Force Management

JANUARY 16, 2024

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

Negotiate 151

Negotiate Technology Technology Customers 151

SaaStr

JANUARY 16, 2024

There’s so much debate on social media and elsewhere on bootstrapped vs VC. Bootstrapped you maintain control, and the unit economics. But many see it as so much harder. And it’s almost always longer. VC can let you go faster, but it can become an addiction. And the dilution all-in generally ends up being 60%-70% by the time you approach an IPO.

Up-sell 129

Up-sell Start-ups Sell 129

Partners in Excellence

JANUARY 16, 2024

The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.

Trust 108

Trust Customers Process Product 108

Search Engine Land

JANUARY 16, 2024

We entered 2023 talking about GA4 and we’re doing the same thing in 2024. Frequent readers of Search Engine Land – and all SEOs, for that matter – know why: GA4 wasn’t ready for prime time when Google forced us to make the switch, and we’re still working through kinks months later. Having said that, I have managed to hone in on a few extremely valuable GA4 reports that I’m using to help my clients set their course for organic growth in 2024.

UX 113

UX Represent Niche Clients 113

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Follow-up

Martech

JANUARY 16, 2024

Google Ads customer service has plummeted to an unacceptable all-time low, according to marketers. From incorrect account suspensions to sales calls “aggressively” pushing automation to confusion over the platform’s products, advertisers are exasperated by the lack of help from Google. And the problem only seems to be getting worse. A ‘brutal’ process Mike Kelley, chief marketing officer at Sylvan Learning, has been working in marketing for almost 20 years.

Service 109

Service Customers Represent Networking 109

Search Engine Land

JANUARY 16, 2024

YouTube denied further intensifying loading speed issues as part of its efforts to discourage ad blocker use. However, both Premium users and those using ad blockers have reported problems with the platform, such as lagging, higher CPU usage, and delayed load times. Why we care. YouTube’s intensified efforts against ad blockers, at the potential expense of user experience, could discourage platform usage, impacting the reach of your advertising campaigns.

User Experience 96

User Experience Campaign Gaming Start-ups 96

Search Engine Land

JANUARY 16, 2024

The new year has just begun, and the digital marketing landscape continues to evolve rapidly. AI will play a pivotal role in sculpting the future of customer acquisition, but it is still an uncharted realm of strategies and tactics. Join experts for an unmissable webinar designed specifically for digital marketers who drive offline sales and conversions.

Growth 88

Growth Campaign Engineering Presentation 88

Martech

JANUARY 16, 2024

This year’s elections are the first with generative AI tools that can be as easily used by individuals as large organizations to produce misinformation at scale. Even as tech companies push out ways to prevent and detect false content, there are serious concerns that they won’t be enough. Why we care. The impact of this is unlikely to be limited to political marketing.

Government 89

Government Campaign Trust Education 89

SaaStr

JANUARY 16, 2024

For the 8th year in a row, we’re expanding our Equality, Inclusion and Balance program. We are proud that the 2023 SaaStr Annual featured a combined 60% women and multicultural speakers and have had over 60% women and multicultural speakers at each SaaStr Annual since 2018, and we hope to do even better in 2024! Our core goals and values at SaaStr include: Putting on the most inclusive events in the industry and Being as inclusive a community as possible.

Represent 87

Represent B2B Meeting Service 87

Search Engine Land

JANUARY 16, 2024

Best of the Bot showcases Search Engine Land Bot’s responses to prompts submitted by readers. The language model is based on content from Search Engine Land layered on top of ChatGPT. The editors of Search Engine Land selected this response for its usefulness and have supplemented it with additional relevant content. I am the first generative AI chatbot for search marketers.

Transportation 86

Transportation Engineering Service Price 86

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

SaaStr

JANUARY 16, 2024

Dear SaaStr: What’s The Lamest Thing You See Sales Reps Do To Close a Deal? The “lamest” is Fake FUD. But the thing is, it works. Up to a point. What is Fake FUD? FUD is Fear, Uncertainty and Doubt that isn’t true: “They just lost Google as an anchor customer” “We just beat them out for Facebook” “Their mobile product crashes all the time” “They had a huge security breach” “They were down for an entire day last month” “They are running out of money and couldn’t raise a Series B” “The

Closing 85

Closing Sales Presentation Prospecting 85

Understanding the Sales Force

JANUARY 16, 2024

Regular readers know I like to start my articles with an analogy. Baseball analogies appear more than any other but analogies from politics are my favorites. I have used them very sparingly over the past fifteen years or so and for those who don’t share my political views, I would never try to convince you that I am right and you are wrong. I just make observations which you don’t have to agree with, and if we can leave it at that, you don’t have to stop reading my articles

Entertainment 77

Entertainment Sales Gaming Networking 77

SalesLoft

JANUARY 16, 2024

In Qualified’s latest video series GTM AI , host Sarah McConnell sits down with leaders from the most cutting-edge SaaS companies to learn how their AI-fueled products can modernize your GTM motion. In a recent episode, Sarah talked with Kristin Swindle , Salesloft’s Manager of Enterprise Sales Engineering, about how Salesloft AI, including their new product Rhythm, can be the AI co-pilot sellers need to be more effective.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Sell Or Die

JANUARY 16, 2024

Honorée Corder is the author of more than 50 books, publishing consultant, TEDx speaker, and the Founder of Indie Author University. Honorée passionately turns aspiring non-fiction authors into bestselling and best earning authors (and so much more)! She also runs the Empire Builders Mastermind, does all sorts of other magical things, and her badassery is legendary.

Consult 40

Consult Closing Sales 40

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Campaign

SalesLoft

JANUARY 16, 2024

2,080. After weekends, holidays, and vacations, that’s how many selling hours there are left in a year. Multiplied across your whole team, you might think that sounds like ample time for your reps to hit their number and gain some major wins for your sales org. But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects.

Trust 52

Trust Up-sell Contract Technology 52

Martech

JANUARY 16, 2024

Storytelling might not be the first tool that springs to mind in B2B marketing. But let’s rethink that. Crafting a resonant narrative is just as crucial in a boardroom as in a book. The art of storytelling can be the key to unlocking meaningful connections with your business audience. Think about it — a well-told story can captivate, engage and leave a lasting impression, even on the most analytical minds.

B2B 130

B2B Angle Contract Trust 130

Salesforce

JANUARY 16, 2024

I’d like to think I took a page out of T. Pain’s book when I transitioned from sales to sales operations. I’ve closely followed his career from rapper to singer, and just like rap continues to influence T. Pain’s music, my sales background affects how I approach the world of sales ops. In fact, one of the biggest impacts my sales background has on my sales ops success is how I understand sales revenue — not just a top-down view of a key sales metric, but a measure of coll

Contract 105

Contract Non-Profits Referrals Sales 105

Search Engine Land

JANUARY 16, 2024

Forget flashy ads and vanity metrics. 2024 is all about strategic growth marketing focused on building real customer loyalty. Leading brands know the most valuable customers aren’t one-time buyers, but passionate fans who provide recurring revenue. Here’s how to structure marketing experiments that move users through the AARRR funnel, from acquisition to revenue and beyond.

Growth 99

Growth Customers Referrals SQL 99

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

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