Thu.May 18, 2023

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The Five Problems In Your Sales Pipeline

Iannarino

Sales leaders often require their sales force to fill their pipeline with several multiples of their quota. Ensuring you achieve your sales goal is a necessary goal, but this approach is a sign that the sales team isn’t working effectively. When a sales leader asks their team to create an outrageous overage of opportunities, there are big problems in the sales organization.

Pipeline 279
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Selling to the CFO: Prepare Sellers to Answer These 5 Questions

Force Management

The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.

Sell 125
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5 tips for balancing ‘push’ and ‘pull’ in content marketing

Martech

The health of your business is highly dependent on your marketing strategy. In turn, your marketing strategy’s success depends on your content’s quality and substance. Customers overwhelmingly rely on a company’s content for purchasing decisions. One survey found that most people prefer content over social media, reviews or contact with a sales rep.

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New Google AI tools will let advertisers generate media assets

Search Engine Land

Advertisers and YouTube creators may benefit from new AI solutions Google is reportedly working on. Google Ads. Generative AI tools, powered by PaLM 2, will help advertisers create media assets, CNBC reported, based on internal Google documents. Unfortunately, that’s as much detail as we know for now. We’ve previously reported that generative AI is coming to Google Ads.

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How to Improve Email Deliverability and Optimize Each Send

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.

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Digital ad spend growth drops to 7.8% this year

Martech

U.S. digital ad spend is only expected to increase 7.8% in 2023, dropping below 10% for the first time in 14 years, according to a new forecast from eMarketer. It is projected to rebound to 11.2% growth in 2024, the forecast said. Yearly increases in digital ad spending are predicted to hover around 10% through 2027. Digital ad spend saw a dramatic rebound in 2021 following the initial wave of the COVID pandemic — when it saw growth of 37.6%.

Growth 115
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The Perfect Cold Call: How To Turn Prospects Into Customers

Salesforce

We may live in the time of TikTok, where an unknown number calling your phone strikes fear, but in my 13 years of training sales teams, I’ve found nothing is more impactful than the cold call. In fact, cold calling accounts for up to 50% of new deals , according to Dale Carnegie Training. The hard truth, though, is that cold calling can be painful. Many sellers avoid it whenever possible, fearing confrontation and rejection.

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How to craft a winning event strategy: A 7-step framework

Martech

While virtual events are a great way to connect with your customers and prospects, getting qualified attendees is often a challenge. Events have become more accessible in today’s digital world, with multiple channels and platforms available to promote and attract attendees. It’s important to have a solid strategy in place for attracting and engaging qualified attendees to ensure that your virtual event is a success.

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Google Analytics 4 audience builder gets a refresh

Search Engine Land

Google Analytics 4 (GA4) has made significant enhancements to the audience builder. New dimensions and metrics, enhanced alternatives for manipulating event value and event count, and a novel option to match dates have been added. Here’s what’s new. New Dimensions and Metrics in the Audience Builder. The GA4 audience builder now supports the creation of audiences via new dimensions and metrics.

Retail 102
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How to scale the use of large language models in marketing

Martech

Generative AI and large language models are set to change the marketing industry as we know it. To stay competitive, you’ll need to understand the technology and how it will impact our marketing efforts, said Christopher Penn, chief data scientist at TrustInsights.ai, speaking at The MarTech Conference. Learn ways to scale the use of large language models (LLMs), the value of prompt engineering and how marketers can prepare for what’s ahead.

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The future of SEO and why it’s not dying

Search Engine Land

As someone who has built a career in SEO , it is hard for me to write the words “death” or “dying” and SEO in the same sentence. Yet, here I am with one of those topics… I’m here to talk about what is to come in SEO, as prophetic as that sounds, based on the context of the past and what we’re currently seeing. Change is scary. In SEO, we’ve seen it before.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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The Best of SaaStr’s Workshop Wednesday!

SaaStr

So for several months we’ve been running incredible, live Workshop Wednesday’s almost every Wednesday at 10am PST, with time saved for great Q&A. Sign up for FREE here : Let’s take a look back at 10 of the Best Workshop Wednesdays for you to catch up on: #1. Tomasz Tunguz of Theory Ventures: The Impact of Generative AI on Software #2.

Product 97
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Requirements for Successful Marketing Attribution: Data

Heinz Marketing

By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing I’m going to stick with the attribution theme ( see my recent blog post ) since it’s continued to be a popular topic in B2B Marketing. In my previous post, I walked through the different attribution models. Once you have an idea of the model, you need to understand all the requirements to make it possible.

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Google Chrome will soon add 6 relevance and measurement APIs

Search Engine Land

The Privacy Sandbox initiative, a project led by Chrome, is introducing new key relevance and measurement APIs to Chrome Stable. This move is scheduled for the third quarter of 2023, with the spotlight focused on Chrome Stable 115 as the specific launch pad. Unveiling the specifics. The APIs set to go live are: Topics: Generate signals for interest-based advertising without third-party cookies or other user identifiers that track individuals across sites.

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AI in martech: this week’s new features, products and platforms

Martech

Artificial intelligence (AI) is sprouting everywhere in marketing technology. While it has been a part of many products for some time, ChatGPT’s launch made the topic white-hot. As a result, more and more AI-powered solutions are being announced every day. Dig deeper: Artificial Intelligence: A beginner’s guide Here is a roundup of actual AI-powered martech products, platforms and features announced this week.

Product 107
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Don’t leave the future of your data in vendors’ hands by Cynthia Ramsaran

Search Engine Land

It’s as clear as you want your data to be – this is the time to have a 360-view of your customer. You want to improve their journey and experience and protect their privacy. So where do we go from here? When identifying a solution, marketers must first identify their pain points, develop a cohesive data strategy and then decide on the right technology.

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Don’t leave the future of your data in vendors’ hands

Martech

It’s as clear as you want your data to be – this is the time to have a 360-view of your customer. You want to improve their journey and experience and protect their privacy. So where do we go from here? When identifying a solution, marketers must first identify their pain points, develop a cohesive data strategy and then decide on the right technology.

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Google defines which languages translated search results will show up in Google Search

Search Engine Land

As you may know, Google Search may translate the title link and snippet of a search result snippet for results that aren’t in the language of the search query. Google has now updated its help document it initially added a year and a half ago to include which languages this works for. Supported languages. Those supported languages for translated search results include Bengali, English, French, German, Marathi, Portuguese, Spanish, Tamil, and Telugu.

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8 Strategies for Getting More Out of Every Negotiation

Hubspot

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. Part of the problem is that we rarely have the opportunity to practice. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job.

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How to Stay Competitive in the Evolving State of Martech

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

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U.S. paid search spend forecast to hit $110 billion in 2023

Search Engine Land

Paid search spend is expected to reach $110 billion this year, according to a new eMarketer forecast. Search and retail media. Paid search represents 41.8% of total digital spending. If it reaches $110 billion, its growth will remain slightly higher (at 8.2%) than overall U.S. digital ad spend, which is expected to increase by 7.8%. Within search, retail media networks (RMNs) are a rising star, with 18.7% growth in retail media search.

Retail 99
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Reimagining The “Corporate Deck”

Partners in Excellence

We’ve all done it—we’ve victimized our prospects and customers with the “Corporate Deck.” And we’ve be been victims of sellers pitching us their versions of the deck. We know how these “glamor” pieces work. They are all about corporate vanity and follow almost the same format: The first few slides tell the customer who we are and how great we are.

Pitch 62
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How to scale the use of large language models in marketing

Search Engine Land

Generative AI and large language models are set to change the marketing industry as we know it. To stay competitive, you’ll need to understand the technology and how it will impact our marketing efforts, said Christopher Penn, Chief Data Scientist at TrustInsights.ai, who spoke at The MarTech Conference. Learn ways to scale the use of large language models, the value of prompt engineering and how marketers can prepare for what’s ahead.

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Requirements for Successful Marketing Attribution: Data

Heinz Marketing

By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing I’m going to stick with the attribution theme ( see my recent blog post ) since it’s continued to be a popular topic in B2B Marketing. In my previous post, I walked through the different attribution models. Once you have an idea of the model, you need to understand all the requirements to make it possible.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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BATNA – Negotiate For Success

The 5% Institute

Negotiations play a vital role in various aspects of our lives, from business deals to personal relationships. To achieve favourable outcomes, negotiators need to be well-prepared and equipped with effective strategies. One such strategy is understanding and utilizing BATNA. In this article, we will explore the concept of BATNA, its significance in negotiations, and how to leverage it for success.

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Navigating the Shifting Landscape of Sales Development with Jake Bernstein

Predictable Revenue

Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss how to navigate the ever-changing landscape of sales development and how to harness artificial intelligence. The post Navigating the Shifting Landscape of Sales Development with Jake Bernstein appeared first on Predictable Revenue.

Sales 52
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Gatekeepers in Sales: Unlocking Success

The 5% Institute

Gatekeepers play a crucial role in the sales process, serving as the first line of defence and control for decision-makers. Understanding their influence, motivations, and strategies to overcome them can significantly impact sales success. In this article, we will delve into the meaning of gatekeepers in sales, their significance, and how to navigate this essential aspect of the sales journey.

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9 Essential Certificates for Consultants

Hubspot

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. Having the right certification can put you at the top of the list for potential clients. Plus, you’ll learn the knowledge and skills you need to do the job. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs.

Consult 49
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Key To Sales – Unlocking Success

The 5% Institute

In today’s competitive business landscape, sales play a crucial role in the success of any company. Whether you’re selling products or services, mastering the art of sales is essential to driving revenue and growth. This article explores the key elements that contribute to sales success, providing valuable insights and strategies to help you achieve your sales goals.

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Contact Centers vs. Call Centers: What’s the Difference?

Salesforce

The terms call center and contact center are often used interchangeably, and while they’re both hubs for customer service, they aren’t exactly the same thing. Call centers focus solely on phone communications, while modern contact centers provide support through a variety of channels, including phone, email, live chat, self-service knowledge articles, and chatbots.

Contact 52
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Your comprehensive guide to Performance Max campaigns by Adthena

Search Engine Land

Performance Max is a campaign type introduced by Google that allows advertisers to run ads across all of Google’s networks, including search, display, YouTube, Discover, Gmail and Maps, with a single campaign. You can reach your target audience wherever they are and on any device, making it one of the most versatile and effective campaign types around.

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Microsoft Bing Chat is rolling out access to Bing Chat to more users

Search Engine Land

Bing Chat will soon be available to searchers and users, as it is now rolling out unauthenticated access to chats. Users not logged in to Bing can soon ask Bing Chat questions but are currently limited to 5 chats in a chat session. Unauthenticated access. “We’ve started rolling out unauthenticated chat access on Bing,” Michael Schechter, a Vice President at Microsoft Bing wrote on Twitter.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.