson asked what it meant. No one had ever explained it to him, so how could he know?
Salesforce
NOVEMBER 16, 2023
In a time where consumers have as many options as they do today, sifting through the endless research can feel daunting. It’s why many of us turn to reviews and recommendations from friends, relatives, and influencers. Marketers can plug into this by rewarding customers who share their positive experiences with the world. This is called referral marketing.
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
NOVEMBER 13, 2023
Google’s Search Liaison, Danny Sullivan, has reportedly said that major changes are coming to Google’s search rankings in the future. This comes from a talk Sullivan gave at an event last Friday, where he was quoted as saying that these “major changes” are coming and that some may need to “buckle up.” Danny Sullivan after this story was published replied on X saying, “I was talking about various things people have raised where they want to see our result
Martech
NOVEMBER 16, 2023
Google is introducing new generative AI capabilities for advertisers in search generative experience (SGE) to mark the start of the holiday season. The new features include: New SGE subcategories. Photo search shopping. The expansion of its virtual try-on technology. Why we care. These updates offer fresh opportunities for brands to enhance product visibility and drive potential customers toward making purchases.
Iannarino
NOVEMBER 15, 2023
Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected prospective clients, and falsehoods. Even though you want coverage over your sales team’s quota and your sales goals, much of what you believe is coverage is not.
SaaStr
NOVEMBER 17, 2023
We’re on the brink of one of the biggest technological advancements of our lifetime — AI. For the first time in twenty years, we have a blank canvas, complete artistic freedom to reimagine everything in B2B software. At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race.
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!
Search Engine Land
NOVEMBER 15, 2023
Google is rolling out a more personalized search experience that aims to show searchers more information about what they care about directly in the search results. This is being done with several new search features, including a new Follow button, search results tailored to you, perspectives results updates, creator snippets and more. Follow button in Google Search Google is rolling out a new “Follow” button in Google search that aims at keeping you up to date on topics that you want
Martech
NOVEMBER 13, 2023
Creating a great customer experience is a top priority for most brands because customers value the entire journey, not just the products or services they purchase. However, delivering on this promise is often more challenging than it sounds. In this series, we looked at the collaborative aspects of customer journey operations and what successful governance looks like.
Iannarino
NOVEMBER 11, 2023
Discover why chasing higher activity in sales often misses the mark and learn the strategic approach that truly elevates your team’s success.
SaaStr
NOVEMBER 13, 2023
So the Wall Street Journal did a great job slicing and dicing IPO data recently. To me, the most jarring statistic was this one: 80% of IPOs since 2020 are trading below their IPO price, or “broken ”: So what, you might think? Buyer beware? Hooray for “efficient IPOs” that don’t leave money on the table, some say? Perhaps. But the problem is this — when folks don’t make money off startups, everything gums up and slows down.
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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
NOVEMBER 15, 2023
Google has released a new robots.txt report within Google Search Console. Google also made relevant information around robots.txt available from within the Page indexing report in Search Console. Finally, Google has decided to sunset the robots.txt tester. The new robots.txt report. Google’s new robots.txt report shows gives you some information Google has on your robots.txt file including: Which robots.txt files Google found for the top 20 hosts on your site The last time Google crawled t
Martech
NOVEMBER 15, 2023
Holiday shopping will soon begin — officially — the Friday after Thanksgiving, a.k.a. Black Friday. And despite fears of economic slowdowns and lingering inflation, the holiday season is expected to be a boon for retailers. Holiday spending is projected to be up between 3% and 4% over 2022, according to the National Retail Federation. Here are the trends we’re watching for Black Friday and throughout the rest of the ever-expanding holiday calendar.
Iannarino
NOVEMBER 16, 2023
Discover the transformative power of collaboration in sales, and how embracing it can turn every client interaction into a victory.
SaaStr
NOVEMBER 11, 2023
So the news is mixed out there in SaaS and Cloud land: On the positive side: Datadog blew out the quarter growing 25% at $2.2 Billion in ARR and had its best day ever, popping 30% Shopify exceeded expectations, growth reaccelerated to 31% (!) at an almost $7 Billion run rate, and it popped 20% Wix went from basically 0% growth 12-18 months ago to double-digit growth again HubSpot exceeded expectations, growing 24% at over $2.2 Billion in ARR Micorsoft is at an all-time high on the back of AI and
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.
Search Engine Land
NOVEMBER 17, 2023
When The Verge published “The people who ruined the internet” on Nov. 1, it caused a shockwave across the search engine optimization ( SEO ) world. Their writer, Amanda Chicago Lewis , described us in a particularly unflattering way: “So who ends up with a career in SEO? The stereotype is that of a hustler: a content goblin willing to eschew rules, morals, and good taste in exchange for eyeballs and mountains of cash.
Martech
NOVEMBER 13, 2023
What does the martech stack for an Australian B2B office supplies dealer look like? We asked Elle James, head of marketing and sales systems at Stuart and Dunn, an Office Choice dealer based about two hours out of Sydney. “We rely to a large extent on the Office Choice national support office,” she said. The stack includes Pronto’s CRM (Pronto is an Australia-based business management vendor).
Heinz Marketing
NOVEMBER 17, 2023
By Lisa Heay , Director of Business Operations at Heinz Marketing When “Four Thousand Weeks – Time Management for Mortals” by Oliver Burkeman came up as my Book Club assignment this month, I had mixed feelings. I’d heard of it, and have heard rave reviews, but honestly I wasn’t excited to read another productivity book. It’s not that productivity books are bad.
SaaStr
NOVEMBER 16, 2023
So this is a post on a point we’ve made many times over the years at SaaStr, but I wanted to call it out specifically. Because especially in more challenging times, we make the mistake of … Settling. Settling: For a VP That Looks Good on Paper But You Know Isn’t Truly Great. They will be gone in 6 months. And have burnt up a ton of time and capital on the way, For a Cofounder That Almost Wants to Do It, But Not Quite.
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.
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