Iannarino

MAY 23, 2024

Struggling with lengthy sales cycles? Discover actionable strategies to shorten them and close deals faster.

Sales 292

Sales Closing 292

Anthony Cole Training

MAY 23, 2024

Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.

Sales 260

Sales Clients Closing Prospecting 260

Partners in Excellence

MAY 22, 2024

Disagreement is part of life and business. Disagreement is, probably, a fundamental to change and growth. After all, if we are always in agreement, we would never challenge ourselves and others to think differently, to consider something new. But we struggle with disagreement, too often we deal with it poorly. We may seek to avoid it, burying our heads in the sand, never considering a different point of view.

Teamwork 139

Teamwork Construction Growth Conversion 139

SaaStr

MAY 23, 2024

So Emergence Capital put together a great report here on B2B startups, “Beyond Benchmarks 2024” , with a ton of great data across 664 software startups. One piece I loved is how 2023 growth rates compared to 2022 for Top Quartile Software Startups. Now to be clear, and I know this is a bit brutal — “Top Quartile” isn’t in general enough to get funded by VCs.

B2B 136

B2B Growth Price Product 136

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Iannarino

MAY 20, 2024

Elevate your B2B sales strategy by mastering the art of the impactful presentation.

Presentation 301

Presentation B2B Sales 301

Martech

MAY 24, 2024

I live in Texas, where the highway speed limits are more like minimums than maximums. Our interstates could pass for the Indianapolis 500 (AKA the “Idiot 500” here in Dallas). I contribute to this fast-moving culture because if you obey the law, you’ll get run over. The other day, I was cruising down the highway at traffic speed (at least 20 MPH over the posted limit), and I got pulled over.

Cross-sell 133

Cross-sell Promote Represent Technology 133

Search Engine Land

MAY 24, 2024

Google looks stupid right now. And AI Overviews are to blame. Google’s AI Overviews have given incorrect, misleading and even dangerous answers. The fact that Google includes a disclaimer at the bottom of every answer (“Generative AI is experimental”) should be no excuse. What’s happening. Google’s AI-generated answers have gained a lot negative mainstream media coverage as people have been sharing numerous examples of AI Overview fails on social media.

Represent 131

Represent Trust Launch Product 131

Iannarino

MAY 24, 2024

Unlock the secrets to winning more B2B sales deals by mastering the art of creating value and adopting a consultative approach.

Consult 286

Consult B2B Sales 286

SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. Business software companies have had “account managers” responsible for upsell since the earliest days. As customer success came into its own, it was often seen as distinct from account management, focused on customer retention and happiness and NPS and CSAT.

Quota 130

Quota Customers Account management Sales 130

Partners in Excellence

MAY 21, 2024

Preface : George Bronten and I have been friends for years. I first met him because I was intrigued by the capabilities of Membrain. It’s one of the most interesting technologies, I’ve seen. I think George and I recognized similar passions with technology, business and selling. Since that introductory meeting, we continue to have conversations about the state of our profession and its future.

Sell 139

Sell Drivers/motivators Technology Technology 139

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Sales Pop!

MAY 24, 2024

Diversification as an investment strategy handily predates modern markets and possibly even written history. After all, if, say, a prehistoric village wanted to ensure a consistent food supply, it probably wouldn’t have pinned everything on just one food source. A village that had crops, domestic animals, and wild game as food would have been more resilient compared to one that relied on just one of these resources.

Real Estate 130

Real Estate Healthcare Territory Government 130

Iannarino

MAY 21, 2024

Discover why manipulative sales tactics are failing and how trust-based strategies can transform your approach in 2024.

Trust 285

Trust Sales 285

Martech

MAY 22, 2024

In my previous articles we explored how artificial intelligence (AI) can provide a strong foundation for marketing teams to create stronger strategies and work better together. In this article, we are going to focus on the way AI can help improve marketing campaigns and initiatives while delivering measurable results. We will end by talking about setting up effective feedback loops to ensure continuous growth and improvement as well.

Campaign 129

Campaign Launch Technique Strategize 129

Partners in Excellence

MAY 22, 2024

There’s a certain comic arrogance in the discussion, “Will AI Replace (or Augment) Sellers?” As usual, it’s the self centered focus too many have about selling. Somehow, we never take time to think about whether AI will replace buyers. The degree to which AI replaces buyers will have a greater impact on sellers than AI taking sales related tasks, consequently reducing the need for sellers.

B2B 136

B2B Technology Technology Sell 136

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

Sales Pop!

MAY 21, 2024

Having a mobile sales force is crucial. These hard-working individuals constantly travel, meeting clients and closing deals. However, staying productive on the go presents unique challenges. This is where cloud computing proves invaluable, enabling seamless access to essential tools and data from anywhere. Let’s explore how embracing the cloud can revolutionize your mobile sales operations.

Sales 130

Sales Legal Customer Relationship Management CRM 130

Iannarino

MAY 22, 2024

Struggling to stay focused in a world full of distractions? Here’s how to reclaim your attention.

Product 261

Product 261

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? Imagine how your customer feels if they encounter inconsistent messaging, a clunky onboarding process, or a lack of post-purchase support. It’s certainly not an ideal B2B customer experience.

B2B 127

B2B Cross-sell Customers GTM 127

SaaStr

MAY 20, 2024

So there are times in startup life when it seems like a wave is just overpowering you, that there is only so much you can do. And so many times, you may quietly feel limited by the team you have. There’s only so much you can do, just so quickly. So many times you’ll default, partially, to Doing Nothing. For now. This works better at Bigger Companies, where real change is often measured in 5+ year chunks.

Engineering 126

Engineering Product Customers Sales 126

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

Sales Pop!

MAY 21, 2024

In the modern business landscape, technology underpins almost every operation and process, from communication and data management to customer service and beyond. As organizations increasingly rely on technology for their daily operations, the role of IT support specialists becomes critical. These professionals ensure that all technological systems function smoothly and effectively, supporting the organization’s overall performance and productivity.

Technology 130

Technology Technology Strategize Networking 130

Iannarino

MAY 19, 2024

My mission is to convince you that what matters now is whether you are One-Up or One-Down. But before we move forward, let’s define what makes you One-Up or One-Down.

Sales 141

Sales 141

Salesforce

MAY 20, 2024

We surveyed thousands of marketing leaders about today’s marketing trends. What did we find? Marketers ranked artificial intelligence (AI) implementation as both their number one priority and number one headache — highlighting its pivotal role as both a beacon of promise and a daunting challenge. What’s top of mind for marketers? We asked more than 4,800 marketers about how they’re using new data and AI tools.

Territory 126

Territory Follow-up Trust Start-ups 126

SaaStr

MAY 24, 2024

So the #2 topic in SaaS today is probably profitability and efficiency. #1 is AI. But profitability is a close second. And the message to founders is confusing. Yes, everyone has to be at least 2x as efficient as 2021, maybe more so. But … that’s not enough. You still have to grow. So what’s the trade-off? I pulled up 3 recent examples from the SaaStr 5 Interesting Learning series, and interestingly, all 3 are at ~$2.5B ARR: SMB leader HubSpot Enterprise vertical SaaS lea

Growth 124

Growth Price Closing 124

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

GTM

Sales Pop!

MAY 20, 2024

The thrill of that first email sign-up, Shopify notification, or app subscription is undeniable. However, the real excitement is the growth of your business. But if you want your business to grow, you need to keep your customers and clients interested in your products or services. The more your audience engages with your app or signs up for a monthly dog treat box, the more you build a community around your brand.

Campaign 130

Campaign Customers Click Through Rate Appointment 130

Iannarino

MAY 18, 2024

If you truly want to become a salesperson, the first thing you need to do is to take action.

Sales Experience 141

Sales Experience B2B Sales 141

Salesforce

MAY 23, 2024

What you’ll learn What is dynamic email content? First- and zero-party data is more important than ever Popular types of dynamic email content Dynamic email content can be done simply How to give email subscribers what they want Customers don’t want to feel like just another number to your brand. Going with a generic “ batch and blast ” email marketing strategy is sure to land you in the customer’s filters — or worse, having them unsubscribe.

Click Through Rate 124

Click Through Rate Customers Hospitality Promote 124

Martech

MAY 20, 2024

Marketers today face a perfect marketing storm, battered by conflicting forces. They’re bombarded with data, pressured for immediate results and expected to navigate an increasingly cynical consumer landscape. But here’s the kicker: the disconnect isn’t just with the audience — it’s a three-ring circus with a front-row seat for the marketing team.

Drivers/motivators 124

Drivers/motivators Pitch Trust Manufacturing 124

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.

Sales

Sales Hacker

MAY 21, 2024

Daniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. is well-positioned to become a major player in the HubSpot ecosystem. Discussed in this Episode: The benefits and challenges of going to market in a single platform ecosystem like HubSpot How to gain traction and build relationships with key stakeholders in a crowded partner ecosystem St

GTM 122

GTM Go To Market B2B Networking 122

SaaStr

MAY 18, 2024

Dear SaaStr: Have You Ever Made a Very Risky Investment That Paid Off Big Time? Yes. In my first start-up, the VCs pulled our term sheet between signing and closing. They had a legitimate reason — our COO had pulled out of the deal. Which was my fault, for recruiting a prestigious, but sketchy, COO. But it was a very stressful time, when the term sheet was pulled.

Manufacturing 122

Manufacturing Strategize Closing Start-ups 122

Search Engine Land

MAY 20, 2024

We’re in a disruptive moment, according to Alphabet and Google CEO Sundar Pichai. Although he is optimistic that Google AI Overviews and Search will drive more traffic and engagement, that is zero comfort for the many content creators who have seen their websites obliterated by Google in recent months. In a new interview, Pichai discussed concerns about Google hurting websites and businesses, as well as the future of Search, content and the web. ‘These are disruptive moments.’

Click Through Rate 122

Click Through Rate Follow-up Technology Technology 122

Martech

MAY 21, 2024

Today, Google introduced new creative tools and ad experiences at its annual Google Marketing Live event, held in New York. Here’s what marketers can expect to see at Google, either now or in the coming months. Search ad experience. Among the most inventive improvements to search is a new ad experience currently in testing and slated to become more widely available later in the year.

Retail 122

Retail Campaign Engineering Product 122

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