Iannarino

DECEMBER 19, 2023

Discover key strategies to not only win your dream clients but also to retain and grow their business effectively.

Clients 280

Clients Growth Sales 280

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness. We would go through endless detail about the unique and differentiated capabilities of our products and solutions.

X-functional 117

X-functional Price Presentation Product 117

Search Engine Land

DECEMBER 19, 2023

Google’s Search Generative Experience (SGE) is now showing for 84% of search queries. SGE has three main variants: Opt-in (68% of the time) where users must request an AI-generated answer. Collapsed (16%) where a truncated AI-generated answer is shown. None (15%) where no SGE is triggered. Image credit: BrightEdge That’s according to new data released by enterprise SEO platform, BrightEdge, and its new experimental tool, BrightEdge Generative Parser.

Product 117

Product Legal Consult Price 117

Salesforce

DECEMBER 19, 2023

Generative artificial intelligence might be the only thing that’s had a bigger year than Taylor Swift. What can you say about a technology that, in under a year, captured the world’s imagination, became the #1 tech spending priority , spawned countless news articles, drew the attention of the White House, and was featured on “Last Week Tonight with John Oliver,” “60 Minutes,” “Saturday Night Live,” and “South Park”?

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Advertisement

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.

Follow-up

Martech

DECEMBER 19, 2023

Leading U.S. marketing company Cox Media Group (CMG) has reportedly admitted to monitoring conversations for targeted advertising. Working with renowned brands like CBS, Fox News and ESPN, CMG has allegedly been promoting its ability to eavesdrop on consumers through microphones in smartphones, TVs and smart speakers. The agency has coined this capability “Active Listening” and has been actively pitching this service to advertisers, showcasing the feature on its website, reports 404.

Conversion 111

Conversion Sell Territory Government 111

Search Engine Land

DECEMBER 19, 2023

Google is actively looking into improving brand safety controls for Performance Max (PMax) following a damning report by Adalytics. The research , which was published last month, accused the search engine of serving ads on inappropriate non-Google websites through the Search Partner Network (SPN). Google denied the accusations but began giving advertisers the choice to opt out of the SNP a week later.

Government 104

Government Networking Campaign Engineering 104

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? In the early days, it’s simply that you have a few more leads than you can currently handle. For a higher-velocity, in-bound driven SaaS product, most sales reps will have trouble processing more than 50 or so truly qualified leads a month.

Lead generation 104

Lead generation Follow-up Gaming Growth 104

Martech

DECEMBER 19, 2023

I thought I could get through 2023 without having to address a perennial problem for email marketers: how to manage seemingly unengaged subscribers without cutting them off. I was wrong. On Dec. 1, Google removed accounts people created over two years ago but never used. As Gmail is a Google product, Gmail accounts will be swept up in the deletion process.

Government 107

Government Angle Follow-up Meeting 107

Search Engine Land

DECEMBER 19, 2023

Adding relevant statistics, quotations and citations can boost content visibility in generative engines by up to 40%, according to a recent research paper. That finding comes from a paper titled GEO: Generative Engine Optimization. It is authored by researchers from Princeton, Georgia Tech, The Allen Institute of AI and IIT Delhi. What is Generative Engine Optimization (GEO).

Engineering 104

Engineering Healthcare Government Technique 104

Martech

DECEMBER 19, 2023

With a shared commitment to fostering a secure and trustworthy environment for publishers and advertisers, BidsCube and Pixalate have partnered to fortify the digital advertising industry and make it more transparent. Pixalate’s fraud protection, privacy and compliance analytics solutions integrate into BidsCube’s programmatic ecosystem, providing clients with comprehensive tools powered by AI and machine learning.

Strategic partnership 95

Strategic partnership Strategize Clients Service 95

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

Search Engine Land

DECEMBER 19, 2023

Google AdSense accounts can now be linked to Google Analytics 4 (GA4) properties. This integration allows your AdSense data to appear in GA4 reports and explorations for a more comprehensive analysis. Why we care. By combining AdSense data with GA4 metrics like traffic sources and user behavior, advertisers benefit from more detailed insights, enabling them to spot patterns, enhancing their ability to optimize ad revenue.

Follow-up 103

Follow-up Start-ups Process 103

SaaStr

DECEMBER 19, 2023

So I know we’ve all become stock market, interest rate, ZIRP and fed experts over the past 24 months. Just as we were all geniuses in 2021. So everyone has their crystal ball now on where the markets are headed in SaaS and for Cloud leaders. Me? I don’t. I don’t have any idea. First, in the history of SaaS, things weren’t always easier when interest rates were lower.

Growth 93

Growth Product Sales 93

Search Engine Land

DECEMBER 19, 2023

Google is making it simpler to buy ads on YouTube by expanding its self-service purchasing system. Depending on its availability in your local market, this feature has now been rolled out to: YouTube Select Lineups : Reservation products that enable eligible clients to target the top 5% of popular channels on YouTube, focusing on the most passionate audiences in a given market.

Construction 98

Construction Territory Sports Negotiate 98

Membrain

DECEMBER 19, 2023

At the end of each year, I put out a list of that year’s top blog posts. Often, as I review which topics were read the most frequently, certain themes emerge. In 2022, for instance , sales effectiveness and methodologies took a top position as popular topics.

Sales 75

Sales 75

Advertisement

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

Campaign

Search Engine Land

DECEMBER 19, 2023

With a shared commitment to fostering a secure and trustworthy environment for publishers and advertisers, BidsCube and Pixalate have partnered to fortify the digital advertising industry and make it more transparent. Pixalate’s fraud protection, privacy and compliance analytics solutions integrate into BidsCube’s programmatic ecosystem, providing clients with comprehensive tools powered by AI and machine learning.

Strategic partnership 84

Strategic partnership Strategize Clients Service 84

David Meerman Scott

DECEMBER 19, 2023

If I was going to trial, I’d hire a lawyer to advise me. And if I faced a PR crisis, I would hire a public relations team expert in crisis communications to advise me.

Legal 76

Legal 76

Martech

DECEMBER 19, 2023

Campaign management software helps marketers automate the manual tasks of planning, launching and measuring the impact of their campaigns. That’s important because there are a number of moving pieces to many modern marketing campaigns. Depending on the size of your marketing organization and the breadth of the campaign, people across internal departments (e.g., creative, media, brand, legal, etc.) and other companies (agencies, media partners or co-marketing partners) can all play a role in your

Campaign 78

Campaign Assembly Line Launch Government 78

Highspot

DECEMBER 19, 2023

Do you want more customers? The answer lies in lead generation driven by sales development reps. These teams scout and qualify leads. To truly unlock their potential, a robust sales development playbook is vital. Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. What Is a Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 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

SalesLoft

DECEMBER 19, 2023

Let’s not sugar-coat it: Times are tough. Across industries, across enterprise and small business, revenue teams are shrinking. And those smaller teams are being asked to hit the same targets without the resources they need to succeed. Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sell Or Die

DECEMBER 19, 2023

Today we are honored to dive into sales with John Rankins,the CEO and Founder of The Sales Machine boasts a remarkable 30-year career in sales and business leadership. He has revolutionized business scaling with his patent-pending S.M.A.R.T. Framework, helping CEOs and leaders significantly increase their revenue. John’s remarkable journey from welfare to multi-millionaire showcases his resilience and has led him to train over 10,000 people and grow a global sales empire.

Process 40

Process Sales 40

Salesforce

DECEMBER 19, 2023

Comparison isn’t always the thief of joy. When’s the right time to hit ‘send’? What subject line should you use? Which image is best? These might seem like small choices, but they are things that email A/B testing can help you figure out. According to our State of the Connected Customer report, nearly two-thirds of customers expect companies to adapt to their changing needs and preferences.

A/B testing 109

A/B testing Objectives and Key Results Click Through Rate Campaign 109

Hubspot

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. That said, with companies spending $2,020 per sales rep on average, sales training can be expensive.

Inside sales 54

Inside sales Sales Up-sell Follow-up 54

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

Salesforce

DECEMBER 19, 2023

The phrase “customer experience” gets thrown around a lot these days. But what does it really mean? That’s not as easy to answer as you might think. The concept is tough to define because it includes so many different aspects of the customer journey from the contact center to the field — and beyond. But this much is clear: customer experience can’t be ignored.

Customers 69

Customers Contact Cross-sell B2C 69

Martech

DECEMBER 19, 2023

When your prospects are on the brink of decision-making in their buyer’s journey, a compelling case study can tip the scales in your favor. Because people, even corporate decision-makers, crave compelling stories. Our brains are wired to connect with and remember stories. This is where case studies shine — as engaging narratives that showcase real solutions to real business challenges.

B2B 106

B2B Campaign Represent Strategize 106

Salesforce

DECEMBER 19, 2023

IT teams can run into problems quickly. We’ve all seen it. There are endless distractions, shifting priorities, and fires to be put out. Teams get pulled in every direction, and mistakes are made. How can you make your software development lifecycle process streamlined and successful? Start with an organized approach from the beginning, and ensure you have the right tools and processes to manage the application lifecycle.

Promote 69

Promote Government Launch Engineering 69