Iannarino

APRIL 15, 2024

Master these five crucial sales strategies to significantly boost your win rates and improve your sales results.

B2B 160

B2B Sales 160

Force Management

APRIL 16, 2024

We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.

Conversion 121

Conversion Sales 121

Anthony Cole Training

APRIL 12, 2024

There have always been two certainties in life – death and taxes. But I have now become convinced that there is a third certainty if you are a salesperson and that is the slow and painful death of decision making.

Prospecting 273

Prospecting Drivers/motivators Sales 273

Iannarino

APRIL 11, 2024

Robin Dunbar is a British biological anthropologist, evolutionary psychologist, and a specialist in primate behavior. He is known for Dunbar’s number, a measurement of the cognitive limit to the number of individuals with whom any one person can maintain stable relationships. The number is 148, often rounded up to 150, but can vary from person to person, ranging from 100 to 250.

209

209

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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.

Follow-up

Search Engine Land

APRIL 16, 2024

Ad Strength is not a “major factor” that stops a keyword from going to auction, despite what some advertisers may believe. That’s according to Google Ads Liaison Ginny Marvin. Ad Strength. Responding to a post on X from an advertiser who said “Ad Strength is a major factor in stopping a keyword from going to auction due to Ad Rank,” Marvin wrote : “Ad Strength is not used in Ad Rank and is *not* a ‘factor in stopping a keyword from going to auction due to Ad

Campaign 118

Campaign Engineering 118

Martech

APRIL 16, 2024

It’s important to start monitoring consent management as part of your digital analytics strategy. Apart from the EU, various privacy laws in the U.S., Canada, UK, Australia and other regions require notifying users about using cookies at least in your privacy policy or through an opt-out banner if any personal information is being collected. Users are becoming increasingly aware of their privacy rights, opting out of tracking cookies more than ever (call it the fear of being stalked).

Territory 120

Territory Consult Price Start-ups 120

Iannarino

APRIL 14, 2024

Discover how timeless wisdom and trusted advisors shape successful leadership and sales strategies, transcending centuries.

Trust 205

Trust Sales 205

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I contribute my fair share to the clutter.) We know what we have to do, and, for the most part, each of us is well intended–we really want to do the things that cause us, our customers, and o

Cross-sell 96

Cross-sell Pipeline Meeting Presentation 96

Search Engine Land

APRIL 16, 2024

Google Search Console has released a security update around user permissions and controls management where you can better manage the ownership tokens. Ownership tokens are used for when people verify your site in Search Console, Merchant Center and other Google products and sometimes people who had access in the past to your profiles no longer should.

Product 114

Product 114

G2

APRIL 15, 2024

Engineers develop software that makes our lives easier. A lot goes into their process because they have to focus on so many areas, like frontend and backend functionality and user experience (UX). The software development lifecycle governs this process, from user requirements to final deployment and maintenance.

UX 100

UX Government User Experience Engineering 100

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

Retail

SaaStr

APRIL 16, 2024

Dear SaaStr: What Do You Do When Your Startup is Not Growing Anymore? First, be honest about why. You can blame it on macro issues if you want, but if growth has radically decelerated, it’s likely because you are less competitive than you were before. You probably have fallen out of product-market fit, partially or entirely. Be honest. And go close those feature gaps, and get back to being ahead of the competition — not behind.

Referrals 101

Referrals Growth Promote B2B 101

Iannarino

APRIL 13, 2024

If you want to win more deals, especially contested deals, you will need to be One-Up. Being One-Up means you have knowledge and experience your contact lacks. When you are One-Up, you can take advantage of this information disparity, allowing you to create value for your contacts in the sales conversation. This is often the variable that determines whether you win or lose a deal.

Contact 165

Contact Conversion Sales 165

Partners in Excellence

APRIL 16, 2024

Preface: Every once in a while, by pure chance, we meet someone who is inspiring. This is my experience with Inshal Khawaja. I first met Inshal about a year ago. I was working with Howard Dover on a “business acumen” program he was introducing into the UTD curriculum in the Fall of 2023. It involved interviews of senior sales executives.

Sell 94

Sell Pitch Up-sell Account management 94

Search Engine Land

APRIL 15, 2024

Want to rank highly in 2024 and beyond? Then, you must create what Google calls “ helpful, reliable, people-first content.” In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Spambusters At the time of writing, Google is doing some major spring cleaning to tackle some of the spammy, low-quality content littering the search results.

Process 118

Process Objectives and Key Results Angle Follow-up 118

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

Promote

Martech

APRIL 16, 2024

If you’re like most marketers, you’ve been hearing the term “real-time” a lot lately. And you’ve probably been wondering, what is real-time marketing? Are we delivering content in seconds? Milliseconds? Even faster? It can sound like marketers need to live in the world of the Oscar contender Everything Everywhere All at Once. Not necessarily. What matters is that you reach your customers when they need to be reached, with the right experience.

E-commerce 111

E-commerce Hospitality Customers Strategize 111

SaaStr

APRIL 13, 2024

Dear SaaStr: How Do You Build a Real Exit Strategy? First, bear in mind acquisitions are relatively rare. The vast majority of startups will never get one acquisition offer, let alone a good one. Still, it’s not random. I’ve been through it twice as a founder and about ten times as an investor. At a high level, three things you can do that aren’t very hard will increase the odds you have an “exit”: First, build the best product in an important space.

Cross-sell 104

Cross-sell Engineering Conversion Product 104

Iannarino

APRIL 12, 2024

Discover how context locking can revolutionize your sales strategy and outperform the competition in the ever-evolving B2B landscape.

B2B 199

B2B Gaming Sales 199

Membrain

APRIL 17, 2024

Eighty percent of sales managers say they coach their teams. Yet only 48% of salespeople say that they receive coaching, and only 13% find it helpful. * One reason sales teams have such a chaotic and disconnected view of whether coaching is confusion about what sales coaching is, and what it is not. Another reason is a lack of structured cadence or rhythms for coaching.

Sales 80

Sales 80

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Pipeline

Search Engine Land

APRIL 16, 2024

Technology news rag The Verge has published a 700-word article half-filled with content generated by Google Gemini and a heavy dose of sarcasm that has been outranking more in-depth, well-researched and arguably more helpful content written by humans at publications for the competitive query [best printer 2024]. Sound familiar? It should. We wrote about this exact same thing just over a year ago in How The Verge gamed Google with its ‘best printer 2023’ article.

Gaming 109

Gaming Engineering Technology Technology 109

Martech

APRIL 11, 2024

In our zeal to harness the tech part of martech, the ops part of MOps and the automation part of marketing automation, MOps professionals have failed to accomplish the most important part of the equation — marketing. B2B marketing is suffering from an effectiveness crisis, having chased efficiency gains for years. Effectiveness should be mastered and constantly invested in ahead of efficiency.

B2B 125

B2B Manufacturing Technology Technology 125

SaaStr

APRIL 11, 2024

So it may surprise some of you to learn that it’s not >that< hard to raise venture capital after a rough patch. In fact, it’s pretty common. VCs know the vast majority of startups have a tougher time or two. But … but … VCs need some proof you are back to growth. They need at least 3 months of continuous, strong growth.

Growth 104

Growth Customers 104

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. Who would think of that, particularly in selling? We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? For example, we see percent of people achieving goals declining—today roughly 40% of sellers are achieving or exceeding quota?

Quota 98

Quota CRM Growth Meeting 98

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Price

Search Engine Land

APRIL 15, 2024

Brand mentions are crucial in shaping brand presence and perception across the search universe. This article explores the growing relationship between brand mentions and their significance in developing share of search and boosting brand search. We will also: Dive into the nuances of brand mentions. Examine how brand mentions impact search marketing, both on traditional and social search platforms.

Manufacturing 113

Manufacturing Real Estate Strategize Territory 113

Martech

APRIL 15, 2024

What will customers remember after they have experienced your website, product, service or people? What will they tell their friends or colleagues about their experience — will they even mention it? A tremendous amount of investment and resources are being focused on integrating AI into the customer experience , from automating responses to comments on social media to improving the call center experience.

Customers 109

Customers Hospitality Technology Technology 109

SaaStr

APRIL 16, 2024

SaaStr Europa 2024 is June 4-5 in London and it will be full of VCs! Just a sampling of who’s already coming: 20VC Accel Partners Activum SG Ventures Albion VC Altair Capital Atomico B Capital Backbone Ventures Beacon Capital Beringea BlackRock Caixa Capital Carbide Ventures Cipio Partners Columbia Lake Partners Credit Mutuel Innovation Dawn Capital Earlybird Venture Capital Felix Capital Fiedler Capital Five Elms Capital Flashpoint VC Fortino Capital GP Bullhound Gresham House Ventures He

Growth 86

Growth 86

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. But landing strong candidates is only the first step in the journey. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks. Making the move from sales rep to manager is a common career pathway.

Promote 88

Promote Follow-up Sales 88

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

Partners in Excellence

APRIL 11, 2024

Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. More importantly, at least to me, Jill is an important mentor to me. She has been a very willing coach, helping me think and execute at higher levels. Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in ou

Sell 96

Sell Manufacturing Up-sell Consult 96

Search Engine Land

APRIL 16, 2024

Google is introducing new generative image tools for Demand Gen advertisers worldwide. These AI-powered tools can quickly produce high-quality image assets with just a few clicks. Google is also rolling out a new Generate more like this feature, which lets advertisers create similar versions of existing images that are performing well. Why we care. Leveraging AI to create unique, high-quality image assets can save you time, money and resources, resulting in more efficient campaign management.

Campaign 105

Campaign Clients Sell 105

Martech

APRIL 16, 2024

U.S. internet advertising reached a record $225 billion in 2023, a 7.3-percent increase year-over-year, according to the latest IAB report on U.S. ad revenue, conducted by PwC. Digital ads boomed in the fourth quarter when the growth rate spiked to 12.3% — in 2022 the growth rate for the quarter was 4.4%. Top channels included CTV, retail media and audio, which all saw double-digit growth in 2023.

Retail 103

Retail Commission Networking Growth 103

SaaStr

APRIL 12, 2024

Dear SaaStr: When You Sold Your Startup, What Were the Downsides? When you sell: it’s not yours anymore; and your upside is capped. Start with Challenge #1. Ask yourself 4 “Are You OK With” questions: The name being changed? With the business being shut down in 2–5 years, if it isn’t strategic anymore — no matter how successful? With it being further sold to someone else?

Strategize 97

Strategize Up-sell Start-ups Sell 97

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming