Iannarino
DECEMBER 6, 2023
In the realm of B2B sales, credibility isn't just an asset; it's the currency that powers success. There are many ways a salesperson can earn credibility—and there are even more ways to undermine it. To prove to clients that you deserve their trust, consider the following ways to demonstrate your credibility.
Neuromarketing
DECEMBER 5, 2023
Who says neuroscience can’t be fun? The toy giant Mattel makes Mindflex, a toy that lets players control a ping pong ball with their brain waves. I wrote about the toy way back in 2009, and was surprised to find it was still selling. It seemed like a gimmick when introduced, and I didn’t expect [.] The post Mattel Mindflex Game: Brain-controlled Neuro-Toy appeared first on Neuromarketing.
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Anthony Cole Training
DECEMBER 8, 2023
This is what it takes to be successful at building and achieving sales team excellence: You must love coaching and the game of selling. You must thrive on developing others to be the best versions of themselves. It must be about helping others gain the spotlight, success and financial rewards or a job well done. It requires sacrificing ego and the need to be right for the other person to discover their path, develop their skills and become the expert.
Partners in Excellence
DECEMBER 7, 2023
The Rime of the Ancient Mariner has a famous line, “Water, water everywhere, but not a drop to drink… ” There’s another saying, “You can lead a horse to water, but you can’t make it drink… ” I’m reminded of variants of these sayings as I see the glut of tools/techniques leveraging the latest generation of AI and generative language tools.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Iannarino
DECEMBER 7, 2023
By focusing on value creation and relationship building, you will set yourself apart in today's competitive market.
Martech
DECEMBER 8, 2023
In this two-part feature, Jade Bunke offers a step-by-step guide to building a successful brand. A brand is an organization’s most valuable asset. The art of capturing the hearts and minds of your customers starts with crafting a brand strategy that evokes emotions and behaviors that benefit your company. Brand is more than a collection of logos and colors — it’s the personification of your organization.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
DECEMBER 4, 2023
This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. We were talking, loosely, around the advantages of being customer focused and what that means. He was sharing data that, frankly, wasn’t surprising, but it was stunning.
Iannarino
DECEMBER 8, 2023
Remember that when many people do something one way, that is probably the average approach. To succeed, you need to be at least above average.
Martech
DECEMBER 6, 2023
This February, Google and Yahoo will begin enforcing new requirements for bulk email senders. The guidelines largely focus on three areas: authentication of outgoing emails, reported spam rates and the ability to easily unsubscribe from email lists. Google defined bulk senders in an early-October announcement as “those who send more than 5,000 messages to Gmail addresses in one day,” which caught the attention of email marketers in both B2B and B2C circles.
Force Management
DECEMBER 6, 2023
This month, the Revenue Builders podcast features conversations with some truly inspiring leaders. In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. They didn't always get it right on the first try, but now their lessons can be yours too.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Partners in Excellence
DECEMBER 8, 2023
Tamara Schenk and I have monthly conversations on all sorts of things. Today, while our agenda didn’t start with this, it ended up being the focus of our conversation. It’s the importance of “Adaptive Fluency.” To use street venacular, it’s rolling with the punches, yet still achieving your goals. Sadly, so much of the direction we seem to be going, in sales, marketing, leadership, seems to be taking us away from being adaptively fluent.
Iannarino
DECEMBER 4, 2023
December is the ideal time to set your goals for the upcoming year. It gives you enough time to be intentional about what you want and, more importantly, what you don’t want in your future. December also provides you with time away from work and time for your family and friends, providing the mindset to do the work of identifying what is most important now.
Salesforce
DECEMBER 6, 2023
Generative AI and LLMs (large language models) have turned the world of conversation design upside down. People were already on the fence about automation and chatbots. And now, they’re also learning about autonomous agents. When experimenting with conversational AI, it’s easy to get lost in the innovation and forget the principles behind it. That’s when resources, such as our recently launched Conversation Design Guidelines for Salesforce Lightning Design System (SLDS) can provide direction in
SaaStr
DECEMBER 2, 2023
So things aren’t all “bad” in SaaS. Many Cloud leaders stock prices are way, way up in 2023, the Cloud platform leaders have re-accelerated, and leaders like Shopify are having close-to-record years. But for many startups, the hangover from the Excesses of 2021 is a real and tough one. And the latest Carta data here supports that.
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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.
Search Engine Land
DECEMBER 6, 2023
Google Analytics 4 audiences can now be easily created and applied directly within Google Ads. Marketers now have the capability to build Analytics audiences, including predictive audiences, using the Audience Manager feature and during the campaign creation process Why we care. This new capability helps marketers understand their audience better through Google Ads.
Iannarino
DECEMBER 3, 2023
One way to create the future you want is to decide what you want it to include. You can do something, but you can’t do everything. This makes goal setting a way to prioritize what is most important to you and your future.
Martech
DECEMBER 4, 2023
Artificial intelligence. It is everywhere, or so it would seem. I was at a recent marketing conference and as I scanned the agenda more than half of the sessions, including my own, had AI in the title or in the session description. Two of the keynotes that I attended mentioned AI and the one was entirely on AI. While AI is all the rage , if you are not using it. there is no reason to feel left out.
Salesforce
DECEMBER 5, 2023
You have managed systems rollouts and cloud migrations. In the last decade, you have modernized legacy systems, connected and disconnected applications, and amped up cybersecurity. And now AI is in the public domain and in your industry. AI isn’t news to you or your IT team. But are you prepared to build AI apps that your business is asking for or are your teams’ hands tied with systems integrations?
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
DECEMBER 7, 2023
As Google evolves with new AI capabilities, SEO strategies must also adapt. Here’s an overview of key trends and actionable tips to future-proof your presence in search results pages (SERPs). The evolving SERPs SERPs today are dominated by rich results, images, videos, social mentions and AI-powered snapshots. As searchers find answers to their queries directly within the search results, zero-click results continue to rise.
Iannarino
DECEMBER 2, 2023
One way to improve your results in business is to develop effective connections with others, including your peers, your suppliers, and your clients. What follows here are a set of principles important for creating and maintaining commercial relationships. By practicing these principles, you can enhance your interactions with others.
Martech
DECEMBER 5, 2023
Creating the annual marketing budget is notoriously challenging. Trying to justify every line item to finance teams that don’t understand marketing can be frustrating and overwhelming. This article explores practical tips for navigating the annual budgeting process smoothly. 1. Appoint a lead to run the annual budget planning process In a perfect world, someone on the marketing operations team manages the overall marketing budget, working closely with a trusted finance partner.
SaaStr
DECEMBER 8, 2023
One of the worst ways to deliver bad news to a truly high performer is via a S**t Sandwich. But I see it being used more and more these days by founders. What is it? Well, the classic s**t sandwich is first leading off with something nice or some good news, often droning on a bit too long. And then dropping in some tough news, then wrapping it up with a generic “good stuff” comment.
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
DECEMBER 4, 2023
Google has officially sunset the Google Search Console Mobile Usability report, the Mobile-Friendly Test tool and the Mobile-Friendly Test API today. Google told us back in April 2023 that this would happen on December 1st and Google announced today on December 4th that it has been done. “Today we’re sunsetting Search Console’s Mobile Usability report, Mobile-Friendly Test tool and Mobile-Friendly Test API.
Salesforce
DECEMBER 7, 2023
With the rise of AI , everyone has seen how businesses can use AI to simplify and improve their processes. But how can we be confident that we are using AI to the best of our ability and pursuing AI excellence? First, recognize enduring principles, such as prioritizing customer success and ensuring a personalized user experience. Then, learn how to use AI to reach your goals.
Martech
DECEMBER 4, 2023
As a general rule, marketers should major in the majors. We should pay attention to the things that make a significant difference. We don’t want to waste time trying to solve “edge cases” that nip at the periphery. But sometimes, these “edge cases” are more important than we realize, and they can expose issues flying under the radar. It’s wise to take a second look and ensure you’re not missing something.
SaaStr
DECEMBER 6, 2023
So there’s a quiet SaaS leader you probably haven’t heard of in the financial reporting space that’s doing just fine today. They manage financial reporting, audit, risk and more. Many of you will end up using it as you scale to later stages. That’s Workiva. They’ve crossed $600,000,000 in ARR, growing a steady 19%, and are worth a cool $5.5 Billion in today’s world.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Search Engine Land
DECEMBER 6, 2023
Generative AI is revolutionizing SEO , especially for large websites dealing with complex technical challenges. AI’s exceptional capacity to analyze data, forecast trends, aid content creation and automate tasks can help shift your SEO approach from reactive to proactive. Discover 10 ways to enhance your SEO using generative AI tools like ChatGPT, Bing Chat and Claude by Anthropic. 1.
Salesforce
DECEMBER 8, 2023
Companies have so many ways to connect with customers now, but it’s still hard to beat a well-written, well-timed email. In our latest research, 93% of people surveyed said that email was their primary channel for engaging with companies. Competition for eyeballs and clicks are at a premium, so your email marketing strategy needs to constantly evolve to keep up.
Martech
DECEMBER 7, 2023
Put away the fruit cake and ugly sweaters. This holiday season calls for a more thoughtful approach to gifting, especially when it comes to the discerning marketer in your life. Channeling the spirit of Oprah’s “Favorite Things,” I’ve put together a selection of innovative gift ideas designed to impress. From cutting-edge gadgets that redefine work efficiency to bespoke items that add a personal touch, each suggestion is handpicked to surprise and delight the marketers in
SaaStr
DECEMBER 7, 2023
“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. Kicking us off is Jay Levy, Managing Partner at Zelkova Ventures. #1. What’s your most recent disclosed investment? Why did you do the deal? We recently invested in Respondology. The company provides a platform for brand and audience protection via social media comment moderating.
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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
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