Anthony Cole Training

SEPTEMBER 6, 2024

An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do." If a salesperson follows a stage-based sales process, they know that a proposal only follows when the prospect has hit certain milestones in the discovery process, and they will be ready to give an answer, whether yes or no,

Sales 240

Sales Presentation Prospecting Process 240

Iannarino

SEPTEMBER 3, 2024

Are your traditional sales methods no longer delivering the results they once did? It's time to rethink your cold-outreach strategy with these innovative approaches.

Meeting 267

Meeting Clients Sales Prospecting 267

Force Management

SEPTEMBER 5, 2024

Last month, the Revenue Builders Podcast shared some tactical sales conversations that really dig into the intricacies of winning deals, creating processes, and leading teams with confidence. Hosts John Kaplan and John McMahon speak to several specialized experts with deep practical knowledge on their topics, as well as sharing their own insights and experiences from their decades-long tenure as sales leaders.

Sales 130

Sales Technology Technology Conversion 130

Search Engine Land

SEPTEMBER 3, 2024

Google’s August 2024 core update is now done rolling out, a Google spokesperson told us. It started on August 15, 2024 and completed 19 days later on September 3, 2024. This update caused a lot of ranking movement and changes to the overall Google Search results. As we said before, this update is not just a normal core update. The August 2024 core update took into account the feedback Google heard since the September 2023 helpful content update that seemed to have a negative impact on many sma

Launch 144

Launch Promote Start-ups Engineering 144

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

Understanding the Sales Force

AUGUST 31, 2024

My wife and I add around 200 plants to our perennial gardens each year. She chooses the plants, decides where they should be placed, and I have the important job of digging holes. One thing I have excelled at in my hole digging responsibilities is cutting into the coaxial cable that makes up Dinger’s invisible fence, rendering it useless. As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices th

Cold Call 125

Cold Call Relationship building Follow-up Up-sell 125

Iannarino

SEPTEMBER 5, 2024

Discover how to leverage AI-driven prompts to enhance your writing, boost SEO, and gain a competitive edge in content creation and sales strategy.

Sales 269

Sales 269

Search Engine Land

SEPTEMBER 6, 2024

AI winter is a term that describes funding cuts in research and development of artificial intelligence systems. This usually follows after a period of overhype and under-delivery in the expectations of AI systems capabilities. Does this sound like today’s AI? Over the past few months, we’ve observed several key generative AI systems failing to meet the promise of investors and Silicon Valley executives – from the recent launch of Open AI’s GPT-4o model to Google’s AI Overviews to Perspecti

Healthcare 133

Healthcare Niche Technology Technology 133

Martech

SEPTEMBER 5, 2024

The customer journey for B2B software is long and complex for everything but the most basic, inexpensive products. Regardless of the complexity of the product or process, it’s safe to say most B2B SaaS buyers want to see the product in action before they invest. In response, vendors have several strategies to get the product in front of prospects. Free trials: Users try the software for a limited number of days.

B2B 117

B2B Non-Profits CTR GTM 117

Iannarino

SEPTEMBER 6, 2024

Last month, the Department of Labor revised a years’ worth of data for new jobs added. It turns out there had been an overcount of 818,000 jobs between March 2023 and March 2024, and the correction signals that job growth has been worse than previously reported. The corrected numbers are 28 percent lower. This morning, the latest job numbers were released, and they were below expectations.

Growth 197

Growth Sales 197

SaaStr

AUGUST 31, 2024

So is it a downturn in SaaS or Cloud — or not? There are so many mixed signals: Unicorn product is up 2x over last year, but layoffs continue AI spend is fast and furious, with Google Cloud, Microsoft Azure, etc. seeing record acceleration in growth. The U.S. economy overall still has record low unemployment and strong growth Gartner is seeing overall Cloud spend up 20% this year But : Overall, SaaS leaders are seeing their lowest growth ever.

Growth 117

Growth Product Customers 117

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

Search Engine Land

SEPTEMBER 6, 2024

Google Ads will phase out the option to use enhanced cost-per-click (eCPC) for new Search and Display campaigns starting in October. Key dates: October: eCPC option removed for new campaigns. March 2025: All remaining eCPC campaigns transitioned to Manual CPC. Why we care. ECPC is the most light touch of automated bid strategies, so it allowed you to dip your toe into automated bidding without giving Google full control by just working toward a conversion target.

Campaign 132

Campaign Conversion 132

Partners in Excellence

SEPTEMBER 3, 2024

Maybe I’m being hard-nosed or lacking in sensitivity, but I’m amazed at how much lack of accountability we accept in performance of people’s jobs. Too often, it seems that we treat many of our accountabilities as optional. The examples are rampant. Things like, using the sales process, maintaining high quality/healthy pipelines, leveraging the tools and technologies we put in place, coaching/developing our people, and on and on.

Territory 107

Territory Pipeline Quota Strategize 107

Iannarino

SEPTEMBER 4, 2024

Are you struggling to secure that first meeting or get a follow-up? The secret might be simpler than you think—it's all about trading value.

Meeting 230

Meeting Closing Follow-up Sales 230

Martech

SEPTEMBER 4, 2024

Google Ads launched advanced “Performance Planner” plans, now including tailored strategies for YouTube campaigns, focusing on demand gen for both Action and Awareness goals. Why we care. The new plans allow advertisers to better align their full marketing strategy with campaign goals, offering customizable options for budget, ad format, buying method, and campaign objectives—whether aiming for conversions or building brand awareness.

Campaign 113

Campaign Promote Launch Gaming 113

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

Search Engine Land

SEPTEMBER 6, 2024

Brand visibility measures how well a brand is known and how often potential customers encounter it across various channels, such as search engines, social media, advertising, public relations or word-of-mouth. High brand visibility means that a brand is easily recognizable, leading to increased awareness, customer trust and, eventually, higher sales.

Trust 131

Trust Engineering Growth Niche 131

SaaStr

SEPTEMBER 5, 2024

So there’s a mistake I see a lot of founders make again and again, especially when cash is tight. In fact, these days cash is tight for most, even if you’re at $20m, $50m, $100m ARR, since everyone’s trying to get more efficient and profitable. And the mistake they make is they finally hire a great VP of Sales, Marketing, CS, Product, etc. that they really believe in … and then … they sort of veto or don’t quite believe in their first hire.

Non-Profits 106

Non-Profits Trust Product Sales 106

G2

SEPTEMBER 4, 2024

Today, much like Alice in Wonderland, who had to run fast just to stay in place, marketers must keep up a rapid pace to maintain their market position.

110

110

Martech

SEPTEMBER 3, 2024

Mobile gaming ads are becoming more playable, and mobile campaigns longer and possibly more sophisticated. These are the key takeaways from a recent mobile gaming ad industry survey by mobile ad platform Mintegral. U.S. growth. The U.S., the world’s highest-ranking country in advertiser volume, saw modest growth over the last year. U.S. mobile gaming ad spend increased 0.46%, according to Mintegral’s new report, “State of Media Buying in H1 2024.

Gaming 111

Gaming Campaign Sports Growth 111

Advertisement

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.

Follow-up

Search Engine Land

SEPTEMBER 5, 2024

Product-focused, keyword-only campaigns are a common type of campaign used in Google Ads. If you sell vintage T-shirts for women, you might set up standalone keyword campaigns based on the keyword “vintage T-shirts women.” For many B2C retailers, this approach works well. But for others, product-based, keyword-focused campaigns aren’t necessarily your best strategy.

Territory 126

Territory Construction Agriculture Campaign 126

SaaStr

SEPTEMBER 2, 2024

Dear SaaStr: Should You Always Ask a Co-founder to Invest Their Own Money? No. Especially if they haven’t really made any money yet, and you have more. In both my start-ups, I was the only founder to contribute cash. It didn’t matter. Yes, you need money one way or another to startup. But writing code, bringing in the first customers, raising seed funding, recruiting the team, and almost anything else is more important than money.

Start-ups 104

Start-ups Customers 104

G2

SEPTEMBER 5, 2024

As more readers turn to digital devices for their reading experiences, ebooks have become an essential tool for authors, entrepreneurs, and educators alike.

Education 105

Education 105

Partners in Excellence

SEPTEMBER 6, 2024

Continuous improvement is critical to our ability to grow, both as individuals and organizations. Whether it’s to drive higher levels of productivity/performance, responding to changes in our customers or markets, addressing new opportunities, or anything else. We have to constantly be assessing what we do, who we do it to/with, how and why we do these things—and how we improve and do more.

Growth 91

Growth Technology Technology Product 91

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.

Product

Search Engine Land

SEPTEMBER 4, 2024

With the emergence of conversational AI models like ChatGPT, there is an increasingly loud debate about how the future of search and information retrieval could evolve. Traditional search engines like Google have long been the primary method for accessing information on the web. Now, advanced AI models offer a new approach to finding and retrieving information.

User Experience 128

User Experience Engineering Conversion Presentation 128

SaaStr

SEPTEMBER 6, 2024

Dear SaaStr: What are The Pros and Cons of Raising VC Money from a Corporate VC? The pros, and the cons, are both limited. The issues here are smaller than they used to be. Cons: Usually won’t carry the company or write many “second checks”. So not an ideal lead investor. This is the biggest issue, or a least. trade-off. Traditional VCs usually reserve another 1x-2x of their first check for later investments.

Drivers/motivators 97

Drivers/motivators Price Start-ups Growth 97

Martech

SEPTEMBER 3, 2024

Google rolled out a significant update to Google Analytics 4 ( GA4 ), allowing users to compare their performance with other businesses in their industry. Why we care: This new feature will provide valuable context for advertisers trying to understand their performance relative to their peers, potentially informing strategic decisions and goal-setting.

Strategize 103

Strategize Process 103

Partners in Excellence

SEPTEMBER 4, 2024

The term “coaching” has become a catch all word for all sorts of performance improvement practices. When one enters a conversation about “coaching,” it’s often confusing, we may be talking about apples and oranges–both are important, but they are very different. We engage coaches for a variety of different purposes: Personal development for improving our lives.

Sports 86

Sports High impact Education Process 86

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

Retail

Search Engine Land

SEPTEMBER 3, 2024

Over the last 20 years of speaking to clients, I’ve developed a list of questions that have been instrumental in fostering better long-term relationships. There are many questions you can ask, but I’ve created a list of key questions I usually ask during the pitch process for new clients. Find out about the business One thing that separates strategic-thinking search marketers from those who simply apply a list of tactics is understanding how SEO fits into the wider business context.

Clients 126

Clients Pitch Strategize Start-ups 126

SaaStr

SEPTEMBER 5, 2024

Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I generally don’t recommend this. I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month.

Commission 98

Commission Customers GTM Contract 98

Martech

SEPTEMBER 4, 2024

Data analytics is essential for marketers to understand and engage their target audiences. This is especially true when reaching distinct customer segments or attempting to broaden reach into new ones. For businesses serving — or seeking to serve — the U.S. Hispanic market, data analytics is invaluable for optimizing marketing programs to this demographic’s unique needs and preferences while enhancing the overall customer journey.

Agriculture 102

Agriculture Territory Campaign Healthcare 102

Sales Hacker

SEPTEMBER 3, 2024

Dennis Lyandres is currently an Advisor at Iconiq Capital. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development.

GTM 91

GTM Growth Price Go To Market 91

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

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