Iannarino

JANUARY 4, 2024

Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B sales performance. Right now, it involves reading, research, and data analysis to understand the implications of different strategies. But for now, our purpose here is to measure the impact on sales and understand why sales organizations and their teams lose deals they could have won if they had performed better in the sales conversation.

B2B 284

B2B Sales Conversion 284

Search Engine Land

JANUARY 4, 2024

Google has officially started to phase out third-party cookies. A new feature called Tracking Protection, which restricts third-party cookies by default, began rolling out to 1% of Chrome users globally on January 4, 2024. If you have been affected, you will will receive a notification when you open Chrome on either desktop or Android devices. Why we care.

Engineering 139

Engineering Process 139

Force Management

JANUARY 4, 2024

2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires.

Follow-up 125

Follow-up Growth Up-sell Conversion 125

Search Engine Land

JANUARY 4, 2024

Internal linking has often been a powerful tool for SEO, helping serve as a bridge to connect various webpages. One main goal has typically been to boost visibility in search engines. However, the importance of internal linking extends beyond SEO; it’s pivotal in creating a navigable, user-friendly website, especially for people with disabilities. Internal linking is one area that SEO has influence in terms of where and how it appears on a website.

User Experience 130

User Experience Trust Follow-up Engineering 130

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Follow-up

Martech

JANUARY 4, 2024

Website speed is often seen as the main factor impacting customer conversions. However, speed is just one element that contributes to broader digital friction. Here’s why taking a more holistic view of digital experience is key and how to balance best practices with your business’s unique circumstances. Factor fixation Recently, my boss, Ken Goldshvartz, was on The Frictionless Experience podcast to discuss putting website speed into a broader context.

UX 125

UX Hospitality User Experience Conversion 125

Salesforce

JANUARY 4, 2024

Influencing an audience to take action is tough business. Often, leads aren’t ready to buy, and when they are, it’s a challenge to keep them engaged. Thankfully, email makes it possible for you to gain influence with your desired audience over time. And with drip marketing, emails don’t have to live on an island unto themselves. A marketer’s job is to find and understand high quality leads, then help convert them to sales.

Campaign 120

Campaign Objectives and Key Results A/B testing Promote 120

Martech

JANUARY 4, 2024

Ecommerce isn’t only digital anymore, it’s a key part of shopping at physical stores, too. It’s so important and also constantly changing. New channels, new platforms, new customer expectations, how do you keep on top of them all? Here are six must-follow experts to help you deliver the kind of ecommerce experience shoppers are looking for. Marsha Collier Marsha is a best-selling author, radio host, podcast host and educator who specializes in technology, internet marketing, and ecommerce.

E-commerce 110

E-commerce Retail Entertainment Launch 110

Search Engine Land

JANUARY 4, 2024

Advertising on Meta presents unique opportunities that Google Ads doesn’t offer. Whether your goal is lead generation or ecommerce, Menachem Ani, PPC expert and founder of JXT Group, shared valuable insights at SMX Next on how to optimize campaigns for Facebook and Instagram. Read on to learn Ani’s seven-step frameworks for building winning lead generation and ecommerce strategies in Meta’s automated landscape.

Objectives and Key Results 107

Objectives and Key Results Lead generation Campaign Up-sell 107

Martech

JANUARY 4, 2024

TransUnion today announced the launch of a new and improved identity graph to deliver better identity resolution and demographic enrichment. TransUnion is a major consumer credit reporting agency that also offers marketing solutions under the TruAudience brand. The identity graph supports the full range of these solutions. The graph uses AI to cluster identifiers into individuals and households and evaluate the strength of the resulting profiles.

Finance 106

Finance Launch Process 106

Search Engine Land

JANUARY 4, 2024

Group M is planning to simplify the buying and placement of ads on streaming services for advertisers. Through the GroupM Ad Innovation Accelerator program, GroupM is joining forces with BrightLine, Disney, KERV, NBCUniversal, Roku, Telly, and YouTube to develop a new ad format for streaming services. This format aims to cater to viewers who prefer to avoid commercials.

Campaign 100

Campaign Launch Service Presentation 100

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

JANUARY 4, 2024

Consumers spent $220.1 billion online during the recent holiday season, up $10.4 billion on the previous year, a growth of almost 5%. That’s an all-time record, as measured by Adobe Analytics (based on over one trillion visits to U.S. retail sites). Buy Now Pay Later transactions also broke records. Another driver was major discounting by retailers.

Drivers/motivators 92

Drivers/motivators Retail Price Follow-up 92

SaaStr

JANUARY 4, 2024

Dear SaaStr: What’s The Best Way to Fire Your Co-Founder Who Was Once a Friend? It’s pretty common that a co-founder doesn’t work out, unfortunately. I’ve been a part of all versions of this. I’ve had a great co-founder that went the distance with me. I’ve had one that quit less than a year into the journey. And I’ve been part of a senior team (not a co-founder, but part of a team) where I was the top performer by far, but wasn’t a fit for them

Start-ups 80

Start-ups Process 80

Martech

JANUARY 4, 2024

Google has officially started to phase out third-party cookies. A new feature called Tracking Protection, which restricts third-party cookies by default, began rolling out to 1% of Chrome users globally on Jan. 4, 2024. If you, as a Chrome user, have been affected, you will will receive a notification when you open Chrome on either desktop or Android devices.

Process 83

Process Advertising/ Marketing 83

Understanding the Sales Force

JANUARY 4, 2024

Happy New Year everyone! In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! Most people set New Year’s resolutions around this time of the year which, in general terms, is nothing more than an exercise in goal setting. Your goals for the new selling year should start with the things you want to have, places to you want to see, and things you want to do.

Entertainment 68

Entertainment Sales Consult Sell 68

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Campaign

SaaStr

JANUARY 4, 2024

So 2023 was a weird year. 2021 was nuts, with crazy growth and crazy multiples. In 2022, revenue growth held up for many leaders, but share prices and multiples cratered. And 2023? It was mixed actually, even if startups didn’t seem to get a breather, it wasn’t so bad for most public SaaS leaders. On the debit side: Growth at public SaaS companies fell to all-time lows, averaging just 16% Public ARR multiples remained low, at 6x, for the second straight year Late stage VC fell dr

Price 70

Price Growth Follow-up Start-ups 70

Hubspot

JANUARY 4, 2024

Having a bad sales month? We’ve all been there. Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion. It's official: You’re in a slump.

Quota 73

Quota Pipeline Sales Prospecting 73

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. Yet, neglecting it might be what’s holding your team back. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building.

Objection handling 52

Objection handling Pitch Sales Technique 52

SalesLoft

JANUARY 4, 2024

“When we were going through the journey with Salesloft… it was important that we did everything that we could to make sure we were at the right position to roll it out.” – Karan Mehta , Sales Director at Blink. A successful rollout is critical to an organization’s sales team when implementing new technology. That’s why it’s important for us to learn the best practices from customers like Blink and how they managed to get to entirely new levels of success with our revenue workflow platform.

Conversion 52

Conversion Clients Follow-up Gaming 52

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

Highspot

JANUARY 4, 2024

Ready or not, 2024 is in full swing, and there’s no time to waste in such a competitive market. As it says in the side view mirror, “objects in mirror may be closer than they appear, ”and last year was just a moment ago. To get ahead and stay ahead, let’s take a look back at 2023’s best resources chock full of insights that defined success in the years past.

Sales 52

Sales Strategize Growth Product 52

The Digital Technology

JANUARY 4, 2024

For businesses operating locally, it’s crucial to secure a spot on the map. Literally. Your presence in local SEO search results significantly impacts various aspects of your business, from overall visibility to revenue and profits.

45

45

G2

JANUARY 4, 2024

At G2 Reach 2023 , my colleague Palmer Houchins , Head of Marketing at G2, and I teamed up to offer a look behind the curtain at what’s happening here at G2.

40

40

SaaStr

JANUARY 4, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We had a great one last week with Nina Achadijian, Partner at Index Ventures. Check that out here. This week we’re focusing on Erica Brescia, Managing Director at Redpoint Ventures! #1. What’s your most recent disclosed investment?

Growth 85

Growth Launch Networking B2B 85

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

Partners in Excellence

JANUARY 4, 2024

We are pummeled with “deep insights” and “expertise” on the single right way to do something. Whether it is the wording of the title of a prospecting email. The number of words/tone or call to action of that email. Or it might be the formula for the sequence and timing of touches in your prospecting. Or it may be a methodology, process, objection handling technique.

Objection handling 95

Objection handling Healthcare Territory Sports 95