Force Management
MAY 16, 2024
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
Anthony Cole Training
MAY 17, 2024
According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries. In the United States, 57% of consumers trust financial services, an increase of 9 percentage points over 2022 findings.
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Iannarino
MAY 14, 2024
Last weekend we celebrated Mother's Day with our three adult Gen-Z children at Claudiana Italian Restaurant. The children came bearing flowers and presents. After ordering our food, we sat for more than half an hour, until our server reported that the kitchen had lost our ticket. We spent the time talking about our children’s work, their friends, and all sorts of topics, including my youngest's wedding this September.
Partners in Excellence
MAY 15, 2024
I suspect it’s trite to say, every leader wants to create a high performance organization or that people want to be part of high performing organizations. But what does it mean to be a high performing organization? In selling, is high performance “hitting our numbers?” Is it max’ing our comp plans? Is it about our personal success?
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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
MAY 17, 2024
The Department of Justice’s laid out a damning case against Google in the antitrust lawsuit closing argument. Search Engine Land Managing Editor Danny Goodwin highlighted some of the damaging evidence – including how Google has been increasing costs for advertisers – in How Google harms search advertisers in 20 slides In light of the revelations, I contacted search marketers to get their thoughts on Google Ads to evaluate the current confidence level.
Martech
MAY 16, 2024
You want to capture more leads. But your marketing team is already running on fumes, attempting to drive results with limited resources. How can you use software to build a lead-generation engine that delivers big results? Marketing automations can help you streamline processes, increase productivity, and yes, capture more leads. Are you ready to shift your team into high gear?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MAY 16, 2024
For years, the fashion has been to declare, “Cold calling is dead!” It always comes from people with a specific agenda. Those who believe inbound is the only thing that works. Or a newer fashion, espousing inbound generated outbound. Others promoting social engagement. Or any other engagement approach where “cold calling,” is the obvious foil.
Search Engine Land
MAY 13, 2024
It seems like the search algorithm changes have been hitting harder than a Taylor Swift breakup song. There’s been much talk about core updates , helpful content , reputation abuse , etc. OpenAI is building a search engine , and Google’s Search Generative Experience is likely expanding soon. It’s getting hard to keep up, and many SEOs are having some serious FOMO.
Martech
MAY 17, 2024
Ah, there it is again — the genAI buzz. It’s going to transform B2B sales and marketing, right? You’ve been on LinkedIn. Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. But here’s the wet blanket: If AI adoption was as straightforward as these posts suggest, why does nearly everyone find themselves with a case of the hives when they think about it?
Iannarino
MAY 15, 2024
Discover how the dramatic demographic shifts of the 21st century are reshaping economic landscapes worldwide.
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.
Partners in Excellence
MAY 17, 2024
As individual contributors, we are conditioned to think about what we owe our managers and leaders. Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. We are conditioned to think about hitting our goals and numbers, keeping our performance up, perhaps to keep our managers off our backs.
Search Engine Land
MAY 16, 2024
I don’t know for a fact that people are searching less on Google. I just know it’s true. During Google I/O, Alphabet/Google CEO Sundar Pichai told us AI Overviews have resulted in an “increase in Search usage.” Pichai said the same thing during Alphabet’s Q1 2024 earnings call. But if that’s the case – doesn’t that mean AI Overviews, or the artist formerly known as Search Generative Experience (SGE), isn’t solving a problem it was supposedly invent
Martech
MAY 16, 2024
It’s important that everyone is clear on the definition of customer experience. There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand.
Iannarino
MAY 16, 2024
Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.
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!
Partners in Excellence
MAY 13, 2024
It seems like everything I read about sales productivity is focused on doing more. I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. These offer the potential of freeing up time. But it’s interesting how we fill the time we theoretically gain. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time.
Search Engine Land
MAY 14, 2024
Google is adding new AI-powered search features to Google Search and in Google Search Labs, in addition to rolling out AI Overviews to searchers in the U.S. this week. The new AI-powered features include the ability to adjust AI Overviews, multistep reasoning capabilities, planning capabilities, AI-organized search results and a new Google Lens ask-with-video feature.
Martech
MAY 17, 2024
The Department of Justice made a pretty damning argument in its anti-trust case against Google. Judging by the government’s closing summary, the tech giant seems to have done everything wrong if it didn’t want to look like a monopoly. This is, of course, a very biased view. However, it’s worth looking at to understand the basis for the lawsuit. Here, using slides from the DOJ’s summary, are the main points of the case.
Iannarino
MAY 11, 2024
Sales leaders today are navigating an unprecedented landscape of challenges and opportunities. The current environment has a number of wicked problems that challenge sales leaders , sales managers, and their sales teams. Even though most sales leaders are turning to artificial intelligence to find the improvement they need, so far, there is little evidence that technology improves results.
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!
Partners in Excellence
MAY 14, 2024
Recently, I’ve been noticing something new, something I haven’t been paying sufficient attention to. It struck me in a conversation with a colleague yesterday. We were talking about organizational design, performance, and a number of issues. She presented a chart, the one below is a cleaned up representation of the chart. The content of the chart is irrelevant to this discussion, but each block represented a different part of the GTM organization, their roles, responsibilities, and k
Search Engine Land
MAY 17, 2024
Another Google Analytics 4 migration project deadline is fast approaching, and this deadline is hard set. On July 1, Google will delete all historical data from Universal Analytics properties. This deadline also affects Analytics 360 customers. With little more than a month until the deadline, if you have not done so by now, your organization needs to prioritize archiving your historical data.
Sales Hacker
MAY 14, 2024
Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public.
Iannarino
MAY 17, 2024
Discover the secrets to transforming your sales approach and boosting your success rates with a customer-centric strategy.
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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
Martech
MAY 14, 2024
Why is putting a figure on marketing ROI still a problem? While advances in marketing analytics and technology have been made, a significant portion of businesses still report facing difficulties in calculating ROI. In the fall 2023 CMO survey , CMOs report Increased pressure from the CFO to properly report and improve marketing ROI. The problem of marketing ROI is simple, but it’s difficult to solve.
Search Engine Land
MAY 14, 2024
Google is rolling out a new search filter to show only text-based links in the search results. The filter is named “Web” Clicking it removes images, videos, or other forms of search results; only classic blue links are displayed. Web filter. You can find the web filter next to the other filters in the menu. Sometimes that means it is on the same line as the video filter, news filter and so on.
Salesforce
MAY 15, 2024
Today’s customers are tired of repeating themselves. They want a connected experience across all customer service channels, from live chat to voice. That’s why an omnichannel contact center needs to be part of your customer service strategy. An omnichannel contact center uses cloud-based software to manage customer interactions across multiple channels.
Iannarino
MAY 12, 2024
Maximize your chances of securing a second meeting by mastering the art of the first encounter with a prospective client.
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.
Martech
MAY 13, 2024
Marketing technology spending fell this year, reaching its lowest level in a decade, according to a new Gartner report. Martech is now getting 23.8% of the marketing budget, down from about 25.4% in 2023, according to Gartner’s 2024 CMO Spend Survey. Spending also fell for staff and agencies, while paid media grew. It went from 25.6% last year to 27.9% in 2024.
Search Engine Land
MAY 13, 2024
You’ve created awesome content, but now what? Content distribution is the secret sauce that gets your hard work in front of the right eyes. And for B2B, you need a content strategy with a strategic distribution plan. I’ve been in the content trenches for years, and I’ve seen firsthand what works (and what falls flat). Here are a few proven ways to supercharge your B2B content distribution strategy.
Heinz Marketing
MAY 17, 2024
By Win Salyards , Senior Marketing Consultant at Heinz Marketing In large organizations, misalignment of marketing goals and objectives can lead to wasted resources and missed opportunities. Creating structured marketing program workflows is a proven method to align subteams and streamline operations, ensuring everyone works towards common objectives.
G2
MAY 16, 2024
Earlier this year, at our G2 FY25 kickoff in Chicago, we had the privilege of having bestselling author Alex Banayan join us as a guest speaker to share his Third Door™ framework with our Sales and Marketing teams.
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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