Iannarino
APRIL 18, 2023
The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers. Winning one enterprise-level deal can retire your quota for the year.
Martech
APRIL 18, 2023
LinkedIn is over 20 years old. What started as a tool for job seekers to post resumes has morphed into a full-fledged social media network with over 900 million users. Since it’s not as fresh as some peers, marketers may wonder whether LinkedIn can still bring a worthwhile ROI. However, like other marketing tools, what you get from the site greatly depends on what you put into it.
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Sales Pop!
APRIL 18, 2023
A primary success factor is knowing what you want to achieve and how you will do it and then pursuing to remain on target for what you want. Before accepting any offer that may intrigue us, albeit a new position, a prospective client, or a business offer, we must research all pros and cons before agreeing to a partnership. Should uncertain enter the picture, speak with trusted peers and advisors in the industry willing to share their knowledge and insights.
Partners in Excellence
APRIL 18, 2023
We invest billions in developing the competencies of our sellers. We have endless sales training, product training. We have tools giving them the data and information they need to have meaningful conversations with customers. We have conversational intelligence tools, providing “coaching” to improve their ability to talk to customers. We provide role plays and other tools to help them practice these skills in a “safe” environment.
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
Understanding the Sales Force
APRIL 18, 2023
As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son's college baseball games. But this article isn't only about normal, it's also about the abnormal in both baseball and sales.
Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
APRIL 18, 2023
Dear SaaStr: What Are The Things Startups Just Have to Get Right? Let’s break it down. Let’s talk about what you don’t have to get right: Rockstar Founders? Not required. Yes, to build the next Slack, the next Amazon, the next Tesla, whatever, perhaps you need one of the greatest founders of all time. But many founders at very successful start-ups are smart and incredibly driven, but no Elon Musk.
Martech
APRIL 18, 2023
To earn loyalty, marketers should avoid pitfalls and shift to a journey-centric culture to ensure everyone remains focused on creating a great experience that retains customers. The ability to focus on customer journeys and reorient your organization around customer journeys is a great unlock for companies needing help progressing with their customer experience scores and programs.
Heinz Marketing
APRIL 18, 2023
By Mina Guirguis , Marketing Consultant at Heinz Marketing Whenever companies are looking to downsize, the marketing department is often the first to get hit with cuts. Marketing is often seen as an area to cut back without impacting core operations. But why is this the case and is there any way we can change this view? Let’s discuss why marketing always seems to see layoffs first and some ways you can help prevent this.
Martech
APRIL 18, 2023
In this new series, we dig deeper into the stories of our expert contributors. This interview has been edited for clarity and length. Ryan Phelan has 25 years experience in email marketing and has written 83 articles for MarTech on that and other topics. He’s the co-founder of RPEOrigin.com, a digital marketing services company with an agnostic approach, and is the chairman emeritus of the Email Experience Council Advisory Board.
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.
Sales Hacker
APRIL 18, 2023
Video is the absolute best tool for job hunters. Hands down. It’s the open secret to success! It’s the future, and the future is here. (It’s just not widely distributed yet). If you want to get a leg up and 10x your job hunt results, then stay with me for the whys and hows of sending video as a job hunter. Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume!
Martech
APRIL 18, 2023
The Media Ratings Council is restoring accreditation for Nielsen’s national TV ratings after a 19-month suspension. The move comes on the eve of the 2023-24 upfronts (the period advertisers can buy inventory before a season begins). It doesn’t apply to the company’s local ratings, which remain unaccredited. “As the industry demands measurement that is trusted, independent and founded on real viewing from real people, we continue to support the MRC guidelines that set the standard for quali
Search Engine Land
APRIL 18, 2023
SEO or PPC? Like everything in marketing, it would be great if there was a simple answer to the SEO vs. PPC question. Unfortunately, despite the human temptation to simplify this into a binary answer, the answer is complicated. SEO helps your webpages rank higher on the non-paid search results by improving the quality and relevance of the content on your website.
Salesforce
APRIL 18, 2023
Welcome to #Salesblazer Q&A, a column by sales pros, for sales pros. Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Have a question? Ask it here. Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? — Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching
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Search Engine Land
APRIL 18, 2023
For as long as I’ve been in SEO, I’ve envied my paid media colleagues’ agility and performance tracking. SEOs typically have had to exercise patience and a lot of manual building to get actionable performance data. Inspired by a Looker Studio dashboard built by our paid media team, I rolled up my sleeves and constructed one for SEO.
Highspot
APRIL 18, 2023
New training solution helps customers build platform expertise, learn best practices, and run enablement programs with rigor SEATTLE, Apr. 18, 2023 — Highspot , the sales enablement platform that increases sales productivity, today announced the launch of Highspot University, a centralized learning space where customers can learn at their own pace.
Search Engine Land
APRIL 18, 2023
So you’re a paid search advertiser with a lead generation client. You’ve been reporting on total leads generated by paid search each month, but now your client wants to know about the quality of the leads your campaigns are providing. Gulp! If your client has Salesforce as their customer relationship management (CRM) system, you can link Salesforce directly to Google Ads and help answer that exact question.
PandaDoc
APRIL 18, 2023
Every marketer can tell you the main principle for building a successful brand presence and credibility: show, don’t tell. And what can be a better way of showcasing your competence than letting your clients speak for you? Client reviews have become an indispensable source of proof that your business is good at what it does. At the same time, it’s a clear signal to other prospects looking to conduct business with you: 49% of clients use online reviews as a basis for decision-making, while 60% al
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.
Search Engine Land
APRIL 18, 2023
Results from a Google experiment showed that interest-based audience solutions performed reasonably well compared to third-party cookies. The results. The results were compared using interest-based audience (IBA) solutions with privacy-preserving signals on the display network, Google Display Ads advertiser spending on IBA, as a proxy for scale reached (meaning that a particular metric or value is being used to estimate or represent the extent or level of impact achieved in a specific context.
The Advantexe Advisor
APRIL 18, 2023
One of the most frequently asked questions in Advantexe’s business simulation-centric workshops is, “Can you explain the impact of giving or not giving dividends?” To help participants in our Business Acumen programs I wrote this blog that I am pleased to share with our blog and business community. I start the blog with a definition of what a dividend is and then share insights about the impact of the dividend on a company and its shareholders.
Search Engine Land
APRIL 18, 2023
A full 87% of shoppers in the U.S. begin product searches online, with a majority turning to Google to find the answers they need. The path to purchase is non-linear, with multiple touches occurring across channels, devices, and locations. Providing potential customers with helpful content throughout this journey is the best way to build trust. The majority of consumers say they trust websites more that appear at the top of the search engine results pages (SERPs).
Sell Or Die
APRIL 18, 2023
In this episode we dive into everything about Assertive Selling and our process in how we win sales with other peoples knoweledge! They key to making more sales and more money lies in your ability to Assertively Sell & Build Relationships.Not just close deals. In this episode we go over the key aspects to Assertive Selling including: - Building Authentic Relationships with your prospects - How to properly "close the sale" - How to sift through the "Sh*&&* Sales Material" that i
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Search Engine Land
APRIL 18, 2023
Google Ads has recently implemented a new feature that allows the platform to import fractional, cross-channel web conversion credits from Google Analytics 4 properties. How it works. In the past, web conversions were imported from Google Analytics 4 using a cross-channel last click approach and then assigned in Google Ads based on the chosen attribution model in the user’s Google Ads account.
Search Engine Land
APRIL 18, 2023
Google has documented new return policy information in the product structured data help section specific for merchant listings. This addition came on the same day that Google began showing shipping and return information in its search results. What is new. A new returns section has been added to the structured data type definitions within Google’s product structured data document.
Search Engine Land
APRIL 18, 2023
To earn loyalty, marketers should avoid pitfalls and shift to a journey-centric culture to ensure everyone remains focused on creating a great experience that retains customers. The ability to focus on customer journeys and reorient your organization around customer journeys is a great unlock for companies needing help progressing with their customer experience scores and programs.
Search Engine Land
APRIL 18, 2023
Instagram has introducied a new feature that competes with Linktree, Beacons, and other “link in bio” solution providers, allowing users to add up to five links to their profile bios. How it works. This feature directs followers to various content, such as online businesses, promoted brands, supported causes, or even profiles on rival social platforms.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Search Engine Land
APRIL 18, 2023
A group of nine states, comprising Michigan, Nebraska, Arizona, Illinois, Minnesota, New Hampshire, North Carolina, Washington, and West Virginia, have become part of a U.S. Department of Justice lawsuit against Alphabet’s (GOOGL.O) Google. The suit contends that the search and advertising giant violated antitrust regulations while operating its digital advertising business, according to the department’s statement on Monday.
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