Iannarino

FEBRUARY 11, 2024

In the high-stakes world of B2B sales, rejection and competition are not just challenges but opportunities for growth. Discover how transforming your approach to rejection, learning from losses, and managing sales pressures can not only improve your mental health but also significantly boost your sales effectiveness. Dive into practical strategies and insights that empower sales professionals to bounce back stronger, close more deals, and cultivate a positive, resilient mindset for lasting succe

B2B 204

B2B Sales Growth Closing 204

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? With over 10,000 podcasts to choose from, you’ve come to the right place! Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Anthony Cole Training

FEBRUARY 15, 2024

Most organizations and sales managers think of accountability or performance management as “micro-managing.” Jim Collins has been quoted as saying “There is no such thing as 'micro-managing.' There is either managing or not managing.” There is a lot that a manager must bring to the table to be effective at setting standards and gaining accountability with their team.

Sales 211

Sales Drivers/motivators 211

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. There are a lot of definitions to this, including: Proving our product is the best choice of all the alternatives. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customers 147

Customers Referrals Clients Strategize 147

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

Iannarino

FEBRUARY 13, 2024

Discover the pivotal shift from product obsession to strategic selling that can set you apart in the competitive landscape of 2024. Join us in unraveling the art of winning without the blinders of solution love.

Strategize 227

Strategize Sales Sell Product 227

Search Engine Land

FEBRUARY 13, 2024

Google has a new review algorithm that the search company says it better anf faster at taking down fake reviews from local listings in Google Search and Google Maps. “In 2023, this new algorithm helped us take down 45% more fake reviews than the year before ,” Google announced. Google receives a lot of contributions to its Google Maps and local listings, this includes reviews, photos, updates to listings and more.

Technique 140

Technique Launch Gaming Networking 140

Partners in Excellence

FEBRUARY 16, 2024

I read a fascinating article about the response rates for a variety of outbound email prospecting techniques. The author, with a client, had tested 8 techniques to pitch their solutions. The response rates were anywhere between 0.29% and 1.25%. The sample sizes was 200K, which is significant. The argument the author was making was the technique that produced 1.25% was the best approach (which aligned with what they sold).

Manufacturing 146

Manufacturing Technique Pitch Up-sell 146

Iannarino

FEBRUARY 12, 2024

The Importance of Long-Form Content in a Post–Post-Literate Society: Why Short-Form Isn't Enough You and I are supposed to be consuming short-form content on social platforms. We are pushed to hit the dopamine pipe that is reels, stories, and TikToks. I know this because every day, unemployed people try to hustle me into creating short-form content, promising that my YouTube channel will grow faster.

Sales 182

Sales 182

Search Engine Land

FEBRUARY 15, 2024

OpenAI has been developing a web search product, partly powered by Microsoft Bing, a source told The Information. This shouldn’t be too surprising, considering: OpenAI has a web crawler, GPTBot. ChatGPT Plus users can also use Browse with Bing to search the web. Microsoft Bing is uses OpenAI’s GPT-4 , customized for search. Why we care. OpenAI has created a popular product in ChatGPT and I’ve seen much anecdotal evidence that some people use it similarly to a search engine.

Product 134

Product Engineering Launch Market share 134

Martech

FEBRUARY 13, 2024

As the Kansas City Chiefs mounted a late-game charge to become repeat champions (three titles in five years!), Super Bowl LVIII proved to be a victory for fans, brands and the city of Las Vegas. Digital channels provided more options for audiences to engage with the Big Game, including an inventive stream on Nickelodeon called by SpongeBob SquarePants and friends.

Gambling 132

Gambling Entertainment Gaming Campaign 132

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.

Up-sell

Partners in Excellence

FEBRUARY 12, 2024

We are driven to pitch our products and solutions. Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. They don’t feel heard.

Customers 146

Customers Negotiate Pitch Trust 146

Iannarino

FEBRUARY 15, 2024

In the past couple of weeks of sales kickoffs, I have come to realize that sales organizations don't spend time talking about sales. Naturally, they talk about opportunities and pipelines and what must happen for the client to buy from the salesperson. Even though most sales organizations should know better, they still talk about their solutions, as if that is what the buyer wants.

Conversion 181

Conversion Pipeline Sales Clients 181

SaaStr

FEBRUARY 12, 2024

So layoffs still fill the headlines in 2024. Even now. I thought we’d be behind them by now, that the cuts were sort of a one-off. But now everyone is focused on getting more and more efficient. To $300k-$400k+ per employee at scale. So cuts continue. But don’t the headlines obscure what’s really happening, because they tend to shout out quieter trends.

Sales 127

Sales Product 127

Martech

FEBRUARY 16, 2024

The European Union’s Digital Services Act, aimed at preventing the spreading of illegal goods, services or content online, originally governed only very large online platforms reaching 10% or more of the E.U.’s population. That is now changing with all but the very smallest businesses coming under the jurisdiction of the Act. Businesses with fewer than 50 employees and less than 10 million euros in annual revenue will continue to be exempt.

Service 127

Service Government Process 127

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

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales team, then giving them your best leads will drive 2X yield over giving them to others!

Start-ups 144

Start-ups Up-sell Sell Product 144

Iannarino

FEBRUARY 10, 2024

Every sales leader and sales manager wants their teams to hit their goals and reach their targets. But selling has never been particularly easy, and in the current state of B2B sales, it’s even harder. Much of how we sell today makes it more difficult for salespeople to sell effectively.

B2B 181

B2B Sales Sell 181

SaaStr

FEBRUARY 10, 2024

Dear SaaStr: What’s Your Best Advice for Struggling Entrepreneurs? Having struggled a lot myself in the early days several times … just a few thoughts to summarize my learnings: 1. Get help & upgrade the team. This is the #1 thing you can do to move the needle. Don’t be ashamed to ask for help. Especially if you are struggling.

Growth 127

Growth Product Customers 127

Search Engine Land

FEBRUARY 16, 2024

Amazon’s reign as the king of ecommerce won’t end any time soon. There were over 15 billion worldwide visits to Amazon.com in 2023. The continued flood of purchase-ready visitors makes Amazon lucrative for sellers who can stand out and generate sales from the platform. This year, Amazon’s core belief behind its algorithm remains straightforward. They want customers to continue buying.

Profit margin 124

Profit margin Promote Campaign Price 124

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

Partners in Excellence

FEBRUARY 14, 2024

I had a frustrating evening. My mom has a very old Iphone. She wanted to get some new apps, but was struggling to get them on her phone. Normally, she can install these apps with no problems, but she needed help. I found the apps in the App store, clicked on “Get” and nothing happened. Eventually, I figured it out. She was on IOS 13 (she has a very old phone) and the apps needed a minimum of IOS 15.

Technology 137

Technology Technology Up-sell Meeting 137

Iannarino

FEBRUARY 14, 2024

For fourteen years, I have written and published a daily post. When I started, I wrote long posts that were poorly edited, but contained important ideas and strategies. Later, I started to write 500-word posts, as I was trying to make it easier for the reader to read my work during their busy day. For some number of years now, I have crafted a daily post of roughly 1,000 words.

Product 174

Product 174

SaaStr

FEBRUARY 16, 2024

Reaching social media, tech press, and blog posts you’d think everything was about efficiency. Heck, the 5 Interesting Learning series on SaaStr is all about efficiency. And for many in SaaS, especially those that sell mainly to startups and tech, it’s often been a rough 2 years. With no more funding coming, and growth way down. So can you pay less these days?

Growth 126

Growth Up-sell Sell 126

Search Engine Land

FEBRUARY 14, 2024

Even experienced PPC advertisers can struggle with bid strategies in Google Ads. There are over half a dozen options, each serving different objectives and use cases. You can easily lose track of when to use what. Each bid strategy gives Google’s systems a different mandate around spend, target metrics and profit. Media buyers constantly bounce from one bid strategy to the next, and it’s not uncommon for a campaign to switch between strategies depending on where it’s at in the lifecycle.

Campaign 124

Campaign Objectives and Key Results Profit margin Lead generation 124

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

Martech

FEBRUARY 15, 2024

Everybody’s talking about all the latest AI developments, but there’s a better, more pragmatic question to ask about it: How do you implement AI in your marketing organization? That’s the question we asked Carrie Mahon, CMO for Unanet, which provides ERP and CRM solutions for government contractors, architecture, engineering, construction, and professional services.

Education 123

Education Construction Government Legal 123

Iannarino

FEBRUARY 16, 2024

The most consultative salespeople feel different from other sales reps. Much of what they do looks like a magic trick to their prospects and clients. The difference between the consultative salesperson and others is that the consultative salesperson knows much about the client without having to ask the questions that the average salesperson asks. There are five magic tricks that impress their prospects and clients.

Consult 150

Consult B2B Sell Clients 150

SaaStr

FEBRUARY 14, 2024

The landscape of customer success has been evolving rapidly. So much so that we seem to be releasing new content on customer success just about every week. Today we’re focusing on actionable insights you can use to drive down churn with customer success in today’s new era of SaaS efficiency. You Mon Tsang, CEO and co-founder of ChurnZero, Colleen O’Sullivan, VP of Integrated Customer Experience at Hubspot, and Jason Lemkin, SaaStr founder and CEO, give their take on where the custome

Customers 119

Customers Cross-sell Drivers/motivators Gaming 119

Search Engine Land

FEBRUARY 14, 2024

Reddit shows up 97.5% of the time in Google Search product review queries and accounts for nearly two-thirds of the slots reserved for Google’s Discussions and forums SERP feature, a new analysis finds. Why we care. Reddit can be a valuable resource for searchers but has an obvious spam problem. More than half of Reddit’s top-ranked threads have spam as the top comment, as called out in the analysis by author Glen Allsopp, who wrote that “Google’s promotion of them feels excess

Product 123

Product Promote 123

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.

Price

Martech

FEBRUARY 15, 2024

Google has released a detailed response to claims made about Privacy Sandbox in a recent report by the IAB Tech Lab. In a brief statement to which the response was attached, Google said: “(T)he analysis contains many misunderstandings and inaccuracies, which we consider important to correct in order to provide accurate information to the ecosystem.

Government 122

Government Process 122

Salesforce

FEBRUARY 12, 2024

Use these four in-demand Salesforce ecosystem job skill trends — identified in the Jobs in the Salesforce Ecosystem report — to build your skill set. Fun fact: This report was visualized using Tableau Viz in collaboration with former Tableau Iron Viz champion Will Sutton. What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce.

Relationship building 116

Relationship building Niche Contact Trust 116

SaaStr

FEBRUARY 13, 2024

2024 is the year every founder think about an acquisition That doesn’t mean do one, but it does mean think about doing 1 that could move the needle. Valuations are somewhat down, but more importantly, folks are more rational than they have been in years. In 2021, no one wanted to sell. In 2022, no one knew what was going on. In 2023, it was all about cutting. 2024 isn’t easy for everyone.

Growth 116

Growth Up-sell Closing Conversion 116

Search Engine Land

FEBRUARY 14, 2024

YouTube introduced a range of updates designed to assist brands and creators in enhancing conversions, expanding their reach, and facilitating the sharing of content: Product tagging in live streams. Post only feeds. Video and Short uploads from mobile. Product tagging. Creators in the YouTube Shopping Affiliate program can now tag products from participating merchants across in live streams, as well as videos and Shorts.

Product 121

Product Launch Promote Conversion 121

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