Iannarino
OCTOBER 9, 2023
One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, which is not to suggest winning deals is ever easy. Too few salespeople rely on approaches that are anything but consultative, making it easy for decision-makers to disengage and look elsewhere for the help they need.
Sales Pop!
OCTOBER 9, 2023
We have all had the experience of buying a particular product or service and being cheated—the product or service, or the company delivering it, was fraudulent. We all know how upsetting that can be as a buyer. But what about its effect on the seller and the seller’s company? The “short win” isn’t sustainable. It can be difficult for people to build something sustainable, especially in today’s “instant gratification” society.
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Partners in Excellence
OCTOBER 9, 2023
This post is primarily written for me. It’s for me to explore my thinking and to get greater clarity. Normally, I would not publish something so introspective, but I think I’m asking for help. I’d really appreciate your feedback and ideas. It’s been something that’s been bothering me for some time, but I haven’t been able to articulate it.
Search Engine Land
OCTOBER 9, 2023
Google-Extended , the new standalone product token, to tell Google through your robots.txt to not use your site content for Bard and Vertex AI and other AI projects does not work for the AI-answers and snapshots provided in the Search Generative Experience. Google told us that Google-Extended does not work for SGE. “SGE is a Search experiment so website administrators should continue to use the Googlebot user agent through robots.txt and the NOINDEX meta tag to manage their content in sear
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Partners in Excellence
OCTOBER 9, 2023
Last week, I had the privilege of speaking with Howard Dover’s Digital Prospecting Class at UTD. I had no prepared materials, it was a Q&A about how to connect with prospects more effectively. It was such a fun conversation, we focused on how we increase our effectiveness and impact through deeper understanding of our customers/prospects. Sam Coit summed it up well with the comment, “Understanding how different roles think and feel allows us to better cater our approach and offer
Martech
OCTOBER 9, 2023
In first part of a two-part article , Kath Pay takes a deep dive into writing prompts for a genAI-created campaign brief. In the second part, we’ll see how the LLM responded. Persuasion is at the heart of so much of what we do as marketers, no matter which channel we’re working in. As marketers, we can be most effective when we understand why we humans do what we do and use that information to help our customers make decisions others make on matters that concern us.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
OCTOBER 9, 2023
X (formerly known as Twitter) has started rolling out a new ad product that cannot be blocked or reported. The new format doesn’t include an ad label so users are not informed that what they’re seeing is an advert. There also isn’t an account associated with the promoted posts, so users also can’t tell who the advertiser is either.
Sales Pop!
OCTOBER 9, 2023
Employees of an organization do not only want to work and get paid but usually desire a conducive and inspiring working environment. One key thing that motivates workers is the art of recognition for their performances. Employee recognition brings substantial benefits to the company. Some employee recognition benefits include improved motivation, increased productivity, higher employee retention rates, and a more positive corporate culture, some of which are discussed below.
SaaStr
OCTOBER 9, 2023
So a question for the ages of marketers — is a bigger booth worth it? I had my doubts after 9 years of SaaStr Annuals. I assumed they’d all perform kind of the same. But, I was wrong. The data: Qualified Leads this year ranged from 95 at lowest-yielding of almost 200 sponsors, to 1597 at the top — a wide range But on average, each Gold got 207 Qualified Leads Next up?
Sales Pop!
OCTOBER 9, 2023
Warm leads convert at a rate of 14.6%, while for cold leads, it’s a mere 1.7%. Spending time on warm leads seems like a smarter bet, right? Yes and no. You see, it’s not just about the numbers; it’s about classifying leads into cold and warm. Figuring out the type of lead you’re dealing with doesn’t just boost your chances of closing a deal; it also streamlines your whole sales process.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Salesforce
OCTOBER 9, 2023
A few weeks ago, Dreamforce hosted the largest gathering of Salesblazers ever. Our goal was simple: Reveal the potential of data and AI to accelerate faster, smarter, and more efficient business growth across every sales role and industry. In every conversation with customers, partners, and industry analysts, I heard how excited sales teams are to embrace the new era of data and AI.
Sales Pop!
OCTOBER 9, 2023
The right PR agency can be the difference between a business that thrives in the public eye and one that fades into obscurity. With a multitude of agencies vying for your attention, how do you ensure you’re choosing the partner that truly aligns with your business’s needs and vision? What Does a PR Agency Do? You can use whatever term you want – public relations firm, PR team, PR agency, PR firm – it’s all the same.
Martech
OCTOBER 9, 2023
I recently attended the Henry Stewart Digital Asset Management (DAM) conference in New York City, where I moderated some sessions and workshops. I was also able to interact with my fellow colleagues, catching up on all the pertinent issues affecting marketing and creative management. It’s my pleasure to report that martech is so alive and that we still need digital asset management (DAM) platforms to be the core of all we do in those efforts.
Search Engine Land
OCTOBER 9, 2023
Google is testing a toned-down, more subtle version of the Search Generative Experience. Some are calling this version the lite SGE, where Google is showing a couple of lines of text from the AI-generated snapshot with the ability to expand that answer to see more. What it looks like. Here are screenshots that Glenn Gabe provided on social media: Here are more screenshots: SGE continues to evolve.
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Martech
OCTOBER 9, 2023
The percentage of marketers using CDPs dropped from 31% in 2022 down to 25% in 2023, according to a report from the CDP Institute. It’s the first time the number has dropped in the history of the annual survey which began in 2017. Marketers using other kinds of unified data customer databases also dropped in the same period, from 38% to 33%. However, 20% of organizations say they have a CDP in place and are delivering high value with it.
Search Engine Land
OCTOBER 9, 2023
Digital advertising could be on the cusp of changing forever. The antitrust lawsuit against Google is one of the most significant filed by the U.S. Department of Justice (DOJ) in over 25 years. While there are numerous digital advertising providers, Google still captures approximately 28% of digital ad spend , making it the industry’s predominant player.
Sales Gravy
OCTOBER 9, 2023
Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being. In this episode of the Sales Gravy Podcast, the Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support
Search Engine Land
OCTOBER 9, 2023
Whether you’re working in SEO , PPC or somewhere in between, salaries are always a contentious subject. They can be hard to talk about, challenging to quantify and difficult to change. There are a lot of guides out there that help with salary negotiations, but in this article, I want to talk specifically about negotiating your marketing salary.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot
OCTOBER 9, 2023
Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt.
Search Engine Land
OCTOBER 9, 2023
Overstock relaunched as Bed Bath & Beyond on Aug. 1. Many SEO professionals have been critical of the move as the community has begun analyzing early data. The primary complaint is that overstock.com did not cleanly 301 redirect all URLs to an equal counterpart on bedbathandbeyond.com. Thousands of URLs have not been redirected, and many more were blanketly redirected to the bedbathandbeyond.com homepage.
G2
OCTOBER 9, 2023
Explore the latest image recognition statistics to see how the market is evolving. Discover the level of accuracy you can expect from this technology.
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