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A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and faster. The same is true of an ineffective sales presentation. If your presentation isn't airtight, you'll soon find your prospect poking at loopholes and raising objections. Before you know it, your prospect has abandoned ship (and your sales funnel ) and your sale is a wreck on the ocean floor.
I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer ), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly following up and checking in with them when they’re not doing what they said they would?
So everyone knows Salesforce, founded in 1999, originally to manage your salesforce. But there’s another SaaS leader that almost everyone in B2B software also uses also founded in 1999 — to manage their events. Cvent. It’s still around, too. A lot of it is a bit old, and hard to use, and expensive. But after taking a hit from lockdown, it bounced back, IPO’d for the second time via a SPAC, and today is at $650,000,000 in ARR, growing 20%, with a health 21% EBITDA margi
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
Welcome to my first column for MarTech, where I will immediately and publicly admit I’m suffering through an existential crisis that began on November 30, 2022… A full-blown, real-life, mind-bending, core-gripping conundrum, the kind that causes a person to immediately reposition or curl up in the fetal position. I call my quandary existent-AI-lism.
On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.
As a marketer, one of your primary goals is to not only attract new customers but retain the ones you already have and entice them to buy from your business again and again. Offering a competitively priced product that customers want to purchase is a huge piece of the puzzle. But how do you convince those customers to stay with you? How do you get them to buy, not once, but many times over?
As a marketer, one of your primary goals is to not only attract new customers but retain the ones you already have and entice them to buy from your business again and again. Offering a competitively priced product that customers want to purchase is a huge piece of the puzzle. But how do you convince those customers to stay with you? How do you get them to buy, not once, but many times over?
By Maria Geokezas , Chief Operating Officer at Heinz Marketing Experts have slashed their former growth projections for 2023. So, it’s no surprise campaign spending is down across almost all channels. At this point, there’s no clear answer to when things will pick back up. And it might feel like the sky is falling if you haven’t taken the time to hone their foundations.
SEO agency Search Logistics has released a report that claims almost 90% of CNET’s AI-generated content was detectable using a public AI detection tool. CNET Money had been experimenting with an “AI assist” to compile explainers in response to frequently asked questions. By mid-January they had published around 75 such articles. Why we care.
With all the buzz around AI-generated content, Google decided to reiterate and clarify some of its advice around AI-generated content. The short answer is that Google does not care who or what writes your content as long as that content is written to help people and not to manipulate the search results. Google’s take. Google wrote , “Our focus on the quality of content, rather than how content is produced, is a useful guide that has helped us deliver reliable, high quality results to
Ten. That’s the average number of tools that sales teams use to close deals. CRM? Check. Forecasting? Yep. Analytics? There’s a tool for that. The list of so-called “solutions” goes on. It’s no wonder that 66% of sales reps say they’re overwhelmed by too many tools, according to our latest State of Sales report. Sound familiar? Don’t worry.
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.
Dear SaaStr: Is It a Bad Idea for Founders To Invest Their Own Money Into a Funding Round? No — but it depends on how much, and how much that is of their net worth. One way or another, every founder is going to invest some of their own money , at least a tiny bit, to get a startup off the ground. As well as a ton of soft costs and lost income.
Nearly all the buzz about AI in the past several months has been around using AI tools like ChatGPT for text and Dall-E for images to access and organize data found on the public Web. Far more interesting to me, and where billions is being invested by VCs right now, is how AI works with proprietary content.
Twitter announced the new feature in a long Tweet. need more than 280 characters to express yourself? we know that lots of you do… and while we love a good thread, sometimes you just want to Tweet everything all at once. we get that. so we're introducing longer Tweets! you're gonna want to check this out. tap this … [link] — Twitter Blue (@TwitterBlue) February 8, 2023 Twitter Blue only.
If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs. Instead, AI tools can help your team save time and put more energy toward selling.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
With its new Cost-Per-Hour Masthead, YouTube is giving brands and advertisers the ability to buy its most visible placement during the hour(s) leading up to, during or after priority moments such as a sports game or movie release. What they look like. Here’s what a Masthead ad looks like on a desktop or PC. Here’s what the ads look like on a mobile device.
The week between Christmas and New Years was spent closing a chapter of my professional life with the passing of one business to its new owner. Now it was time to turn my attention toward 2023. Over the past couple of years, my Nimble CRM training and implementation consulting services have seen substantial growth. I have developed a program that has worked well, and has been well received, by my clients.
We’re seeing multiple sources and reports that Twitter is down for users across the globe. BREAKING – TWITTER DOWN GLOBALLY : Most users on Twitter are currently unable to tweet — issue is prevalent across the world. #TwitterDown Like this tweet if Twitter is down for you. pic.twitter.com/0GLYF2goDI — Upward News (@UpwardNewsHQ) February 8, 2023 If you’ve tried to Tweet any time in the last 2 hours like I did, you may have noticed.
Amit Bendov, Gong co-founder and CEO, sent the following email to Gong employees earlier today Team, This is a message I am very sad to share. I’ve made the difficult decision to reduce our team by 80 positions (approximately 7% of our total workforce) across Customer Success, Sales, and General & Administrative functions. Impacted employees in the US have received an email and within the next several minutes, will receive a calendar invite for a conversation with their leader and
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.
Pinterest is leaning hard into its shoppable video and advertising-based revenue generation as part of its growth strategy. Despite a 6% drop in monthly active users (MAUs) in the fourth quarter of last year, the social platform has regained growth, with a 4% increase in MAUs to 450 million and significant growth in mobile app users in the fourth quarter of 2022.
Given the investment companies make in hiring, training, and managing their sales force to get maximum results, it’s imperative sales and enablement leaders understand how they can make the most of that investment and retain the best sellers once hired. Our Top-Performing Sales Organization research , in which we analyzed data from 472 sellers and executives, revealed that the process for onboarding new sales hires and getting sellers to full productivity is strongly correlated to key measures o
With economic pressures mounting on the horizon, we know our reps need to build their own quality pipeline, accelerate deal velocity and improve win rates, all while having less resources and time than ever before. The create & close era of sales is here and it’s stopping for no one. But how can we all quickly adjust to hit quota? With generative AI on the scene like ChatGPT, it looks like we may have our solution… or will this resource only complicate the landscape even more?
Every week, more and more companies are doing big layoffs. As news of layoffs continues, many are left wondering what happened and how to shift course. Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how
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.
Google Buzz launches In 2010, Google revealed its latest attempt to create a social network and compete with Facebook and Twitter. And they called it Google Buzz. Buzz was tied to two main elements – Gmail and mobile. But would users want social networking to invade their inbox? As we noted at the time, there were a couple of “risky” features.
Google Buzz launches In 2010, Google revealed its latest attempt to create a social network and compete with Facebook and Twitter. And they called it Google Buzz. Buzz was tied to two main elements – Gmail and mobile. But would users want social networking to invade their inbox? As we noted at the time, there were a couple of “risky” features.
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