Iannarino
JANUARY 9, 2023
The first book I published was titled The Only Sales Guide You'll Ever Need. I wrote it because I recognized that B2B sales had evolved in ways that few people were talking about. It is not uncommon for sales organizations to miss the inflection points, especially when a team has done something in a certain way for a long time. When something is a decades-old habit, it’s easy to miss that it is losing its effectiveness.
SaaStr
JANUARY 9, 2023
The Strategic Retreat actually usually works really well in the short term. I see SaaS companies quickly get to cash-flow positive by really only servicing in-bound customers with high intent. It’s just your growth rapidly decays, usually in just one quarter. — Jason Be Kind Lemkin (@jasonlk) January 6, 2023. So for at least 60%-80% of us, times are at least tougher than a year ago.
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Martech
JANUARY 9, 2023
What factors are driving marketing automation platform use, and what capabilities do MAPs provide for B2B marketers? MAPs help businesses identify potential customers and automate the process of nurturing the leads to sales readiness using channels like email, social media, webpages and display ads to bring customers and prospects to customized landing pages and through other experiences designed to move them down the purchase funnel.
SaaStr
JANUARY 9, 2023
So 2023 is a whole near world in venture. 2022 was sort of a tale of 2 worlds. At the start of 2022, things were still part of the Boom Times of 2021. Unicorns were minted daily and weekly, and valuations were sky high. By late Q1, it was over. And things just got tougher and tougher as the year went on. Growth rounds essentially stopped : Cooley: Series D Deals Dropped 78% in Just Q3 Alone.
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
Martech
JANUARY 9, 2023
With the legacy version of Google Analytics retiring soon , we’ve entered the era of Google Analytics 4 (GA4). Aside from getting a major facelift and data model change, one of the platform’s most powerful upgrades was the addition and refinement of machine-learning capabilities. . Google Analytics now has the ability to combine observed data and unobserved data.
Partners in Excellence
JANUARY 9, 2023
Sometimes, I think we think about value too restrictively. . Historically, we tended to focus value as something we did exclusively “for” customers. As sellers we know that value creation and realization are critical in engaging our customers. In recent years, we’ve started looking at value creation more broadly. We’ve started looking at it as a collaborative process, working with our customers.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
JANUARY 9, 2023
At CES, 3D cloud streaming platform Oorbit announced a partnership with LG Electronics, allowing users to engage in immersive experiences on LG TV sets. Oorbit hosts multiplayer games and other virtual experiences that users access with a persistent digital identity across these experiences. Immersive music. Oorbit will host virtual concerts and other immersive music experiences through the ELYNXIR virtual world made by PIXELYNX.
Sales Hacker
JANUARY 9, 2023
My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” With my college drop-out education, I’m sure my mind was thinking Star Trek or rental cars. I had no clue what he meant by “enterprise.”. Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales.
Search Engine Land
JANUARY 9, 2023
Many great articles have exposed the seedy underbelly of Local Services Ads spam and fake reviews. There’s one on Search Engine Roundtable regarding fake reviews and another on Search Engine Land where Len Raleigh talked about location spam, reviews, names and ads. I recently learned from a client that the dark hole goes a little deeper than just being misleading on locations and reviews.
Salesforce
JANUARY 9, 2023
No matter where in the world you do business, your customers know you by your products. The rules you set regarding how they can use those products directly affects how much people trust you. If a policy loophole allows someone to use your product to cause harm, repairing that harm won’t necessarily repair the damage done to your reputation. Product policy — the rules that specify how your customers can and can’t apply your features, services, and technology to meet their needs — is designed to
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.
SaaStr
JANUARY 9, 2023
Amidst oversaturated markets and economic downturns, how are SaaS companies navigating acquiring more users and hitting high-profit margins? ClickUp has grown and found its voice in an industry of category players, with a staggering six million users within five years. Chief Creative Officer Melissa Rosenthal and Chief Growth Officer Gaurav Agarwal share the secret to ClickUp’s rapid growth through big bets and bold marketing tactics. .
Salesforce
JANUARY 9, 2023
As environmental, social, and governance (ESG) policies and regulations become more important for companies, the communications industry has an opportunity to be a sustainability leader. Digital technologies, like 5G and Internet of Things (IoT), which are directly tied to the communications industry, can reduce global emissions by up to 15%. By taking sustainability initiatives seriously, you can help both the environment and your bottom line.
Search Engine Land
JANUARY 9, 2023
Between the roll-out of the helpful content update and the emphasis of E-E-A-T on every query and search result, Google is clear about the significance SEOs should place on good, valuable content in 2023. Given that, I’d like to break down the approach, process, and resources my team uses to tackle content this year. I’m not just talking about a content calendar, which is one facet of your content strategy.
Hubspot
JANUARY 9, 2023
How many times have you had this exchange with prospects? You say, “Hey there, how are you?” They respond, “I’m good, thanks. And you?" You say, “I’m good too, thanks for asking.”. Zzzzzzz. There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.
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Search Engine Land
JANUARY 9, 2023
Microsoft and BigCommerce just announced a new partnership called “Microsoft Ads and Listings in the BigCommerce Marketplace.” The new collaboration enables BigCommerce merchants in the US, UK and ANZ to directly integrate their stores and reach Microsoft Advertising’s audience of more than a billion people. What BigCommerce says. Seamless partner app integrations like Microsoft Ads and Listings uplevel the value and opportunities that we can deliver to our merchants all over the wor
Hubspot
JANUARY 9, 2023
If you want to stay afloat in today’s cutthroat business world, it’s important to stay one step ahead of the competition. For this, you need to turn sales forecasting into an art form. This can be challenging for small and new businesses. Entrepreneurs are often optimistic about the future of their businesses. Yet, many are uncertain about the best way to predict their profit margins.
Search Engine Land
JANUARY 9, 2023
Last week Google updated its Help Center to include a new vertical: Dentists. The change was first noted by Matt Casady who wrote about the update on Local U. Carrie Hill posted about it on Twitter. Great new vertical in LSAs! Jump on this one before your competitors do! [link] — Carrie Hill (@CarrieHill) January 5, 2023. How it works. Prospective dentists will need to complete verification before being eligible to advertise.
Predictable Revenue
JANUARY 9, 2023
Learn the definition of customer-centric selling and how to implement it in your business to improve win rates, customer retention. and brand loyalty. The post How To Implement A Customer-Centric Strategy appeared first on Predictable Revenue.
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
JANUARY 9, 2023
If you’ve racked up awards or accolades for your business, you’re not wrong in wanting to show them off. Your achievements signify you’re doing a few things right, so why wouldn’t you display them on your website? The key is to ensure you don’t look too company-focused or braggy – after all, a cardinal sin of content is using too much “I” or “we” language and forgetting to talk to your audience with “you” language.
Understanding the Sales Force
JANUARY 9, 2023
My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, "Is this for real?". The first article was the 7 Best Personality Assessments for Your Sales Team. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies.
The 5% Institute
JANUARY 9, 2023
Do you want to get better at selling and closing deals? If so, insight selling might be the solution for you. This approach to sales enables you to connect with prospects on an emotional level and increase your success rate by understanding customers’ wants and needs. Read on for more information about how this method could make you a better salesperson.
Search Engine Land
JANUARY 9, 2023
Google’s results got more personal with Search Plus Your World. In 2012, Google’s search results were radically transformed as a new “Search Plus Your World” format began rolling out. Google started mixing together content from the web with content that had been shared with you privately into a single set of listings. Search Plus Your World didn’t cover content on Facebook, Twitter, or any social networks where content could be shared to a more limited audience.
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.
The 5% Institute
JANUARY 9, 2023
Understanding the wants and needs of your target customers is essential for business success. Customer buying personas provide insight into who your customers are, what they believe, and how they make decisions when it comes to purchasing. Learn more about what it is, and how it can inform your business strategy here. Understanding Your Target Audience Through Buying Personas. .
The 5% Institute
JANUARY 9, 2023
Are you looking for ways to boost your sales? Planning ahead for each sales call can help you maximize opportunities and make the best impression with potential clients. Follow these steps to create a game plan for success with every call. Winning Strategies For Sales Call Planning. . Research Your Prospects And Identify Their Needs. Before every call, it’s important to do your own research on the prospect.
The 5% Institute
JANUARY 9, 2023
Cracking the productivity code is easier said than done, but with the right strategy and tools, you can become more productive in your work and personal life. In this comprehensive guide, we provide step-by-step instructions on how to maximize your productivity output. The Productivity Code: A Winning Guide. . Productivity Code Tip #1 – Understand Your Goals and Prioritize Tasks.
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