Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team.

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Drivers/motivators Sales 270

Iannarino

JANUARY 25, 2024

Explore the groundbreaking insights and strategies in Anthony Iannarino's series of six books, revolutionizing sales and leadership.

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Sales 268

Partners in Excellence

JANUARY 24, 2024

AI offers tremendous promise to help sellers become much more efficient. A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies.

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Represent Presentation Up-sell Engineering 146

Martech

JANUARY 25, 2024

Welcome to 2024! A new year is like a new car — it comes with that amazing smell of promise unsullied by life events. So, let’s look at what we can do to make this new-year smell linger as long as possible for our email marketing efforts. Everything in this new year should be about setting goals for the year, creating aspirations and deciding what we need to accomplish — like how we will reach that seemingly impossible sales number our boss gave us because we smashed our goal in 2023.

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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

JANUARY 22, 2024

Google confirmed a search ranking bug, a “very narrow issue,” as Google called it, that affected a “small number of websites” where those rankings would drop out of the Google Search results over the weekend and then reappear during the weekdays. Google’s statement. A Google spokesperson told Search Engine Land this issue has already been resolved and that it only impacted a “small number of websites.” Google wrote: We’re aware of a very narrow iss

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Consult Engineering 136

Iannarino

JANUARY 23, 2024

Discover how focusing on winning deals, rather than merely accumulating opportunities, is the game-changer in achieving B2B sales success.

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B2B Pipeline Gaming Sales 252

Martech

JANUARY 23, 2024

Today’s digital marketing seems to require an overload of data. With analytics platforms generating vast amounts of information across multiple channels, making sense of it can be challenging. This is where data visualization comes in — the key to transforming raw analytics data into clear, actionable insights. This article explores how data visualization tools like Looker Studio and Tableau help you go beyond basic reporting to intuitive storytelling by simplifying big data, driving colla

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Veloxy

JANUARY 23, 2024

Wondering how to leave a lasting impression on your customers? Field marketing might be the answer. Through in-person experiences, product demos, and localized events, field marketing capabilities create authentic connections that resonate beyond traditional advertising reach. This guide cuts through the jargon, outlining how field marketing works, why it’s critical for your brand, and the steps to deploy these strategies effectively.

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Objectives and Key Results Territory Campaign Promote 130

Iannarino

JANUARY 22, 2024

Discover the evolving dynamics of B2B sales in the 21st century and the strategies to stay ahead.

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B2B Sales 233

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers.

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Customers GTM Trust Up-sell 145

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

Martech

JANUARY 26, 2024

Email strategies are facing a whirlwind of change: from legislative pressure to announcements from companies like Yahoo! and Google, this is the perfect time to give your email strategy a thorough once-over. Plus, with email still topping the charts as one of the top-performing revenue channels for marketers, you could be missing dollars in the pipeline.

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A/B testing Legal CRM Follow-up 135

Search Engine Land

JANUARY 24, 2024

Image alt text is important for accessibility and beneficial for SEO. But if you have lots of images on your website, manually writing alt text for all of them will be time-consuming. This article is a step-by-step guide for using AI to generate alt text automatically at scale. We will use Screaming Frog to identify images with missing alt text across a website.

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Follow-up Niche Technology Technology 127

Iannarino

JANUARY 26, 2024

Uncover the true impact and value of sales professionals in shaping businesses and driving economic growth.

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Sell Sales Growth 227

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. Lahat has an amazing talent to start drawing new ideas and thinking.

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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

Martech

JANUARY 26, 2024

Engaging customers on social media is a full-funnel strategy, and not just for consumer brands. Salesforce reaches customers and prospects on over 150 social channels. The company partnered with social media management platform Sprout Social in 2022. Capabilities include social listening, analytics and managing direct messages. This boost in learnings from social media, and management of messaging on social, impacts the organization far beyond social media marketing and shows how B2B businesses

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SaaStr

JANUARY 22, 2024

Never have a tough conversation over email No matter how tempting it may be — Jason ✨Be Kind✨ Lemkin  ?? (@jasonlk) January 3, 2024 So perhaps the best management advice you’ll hear again and again is this: #1. Never Have a Tough Conversation Over Email Yes, you probably know this. As tempting as it may be to avoid conflict, headaches, and hearing things you don’t want to hear — never have a tough “conversation” over email.

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Conversion Cross-sell Up-sell Start-ups 124

Iannarino

JANUARY 20, 2024

Discover how the One-Up Book Club transforms sales strategies through influential business literature.

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Sales 214

Search Engine Land

JANUARY 22, 2024

Appen, an Australian data services company that Google contracted with for a large number of its third-party search quality raters, was notified by Google that its contract is ending on March 19, 2024. Appen said it had no prior notice and the cancellation would result in a loss of $82.8m of revenue at a gross margin of 26% for the company. What search quality raters do.

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Contract Represent Process Service 118

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!

Customers

Martech

JANUARY 25, 2024

Imagine visiting a doctor who only treats your symptoms, ignoring the underlying cause. Absurd, right? Yet, that’s how many brands approach marketing. A true marketer asks uncomfortable questions that reveal hidden truths. They make clients (whether internal or agency clients) squirm with questions like: What’s the real reason you exist — not just what you sell?

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SaaStr

JANUARY 26, 2024

So Vendr has their latest SaaS Buyer Report out here. There’s plenty of good data in there and it’s worth a read. One metric I wanted to highlight. And look, average sales cycles are almost meaningless. Bigger deals take longer. Small deals can close in one call. Some leads are warmer than others. More here. But still … across all the SaaS vendors that Vendr tracks, how long do deals take to close?

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Closing Pipeline B2B Process 122

Iannarino

JANUARY 21, 2024

Most of these rules are good practices, but you will have to decide for yourself which rules you will observe, and which ones you will break.

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Force Management

JANUARY 25, 2024

A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. Today’s top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion.

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Sales Product Customers 113

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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

Martech

JANUARY 24, 2024

Advancements in machine learning, predictive AI and generative AI are helping marketers do more with the data they have. Many vendors had already incorporated AI and ML into their platforms to drive segmentation and predictive analytics, but the rapid growth of generative AI has opened the door to many new possibilities. One area of particular interest is ideation and content creation for text and images.

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A/B testing Campaign Technology Technology 129

SaaStr

JANUARY 25, 2024

I thought this year would be better for venture: – Folks internalized markdowns, write-offs – Ready to get back to business – Most top VCs have fresh funds to invest But: – The "AI Chase" burning up tons of energy – Unicorns not fully written down – Top investments still… — Jason ✨Be Kind✨ Lemkin  ??

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Search Engine Land

JANUARY 25, 2024

Google Ads has rolled out an updated UI to a small number of accounts. While the affected accounts will experience a different layout, structure and design, it’s important to note that there have been no changes in functionality to any tools or features. This specific UI change, which is currently in beta for Manager Accounts, was was designed to improve workflow organization and streamline accessibility, all while maintaining the availability of the same set of tools.

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X-functional Campaign Engineering Process 111

G2

JANUARY 22, 2024

Learn about 65 industry-leading web design statistics to give your brand a competitive edge in the digital market and connect with your audience visually.

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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.

User Experience

Martech

JANUARY 23, 2024

Books are a broad category with a passionate following. It takes data and a solid ecommerce strategy to break through to book fans on digital channels. Over the years, online bookseller ThriftBooks developed a data-driven approach to experience that makes books relevant both to casual book browsers and to trend-setting readers in TikTok’s “BookTok” community.

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SaaStr

JANUARY 26, 2024

Dear SaaStr: What Are Some of the Biggest Changes for SaaS Founders and Startups in 2024? A few I’m watching: #1. The Rise of One-and-Done Fundraising as a Vibe Founders will get back to only planning to raise one round to truly get to product-market fit for real. More startups benefit as the dilution ends up far less, a la Klaviyo, or The Trade Desk, etc.

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Search Engine Land

JANUARY 23, 2024

Google is concerned there may be confusion around the roles of its sales and support departments. Advertisers recently groused that support is at an all-time low, accusing Google employees of bombarding them with “aggressive” phone calls pushing for the implementation of automated solutions. The employees making those calls are members of the sales team, not support, according to a Google spokesperson.

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Commission Construction Contact Represent 110

Heinz Marketing

JANUARY 23, 2024

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing In the business world today, there’s a noticeable shift from old-school, product-focused strategies to ones that emphasize customer needs at every step. This strategy, known as customer-led growth (CLG), has become more than a trend – it’s the new playbook for success. At the forefront of this transformation is AI.

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Growth B2B Customers Customer Relationship Management 109

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.

Sales