Iannarino

MAY 14, 2024

Last weekend we celebrated Mother's Day with our three adult Gen-Z children at Claudiana Italian Restaurant. The children came bearing flowers and presents. After ordering our food, we sat for more than half an hour, until our server reported that the kitchen had lost our ticket. We spent the time talking about our children’s work, their friends, and all sorts of topics, including my youngest's wedding this September.

Presentation 259

Presentation 259

Force Management

MAY 16, 2024

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 95

B2B Sales 95

Anthony Cole Training

MAY 10, 2024

In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We are all busier than ever before with multi-media coming from every direction. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?

Prospecting 260

Prospecting Drivers/motivators Sales 260

Search Engine Land

MAY 13, 2024

It seems like the search algorithm changes have been hitting harder than a Taylor Swift breakup song. There’s been much talk about core updates , helpful content , reputation abuse , etc. OpenAI is building a search engine , and Google’s Search Generative Experience is likely expanding soon. It’s getting hard to keep up, and many SEOs are having some serious FOMO.

Engineering 137

Engineering Legal Start-ups Trust 137

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Follow-up

Salesforce

MAY 9, 2024

Learn to unlock data and build with AI Show off your AI innovations with the #BuiltWithEinstein Quest Join an AI + Data Community Tour stop Attend the AI NOW Tour Participate in an Ask Me Anything (AMA) with Salesforce Developers Attend a World Tour in your city We are in the midst of the artificial intelligence (AI) revolution, which is creating the most significant shifts and opportunities for Salesforce Admins and Developers in decades.

CRM 142

CRM Technology Technology Start-ups 142

Iannarino

MAY 15, 2024

Discover how the dramatic demographic shifts of the 21st century are reshaping economic landscapes worldwide.

Sales 261

Sales 261

Search Engine Land

MAY 14, 2024

Google is rolling out a new search filter to show only text-based links in the search results. The filter is named “Web” Clicking it removes images, videos, or other forms of search results; only classic blue links are displayed. Web filter. You can find the web filter next to the other filters in the menu. Sometimes that means it is on the same line as the video filter, news filter and so on.

Launch 116

Launch 116

Partners in Excellence

MAY 13, 2024

It seems like everything I read about sales productivity is focused on doing more. I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. These offer the potential of freeing up time. But it’s interesting how we fill the time we theoretically gain. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time.

Product 111

Product Sales CRM Technology 111

SaaStr

MAY 14, 2024

Dear SaaStr: Is It Common To Have a VC Fund a Seed Round in Milestones? It’s not common with typical Silicon Valley investors. But outside of that? It’s a little old school, but it’s not that uncommon. And run from a milestone-based “second check” Because really, it’s just a one-way option for the investor. If you had just one investor, then in a perfect world, this investor would get to dole out chunks of the initial investment and see how it goes.

107

107

Iannarino

MAY 13, 2024

Explore how B2B buying changes have reshaped sales strategies over the years, and what it means for your business today.

B2B 240

B2B Sales 240

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

Martech

MAY 13, 2024

Marketing technology spending fell this year, reaching its lowest level in a decade, according to a new Gartner report. Martech is now getting 23.8% of the marketing budget, down from about 25.4% in 2023, according to Gartner’s 2024 CMO Spend Survey. Spending also fell for staff and agencies, while paid media grew. It went from 25.6% last year to 27.9% in 2024.

Technology 117

Technology Technology Growth Prospecting 117

Search Engine Land

MAY 14, 2024

Google is adding new AI-powered search features to Google Search and in Google Search Labs, in addition to rolling out AI Overviews to searchers in the U.S. this week. The new AI-powered features include the ability to adjust AI Overviews, multistep reasoning capabilities, planning capabilities, AI-organized search results and a new Google Lens ask-with-video feature.

Product 114

Product 114

Force Management

MAY 9, 2024

MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.

Closing 111

Closing Sell Sales 111

Partners in Excellence

MAY 14, 2024

Recently, I’ve been noticing something new, something I haven’t been paying sufficient attention to. It struck me in a conversation with a colleague yesterday. We were talking about organizational design, performance, and a number of issues. She presented a chart, the one below is a cleaned up representation of the chart. The content of the chart is irrelevant to this discussion, but each block represented a different part of the GTM organization, their roles, responsibilities, and k

GTM 99

GTM Represent Education Presentation 99

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

Iannarino

MAY 16, 2024

Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.

Contract 156

Contract Clients Legal Sales 156

Martech

MAY 14, 2024

While Google’s announcement to pump the brakes again on deprecating third-party cookies isn’t exactly a surprise, it’s also not a license for marketers to take their foot off the gas of testing alternative ways to serve relevant ads without cookies. Much of that focus is around testing all the alternative IDs that have flooded the market. However, more and more forward-thinking marketers are also reallocating some of their budgets to AI-driven contextual advertising that is proving to pack a pow

Objectives and Key Results 111

Objectives and Key Results Niche Networking Campaign 111

Search Engine Land

MAY 9, 2024

The number of Google Search queries without SGE increased last month from 25% to 65%. This is a surprisingly big drop, especially considering rumors that SGE could launch ahead of, or during, Google I/O next week. Search results without SGE increase. Why did this happen, starting in mid-April? The reduction of SGE can be traced to Google’s Opt-in results type (when users must request an AI-generated answer).

Launch 129

Launch Product 129

G2

MAY 15, 2024

Have you ever noticed how certain companies seem to have a way with words? Their marketing materials and social media posts resonate with you, leaving a clear impression of their brand. That's the power of brand language at play. Brand language is more than just catchy slogans or product descriptions. It's the entire conversation a brand has with its audience.

Conversion 97

Conversion Product Networking 97

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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

Closing Bigger

MAY 9, 2024

This week’s weeks podcast episode is part one of a podcast series on using AI and Emotional Intelligence for Business Success. Joining me is Nick Usborne from BeMoreHuman.ai. Unlike our regular sessions, these podcasts are a collaborative exploration rather than a conventional interview, focusing on how AI impacts sales and marketing through emotional intelligence.

Strategic planning 111

Strategic planning Strategize Relationship building B2B 111

Iannarino

MAY 9, 2024

Unlock the secret to turning your pipeline coverage into a revenue-generating machine with these proven strategies.

Pipeline 130

Pipeline Sales 130

Martech

MAY 13, 2024

Building and nurturing an active user community can be a game-changer for B2B SaaS companies looking to drive sustainable growth. Implementing a user community strategy offers myriad benefits, supported by industry data and real-world examples from companies like Gainsight, HubSpot and Rocketlane. Understanding user communities About six years ago, I led a global team at a B2B SaaS startup company.

Growth 111

Growth B2B Launch Follow-up 111

Search Engine Land

MAY 13, 2024

We rarely stop to think about the lightning speed of modern information access. Try picturing a time when answers lived only in libraries – it seems archaic now. Search tools have become so powerful that they grasp the meaning behind your questions, not just the individual words. This capability is the result of an evolution from keyword to entity-oriented search.

Engineering 110

Engineering Construction Start-ups Process 110

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

SaaStr

MAY 15, 2024

So with public SaaS companies continuing to grow, but revenue multiples often at relative lows, it can make sense in some cases to “go private”, invest in more growth for a few years, and try to IPO again down the road. Qualtrics did it, nCino just did it, and the latest is Squarespace. They are going private at an almost $7 Billion valuation.

Growth 90

Growth Price Customers 90

Membrain

MAY 15, 2024

It’s no secret that I love golf. I’ve been watching the documentary Full Swing. In the second season, there’s an episode about a player named Wyndham Clark. He’s a PGA golfer who won the Wells Fargo Championship in 2023.

Gaming 80

Gaming Sales 80

Partners in Excellence

MAY 16, 2024

For years, the fashion has been to declare, “Cold calling is dead!” It always comes from people with a specific agenda. Those who believe inbound is the only thing that works. Or a newer fashion, espousing inbound generated outbound. Others promoting social engagement. Or any other engagement approach where “cold calling,” is the obvious foil.

Cold Call 73

Cold Call Technique High impact Pitch 73

Martech

MAY 13, 2024

Quantcast is a global digital advertising, audience insights and measurement platform. Understandably, it has been following the Google Privacy Sandbox saga with close attention. We sat down with their U.K.-based CMO Amit Kotecha in their New York office for a conversation about recent developments, including the latest delay in cookie deprecation and the new report from the U.K.’s Competition and Markets Authority.

Conversion 110

Conversion Follow-up Engineering Technology 110

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Campaign

Search Engine Land

MAY 13, 2024

Paid search advertising conversion rates have decreased across nearly all industries year over year. Meanwhile, the cost of generating leads through search ads continues to increase. Feeling déjà vu? I sure was after reading LocalIQ’s annual search advertising benchmarks report, which was released today. It’s basically more of the same story as 2023.

CTR 109

CTR Conversion Real Estate Click Through Rate 109

SaaStr

MAY 16, 2024

On the first episode of the Angles and Insight podcast, SaaStr Founder and CEO Jason Lemkin chats with Zapier CEO Wade Foster about the future of B2B SaaS in 2024 and beyond. They dive into the nuances of topics like: Evolving dynamics of remote work The most effective marketing channels of 2024 Owned assets vs. “walled gardens” The practical realities vs. the hype around AI As everyone here at SaaStr knows, Jason sold his first company, Echosign, for $400M.

B2B 79

B2B Angle X-functional Trust 79

Understanding the Sales Force

MAY 14, 2024

Perhaps you thought I was going to write about the inflatables locations called Pump it Up, where young children go to birthday parties. I recall that we hosted a couple of parties there when our son was small and probably attended several more for his little friends. This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales.

Pipeline 77

Pipeline Sales Drivers/motivators Consult 77

The Advantexe Advisor

MAY 14, 2024

One of the most frequently asked questions in our Business Acumen training sessions is about large companies selling off business units or brands. It inevitably happens after a discussion on frameworks of strategy where we share that the most successful companies on the planet choose a strategic value proposition to their customers, execute it flawlessly, and most of all, stick with it over time.

Territory 81

Territory Strategize Price Sales 81

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