Martech

APRIL 22, 2024

That’s not a great defense. It also highlights IP issues that hang over all of AI and that can only be solved by law. The 5% solution Adobe said the images from Midjourney only made up 5% of the training material. The company has 248 million images under license, so that “only” could be up to 1.25 million pictures. “It

Legal 107

Legal Technology Technology Trust 107

Martech

JANUARY 2, 2024

Click here to take the survey The defense. We’d like to know how it’s been for you. Please take this short survey so we can have your input on the state of martech salaries and careers. ” The complaint by the Times, however, gives examples of near-verbatim reproductions of its content by ChatGPT.

Construction 104

Construction Legal Prospecting Conversion 104

Sales Hacker

MARCH 12, 2024

The SaaS industry is experiencing a transition from defense to offense, with leading indicators showing positive signs of growth. It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers.

GTM 96

GTM Growth Strategic partnership Strategize 96

Sales Pop!

FEBRUARY 22, 2024

And if you don’t know how, here are five essential tactics to strengthen your defenses and successfully reduce risks. As elaborated above, you can effectively strengthen your defenses and mitigate cybersecurity risks by enforcing strict contractual obligations as a business.

Contract 69

Contract Networking Technique Technology 69

SaaStr

NOVEMBER 23, 2022

The biggest challenge is how to play Offense and not Defense. Most new VCs, in some ways, play defense. As a new VC, you want two things. You want to establish yourself, and your brand, and your track record. Not get fired. Not blow all the money. The natural reactions therefore are: To search out more co-investors. This can be scary.

Growth 80

Growth 80

Spiro Technologies

JULY 21, 2022

Don’t get defensive. If you get defensive when they say something you disagree with, you won’t last long. Whenever you get defensive, you’re building a barrier between yourself and the prospect. Prospects have their own opinions, that’s just how it is. Make sure to tear down that wall.

Closing 105

Closing Prospecting Commission Pitch 105

SalesProInsider

AUGUST 16, 2023

Two words that create a defensive reaction from the person that you’re speaking with. Asking why outright, early on after hearing a concern, objection, or decision puts them on the defense. Two words you should not use when a prospect has a concern, objection, or has shared their decision with you. What can you do instead then?

Finance 65

Finance Sales Pitch Prospecting 65

The 5% Institute

OCTOBER 26, 2020

Studies also show that when you use the word what, you can potentially make people feel defensive. Potential clients who become defensive, shut off and won’t buy. We encourage you to use more ‘how’ type questions with your potential clients, rather than risk making them defensive by using what. Use How Instead.

Clients 145

Clients Up-sell Closing Conversion 145

JBarrows

JULY 22, 2021

Other topics mentioned are how to approach defensive males in the workplace, and leading by example, even as a peer. This conversation about empowering women in sales is an important one for all people of all levels to learn from.

Sales 145

Sales Conversion 145

Search Engine Land

SEPTEMBER 11, 2023

The defense. Federal prosecutors are likely to argue that Google is not allowing a free market of rivals who could offer search choices with better technical perks — such as the speed at which search results are presented — and on policy choices, such as more stringent data privacy practices.

Government 128

Government Contract Engineering Market share 128

Salesforce

MARCH 9, 2022

In simple terms, this means healthcare, law enforcement, financial, and (some) defense data. government (external and internal defense, and business), an authorization by the JAB ensures the Salesforce environment is suitable at a high-impact level for almost any federal use case. Read Whitepaper.

Government 96

Government Technology Technology Healthcare 96

Martech

SEPTEMBER 11, 2023

The defense. Federal prosecutors are likely to argue that Google is not allowing a free market of rivals who could offer search choices with better technical perks — such as the speed at which search results are presented — and on policy choices, such as more stringent data privacy practices.

Government 118

Government Contract Engineering Market share 118

Understanding the Sales Force

APRIL 15, 2024

While every company, sales team and salesperson will be subject to the exact same conditions, you have a choice as to which of the following three approaches you will take: Wait it out (you are cash rich and can withstand a 10-33% drop in revenue) Go on defense (hope your salespeople will continue to find opportunities and discount to win) Go on offense (..)

Sales 73

Sales Up-sell Consult Pitch 73

Heinz Marketing

MARCH 27, 2021

Should Midsize Companies Play Offense or Defense in a Downturn? Recessions are hard on midsize companies, who tend to play defense by implementing across-the-board cuts during tough times. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

B2B 133

B2B Product Sell Hospitality 133

Iannarino

JULY 9, 2021

Naturally, each one got defensive: “my mom is nothing like that,” “her clients love her,” and “she has great relationships with her clients” were common refrains. Once I had that data, I asked the students whose mothers worked in sales whether their moms were self-oriented, pushy, smarmy, aggressive, and money-grubbing.

Intrinsic 338

Intrinsic Sales Cold Call Technique 338

Hubspot

MAY 16, 2013

It''s easy to hate on tracking cookies. Wouldn’t life be great if browsers just shut cookies off altogether -- and kept them off? No more annoying ads! No more interruptions!

Negotiate 65

Negotiate Technology Technology Trust 65

Partners in Excellence

MARCH 8, 2024

And following that, I built the first SDR team for a SaaS and later did business development work for a business selling to the Department of Defense. As I loved working with a team, I tried a bigger challenge leading an advertising sales team for a publisher of trade journals.

Sell 73

Sell Retail Commission Territory 73

Understanding the Sales Force

MARCH 13, 2024

But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and dug in to option 1? It seems obvious, doesn’t it? Option 1 is stupid and Option 2 is brilliant. Their most common response is, “That doesn’t work in our business.”

Territory 68

Territory Manufacturing Finance Consult 68

Closing Bigger

JUNE 29, 2022

Here’s a list of common negative sales mindsets and a set of empowered mindsets that can help you take your sales career to the next level: Negative Sales Mindset Empowered Sales Mindset 1 Reactive mindset 1 Pragmatic mindset 2 Passive mindset 2 Proactive mindset 3 Over optimistic mindset 3 Grounded mindset 4 Bargaining mindset 4 Committed mindset (..)

Sales 98

Sales B2B Sell Process 98

Martech

JANUARY 30, 2024

There are firms such as Calian IT & Cyber Solutions that specialize in SOC-as-a-service and provide continuous threat-hunting analysis, enhancing customer cybersecurity defense through prevention, detection, analysis and response to incidents.

Trust 99

Trust Customers Healthcare Government 99

Martech

MARCH 21, 2022

Funds raised from the sale will go to Come Back Alive — a charitable foundation in Ukraine which supports the armed forces, volunteers and their families through funding defensive initiatives. The collection is on a secure blockchain network.

Networking 97

Networking Advertising/ Marketing Sales 97

Sales Gravy

MAY 3, 2023

Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit. Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit.

Objectives and Key Results 88

Objectives and Key Results Real Estate Trust Sales 88

JBarrows

AUGUST 8, 2021

Other topics mentioned are how to approach defensive males in the workplace, and leading by example, even as a peer. This conversation about empowering women in sales is an important one for all people of all levels to learn from.

Sales 78

Sales Conversion 78

Understanding the Sales Force

MARCH 13, 2024

But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1? It seems obvious, doesn’t it? Option 1 is stupid and Option 2 is brilliant. Their most common response is, “That doesn’t work in our business.”

Manufacturing 77

Manufacturing Territory Price Finance 77

Hubspot

AUGUST 14, 2023

They get defensive and feel like they’re being treated unfairly. You get nervous or defensive when handling objections. Many sellers misunderstand the nature of a tough question and their fumbling response or defensive reaction shows the buyers your company has gaps in your ability to satisfy their requirements.

Closing 84

Closing Hospitality Negotiate Price 84

Martech

FEBRUARY 1, 2023

Dig deeper: Why we care about retail media networks Further, one advertiser said they “play defense as much as offense with retail media networks.” .” “For many brand marketers, RMNs are seen to be a ‘have to buy’ versus a ‘want to buy.’”

Retail 93

Retail Networking Growth Process 93

A Sales Guy

SEPTEMBER 14, 2015

Do you get defensive? Others get defensive and try to defend why they did what they did or even worse, try to argue why it wasn’t their fault or why it’s not a big deal. What do you do when you f**k up? Do you apologize? Do you try to minimize it by avoiding the f**k up altogether? These folks are the best of the worst.

Start-ups 144

Start-ups Customers Service Sales 144

Search Engine Land

FEBRUARY 20, 2024

Prudent website operators introduce such defensive SEO audits into their global SEO strategy. They can be a great starting point to ensure SEO signal consistency and growing organic rankings. Superior results are achieved when on- and off-page crawl data are analyzed as part of a regular SEO audit cycle.

Gambling 113

Gambling Cross-sell CTR Represent 113

Sales Pop!

FEBRUARY 20, 2024

I concurred with Karl’s point and added that in today’s world, people’s defenses are often up when they encounter salespeople. This leads to co-creating solutions and a deeper understanding between the salesperson and the client.

Customers 64

Customers Account management Sales Clients 64

Martech

MAY 20, 2022

To make matters worse, these challenges have intensified so swiftly that leaders have hardly had time to digest them, let alone mount a defense.” “It’s hard to hire; it’s hard to train; it’s hard to keep people from burning out.

Education 95

Education Growth Service Sales 95

Heinz Marketing

NOVEMBER 17, 2021

Keep an open mind and stay clear of defensiveness/manage your emotions. More listening. Avoid guessing. Be clear and simple with your messages and information. Stay away from jargon, technical terms, and acronyms. Welcome feedback, both positive and negative. Be respectful and kind.

Follow-up 117

Follow-up Contact Up-sell Presentation 117

Sales Hacker

MARCH 19, 2021

Often, when someone is being coached, they get defensive or begin to explain themselves instead of listening for the real advantage in the feedback which provides a roadmap for how they can improve. Every time someone reacts to coaching with defense or explanation, they scream (metaphorically) that they do not want to grow.

Drivers/motivators 130

Drivers/motivators Sales Promote Growth 130

Cerebral Selling

JUNE 28, 2021

Consider that the moment you ask a buyer what their budget is, they immediately become defensive as their mind start having thoughts like, “Why are they asking?”, ”, “Who are they going to share that information with?”, ”, “I should probably low-ball so they don’t try to upsell me.”

Customers 194

Customers Follow-up Start-ups Up-sell 194

Martech

DECEMBER 26, 2023

Brands serious about leveraging AI might train models to pre-screen content for brand compliance, using AI as a first line of defense.” “Traditionally bogged down by multiple checkpoints and a lengthy creative process, generative AI will compel companies to reevaluate and streamline these processes.

Customers 143

Customers Retail GTM Trust 143

Hubspot

MAY 5, 2023

As whispers (or shouts) of an economic downturn persist, salespeople need to shift from defense to offense. Back to You Instead of being reactive or defensive to market changes, salespeople need to adapt to them. Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated.

Profit margin 70

Profit margin Objectives and Key Results Cross-sell Pitch 70

Martech

AUGUST 28, 2023

Dig deeper: Using AI to improve customer experience and customer journey orchestration Harmless but largely useless In defense of the tool presenting suggestions, there are innumerable scenarios, and in some edge cases, these seemingly unrelated keywords may have relevance (like the Peabody Ducks in Memphis, TN).

Niche 90

Niche Campaign Presentation Clients 90

Jeff Shore

DECEMBER 20, 2018

They sometimes make salespeople feel antsy, panicky, defensive or even annoyed. Here’s the big problem, buyers pick up on these (sometimes not so subtle) cues and either become: 1) defensive 2) annoyed or 3) convinced they are right about their concerns as the salesperson clearly shares their reservations.

Price 76

Price Follow-up Promote Process 76