Iannarino

JANUARY 4, 2024

Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B sales performance. Right now, it involves reading, research, and data analysis to understand the implications of different strategies. But for now, our purpose here is to measure the impact on sales and understand why sales organizations and their teams lose deals they could have won if they had performed better in the sales conversation.

B2B 261

B2B Sales Conversion 261

Anthony Cole Training

JANUARY 5, 2024

Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979. But the ‘ATMs’ I’m referring to have been around, well a long, long, long time.

Drivers/motivators 252

Drivers/motivators Sales 252

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team. While you may want your sales team to focus on selling, they also spend much time on administrative tasks.

Product 246

Product Territory Objectives and Key Results Sales 246

Search Engine Land

JANUARY 5, 2024

The AI-generated answers in Google’s Search Generative Experience (SGE) do not match any links from the top 10 Google organic search results 93.8% of the time. That’s according to a new Authoritas analysis, which focused primarily on commercial keywords. Why we care. Google SGE is expected to reduce organic traffic significantly to websites for many keywords because searchers will be able to get the answer directly in Google’s AI-generated answer.

Hospitality 140

Hospitality Entertainment Legal Finance 140

Advertisement

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

Iannarino

JANUARY 1, 2024

My friend Darren called me to tell me that I needed to take a shower and get ready for a party in the Valley at Miko's house. Both Darren and Miko were attending the Guitar Institute in Hollywood, even though Darren was already a shredder.

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265

Force Management

JANUARY 4, 2024

2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires.

Follow-up 123

Follow-up Up-sell Growth Conversion 123

Search Engine Land

JANUARY 4, 2024

Google has officially started to phase out third-party cookies. A new feature called Tracking Protection, which restricts third-party cookies by default, began rolling out to 1% of Chrome users globally on January 4, 2024. If you have been affected, you will will receive a notification when you open Chrome on either desktop or Android devices. Why we care.

Engineering 138

Engineering Process 138

Iannarino

DECEMBER 30, 2023

There are two mistakes coaches routinely make, without knowing it. Because they are unaware of these mistakes, their results are often not what they would and should be. When these two mistakes are present, coaching fails, and if the coaching does any real help, it is often fleeting.

Presentation 226

Presentation 226

Partners in Excellence

JANUARY 2, 2024

Somehow, the New Year, particularly for sellers, represents a fresh start. Regardless of our performance in the past fiscal year, we start the New Year anew. If we blew away our quotas in 2023, pretty soon managers will be asking “What have you done lately?” If we missed our goals, that is all behind us, and we start anew. We may have set a few resolutions for the New Year.

Quota 118

Quota Represent Start-ups Process 118

Martech

JANUARY 2, 2024

A few days ago, I joined a virtual holiday happy hour event with my best friend from college, Will, and our close mutual friend, Erin. Erin is a seasoned PR veteran and communications professor and I often invite her into my University of Oregon classes as a guest lecturer. As we were toasting the holidays, the conversation moved toward AI and the impact it would have on the new year.

Strategic planning 129

Strategic planning Government Construction Legal 129

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

Search Engine Land

JANUARY 4, 2024

Internal linking has often been a powerful tool for SEO, helping serve as a bridge to connect various webpages. One main goal has typically been to boost visibility in search engines. However, the importance of internal linking extends beyond SEO; it’s pivotal in creating a navigable, user-friendly website, especially for people with disabilities. Internal linking is one area that SEO has influence in terms of where and how it appears on a website.

User Experience 124

User Experience Trust Follow-up Engineering 124

Iannarino

JANUARY 2, 2024

Master the art of turning client rejections into successful engagement opportunities in the B2B sales landscape. The following list describes common negative situations and how you can turn them around.

Clients 211

Clients B2B Sales 211

Salesforce

JANUARY 4, 2024

Influencing an audience to take action is tough business. Often, leads aren’t ready to buy, and when they are, it’s a challenge to keep them engaged. Thankfully, email makes it possible for you to gain influence with your desired audience over time. And with drip marketing, emails don’t have to live on an island unto themselves. A marketer’s job is to find and understand high quality leads, then help convert them to sales.

Campaign 120

Campaign Objectives and Key Results A/B testing Promote 120

Martech

JANUARY 4, 2024

Website speed is often seen as the main factor impacting customer conversions. However, speed is just one element that contributes to broader digital friction. Here’s why taking a more holistic view of digital experience is key and how to balance best practices with your business’s unique circumstances. Factor fixation Recently, my boss, Ken Goldshvartz, was on The Frictionless Experience podcast to discuss putting website speed into a broader context.

UX 124

UX Hospitality User Experience Conversion 124

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

Partners in Excellence

JANUARY 4, 2024

We are pummeled with “deep insights” and “expertise” on the single right way to do something. Whether it is the wording of the title of a prospecting email. The number of words/tone or call to action of that email. Or it might be the formula for the sequence and timing of touches in your prospecting. Or it may be a methodology, process, objection handling technique.

Objection handling 114

Objection handling Healthcare Territory Sports 114

Iannarino

DECEMBER 31, 2023

Discover how to beat the odds and maintain your New Year's resolutions with proven strategies and insights.

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276

Search Engine Land

JANUARY 2, 2024

LinkedIn ad prices have soared due to a surge in demand reportedly driven by the advertiser boycott of X. Why we care. If you’re thinking about moving your ad spend away from platforms like X in 2024, LinkedIn could be a solid alternative to consider. Marketers are seeing good returns, but keep in mind it comes with a higher cost, so be sure to check your budget before making the switch.

Price 117

Price Campaign B2B Engineering 117

Salesforce

JANUARY 2, 2024

For anyone who has seen films like Star Wars, Metropolis, or, more recently, TikToks of Beyoncé’s latest tour , the concepts of robots, cyborgs, and other sentient machines have been around since at least the turn of the 20th century. While these pieces capture both the most fantastic and menacing ideas about this kind of technology, reality has been catching up since the 1950s, when Alan Turing published his paper, “Computing Machinery and Intelligence.

Government 115

Government Trust Technology Technology 115

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

SaaStr

JANUARY 1, 2024

So one thing that’s changed radically in SaaS over the past few years if everyone has realized to truly scale, you need to be multi-product. Sometimes by as early as $20m ARR, sometimes by as late at $200m ARR, or later. But net net, the average public SaaS compay has 35,000 customers. So once you cross 3,500, let alone 10,000 — you’re starting to saturate most B2B markets.

Product 112

Product Cross-sell CRM Growth 112

Iannarino

JANUARY 5, 2024

Unveiling the depth and value of long-form content in a world captivated by TikTok and Instagram.

Sales 258

Sales 258

Search Engine Land

JANUARY 3, 2024

Google Analytics 4 (GA4) offers enhanced Google Ads integrations and features that surpass those available in its predecessor, Universal Analytics. To make the most of these new and updated capabilities, Google Ads expert Charles Farina discussed the latest improvements in conversion tracking, audience analysis, and reporting at SMX Advanced. Read on to discover how integrating GA4 and Google Ad s could boost your paid search results.

Campaign 107

Campaign Conversion Represent Process 107

Salesforce

JANUARY 3, 2024

We’ve all had to put up with pushy salespeople. I used to be one. Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. I’m grateful to have found a better way to sell — one that builds mutually beneficial long-term relationships. As a sales professional, you don’t have to coerce or pressure.

Pitch 109

Pitch Sales Prospecting Clients 109

Advertisement

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

DECEMBER 30, 2023

So it does seem like some of the biggest changes to the human side of SaaS are now coming. I’ve talked with three CEOs at leading vendors in sales and post-sales at $200m+ in ARR the past few weeks and they’ve all reinforced these are some of the biggest changes in a generation. What we’ve seen in the first 15 years of SaaS: Specialization in sales.

Customers 112

Customers Price Follow-up Start-ups 112

Iannarino

JANUARY 3, 2024

Uncover the lost art of deep focus in our digital age and learn how mastering this skill can elevate your productivity and success.

Product 212

Product 212

Martech

JANUARY 4, 2024

Ecommerce isn’t only digital anymore, it’s a key part of shopping at physical stores, too. It’s so important and also constantly changing. New channels, new platforms, new customer expectations, how do you keep on top of them all? Here are six must-follow experts to help you deliver the kind of ecommerce experience shoppers are looking for. Marsha Collier Marsha is a best-selling author, radio host, podcast host and educator who specializes in technology, internet marketing, and ecommerce.

E-commerce 107

E-commerce Retail Entertainment Launch 107

Search Engine Land

JANUARY 4, 2024

The Google Ads gambling and games policy United States country-specifics has been updated. From January 4, the platform will accept and run ads for sports betting from state-approved entities in Delaware. Why we care. Eligible advertisers who want to run sports betting ads in Delaware will need to apply for accreditation. Certification. To obtain certification, follow these steps if you meet Google’s policy and country-specific requirements: Privately-licensed operators: If you are based in one

Gambling 107

Gambling Gaming Sports Campaign 107

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

SaaStr

JANUARY 2, 2024

David Sacks classic post on Burn Rate Multiple is A+ and a key metric for every venture-backed startup. It simplifies a lot of complexity into one metric. That if you’re venture-backed, yes, you do have money to spend (and burn). But the best burn less each month than they bring in in new bookings and revenue (a Burn Multiple of 1x or less).

Growth 108

Growth 108

Salesforce

JANUARY 3, 2024

If you’ve navigated a digital experience easily, there’s a good chance that the designer and developer who built it had a strong working relationship. On the flip side, if it’s a bumpy user experience – long load times, hidden log-ins, irretrievable data – then it’s possible their collaboration wasn’t as seamless. Maybe they spent most of their time patching up the backend and slapping duct tape on design problems.

UX 105

UX User Experience Clients Meeting 105

Martech

JANUARY 5, 2024

In my last article, I explained four things you must do to win a prospect’s trust before you ever mention your product or service. Now, we will look at the four next steps that will help you convert them into a sale and how to grow the relationship once you’ve done that. 1. Filter Having proven your value to the customer(s), you now deepen the relationship with engaged prospects.

Prospecting 108

Prospecting Customers Cross-sell Objectives and Key Results 108

Search Engine Land

JANUARY 4, 2024

Advertising on Meta presents unique opportunities that Google Ads doesn’t offer. Whether your goal is lead generation or ecommerce, Menachem Ani, PPC expert and founder of JXT Group, shared valuable insights at SMX Next on how to optimize campaigns for Facebook and Instagram. Read on to learn Ani’s seven-step frameworks for building winning lead generation and ecommerce strategies in Meta’s automated landscape.

Objectives and Key Results 100

Objectives and Key Results Lead generation Campaign Up-sell 100

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