Iannarino

AUGUST 27, 2024

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

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Meeting Sales 262

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.

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Gaming Sell Pipeline Prospecting 199

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.

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B2B X-functional Cross-sell B2C 136

Salesforce

AUGUST 29, 2024

Agents are assistive and autonomous software systems. Based on user input or environmental conditions, they reason, plan, and take action to achieve given tasks or goals. They are like intelligent digital assistants, equipped with the aggregated knowledge and experience of human experts, and access to all relevant data. Agents are set to become ubiquitous across every area of our lives, and to profoundly transform how businesses operate and interact with customers.

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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 261

Sales 261

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.

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Pitch Conversion B2B Presentation 131

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

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Meeting Sales Process 130

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.

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Quota Sales 229

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.

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Represent Sales CRM Technology 130

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.

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Territory Start-ups Engineering Product 123

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

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.

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Campaign 117

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.

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Sales 221

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.

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GTM Customers Finance Territory 122

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.

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Retail Campaign Growth Technology 130

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

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.

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CTR Campaign Conversion Technique 103

Iannarino

AUGUST 28, 2024

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

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Closing Sales 209

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… ,”

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Growth High impact Trust Conversion 120

Martech

AUGUST 29, 2024

Conference season is in full swing. If you’re spending that much cash, be sure you’re getting results, whether it’s acquiring new leads, closing deals, or starting new partnerships. Conferences can drain your budget, but with the right strategy, you can turn every event into a profitable trip — be it The MarTech Conference or INBOUND. Here’s how to maximize your conference ROI, from planning to follow-up. 1.

CRM 124

CRM Contact Networking Follow-up 124

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 30, 2024

Welcome to the first installment of our article series on artificial intelligence (AI) for marketing beginners. This aims to demystify AI, providing foundational knowledge and practical insights on how AI can help your marketing efforts. This introductory article explores AI and why it’s significant and highlights key milestones. I’ll also share actionable steps you can take to start integrating AI into your marketing strategy.

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Transportation Education Angle Healthcare 98

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.

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Sales Customers 118

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

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Transportation Government Retail CRM 115

Martech

AUGUST 28, 2024

Adobe announced the general availability of Adobe Workfront Planning, a solution that delivers a flexible, unified view of campaign planning and activity leading to fast execution. The aim is to replace manual gathering of disparate information with customizable visualizations in a generative AI-powered interface (think natural language prompts and conversations).

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Campaign Territory Conversion Presentation 115

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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 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.

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Strategize Conversion 102

SaaStr

AUGUST 24, 2024

So I think AI will destroy Outbound. It’s already started to. And it’s just going to accelerate, quickly. What do I mean? First, even the AI we have today used correctly is a huge aid to AEs and SDRs alike. It can do research for you. Improve your emails. Assemble target lists. Set up meetings, to an extent. And yes … run those … dreaded … cadences for you.

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Strategize Campaign Start-ups Meeting 113

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.

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GTM Go To Market Engineering Meeting 107

Martech

AUGUST 27, 2024

AI is rapidly reshaping various industries, and martech is no exception. As AI becomes increasingly integrated into business operations, marketers face a wealth of options and strategies to leverage these technologies effectively. Let’s examine the benefits, deployment strategies and key considerations for integrating AI into your martech stack to drive better results and optimize customer experiences.

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Government SQL Technology Technology 122

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 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

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Engineering Gaming Trust Networking 118

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!!

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Meeting Sales 109

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I woke up to my alarm clock shattering that fantasy.

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Follow-up Contract Sales Technology 85

Martech

AUGUST 26, 2024

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

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B2B Target audience/market Campaign Technology 112

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