Iannarino

FEBRUARY 2, 2023

To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over C-level executives is a little less than winning the lottery. By working on five key attributes, you improve your ability to sit across the giant desk and learn to create the level of value necessary to capture top executives’ attention and interest, eventually winning their business.

B2B 300

B2B Sales 300

Martech

FEBRUARY 2, 2023

This is the third of a four-part series on the North Star goals that set category leaders apart from their peers. You can find Part 1 (one-to-one, omnichannel personalization) here and Part 2 (first-party customer view) here. Sales and marketing professionals understand the continual pressure to reach and convert new customers to a product or service and how easier it is to keep a happy customer than win new ones.

Minimum Viable Product 142

Minimum Viable Product Customers Strategic planning Manufacturing 142

Partners in Excellence

FEBRUARY 2, 2023

As my social feeds get filled with “gurus” talking about how AI can be deployed to do virtually everything critical to sellers, I started wondering about the “Human” element of engaging our customers and people in our own organizations. It seems AI and tools like ChatGPT are the answer for virtually every sales activity. It can generate endless amounts of well written content for email campaigns, blogs, and so forth.

Sell 139

Sell Conversion Campaign Trust 139

SaaStr

FEBRUARY 2, 2023

Wow, the VC turn out for our first-ever SaaStr APAC is really, really strong. A partial list: Sequoia SEA is bringing 50 (!) Tin Men Capital B Capital Vertex Ventures Accel India Bessemer Venture Partners Lightspeed Altara Ventures Vulpes Ventures Cento Ventures MassMutual Ventures Mirae Asset Capital GGV Together Fund Qualgro Ventures IvyCap Ventures DNX Ventures Five Elms Capital AC Ventures Scalient Ventures Tencent Investments EQT Partners Cathay Innovation Powerhouse Ventures Arohi Asset Ma

131

131

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

Hospitality

Sales Pop!

FEBRUARY 2, 2023

Both small and medium-sized businesses have been affected negatively by the energy crisis people have been experiencing within the UK. There are a few options that SMEs can consider using to save on their energy bill, including even going as far as to switch energy providers. Let’s dive into this article to find ways to help SMEs use energy efficiently and cut costs by following some of these tips!

Follow-up 130

Follow-up Closing Drivers/motivators Clients 130

Understanding the Sales Force

FEBRUARY 2, 2023

A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don't enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 million salespeople.

Consult 124

Consult Up-sell Sales Sell 124

Force Management

FEBRUARY 2, 2023

The roadmap for building effective teams begins with the leader. As sales leaders, we can only command the best possible team when we're operating at our own maximum potential. This month’s guests on the Revenue Builders podcast give insight on the essential building blocks for creating company cultures where teams thrive and exceed collective goals.

Growth 124

Growth Sales 124

Martech

FEBRUARY 2, 2023

Are data clean rooms the solution to what IAB CEO David Cohen has called the “ slow-motion train wreck ” of addressability? Voices at the IAB will tell you that they have a big role to play. “The issue with addressability is that once cookies go away, and with the loss of identifiers, about 80% of the addressable market will become unknown audiences which is why there is a need for privacy-centric consent and a better consent-value exchange,” said Jeffrey Bustos, VP, meas

Sports 117

Sports Technology Technology Consult 117

SaaStr

FEBRUARY 2, 2023

Dear SaaStr: What’s Hard About Being a CEO? A few learnings: The pressure ebbs and flows, but it never ends. Once you ship, you’re always under the gun. In the earlier days, it’s under the gun to make the cash last. Later, cash doesn’t matter as much as growth. But you always have to grow. In fact, each year, you often have to add as much in bookings as all the prior years combined.

Growth 112

Growth 112

Martech

FEBRUARY 2, 2023

Of all of the different types of marketing software, conversion optimization platforms are perhaps the easiest to justify. They are directly focused on delivering the business results you desire, whether you’re seeking to optimize white paper downloads, newsletter subscriptions or ecommerce checkouts. Dig deeper: What is a conversion optimization platform?

Conversion 114

Conversion Contract Follow-up Account management 114

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.

High impact

SaaStr

FEBRUARY 2, 2023

At SaaStr, our partners are an integral part of our events. In February 2023, we’re heading to Singapore for our first APAC event and we wanted to give a special shout-out to some of the companies that will be there with us! We’ll see 1,000+ of the best SaaS founders, execs, and VCs February 22-23 at SaaStr APAC 2023 ! Grab tickets here.

Contract 104

Contract Technology Technology Price 104

Salesforce

FEBRUARY 2, 2023

What exactly is the Fourth Industrial Revolution — and why should you care? The Fourth Industrial Revolution is a way of describing the blurring of boundaries between the physical, digital, and biological worlds. It’s a fusion of advances in artificial intelligence (AI), robotics, the Internet of Things (IoT), Web3, blockchain, 3D printing, genetic engineering, quantum computing, and other technologies.

Manufacturing 98

Manufacturing Technology Technology Pharmaceutical 98

SaaStr

FEBRUARY 2, 2023

The success of any company depends on its ability to consistently deliver commercially successful products to the market. Product marketing can be difficult, and managing product launches and rollouts can be complex. Hiring a product marketing manager (PMM), however, can help tackle the challenges of product marketing, ranging from further improving the product-market fit to analyzing the competitive landscape to understand how the product compares to competitors.

Product 104

Product Launch Strategize Gaming 104

Salesforce

FEBRUARY 2, 2023

If your company uses multiple email service providers (ESPs), you know how much of a hurdle that can be for effective marketing campaigns. This is a problem shared by 43% of small businesses , and that number only grows as the business gets larger. When these systems don’t connect, your valuable marketing data is held in silos, leading to wasted time and money.

Service 98

Service Promote Territory Campaign 98

Advertisement

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

B2B

Search Engine Land

FEBRUARY 2, 2023

If you get Google’s Analytics emails, you may have already gotten the word. But ICYMI, Google has once again reminded us that Universal Analytics (UA) will stop processing data on July 1. What’s new is the email states that starting in March, any customer who does not set up a GA4 property with basic settings, Google will configure one with a few basic settings consistent with the existing Universal Analytics property; this includes certain conversion events, Google Ads links, and ex

Start-ups 93

Start-ups Meeting Engineering Conversion 93

Salesforce

FEBRUARY 2, 2023

1. Building your own work experience 2. Think like a hiring manager 3. Remember your transferable skills Go bridge the Trust Gap If you’re diligently applying for jobs, but you’re not hearing back from employers, you’re more than likely hitting the Trust Gap. The Trust Gap is what some call the lack of confidence an employer has in an applicant’s ability to do the job.

Hospitality 98

Hospitality Trust Retail Technology 98

Search Engine Land

FEBRUARY 2, 2023

Backlinks have long been considered a crucial factor in determining a website’s ranking on search. Historically seen as a vote of confidence, plenty of backlinks pointing to a website indicated that it is a trusted and authoritative source of information. And so, the more backlinks a site had, the higher it was likely to rank on search results.

Engineering 90

Engineering Trust Campaign Process 90

Partners in Excellence

FEBRUARY 2, 2023

I’ve come to a, perhaps rash, conclusion. The majority of challenges we face in business–at least selling–can be traced back to the HP-35 handheld scientific calculator. No it wasn’t learning Reverse Polish Notation–though I did struggle with that for a few days. Prior to the introduction of the HP-35, I had to understand arithmetic.

Presentation 62

Presentation Closing Sell Process 62

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.

Sales

Search Engine Land

FEBRUARY 2, 2023

I’ll just come right out and say it… SEO should be a product because it is an acquisition channel for organic traffic and revenue. SEO as a product largely means the business: Understands it operates in a digital-first world. Makes an effort for its digital properties (website, app, etc.) to be SEO-friendly. This way, when prospective customers are searching online using their devices, looking up through an app or initiating a voice search, the subsequent digital properties are discoverabl

Product 89

Product Engineering Strategize Prospecting 89

Predictable Revenue

FEBRUARY 2, 2023

What are call dispositions, and why do they matter? Learn how to leverage call dispositions and cold-calling funnels to improve your sales leadership. The post Leveraging Cold Call Dispositions as a Sales Leader appeared first on Predictable Revenue.

Cold Call 52

Cold Call Sales 52

Search Engine Land

FEBRUARY 2, 2023

Dozens of Google’s raters, seeking raises and access to benefits, rallied at the Googleplex in Mountain View yesterday, with the goal of putting an end to “poverty wages.” Why we care. Google has said it uses as many as 16,000 raters – and about 5,000 are based in the U.S. As a group, Google’s human raters help ensure the helpfulness, quality and relevance of search results by identifying potentially harmful results, spam, outdated information and all the other elements t

E-commerce 86

E-commerce Negotiate Contract Engineering 86

Search Engine Land

FEBRUARY 2, 2023

Google announced its Q4 earnings just hours ago, more on those numbers later, but Sundar Pichai, the CEO of Google, confirmed in the earnings call the search company’s plans to bring AI-like search features that “people can engage directly with.” Sundar Pichai said, “In the coming weeks and months, we’ll make these language models available, starting with LaMDA, so that people can engage directly with them.

Construction 84

Construction Technology Technology Launch 84

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.

Sales

Search Engine Land

FEBRUARY 2, 2023

Weak advertising demand and competition from TikTok and other rivals yielded lower fourth quarter revenue and profit for Meta, Facebook’s parent company. Ad revenue was down 4% to $31.3 billion at Meta’s advertising-supported properties, including Facebook, Instagram, Messenger, and WhatsApp. Advertising revenue was 97% of Meta’s total revenue in the quarter.

Engineering 79

Engineering Technology Technology Growth 79

Search Engine Land

FEBRUARY 2, 2023

Microsoft has revised its multi-channel strategy, which will be accessible for all advertisers on February 21st. Additionally, the audience ad bid modifier will no longer be visible in your campaign settings. Microsoft says “Instead of using positive or negative bid modifiers to manually adjust participation in the audience network, all you need to do is define your goals, and Microsoft Advertising will fully optimize your campaigns across channels.

Networking 76

Networking Campaign Engineering Conversion 76

Search Engine Land

FEBRUARY 2, 2023

How Google uses AI in search In 2022, we learned more about how Google was using AI in search – for understanding language for query, content and ranking purposes. The overview covered in what ways AI and machine learning helped Google Search perform its daily tasks. Specifically with: RankBrain Neural matching BERT MUM In short, RankBrain, neural matching and BERT were all used in Google’s ranking system across many, if not most, queries and look at understanding the language of both the query

Real Estate 88

Real Estate Retail Engineering Campaign 88