Iannarino
OCTOBER 23, 2024
Engaging in sales activities isn't the same as selling. Real sales happen when you're working with decision-makers to create value and establish trust.
Understanding the Sales Force
NOVEMBER 10, 2024
The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter. Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected
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Membrain
NOVEMBER 6, 2024
Often, when I talk to managers, they tell me how much time they spend coaching. They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—all sorts of “coaching meetings.
Partners in Excellence
SEPTEMBER 17, 2024
Win rates are critical to driving performance and achieving our goals. Win rates are critical to our understanding of our pipelines. We leverage them to help us understand whether we are working a sufficient volume high quality opportunities to achieve our goals. The higher our win rates, the more we shift the pipeline numbers in our favor. As a simple example, today, we settle for 15-20% win rates.
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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.
Martech
OCTOBER 30, 2024
Far too many content marketing programs fail to connect the brand to customer problems before the customer starts looking for a solution. At this crucial and overlooked point in the customer journey, most brands provide content about the product and the industry, when they should address specific customer pain points. There’s “a gap that exists in almost every program … when it comes to how to position your brand to put it into the consideration set,” said Liam Moroney at The MarTech Conference
Search Engine Land
AUGUST 15, 2024
Google has released the August 2024 core update, which will take about a month to fully roll out. This update is not just a normal core update, but also takes into account the feedback it heard since the September 2023 helpful content update that seemed to have a negative impact on many small and independent publishers. What Google said. “Today, we launched our August 2024 core update to Google Search.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
NOVEMBER 8, 2024
So clearly AI is rapidly changing the way we do sales, but how will it all shake out? Over in the contact center and post-sales space, we can already see 20%+ of customer support execs been routinely replaced by AI. But what about the more personal sales side? AI SDRs have taken off more quickly than AI AEs (although personally, I suspect more value will be in AI SEs and AEs that can answer my deep product and pricing questions instantly, without games).
G2
OCTOBER 3, 2024
We often think of artificial intelligence (AI) as a tool for automating tasks or crunching numbers. But the truth is AI is reshaping businesses in ways we couldn’t have imagined.
Sales Pop!
OCTOBER 25, 2024
Hearing a ‘ no ‘ for those unfamiliar with sales strategy typically defeats an effort. Realizing the ‘no’ is temporary when handled well is critical. Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. But that doesn’t need to be the case when the issue is appropriately handled.
Hubspot
JUNE 23, 2024
In my experience, radio silence from a prospect is one of the worst experiences for a salesperson. When that happens to me, I like to use a breakup email to determine whether I should move on or if the sale can be saved. Specifically, I’ve found that breakup emails help close the communication loop because they either confirm that a prospect isn’t interested at the moment or give the person enough urgency to re-engage in our conversation.
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.
David Meerman Scott
AUGUST 20, 2024
It’s the new, new! The 9th edition of my international bestseller The New Rules of Marketing & PR is available today in print and ebook editions the USA and Canada and will soon be available in other countries! First published in 2007, in the same month as the iPhone 1 was released, New Rules has been completely updated with new stories and strategies to reach buyers directly.
Understanding the Sales Force
NOVEMBER 1, 2024
In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much color, and they didn’t drop until the second half of November. Long Foliage Cycle. This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October.
Membrain
OCTOBER 9, 2024
It is impossible to know when the first sales coaching conversation occurred. One can imagine a young apprentice blacksmith, a potter, or a weaver learning both the craft and the skills for selling their wares at a marketplace. Or perhaps it goes back further to a community leader coaching young people in how to negotiate the best trade for furs and salted meat in the next village over.
Partners in Excellence
SEPTEMBER 25, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from when Eve convinced Adam to take a bite of an apple. Centuries ago, Francis Bacon said, “Knowledge is power.” We’ve always tended to wield that knowledge as a weapon, creating advantage to us. Information asymmetry occurs where one party has a disproportionate informational or material knowledge advantage over the other party.
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!
Martech
NOVEMBER 1, 2024
Enterprise AI decisioning platform and CRM Pega released a new version of its Infinity platform, Pega Infinity 24.2. The release fulfils a number of promises made earlier this year at PegaWorld 2024. In particular, it extends genAI coaches across the entire Pega platform, expands LLM choice and features Google BigQuery and Snowflake integrations. The enhancements are available immediately for Pega Cloud clients.
Search Engine Land
JUNE 3, 2024
Google’s mobile-first indexing initiative started just seven and a half years, while we thought it was completed last October , it is now really going to be fully done after July 5th. “The small set of sites we’ve still been crawling with desktop Googlebot will be crawled with mobile Googlebot after July 5, 2024,” John Mueller from Google wrote on the Google blog.
Salesforce
OCTOBER 14, 2024
The speed of innovation in the world of AI — and specifically, generative AI — is continuing at a breakneck pace. With the technical sophistication that’s available now, the industry is rapidly evolving from assistive conversational automation to role-based automation that augments the workforce. In order for artificial intelligence (AI) to mimic a human-level performance, it’s vital to understand what makes humans most effective at completing jobs: agency.
SaaStr
SEPTEMBER 8, 2024
So just as supply chain logistics juggernaut Flexport was beginning to scale, founder CEO Ryan Petersen came to SaaStr Annual to share his top lessons — and mistakes. And we’ll have 200+ sessions like this at 2024 SaaStr Annual, Sep 10-12 in SF Bay!! If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world.
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!
G2
NOVEMBER 15, 2024
Google AI Overview is revolutionizing search. Discover how to refresh your strategy with promising AI Overview SEO approaches to stay competitive in SERP.
Understanding the Sales Force
OCTOBER 9, 2024
The Boston Red Sox had a mediocre team in 2024. They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and by far, the worst defense in the MLB. Sure, they won half their games, but they lost the other half – many of them games they should have won. Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can!
Membrain
JUNE 19, 2024
A couple of weeks ago, I wrote about what AI is and what it’s not. This area of technology is constantly evolving and still fairly fresh, but it’s been out long enough, and there’s a body of research emerging such that we can begin to understand and implement it in ways that are practical and appropriate beyond the initial flush of excitement.
Partners in Excellence
OCTOBER 1, 2024
Everyday, we see new ways that AI helps us accomplish more in less time. It helps us research our customers, prepare emails, actually do the outreach, plan calls, manage many of our responses, update CRM, understand our numbers, alert us to new opportunities, …… It seems each day, we see parts of our jobs that AI can do better than us, freeing up our time, making us more productive.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Partners in Excellence
JULY 17, 2024
I suppose it’s human nature to be self centered, focused on those things that impact each of us, our goals, dreams, and aspirations. Within business, we focus relentlessly on our own performance objectives/goals/comp. We are consumed by the day to day activities and tasks critical to achieving those goals. I talk to many sellers frustrated by the “obstacles” standing in their way, “Just leave me alone, let me do my job!
Search Engine Land
SEPTEMBER 3, 2024
Google’s August 2024 core update is now done rolling out, a Google spokesperson told us. It started on August 15, 2024 and completed 19 days later on September 3, 2024. This update caused a lot of ranking movement and changes to the overall Google Search results. As we said before, this update is not just a normal core update. The August 2024 core update took into account the feedback Google heard since the September 2023 helpful content update that seemed to have a negative impact on many sma
Search Engine Land
JUNE 6, 2024
Can you rank in the top 10 of Google with very few links? Not according to a new analysis published today by Internet Marketing Ninjas. It found that: Over 96% of websites ranking in the top 10 of Google had more than 1,000 backlinks from unique domains. Only 0.3% had less than 100 backlinks. Why we care. Google has been saying that links are no longer one of the top three ranking signals and needs “very few links to rank pages.” However, clearly, websites that rank well tend to have
Search Engine Land
JUNE 20, 2024
Google has unleashed a new search spam update today, the June 2024 spam update. This spam update may take up to one week to complete, Google wrote. Google posted this update and wrote: One week to roll out. Released the June 2024 spam update. The rollout may take up to 1 week to complete. Spam updates. Google linked to its standard spam updates documentation that reads: While Google’s automated systems to detect search spam are constantly operating, we occasionally make notable improvement
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Search Engine Land
APRIL 26, 2024
Google’s March 2024 core update is now done rolling out, it started on March 5, 2024 and completed 45 days later on April 19, 2024. This was a big core update, where Google said that this core update is more complex and involves changes to multiple core systems, while also ending the standalone helpful content update. Google did not tell us until April 26th, 52 days after the rollout began, that it finished on April 19th.
Search Engine Land
MARCH 5, 2024
Google is unleashing multiple measures aimed at improving the quality of its search results beginning today. Google is releasing the March 2024 core update and a number of spam updates (aka March 2024 spam update). Also, Google’s helpful content system has been incorporated into its overall core ranking system. In addition, Google announced several new and updated spam policies that it will begin enforcing through automated algorithms and manual actions.
Search Engine Land
MARCH 22, 2024
Google is now testing AI overviews in the main Google Search results, even if you have not opted into the Google Search Generative Experience labs feature. Google said this is an experience on a “subset of queries, on a small percentage of search traffic in the U.S.,” a Google spokesperson told Search Engine Land. In May 2023, Google opened up a Search Labs section for searchers to opt in to see and use the Google SGE results, that contained AI overviews.
Search Engine Land
FEBRUARY 20, 2024
How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. The irony here is that story is currently being outranked by Reddit – no joke. Google ranking Reddit above HouseFresh.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
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