Iannarino

MAY 23, 2024

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

Sales 265

Sales Closing 265

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 244

Sales Clients Closing Prospecting 244

Force Management

MAY 23, 2024

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.

Product 121

Product Sales Sell Conversion 121

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

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

MAY 21, 2024

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

Trust 273

Trust Sales 273

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

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

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 261

Consult B2B Sales 261

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

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 119

B2B Growth Price Product 119

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

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 113

Sell Drivers/motivators Technology Technology 113

Iannarino

MAY 20, 2024

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

Presentation 277

Presentation B2B Sales 277

Search Engine Land

MAY 20, 2024

If you are a niche blogger focused on building a site on which the majority source of your income is display ads from Google, 2024 has not been kind to you. From Facebook to Reddit to X, the talk of the Internet in blogging has been the utter wasteland of decimated traffic patterns caused by Google updates. Thousands of blogs from every possible niche are down as much as 90% in traffic, with no recovery in sight.

Niche 118

Niche UX Construction Start-ups 118

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 118

Engineering Product Customers Sales 118

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

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 113

Teamwork Construction Growth Conversion 113

Iannarino

MAY 22, 2024

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

Product 231

Product 231

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 122

B2B Cross-sell Customers GTM 122

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 116

Cross-sell Promote Represent Technology 116

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

MAY 24, 2024

SEO today is more complex and challenging than at any other point. Once upon a time, not too long ago, links were the most important thing in SEO. But is that still true? This article will examine the significance of link SEO today. It will include various perspectives within the industry, analyze empirical evidence and consider Google’s recent statements and updates on the role of links in their ranking algorithms.

Objectives and Key Results 112

Objectives and Key Results Trust Engineering Technique 112

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 147

Sales 147

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 102

B2B Technology Technology Sell 102

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 109

Campaign Launch Technique Strategize 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

Search Engine Land

MAY 22, 2024

Google is testing a special treatment for Reddit snippets within the Google search results. Google is adding upvote and comment counts in various styles, in an effort to provide more information to the searcher about the Reddit thread. What it looks like. I was sent screenshots from both Shubham Khatwani and Brodie Clark of this in action – here are some of those screenshots: Why special treatment.

Click Through Rate 111

Click Through Rate 111

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 147

Sales Experience B2B Sales 147

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 107

Growth Price Closing 107

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 107

Retail Campaign Engineering Product 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

Search Engine Land

MAY 21, 2024

Unsurprisingly, AI took center stage during the various announcements made today at Google Marketing Live 2024. Updates also focused on creatives, data and giving the consumer what they want straight from the Search results. Now is the time to start paying closer attention to your impression levels. Here’s a recap of everything you need to know from Google Marketing Live, with links to our full coverage of each major announcement.

Retail 109

Retail Campaign User Experience Product 109

Closing Bigger

MAY 21, 2024

This is episode 2 of 3 for the “AI and EI for Business Success” series with Keynote AI Speaker and sales author Shane Gibson and Nick Usborne of Nickusborne.com and BeMoreHuman.ai. This podcast is formatted as a collaborative discussion where we delve into the integration of artificial intelligence (AI) and emotional intelligence (EI) in business.

Objectives and Key Results 105

Objectives and Key Results Proposal Writing Strategize Sales 105

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 106

Manufacturing Strategize Closing Start-ups 106

Martech

MAY 23, 2024

Having spent more than a decade working with tools like HubSpot, I’ve seen how powerful these platforms can be for marketing and sales growth. But the launch of HubSpot’s Content Hub in April 2024 brings some new things to the forefront. This new platform component packs a lot of opportunity into one area — in theory, it makes creating and managing content easier.

Growth 106

Growth Conversion Launch Gaming 106

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