Iannarino

AUGUST 27, 2024

Unlock the secrets to handling complex sales meetings with multiple stakeholders and ensure your next deal is a success.

Meeting 263

Meeting Sales 263

Anthony Cole Training

AUGUST 30, 2024

In 2005, I read Dave Kurlan’s book Baseline Selling. Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. Baseball today is essentially the same game that was formalized in New York around 1840, but we know that selling has changed considerably. The baseball analogy is a strong one for developing a milestone-centric sales process with your team.

Gaming 201

Gaming Sell Pipeline Prospecting 201

Veloxy

AUGUST 27, 2024

How much time does your sales team spend on administrative tasks instead of closing deals? According to the National Association of Sales Professionals , sales representatives spend just 35% of their time selling, while the rest is eaten up by tasks that could be automated. This is where field sales automation comes into play, helping teams boost efficiency and focus on what truly matters.

Represent 130

Represent Sales CRM Technology 130

Force Management

AUGUST 29, 2024

The sales kickoff is a galvanizing moment for a sales organization, rallying the team around their purpose, strategy and goals for the year. As a sales leader, you've likely been a part of many of these kickoff events, and you may be familiar with the quick fizzle that sometimes happens once everyone gets back to their daily responsibilities. Driving behavior change with a SKO is no small feat, but consider the stakes - increasing competition, aggressive sales objectives, and highly guarded budg

Meeting 129

Meeting Sales Process 129

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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.

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Iannarino

AUGUST 26, 2024

I started writing and publishing daily, including weekends, holidays, and any day that ends in the letter "y." Since making the decision in 2008 to write and publish daily, I have published every day, minus 13 days I was in Tibet. Over 14 years, I have published something like 5,400 articles. I will continue to write every day, as this is my practice, one I will keep until I can no longer push the keys on my computer.

Sales 263

Sales 263

Partners in Excellence

AUGUST 29, 2024

Communicating, engaging other people in conversations to achieve a goal, underlies every business decision, every complex B2B opportunity. Without, somehow coming to agreement, nothing happens. Yet, we are overwhelmed with all sorts of data and research that customers don’t want to talk to sellers, that our people are disengaged in their conversations with their managers.

Pitch 135

Pitch Conversion B2B Presentation 135

Martech

AUGUST 26, 2024

Like just about everything in marketing, B2B marketing is changing — and fast. Some of the trends I’m seeing have been developing for a while, but now they’re really taking off. What’s going on? Here are five of the most important developments. 1. Welcome the new generation of buyers Gen X and Y are entering the buying group, in droves.

B2B 129

B2B X-functional Cross-sell B2C 129

Iannarino

AUGUST 30, 2024

Are you struggling to get your sales team to hit their quotas? Understanding win rates might be the key to unlocking better performance.

Quota 230

Quota Sales 230

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We talk about organizational structures and functions involved in our GTM implementation. We talk about metrics we leverage to understand performance, and goals driven to scale growth. The discussions about our GTM strategies are endless. And they are important.

GTM 128

GTM Customers Finance Territory 128

Search Engine Land

AUGUST 27, 2024

Google Ads now allows advertisers to create remarketing lists based on viewers of specific YouTube creator videos, unlocking new possibilities for targeted campaigns. Previously, advertisers could only create remarketing lists based on viewers’ interactions with their own linked YouTube channels. This update opens up new opportunities for targeting based on creator content.

Campaign 117

Campaign 117

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

Martech

AUGUST 27, 2024

Google today introduced four updates to help retailers ahead of the holiday shopping season. Key updates: Shopping trends insights. You can now access real-time shopping trends in Google Merchant Center. This could help you adjust your inventory and product descriptions based on what shoppers are searching for or viral trends. AI-powered insights. Two new generative AI features in Merchant Center Next provide quick summaries of product performance and custom reports based on specific data queri

Campaign 118

Campaign Retail Product Process 118

Iannarino

AUGUST 29, 2024

Are you missing out on sales deals that should be yours? Here’s why, and how to turn the tide in your favor.

Sales 221

Sales 221

Partners in Excellence

AUGUST 26, 2024

Charlie Green and I were talking about “modern sales outreach/success.” We contrasted what we see in too many demand gen and prospecting programs, with what we have seen that drives higher quality customer engagement. Most of “modern outreach,” is a variant of two approaches: “This is what our product does, buy my product……,” alternatively called the sledgehammer approach. “Customers like you have this problem, buy my product… ,”

Growth 127

Growth High impact Trust Conversion 127

Search Engine Land

AUGUST 26, 2024

Sorry kids, but SEO isn’t what it used to be. It’s time to bury the old idea of “optimization” and start thinking about what we really do: train search engines. In this brave new world of generative AI, the way we approach search has fundamentally changed and clinging to outdated concepts won’t get us far. Why the ‘optimization’ no longer reflects modern SEO Once every two years or so since the coining of the phrase “search engine optimization” almost 30 years ago, there comes a concerted

Engineering 116

Engineering Gaming Trust Networking 116

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

Salesforce

AUGUST 27, 2024

We’re setting out to make this our most sustainable Dreamforce ever. Whether you’ll be attending virtually or onsite in San Francisco, here’s how sustainability is coming to life at Dreamforce — and how you can get involved. This blog includes: Sustainability sessions at Dreamforce Onsite sustainability at Dreamforce Behind-the-scenes sustainability at Dreamforce Take sustainability beyond Dreamforce Sustainability sessions at Dreamforce Favorite our Net Zero Cloud and su

Transportation 115

Transportation Government Retail CRM 115

Iannarino

AUGUST 28, 2024

To achieve extraordinary sales results, commit to the work others are unwilling to do.

Closing 178

Closing Sales 178

Martech

AUGUST 29, 2024

Marketers are tapping into AI’s analytics and research capabilities in higher numbers than for genAI content production, according to a new survey of over 1,200 marketers by adtech platform Mediaocean. The same marketers are also keeping a watch on consumer interest in AI and other trending technologies. Where AI topped the list of consumer trends in a previous survey, CTV now leads the field.

Retail 114

Retail Campaign Technology Technology 114

G2

AUGUST 28, 2024

Jeffrey Gitomer, author of "The Sales Bible," famously said, "Great salespeople are relationship builders who provide value and help their customers win.

Sales 118

Sales Customers 118

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

AUGUST 29, 2024

For two years, my team ran 54 Google Ads experiments in one lead gen (non-ecommerce) account, testing various features, including: Bidding techniques. Keyword match types. Campaign setting adjustments. Ad copy changes. This article delves into those tests, explaining the rationale behind them, the outcomes achieved and the implications for your own Google Ads accounts.

CTR 103

CTR Campaign Conversion Technique 103

Sales Hacker

AUGUST 27, 2024

Mark Ghermezian co-founded Braze (BRZE) and led the company as it’s founding CEO, pioneering a new category from ideation to IPO. He is also the Founder and General Partner at m]x[v Capital, and Co-Founder and CEO of Gynger and Tildei, two companies that he incubated through the venture firm. He is a serial entrepreneur and successful investor with 20+ years of experience in founding, building, and investing in early-stage SaaS startups.

GTM 103

GTM Go To Market Engineering Meeting 103

Martech

AUGUST 30, 2024

Ever since Google threatened to eliminate third-party cookies, there’s been a steady drumbeat that websites should switch to first-party data, which, many say, is better anyways. While it’s definitely a good idea to collect first-party data, third-party cookies were created for a very good reason, and they still remain a useful tool that website owners should not ignore — even as they become less common and reliable.

Technique 108

Technique Follow-up Campaign Presentation 108

SaaStr

AUGUST 29, 2024

We’ve pulled together an epic group of CROs and CEOs on Sep 11 from a fix mixer and poker. So many top SaaS CEOs want to meet more of the best CROs and VPs of Sales. And so many revenue leaders don’t know enough great CEOs. So we’re bringing them together for poker and an informal mixer at 2024 SaaStr Annual. CEOs + CROs/VPs of Sales only!!

Meeting 101

Meeting Sales 101

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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

Sales

Search Engine Land

AUGUST 27, 2024

Google Ads users no longer have access to Auction Insights fields in new data sources within Looker Studio. Existing data sources will lose this access on Sept. 23. Why we care. Auction Insights provides critical competitive data, helping advertisers understand their performance relative to competitors in the same auctions. The removal of these fields from Looker Studio will require advertisers to adjust their Looker reports and strategy tools, and revert to getting the competitive metrics they

Conversion 102

Conversion 102

Partners in Excellence

AUGUST 28, 2024

“You have to personalize your outreach, if you expect to engage your prospects……” This is the mantra of all sorts of gurus and people interested in selling you programs/tools to help personalize. While it’s not wrong, the implementation goes way off base. Here’s a prospecting email I got today: “Hey David, Saw on LinkedIn that you attended University of California, Berkeley.

Electricity 94

Electricity Gaming Prospecting Clients 94

Martech

AUGUST 26, 2024

I watched “OpenAI Sora’s first short film — ‘Air Head,’ created by shy kids,” when it debuted in March and assumed Sora would be publicly available in a few months. But it’s already August and only a limited number of visual artists, designers and filmmakers have been granted access to “gain feedback on how to advance the model to be the most helpful for creative professionals.

Territory 108

Territory Start-ups Engineering Product 108

SaaStr

AUGUST 26, 2024

We’re so close now to the 2024 SaaStr Annual!! The 10th Annual!! Sep 10-12 in SF Bay Area, once again across our 40+ acre indoor-outdoor campus at the San Mateo County Events Center. With so much change in SaaS, Cloud, and AI the past few years, it’s albeit become much harder to predict so many things — including how events will go.

Networking 98

Networking GTM X-functional Finance 98

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

AUGUST 30, 2024

Google rolled out a significant update to Google Analytics 4 (GA4), allowing users to compare their performance with other businesses in their industry. Why we care: This new feature will provide valuable context for advertisers trying to understand their performance relative to their peers, potentially informing strategic decisions and goal-setting.

Strategize 98

Strategize Conversion 98

Membrain

AUGUST 28, 2024

Systems thinking is a way of looking at the world that helps solve what are often referred to as “wicked problems.” On the global stage, “wicked problems” include issues like world hunger, ongoing military conflicts, and environmental degradation. But “wicked problems” can also apply on a more modest level, such as the biggest and most difficult challenges your sales organization faces.

Sales 76

Sales 76

Martech

AUGUST 28, 2024

Ad spending on retail media networks (RMN) is projected to increase 26% this year to nearly $55 billion, according to a new study from the ANA. Despite this, it’s clear advertisers are still hesitant about the channel. RMNs have attracted a lot of attention in the past few years, partly because of the extraordinary proliferation of new entrants in the channel.

Retail 106

Retail Networking Drivers/motivators Process 106

SaaStr

AUGUST 24, 2024

Dear SaaStr: How Do Enterprise SaaS Companies Deal With Late Payments? Yes, in the end, you have to be willing to switch off the platform. But do it gracefully, with respect. Do it the same exact way you’d want to be treated if you were a customer. The key is to provide a series of notices, probably at least 5-6 in a managed cadence: 60 days before renewal 30 days before renewal 15 days before renewal URGENCY right before renewal RENEWAL MISSED — To avoid service interuption, pleas

Service 98

Service Customers Process Growth 98

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